In practice, you will probably use some combination of these two approach methods. For example, you may want to begin actively approaching estate planning prospects identified in your current client base. As you work with these people, you can then request on-profile referrals to other likely estate planning prospects. In the meantime, as you work with other prospects and complete the Fact-Finder, you can qualify potential estate planning prospects and make the transition to your estate planning services.

While some advisers concentrate on estate planning sales, this is a highly specialized practice that must typically be developed over a period of time. For most advisers, the objective is to be aware of estate planning needs and insurance solutions and to be able to recognize estate planning prospects identified in the course of broader personal and business prospecting activities.

Back to Top | Next

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

21