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A team relies on each member playing a key role. Your role as "team manager" and insurance adviser is an essential part of the team. Strive to establish and maintain a good professional relationship, based on credibility and ethical behavior, with other members of the estate planning team. This, in turn, may lead to future opportunities to work with these professionals and their other clients.

Involve the Attorney Early

You generally strengthen your position by getting the client's attorney involved early in the process, since estate planning almost always involves legal advice and the preparation of legal documents. In this way, you are more likely to develop an ally in the attorney rather than an adversary who resents being brought into the process "after the fact."

The Accountant Provides Financial Information

Specialized knowledge of the client's financial situation, particularly important (and complicated) when a business is involved, can be obtained from the client's accountant. The accountant is usually brought into the team when it comes time to "crunch numbers."

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