During the Policy Delivery Interview:
- Review and reinforce the need.
- Review the cover letter. A copy should be kept with the policy.
- Confirm that the decision-maker understands the reason for purchasing the protection.
- Go through the policy contract, describing exactly how the features and benefits meet the client's needs or objectives.
- Review the plan agreement in salary continuation and buy-sell cases.
- Ask if there are any questions.
- Explain that the client's business and personal situations will surely change in the future, so DI protection should be kept up-to-date.
- Explain plan implementation and other service requirements (see below).
- Establish a time and date for the first periodic review.
- Ask for referrals.
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