People’s expressions often turn to stone when they see an insurance salesperson or when they are reminded of mortality, disability, retirement and estate distribution. We may not like to think about these issues, but we have a responsibility to care for ourselves, our families and our businesses. I know this all too personally. I lost both my parents when I was young, my father having suffered a prolonged and disabling illness before he ultimately lost his battle to cancer. I have heard countless stories from friends and colleagues of having too little financial protection to weather the personal upheavals in their lives. I have also seen and experienced first-hand this devastation which is unfortunate and avoidable.