Policy delivery must be treated as an important event. In business cases, all the key decision-makers should be present. Many advisers recommend preparing a cover letter to the client explaining why the policy was purchased, when benefits start, how much will be paid and for how long. Instructions for making a claim can also be included. In many cases, the client's attorney, accountant, or CPA should be present.

During the policy delivery interview:

• Review and reinforce the need/want.


• 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 contract, describing exactly how the features and benefits meet the client's needs and wants or objectives.


• In buy-sell, deferred compensation and salary continuation cases, the attorney should review the plan agreement with the participants.


• Ask if there are any questions.


• Explain that the client's business and personal situations will surely change in the future, so 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 introductions to on-profile referrals.