ON-Trac II Table of Contents INTRODUCTION & NAVIGATION INSTRUCTIONS Click to download a PDF of this unit. UNIT III — EARNING SCHEDULED MEETINGS (Start Here) Page 2 — About This Unit Page 3 — Learning Objectives Page 4 — Open Door, Insert Self Page 5 — Getting in the Door Is Half the Sale Page 6 — Avoiding the Round File — Effective Pre-Approach E-Mail or Snail Mail Page 7 — Letter to Non-Referral Prospect, with Brochure Page 8 — Disability Insurance Letter Page 9 — Financial Services Letter Page 10 — Letter to a Policyholder or Client Page 11 — Letter to a Current Client or Policyholder Who Owns a Business Page 12 — Letter to a Personal Observation Prospect Page 13 — "Business Planning Check-Up" Letter Page 14 — Customizing Your Message for Generational Cohorts Page 15 — Try "Wave" Mailing Page 16 — Sample "Wave" Mailing Letters Page 17 — Need Ideas? Articles? Page 18 — Disability Income Protection Page 19 — Deferred Compensation Letter Page 20 — Do Not Call Page 20 — Essential Facts Page 21 — Additional Prohibited Practices Page 21 — Exemptions Page 22 — Safe Harbor Page 23 — How to Gain Access to the Do No Call List Page 24 — CAN SPAM Act of 2004 Page 25 — Frequently Asked Questions Regarding the CAN-SPAM Act of 2004 Page 26 — Getting "Guaranteed" Scheduled Meetings in Your Natural Market Page 27 — No Pressure Approach Page 27 — Feel Funny Asking Friends to Buy? DON'T! Page 28 — Telephoning for Scheduled Meetings Page 29 — The Better the Reason, the Better the Result Page 30 — The Ohio National Telephone Approach Page 30 — A Process, Not a Script Page 30 — To Get the Biggest Benefit from the Ohio National Telephone Approach Page 31 — The Ohio National Telephone Approach Is a Process, Not a Script Page 33 — If the Prospect Says, "NO!" Page 34 — It's Just Common Courtesy Page 35 — Making Objections to the Interview Work for You Page 35 — "Is this about life insurance?" Page 35 — "My budget can't take any more payments just now." Page 35 — "I'm not in the market." / "I have enough insurance." / "I don't have time." Page 35 — "I already have an Agent." / "I've already done this type of planning." Page 36 — Make Three Promises Page 36 — Try Offering a "Negative" Choice Page 37 — If the Prospect Says, "NO!" Page 37 — Try "X-Dating" Page 39 — Conversation Starters Page 39 — Target Market Prospect Call Page 39 — Wave-Mail Follow-Up Call Page 39 — Call to an On-Profile Client/Policyholder Page 39 — Term Conversion Call Page 40 — "Checkbook Prospecting" Call Page 40 — Third-Party On-Profile Referral Call Page 40 — Cold Call Page 41 — How to Use Voice Mail & E-Mail Effectively Page 42 — Telephone Approach Calling Card Page 42 — Telephone Tips Checklist Page 43 — Keeping Track; Keeping Score Page 44 — Confirming Scheduled Meetings Page 44 — Confirmation Notes Page 45 — No Shows Are Expensive Page 46 — Face to Face with the businessowner Page 46 — A True Story Quiz: Unit III Answer Key for Unit III Quiz Page 47 — Action Assignment: Unit III 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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