A long-standing approach to motivating the prospective client to take action is to point out that, since qualifying for life insurance is both time-consuming and uncertain, it makes sense to start the process as soon as possible. In other words, since a variety of steps must be taken to implement an estate plan, motivate the prospect to take action by determining if he or she qualifies for the life insurance needed to make the desired distribution of estate assets a reality.
Click here for a sample presentation you may use to motivate the prospective client to initiate the life insurance application process.
Involve Estate Planning Team in the Close
If other professional advisers are present at the meeting, include them in the discussion. Use their expertise to add weight to your recommendations. Keep the atmosphere cooperative and professional, but remember that your objective is to motivate the prospect to take action on the life insurance sale. If an attorney or accountant raises unreasonable objections to your life insurance recommendation, do not hesitate to ask how they would recommend that the estate settlement bill be paid, since any estate plan is only as valid as the funds available to make it a reality.
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