The nature of the work you do positions you to be the team quarterback. Besides providing many of the financial products needed in an estate plan, your analysis of the client's needs can prove useful to other members of the team. For this reason, and the fact that you understand the estate planning market, don't be surprised if you find yourself directing the other team members' participation in the process.

The fact that an estate planning team is accepted in theory does not guarantee that it will always work in complete harmony. Differences in experience and background, combined with individual points of view, can sometimes disrupt teamwork that should exist. One of your chief responsibilities to the team, therefore, will be to help assure that everyone works together for the client's benefit.

Every estate planning team member has a unique role to play, and that applies to the agent, too. For starters, it may well be the agent who first raises the issue of estate planning for the client's consideration. As early in the process as possible, discuss the estate planning team concept with the client and reach agreement on which team members will be involved and at what stage they will be involved in the process. Upon gaining the client's permission to assemble a team, you may find yourself calling the client's advisers (with permission, of course) to pull it together.

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