Step 1. Ask...

  A. How many children living at home?
       (Example: 3)

  B. How much could it cost to raise each child?
       If no children, how much for spouse?
       (Example: $100,000)

  C. How much total debt?
       (Example: $150,000)



ABC Needs Analysis

 Step 2. Do the math...

  • Add 1 to "A" if there is a spouse
     (3 + 1 = 4)

  • Multiply sum times "B"
     (4 x $100,000 = $400,000)
  • Add "C"
    ($400,000 + $150,000 = $550,000)
  • This is a minimum client should consider.
  • Increase for future children, business growth, gifts to charity, or to help raise children with special needs.


A quick and simple Needs Analysis that can be done on a napkin in a couple of minutes. Simply ask your client questions A, B, and C in Step 1. Accept whatever answers you get, then follow Step 2. If client's answers are unrealistic, discuss them and do Step 2 again. This is a great starting point, especially when client isn't ready to dig deeply into financial matters. Suggest adding a little more as a cushion if client anticipates having more children, has a child with special needs, is considering business expansion, or would like to leave a legacy gift to charity.

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The easiest way to sell life insurance!