After you have completed this unit, you will understand:

• The importance of developing a marketing strategy;


• The importance of mastering good marketing and prospecting skills;


• How to identify sources of prospects;


• The importance of managing your marketing/prospecting;


• What generational marketing is;


• The basics of target marketing; and


• How to conduct a market survey.


• "How to ask" for on-profile referrals.

The components listed below interact with this section and can be found by navigating to the ON-Net Forms Catalog.
(User log-in required.)

NOTE: It is recommended that students have hard copies of all forms referenced in this material. Please order or print the forms listed below via the ON-Net Forms Catalog for use as a reference throughout the course.

• Your Prospect Card File Instructions (Form 1130)
• Introducing... Card* (Form 1155)
• White Prospect Cards (Forms 1183)
• Pink Reminder Cards (Forms 1184)
• "One in Five" Referred Lead Talk (ON-Trac II > Unit II > Page 41)
• Personal Market Survey Questionnaire (Form 1190)
• Business Market Survey Questionnaire (Form 1191)
• Policyholder Annual Update (Form 2237)
• Referred Lead Sheet (Form 2240)
• Business Practices Guide for Advisers & Acknowledgment Card (Form 2246)
• "The New Agent Success Kit" CDs, Sides 1 & 2 – See your General Agent; cost item through the ONFS Forms Catalog (KBI Group, Inc.)
• Cotton Acquisition System (Cotton Systems, Ltd.) [optional per GA]
• Personal Financial Checkup [PFC] (Financial Profiles, Inc.); cost item through the ONFS Forms Catalog
• Business Financial Checkup [BFC] (Financial Profiles, Inc.); cost item through the ONFS Forms Catalog
• Wealth and Wisdom, Inc. [optional per GA]
• e-relationship.com [optional per GA]
• Practice Planner, Sales Activity Management, Inc. (SAM)
• Copytalk (www.copytalk.com) [optional per GA]
• OCS Planner, The National Underwriter Co. (NUCO)

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