ON-Trac II Table of Contents INTRODUCTION & NAVIGATION INSTRUCTIONS UNIT XXII-A: ESTATE PLANNING SALES & MARKETING APPENDIX (Start Here) Page 1 — Opportunities in the Estate Planning Markets Page 2 — Prospecting Sources Page 3 — Existing Clients Page 4 — Prospects for Whom You Have Created a Needs/Wants Analysis Page 5 — On-Profile Referrals Page 6 — Professional Adviser Networks & Centers of Influence Page 7 — Seminars Page 8 — E-Mail Page 9 — Direct Mail Page 10 — Estate Planning Sales & Marketing Action Assignment A Page 11 — The Estate Planning Sales Process Page 13 — Overview of the Estate Planning Process Page 16 — Estate Planning Meetings Page 17 — Estate Planning Resources Page 18 — Estate Planning Presentation Binder Page 19 — The Approach Page 20 — Approach Methods Page 22 — Estate Planning Sales & Marketing Action Assignment B Page 23 — Fact-Finding Page 24 — The Opening Meeting Page 26 — Information Gathering Meeting Page 27 — The Estate Planning Data Taker Page 28 — Information Gathering Meeting Process Page 29 — The Estate Analysis Process Page 30 — Preparing a Plan: The Life Insurance Recommendation Page 32 — Estate Planning Sales & Marketing Action Assignment C Page 33 — The Presentation Meeting Page 34 — Presentation Centers on Estate Analysis Report Page 35 — Use Reports to Make an Effective Presentation Page 38 — Closing the Sale Page 39 — Managing Questions & Concerns in the Close Page 40 — The Policy Delivery Meeting Page 41 — Conduct Periodic Reviews Page 42 — Estate Planning Sales & Marketing Action Assignment D Page 43 — Approaching the Charitable Market Page 45 — Development Director Is Key to Reaching the Charitable Market This course is accessible online 24 hours a day, 7 days a week. It is approved for continuing education in the State of Ohio. Student information will not be sold or distributed to any third party without prior written consent of the student. Registering and/or taking the course shall not constitute consent. Back to Top | Next Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.