From the August 2009 issue of Investment Advisor • Subscribe!

August 1, 2009

Reviewing the Situation

Here are the steps you can take to prepare your clients for a review of their insurance needs:

o Set expectations by sending an agenda of the topics that will be covered in the meeting.

o Provide clients with the worksheets you will use to analyze their risks and on which you base your recommendations.

o Before the meeting, tell your clients to gather their insurance policies and recent statements; they may need to get in touch with their carriers to do so.

o Provide your clients with a letter that they can use to request inforce policy illustrations for their life insurance. Because these requests take time to process, clients should contact their carriers at least one month before meeting with you.

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