Once the estate planning sale is made, there remain three responsibilities:

• Policy delivery. When underwriting is complete, you should arrange a policy delivery meeting for the purpose of delivering the policy, requesting on-profile referrals and establishing future service expectations.
• Legal documents. If any legal documents are required to implement the estate plan, you should follow-up with the client and/or attorney to ensure that they are executed.
• Conduct periodic reviews. Not only do new laws and regulations impact a client's estate plan, but the client's situation and needs may also change. You and the client should regularly review the estate plan, periodically preparing an estate analysis to make sure that the plan continues to meet the client's needs and objectives. These reviews can lead to additional sales and cross-selling opportunities and are an excellent time to ask for referrals.

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