"At that point, your money at work, (Circle.) which includes life insurance, fringe benefits from work, Social Security and all other assets, must take over. These assets should keep your family ball from rolling down the incline too far."The problem is that, based on your current levels, when death occurs, your family will roll down to the bare Necessity level."
(Draw the line across the incline, just below Necessity level, and add arrows. Make sure this statement is actually true, though, before using this approach.)
"Yet based on your plans and objectives, you said you did not want your family to roll any further than here."(Draw another line across the incline, halfway between Comfort and Necessity, and fill in with diagonal slashes.)
"Lori, the decision we are making is just how far down the incline you are willing to see your family roll. Making the right decision always feels good, and I think you have already made it. Let's go ahead and get the plan started now."Do you prefer to set money aside on a monthly basis or just once a year?"
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