Your existing clients may be your best initial source of estate planning prospects. These are people who already know you and with whom you have developed a relationship. What's more, since you already know something about their financial situations, you can evaluate their likely need for your estate planning and analysis services quite readily.
Cross-selling opportunities are an oft-overlooked source of business. For example, as you work with your business insurance clients, raising the issue of the businessowner's estate plans is a logical next step.
At Ohio National, we have found that most of our estate planning sales derive from existing clients, particularly small businessowners.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
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