Odds are if you asked your client what their most valuable asset is, they most likely would respond with "my home, my car, my boat, etc." Very few would say their income/paycheck.
That's because most people do not immediately equate this question with their ability to earn a paycheck. If your client was sick or injured and unable to work or earn a steady paycheck, how would they pay for the things they love, or the insurance to protect them? Would they be able to pay their monthly mortgage or rent and still be able to pay their monthly bills, credit cards or car payments? You can help make sure they can sustain their lifestyle.