Try this: Pivot to the next cross-selling opportunity by using a full-service approach like this:

Agent: "Prospect, business planning is a process not an event, and I also offer a full range of business planning services to my clients. So, in addition to keeping this protection up to date, we should also consider your other objectives.

"For example, as we discussed earlier, there may be a more efficient way to fund the life insurance portion of your buy-sell agreement.

"Is there any reason why we can't get together in a couple of weeks? How does the 14th at 10:30 sound?"

Cross-selling opportunities. Once clients see the need to protect their incomes in the event of death or disability, it's easy to pivot to taking care of their business and personal concerns. In addition, business life and disability sales can create opportunities for other sales. Here are some scenarios:

• An at-death buy-sell case can lead to buy-out agreements funded with disability insurance. Or to a retirement buy-out funded with annuity or equity products. From this, you can pivot to the client's other business and personal insurance needs, including estate protection.
• A salary continuation plan, which protects personal income protection, leads naturally to a discussion of Business Overhead Expense Protection, since the BOE plan saves the insured from having to use personal Salary Continuation benefits to pay business operating costs.
• A discussion of a qualified retirement plan can create opportunities for deferred compensation sales to the owners and highly compensated employees.
• Reviewing a client's group insurance can uncover shortfalls and gaps in personal coverage and create opportunities for individual life and disability income insurance sales, including key person insurance, salary continuation, group carve-out, and annuity sales from CD rollovers.
• The work you have done with a company's group plan can also position you to do business with the other on-profile employees and their families, either personally or through payroll deduction, on and off the worksite.