• Have a specific need for life insurance.


• Have the financial ability to pay for the insurance;


• Are insurable;


• Have a sense of responsibility; and


• Are approachable by you.

Determine Insurability Early

An estate planning case usually requires a great deal of time and effort. This is one reason why you will want to establish insurability as soon as possible. A more important reason for early determination of insurability is that it will affect any recommendations that you will subsequently make. Because life insurance plays a central role in many estate plans, an awkward situation arises if the prospect to whom you have offered your services turns out to be uninsurable.

What If an Individual Is Uninsurable?

That is not to say that an otherwise good estate planning prospect that is uninsurable cannot benefit from your services. Even uninsurable prospects are entitled to every service that you have promised, and a thorough exploration of their situation may reveal that part of the insurance solution can be solved by insuring some other members of the family.