Cycle-
Thanks for the 411. I'm in the insurance business, so I have a bit of an idea of what you are talking about.
To determine needs, I have always used the formula of 5 times your income, or 8 times your income if you have children college bound. Personally, I use the 10X rule for myself.
It is funny how some folks don't want to leave a penny to their family. I have customers that say,"I only need enough coverage to get me buried. My family ain't going to live the good life without me."
They really crack me up. And there is no telling them any different. They will not change their mind.