Agent: "I'm not sure what strategies we should be talking about, but let's go through some preliminary questions to see if we should be doing business together:It won't take long for estate planning prospects' priority needs and wants, objectives and concerns to surface. When you find a hot button issue, deal with it! Then, make plans to find another priority you can use to reintroduce your client to the sales cycle.
- While estate planning is clearly a lot more than just tax planning, it is possible to reduce federal estate taxes, state death taxes, and probate costs. Without planning, what percentage of your estate would you guess might be lost to these costs?"
- What plans have you made to take care of your surviving spouse, while arranging for the orderly transfer of assets after death, without the delays and costs of probate?"
- Assuming you've assessed your estate tax situation, what plans do you have in place to reduce the size of your gross estate?"
- How have you arranged to avoid estate shrinkage by providing sufficient liquidity to cover your estate settlement costs?"
- Have you coordinated your assets to assure their orderly transfer to your heirs at your death?"
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.