Agent: "I'm not sure what strategies we should be talking about, but let's go through some preliminary questions to see if we should be doing business together.It won't take long for the businessowner's priority needs and wants, objectives and concerns to surface. When you find a hot button issue, deal with it! Then, make plans to find another priority you can use to reintroduce your client to the sales cycle.
- What plans have you to continue your business if you die, retire, or become disabled?"
- Is your business for sale? Would it be for sale if you or one of the owners died, became disabled yesterday, or retires tomorrow? What would happen if you woke up this morning and found yourself in business with your partner's spouse, son, or daughter?"
- You have a buy-sell agreement. Good. We've discovered that a number of these plans will never do what they're intended to do. Would you like our attorneys to give a second opinion on yours?"
- Who are your most valuable employees? If they became disabled, how long could you keep paying their salaries? Would you be interested in paying for disability benefits from tax-deductible business dollars?"
- Are you prepared for the death of any of these key employees? Have you calculated the financial impact of this loss? What if the employee is you?"
- How would your business or practice maintain its revenues, and continue to pay operating costs, even during a brief period of disability? If I could show you a tax-deductible way to avoid having to use your personal disability income benefits to pay business expenses, would you be interested?"
- Are you and your key people being sufficiently rewarded outside of your salaries? Would you be interested in providing additional benefits for yourself and selected employees?"
- Who handles your group insurance? Are you 100% satisfied with your present plan? Are you able to recruit and retain the best employees with a progressive benefit program?"
- Do you have a tax-qualified retirement plan? If not, have you ever considered having one? If so, what type do you have? Would you be interested in saving for retirement with business dollars and Uncle Sam's help?"
- Does your business represent the bulk of your estate? If so, have you coordinated your assets to assure their orderly transfer to your heirs at your death?"
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.