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This Action Assignment includes an exercise that will get you pointed toward your estate planning market. When completed, be prepared to review this with your General Agent/Trainer.

  1. All of the following are indicators of the need for your estate planning products and services EXCEPT:

    1. The individual's gross estate exceeds the federal estate tax exemption equivalent amount.
      2.
    2. The businessowner wants to sell the business to an associate in a buy-sell deal.
      3.
    3. The 52-year-old business executive expects to have an estate valued at more than $3.5 million at retirement.
      4.
    4. The 56-year-old office manager is concerned that he may not have saved enough for retirement.

  2. Which of the following prospecting methods are recommended ways to reach "people of wealth" estate planning prospects?

    1. Direct mail letters targeted to very select households meeting strict "people of wealth" demographic criteria.

    2. Networking with other professional advisers in your community who might have "people of wealth" in their clientele.

    3. Seminars that include high-priced meals at no charge to attendees.

    4. Servicing the financial security needs of the adult children of "people of wealth."

    1. I & IV Only

    2. II & III Only

    3. II & IV Only

    4. III & IV Only

Field Exercise

It is recommended that you use a notepad to record your responses during the following field exercise.

  1. Discuss with your General Agent/Trainer how you plan to enter the estate planning market, and set preliminary production goals. Discuss and set the activity levels you must consistently maintain to achieve the results you seek. Also, discuss the estate planning resources available to you in the firm and corporate headquarters.

  2. Evaluate the prospecting sources and methods described in this section. Select those which will produce the best results for you in your marketing area and develop a written marketing plan which answers these questions:

    • Can I generate enough activity to meet my production goals?

    • How should I approach my prospects?

    • What do they need?

    • How can I give it to them?

    Review your plan with your General Agent/Trainer and modify as appropriate.

  3. Complete "Upscale 100" (LIMRA) or create an Estate Planning Prospect List. As you start using these sources and methods, add as many names as you can to your list, and create individual prospect cards for each name. Build an initial list of at least 100 names; then, classify your prospects as people you should:

    • Contact immediately.

    • Get help with from a more experienced producer.

    • Discard.

Please print this Action Assignment using the "Printer Friendly" button at the top of this page. Once it is complete, sign it and submit it to your General Agent for his or her signature. Give one signed copy to the General Agent and fax/send another copy to Field Development Operations at the corporate headquarters — (513) 794-4515.

Unit XXII: Estate Planning Sales & Marketing
Action Assignment A Satisfactorily Completed

DATE: __________

 SIGN OFF
General Agent/Trainer:
Sales Associate:
Firm (Print):

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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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