These include...

• Where a Plan Resolution or Agreement must be adopted by the company, and the plan must be communicated to participating employees in writing. Generally, the client's attorney is asked to do both steps. You can provide sample documents from your Advanced Sales Agent's Guides and/or the ON-Net Advanced Sales Library, Specimen Documents or DI Proposal System software for the following types of arrangements:
  • Buy-sell agreement
  
  
  • Key person insurance
  
  
  • Executive bonus plan
  
  
  • Supplemental executive retirement plan
  
  
  • Salary continuation
  
  
  • Split-dollar insurance
• Where business agreements must be drafted by an attorney and formally adopted by the company, you can provide sample documents from the ON-Net advanced sales library, specimen documents or your DI proposal system software, as appropriate.

Delivering the product is part of plan implementation in a business case, as well as a key ingredient in client-building. You should set up an appointment to meet with your client for product delivery, and always deliver the product yourself, accompanied by a technical expert, as needed. Though, in effect, you are reselling the need/want and the solution in the delivery meeting, you are also beginning the post-sale period, which, as we'll see, has special significance in establishing lasting client relationships with businessowners.

During the delivery meeting, you should review the need, want or objective and describe how the product solves it, point out any special provisions, and congratulate your client for having made a sound business decision. Then, follow-up on plan implementation item-by-item, using the closing checklist from the solution meeting. If formal plan agreements or other documents have been prepared by the client's attorney, these should be reviewed and distributed, as appropriate. If any steps have not been completed, get a firm promise date from the person.

Explain again that you and the client should meet regularly to review the plan, and set a date for the next scheduled meeting. Ask the client if you should meet with other advisers, employees, business associates or family members to explain the program. If so, make a note to set these meetings as soon as possible. Then, allow time for questions.