The professional advisers in your community are an excellent source of on-profile estate planning prospects, especially if they may serve as the other members of your clients' estate planning teams. As noted in Section I of the continuing education course, estate planning is most effectively achieved using a team approach, with attorneys, accountants, trust officers, and other financial professionals filling out key advisery roles. By initiating the estate planning process, you help to create business for these professional advisers.

Why shouldn't the reverse be true? Working together to create business opportunities is what networking is all about. Work to develop a network among these professionals, and chances are they will become an excellent source of referrals to you when their clients need insurance planning and products.

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