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With the estate analysis and plan recommendation complete, the next step is to present the plan to the prospective client. This two-hour meeting is your opportunity to:

  • Present your analysis of the prospect's current estate plan, highlighting the estate liquidity need.

  • Explain your recommendations, which are designed to reduce the prospect's estate settlement bill, and illustrate their benefit to the prospect.

  • Review the four sources of cash, after the prospective client agrees that additional estate liquidity is needed and wanted.

Your goal here is to get your prospect to agree that life insurance is the most cost-efficient way to keep the estate intact for the prospect's heirs. With this agreement, you then present your specific life insurance solutions.

While one presentation meeting may be sufficient to close the sale, it might be necessary to make modifications to the estate analysis based on the prospect's reactions to your initial recommendations, and return for a second or even third presentation meeting.

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

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