Approaches differ, but living trust sales presentations are basically all the same:

• The representatives misrepresent themselves as experts in estate planning;
• They gain the trust and confidence of the client; and then
• They misuse that trust to discover the extent of the client's assets under the pretext of determining whether the client can benefit from a living trust.

Trust mills typically use both licensed and unlicensed representatives, and often operate in conjunction with attorneys or attorney reference services to give the operation the appearance of legitimacy.

After the living trust and related estate planning documents have been sold, a representative, usually a licensed agent, again misrepresenting his or her identity and purpose, attempts to sell an annuity as part of the estate planning program. Clients characteristically are encouraged to view the agent as their legal adviser or estate planner, not as an insurance agent.

Back to Top | Next

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

200