After a person buys a house, gets married or has children, they often begin thinking about how they would support their loved ones if they were to die prematurely, he suggested.

“People have fewer assets when they are younger, and their expenses are higher,” he said. “So the need for insurance becomes more important.”

In addition to planning for those expenses to be covered, Tiwari asks clients what they want to provide after they are gone. If they have children in sports or after-school programs, for example, will they be able to continue those activities when one breadwinner is no longer around?