Once the prospect understands his or her current situation, the next step in the presentation process is to describe the problems with that estate distribution plan and discuss the alternatives you have developed. The Estate Tax Computation and flow chart reports (Estate Analysis Report) or alternative estate analysis reports (Estate Tax Calculation software) effectively illustrate how your recommendations can achieve the prospective client's objectives and save money.

The Estate Analysis Report provides a Summary of Executor's Cash Needs report that gives an estimate of the funds that the estate executor will need to pay estate liabilities, probate and administrative costs, and death taxes. When using the Estate Tax Calculation reports, it is necessary to add the "Expenses" and "Total Estate Taxes" figures together to arrive at this estimate.

This is where your sale comes in. It is not unusual for estates to have a liquidity problem, where estate settlement costs exceed liquid assets. The solution is to pay estate taxes with the "discounted dollars"* of life insurance premiums. Click here for a sample presentation you may use to convey the "discounted dollars" idea to your prospective client.

* Refers to life insurance annual premium dollars in relation to
   death benefit proceeds.

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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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