1. Goal (one sentence)
Write: for whom, on what event, receiving what. If you cannot, pause product talk.
2. Budget (sustainable)
Stress-test a 30% income drop. For long policies, lapse risk often beats “wrong brand” risk.
- What ceiling share of discretionary cash flow is annual premium?
- Does premium term overlap peak family liabilities?
3. Identity & disclosure
Cross-border readers especially: which identity/tax/health disclosures are required? Any “sign first, supplement later”? Follow licensed intermediaries and formal docs.
4. Existing cover inventory
List type, sum, expiry, exclusions, geography, owner/beneficiary. Flag group cover as employment-tied.