At a minimum, the producer should document the client's unwillingness to sign and, if possible, the reason why they refused to sign. It is important, of course, to follow all state and insurer advertising and solicitation requirements. No sales materials should be used without prior approval from the insurer. It is good practice to go over the outline of coverage so that your clients can easily refer to it subsequently. One defense to such risk is to include such advisors in the sales process or in a post-sales process.
Techniques can include steps such as described above.
Upon delivery, it is a good idea to review the policy and to remind the client of the 30-day free look provision. Any transaction is a two-way street. It is important for producers to have ethical clients just as it is for clients to have ethical financial advisors. In practice, more clients do due diligence on financial advisors than vice versa. Similarly, obtaining clients by referral reduces risk.