The financial professional's chief responsibility in the first step of the qualified retirement plan sales process is to discuss the need for a qualified plan with the client, assemble data, and make the prospective client aware of the quality products and services that can be offered. Since designing a plan to meet a businessowner's needs and objectives cannot be developed without knowledge of the businessowner, the process of designing a qualified retirement plan begins early in the sale process, with the gathering of information about the businessowner and the owner's retirement plan objectives.
The Retirement Plan Fact Finder (Form 3767) is designed for this purpose. This form guides the financial professional through the information-gathering process. If the case involves a takeover plan, the fact finder collects information about the current plan. Most importantly, it provides the financial professional an opportunity to discuss what features and/or benefits the businessowner would like to provide under their new plan.
Once the basic businessowner information has been obtained using the fact finder, the financial professional can request a plan proposal by completing Ohio National's Request for Proposal (Form 3202). Submitted to either the Retirement PLan Wholesaler or the Proposal Specialist at Ohio National, this form provides the information needed to prepare a proposal that targets the businessowner's needs and retirement objectives.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.