During periodic plan reviews:
- Confirm the amount of time available for your visit.
- Open with a few minutes of informal conversation.
- Ask the clients if they have any particular questions they want you to be sure you cover.
- Recap what was covered during your last meeting or conversation with your client.
- Review the current plan for changes, additions, or pending option dates.
- Be sure policy information is correct.
- Review legal or technical changes and new product developments.
- Ask if your client has questions about the existing plan, or if there is anything else he or she wants to talk about.
- Review your client's next priority issue. Ask probing questions about other personal and business needs and wants using the Policyholder Annual Update (Form 2237).
- Reintroduce your client, if appropriate, to the sales cycle and discuss timing for additional needs and wants.
- Ask for introductions to other qualified, on-profile prospects or feed names to create referrals (or both).
- Set a date, time, and place for the next plan review or follow up meeting.
- Update the client's file after the meeting. Be sure to
follow up, as needed.
Try this! Use this Plan Review Checklist to develop a meeting agenda, and help stick with it.
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