If you read the obituary page, you know death isn't necessarily something that happens only to older people. Of the several death benefit checks I've delivered, the average age of death was 36. None of these people were prepared to die and would probably have admitted their life insurance was inadequate, but at least they had taken that step.

It's estimated one family in five doesn't have enough life insurance. Young families have many buying challenges but not enough disposable income. For those who think they don't have a need, ask yourself these two questions:

• How much money will my family need after my death to meet immediate expenses such as funeral and debt?
• How much money will my family need to maintain their standard of living in the long run?

After the need is accepted, the next step is to decide which life insurance product to buy: whole life, universal life, or term life.

Whole life policies are designed to provide the potential for long-term cash value growth that could be a future source of funds. It could be the right type for those who want to purchase insurance during their peak earning years, who want permanent life insurance for their children, or those looking for protection of family financial needs but also looking for cash accumulation.

Universal life offers long-term death benefit protection and policy features that may accommodate changes in life circumstances. This product features cash value accumulation, flexible premiums, and adjustable death benefits.

Term life insurance products are designed to provide death benefit protection to cover temporary financial obligations. Compared to permanent life insurance, initial premiums for term life are generally lower. However, term policies don't have a cash value feature as permanent policies do. This type features lower cost at younger ages compared to permanent plans, offers death benefit protection for a limited term, and premiums guaranteed for the initial policy term. Term insurance is also convertible to a permanent plan, subject to policy restrictions.

Many consumers base their trust or mistrust of insurance agents on past experience. It's important for agents to sit face to face with their clients and explain the basics. To build trust, the agent truly has to understand what you're trying to accomplish. They've got nothing to sell until they understand that. TPW