Your prospect won't believe in your solution if he or she suspects you don't. You must be sincerely enthusiastic about life insurance, Ohio National's products and services, and how you and Ohio National can meet your prospect's needs or wants. Your belief in the solution and its benefits must be based on a solid conviction that there is no substitute for life insurance. One way to keep your enthusiasm is to visualize life insurance in action — the families held together; the college educations completed; the mortgages paid off; the businesses protected against death or disability; and the jobs, schools, factories, bridges, railroads, highways, and public utilities created by invested premiums. Whatever technique you use, make sure your enthusiasm is heightened, and use it to underline the importance your solution will have on your prospect's life and financial goals.