Ohio National Financial Services, Estate Planning

Prospects are always going to have questions and concerns, no matter how well you have prepared and presented your recommendations. Questions should be encouraged. They mean that the prospect is interested and involved in the presentation. Use your active listening skills to anticipate and address objections your prospects are likely to raise.

You should always welcome the opportunity to involve the prospect in the collaborative process of designing his or her estate plan. Once you have isolated and responded to the prospect's question or concern, return to your request for the prospect to take action now.

Throughout the presentation and close, do not concentrate on selling life insurance. Instead, your emphasis should be on the benefits of what life insurance can do — provide the funds exactly when needed to make the prospect's plan a reality.

The Final Step

After you reach agreement on the life insurance, complete the application and collect the check. Explain the underwriting requirements and that you will arrange a delivery meeting once the policy is issued. Finally, reach agreement on what steps each of you will take to ensure that needed legal documents and/or business continuation planning is completed.

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