Once the policy is issued, it will typically be sent to you for delivery. Review it promptly for accuracy. If discrepancies are noted, return the policy to your General Agent/corporate headquarters for correction. A notice accompanying each policy will indicate:

• Any balance due on the first premium;


• Any amendments to the original application; and


• The policy delivery period — usually 20 days from the date a life policy is mailed from corporate headquarters; 15 days for annuities. Refer to Business Practice Advisory — "Delivery Receipts for Annuities 2003-01 (April 13, 2003) — for more information.

If the policy has been amended, be sure you understand what the changes are, and can explain them, before you meet with your client.

Once you have verified that the policy is in good order, call your client and schedule a meeting to deliver it. Attach your business card or personalized label to the front of the policy, and prepare a file with the following:

• The policy;


• Any amendment, delivery receipt, or other supplemental forms that must be signed;


• The client's completed, signed fact-finder;


• A copy of your presentation;


• A current NAIC policy ledger illustration (if applicable);


• Required disclosure information for your state;


• "Identities" and "Prestige Introduction" brochures (the Cotton System), or


• Referred Lead Sheet (Form 2240); or


• "Introducing... Card" (Form 1155); and


• "Policy Delivery Receipt."

During the policy delivery meeting, you have six objectives:

1. To reinforce the needs and wants for the insurance;


2. To congratulate the client for qualifying for the policy, and preparing for the future;


3. To review the policy and any modifications;


4. To demonstrate your professionalism;


5. To establish service expectations; and


6. To obtain on-profile referred leads, and "Prestige Introductions."

Reinforce the needs and wants

Using the completed fact-finder, review the needs and wants your client agreed were priorities and that this policy covers. Note needs and wants that were uncovered during the analysis that remain unfulfilled. Set the stage for a discussion of those needs and wants at your next meeting with your client.

Back to Top | Next

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

15