ON-Trac II Table of Contents INTRODUCTION & NAVIGATION INSTRUCTIONS Click to download a PDF of this unit. UNIT I — THE CAREER (Start Here) Page 2 — About This Unit Page 3 — Welcome to ON-Trac II Page 6 — Plot Your Course Page 7 — Who We Are Page 14 — Our Vision: Building a Culture of Performance & Value Page 15 — Getting Started Page 17 — What It Takes to Succeed Page 18 — "Success Factors" — What You Bring to the Table Page 19 — "Core" Career Skills Page 20 — An "Internship" Page 21 — You're in the "Relationship" Business Page 22 — Matching needs and wants & Solutions Page 23 — The "Relationship-Based, Problem-Solving" Approach Page 24 — Why People Buy Page 25 — The Buying Cycle Page 26 — The Sales Cycle Page 27 — The Best Way to Learn Page 28 — Managing Your Business in One Easy Lesson Page 29 — The Rules of Business Planning Page 30 — Developing Your Business Plan Page 34 — Continuing Education — Learn & Earn Page 35 — "SMART" Goal-Setting Page 36 — Activity Leads to Sales Page 36 — Sales Activity Ratios Page 36 — The Sales Cycle Is An Activity Funnel Page 38 — Establishing Activity Ratios Page 39 — Keeping Score Page 40 — Establishing Your Personal Budget Page 41 — Monitor Sales & Activity Results Page 42 — Automated Contact Management System Page 43 — Time Management Secrets: Revealed! Page 44 — Time Management Techniques Page 48 — When to Phone Page 49 — See the People! Page 50 — Dress Code 101 Page 51 — Product Options Page 51 — Term Life Insurance Page 51 — Whole Life Insurance Page 51 — Universal Life Insurance Page 51 — Variable Universal Life Insurance Page 52 — Survivor Life Insurance Page 52 — Annuities Page 52 — Disability Income Insurance Page 53 — More About Our Products Page 53 — Life Insurance Products Page 53 — Disability Income Insurance Page 54 — Registered Products Page 54 — Annuity Products Page 54 — Retirement Plan Services Page 54 — Group Annuities/Pension Products Page 55 — Set Your Sights High Page 55 — Individual Awards Page 55 — First Quarter Club Page 55 — The VIP of the Month Page 56 — The VIP of the Year Page 56 — The Century Club Page 57 — Other Individual Awards Include: Page 57 — Wall of Fame Page 57 — Career Agent Recruiting Enhancement (CARE) Page 57 — Service Anniversary Awards Page 58 — Incentive Meetings: Page 58 — The President's Inner Circle Page 58 — The Executive Council Page 58 — The Council of Honor Page 59 — Industry Awards: Page 59 — The Million Dollar Round Table (MDRT) Page 59 — National Sales Achievement Award (NSAA) Page 59 — National Quality Award Page 60 — The Last Word Quiz: Unit I Answer Key for Unit I Quiz Page 62 — Action Assignment: Unit I Back to Top | Next Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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