The policy delivery step in the estate plan process is one of the most important, at least from a business-building perspective. Besides giving you an opportunity to review the reasons for buying the insurance, and generally reinforcing the new client relationship, the policy delivery meeting is a great time to ask for on-profile referrals.

During the policy delivery meeting, review the benefits of the policy you are delivering and answer any questions the client has. Discuss progress in implementing the entire estate plan and, when appropriate, offer to meet with the client's attorney and/or trust officer to complete the plan.

Getting On-Profile Referrals

Policy delivery is an excellent time to request on-profile referrals. The client is now familiar with you and the professional service you provide. Referrals are particularly important when providing estate planning services to businessowners, professionals, and executives who fit your prospect profile, since the multi-meeting sales process, and often slow turnaround on decision-making, require that you generate a lot of activity.

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