Prospects for whom you've created a needs and wants fact-finder are a logical source of potential estate planning business. By definition, a fact-finder reveals the size of the prospect's estate and uncovers needs for your services and products. Of course, not every needs and wants fact-finder leads to an estate planning prospect; however, many do – and your ability to spot them is the key to developing an estate planning client.

Some fact-finders will reveal prospects whose estates are not ready for full scale estate planning services. By turning them into insurance clients now, though, you position yourself to be their estate planning agent when the time is right.

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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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