ON-Trac II Table of Contents INTRODUCTION & NAVIGATION INSTRUCTIONS UNIT XX-A: BUSINESS INSURANCE SALES & MARKETING APPENDIX (Start Here) Page 1 — Section 1: Welcome to the Business & Professional Markets Page 2 — A Big, Wide-Open Market Page 4 — The Keys to the Market: Confidence & Competence Page 6 — Section 2: Marketing — The Tighter Your Focus, the Better the Results Page 8 — Which Markets Are Right For You? Page 9 — Understand Your Prospects Page 10 — Businessowner/Market Surveys Page 11 — Maintain Consistently High Activity Levels Page 12 — Your Marketing Survey Page 13 — Smart Marketing Page 14 — Action Assignment #1: Goal-Setting & Identifying Target Business Markets Page 15 — Business Market Survey Page 18 — Section 3: Getting to a Yes: The Business Insurance Sales Process Page 18 — The Ten-Step Sales Process Page 19 — Getting People to See — Prospecting Sources & Methods Page 20 — Evaluation of Recent Sales Page 25 — Networking Page 30 — The Fine Art & Finer Points of Self-Promotion Page 30 — The Three "Be's" of Self-Promotion Page 31 — Being There First: Innovative & Exciting Page 32 — Being Different: In Appealing Ways Page 33 — Being Best: Or Better than Most Page 34 — Action Assignment #2: Marketing & Prospecting Page 35 — Section 4: Earning Scheduled Meetings Page 35 — Getting On Your Preferred Prospect's Radar Screen Page 37 — Direct Mail: "Business Planning Check-Up" Page 38 — Letter to an Existing Client Page 39 — Referral Letter with Brochure or Article Page 40 — Letter to Personal Observation Prospect Page 41 — Wave Mailing Page 45 — CD-ROM Prospecting Page 46 — Need Ideas & Articles? Page 47 — Telephone Page 48 — Telephone (Cold Contact) Page 49 — How to Warm Up Cold Calls Page 50 — Looking for Guaranteed Ways to Get a Businessowner's Attention? Page 51 — "X-Dating" Page 52 — Face-to-Face Page 53 — Confirm the Scheduled Meeting Page 53 — Getting Your Prospect's Administrative Assistant on Your Side Page 54 — Action Assignment #3: Earning Scheduled Meetings Page 55 — Section 5: The Initial Meeting — Introducing Yourself & Your Services Page 55 — The Three Meetings Page 56 — The Initial Meeting Page 60 — Business Insurance Hot-Button Questions Page 64 — Section 6: The Second Meeting — Fact-Finding & Analyzing the Prospect's Situation Page 65 — Fact-Finding Meetings Page 66 — Opportunities Everywhere You Look! Page 67 — Trigger Questions Page 77 — Documents Needed Page 77 — Obtaining Financial Statements Page 78 — Send a Thank You Letter Page 79 — Analyzing the Prospect's Situation Page 81 — Finding Premiums Dollars in Financial Statements Page 82 — Financial Statements Contain Sensitive Information Page 83 — Example Balance Sheet Page 84 — Action Assignment #4: Opening Interviews, Case Analysis & Recommendations Page 85 — Section 7: Presenting Solutions & Closing the Sale Page 85 — Presentation Meeting Page 86 — Your Presentation Page 88 — Closing the Sale Page 90 — Issues & Answers Page 91 — Buy-Sell Planning Page 92 — Business Overhead Expense Protection Page 93 — Key Person Insurance Page 94 — Executive Bonus Plan Page 95 — Deferred Compensation Page 96 — Salary Continuation Plans Page 97 — Split Dollar Insurance Page 98 — Group Insurance Page 99 — Qualified Retirement Plans Page 100 — Estate Planning Page 101 — Creating Teamwork with Prospects' Other Professional Advisers Page 102 — When Working with Other Professional advisers Page 103 — Action Assignment #5: Presenting & Closing Page 104 — Section 8: Underwriting the Case & Delivering the Policy Page 104 — Business Solutions Formula Page 105 — Submitting Winning Applications Page 106 — Delivering the Policy Page 109 — Reintroduce the Client to the Sales Process Page 111 — Section 9: Getting Introductions & On-Profile Referrals Page 112 — On-the-Spot Introductions Page 113 — Action Assignment #6: Policy Delivery & Getting On-Profile Referrals Page 114 — Section 10: Client-Building & Service Are Profit Centers Page 115 — Client-Building Strategies Page 118 — Is It Working? Page 119 — Continuing Education — Earn & Learn Page 120 — Case Study Page 122 — Plans & Objectives Page 125 — Case Analysis & Solutions Page 129 — Summing Up Page 130 — The Last Word This course is accessible online 24 hours a day, 7 days a week. It is approved for continuing education in the State of Ohio. Student information will not be sold or distributed to any third party without prior written consent of the student. Registering and/or taking the course shall not constitute consent. Back to Top | Next Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.