The Estate Planning Process:
Opening & Information Gathering Meetings

This is the third of four Action Assignments on the Estate Planning sales process. Take time to complete it before proceeding further with this section. When it is completed, be prepared to review it with your General Agent or Trainer.

1. Conduct opening meetings and information gathering meetings with at least three of the 15 estate planning prospects you approached for scheduled meetings. These should be joint calls with your General Agent/Trainer or an estate planning specialist. Conduct "curbside critiques" immediately after each meeting.
2. Discuss with your General Agent/Trainer how to complete the Request for Estate Analysis Report, and submit it to the corporate headquarters for processing.
3. Review the Estate Analysis Reports you receive from the corporate headquarters for each case (or the ones you run on the Estate Tax Calculation software), together with your recommended life insurance solutions. Discuss with your General Agent/Trainer the sales support available to you in making estate planning presentations.

Please print this Action Assignment using the "Printer Friendly" button at the top of this page. Once it is complete, sign it and submit it to your General Agent for his or her signature. Give one signed copy to the General Agent and fax/send another copy to Field Development Operations at the corporate headquarters — (513) 794-4515.