An understanding of the methods used to determine suitable life insurance amounts to meet survivors’ lump-sum cash needs and income needs will assist the agent and advisor to better serve consumers and help ensure that appropriate life insurance amounts are recommended and purchased when they are suitable to meet client needs.

This course provides a thorough understanding of how to determine the appropriate amount of life insurance to recommend to clients and prospects. Using case studies and examples, the course explains how producers and advisors should analyze a client's situation in terms of both lump-sum cash needs and future income needs, and presents methods that will quantify those needs and identify a suitable life insurance recommendation.

Upon completion of this course, students will be able to:

• explain the importance of basing client insurance requirements on a thorough analysis of needs
• gather the appropriate client information required to perform an insurance needs analysis
• identify and calculate a client's family's lump-sum needs at the death of a breadwinner
• list the Social Security survivor benefits that need to be considered in analyzing survivors' needs for life insurance to replace income
• identify and calculate survivors' income needs during the dependency period, blackout period, and retirement period