After you have completed this unit, you will understand:

• How to position yourself in the interview process;


• The importance of establishing good rapport with your prospect during the interview;


• How to use the Standard of Living Approach;


• How to find the most effective closing techniques that suit your particular style and situation;


• How to be comfortable in asking for a buying decision;


• How to match a close to a prospect's needs and wants;


• How to recognize buying signals;


• The importance of always asking for on-profile referrals;


• The important of using a formal information gathering system;


• The importance of using good questioning techniques to support the interview process;


• How to match needs and wants to specific Ohio National solutions;


• The concept of features and benefits, and how to use them effectively; and


• The difference between single and total needs and wants sales.

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.

• Ohio National Business Data Taker (Form 2417)
• Estate Planning Data Taker (Form 2491)
• Retirement Plan Fact-Finder (Form 3767)
• Life Underwriting Requirements Brochure (Form 6149)
• Life Underwriting Tips (Form 6144)
• New Career Agent Kit – See Your General Agent
• "The New Agent Success Kit" CDs, Side 4 – See your General Agent; cost item through the ONFS Forms Catalog (KBI Group, Inc.)
• Ohio National Reviewed Marketing Systems
• Cotton Acquisition System (Cotton Systems, Ltd.) [optional per GA]
• Wealth & Wisdom, Inc. (www.WealthAndWisdomInc.com) [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
• Ohio National Reviewed Selling Systems & their respective fact-finders
• Circle of Wealth (www.MoneyTrax.com/ONL/) [optional per GA]
• Financial Profiles (www.Profiles.com) [optional per GA]
• LEAP Systems (www.leapsystems.com) [optional per GA]
• API Riders (13 min., 36 sec.)
• Using the Pending App Status Report (5 min., 9 sec.)
• Update Your Illustration Software (2 min., 13 sec.)
• Summarize Multiple Illustrations on One Report (1 min., 21 sec.)
• Run Multiple Term Quotes on One Report (2 min., 17 sec.)
• Life Changes. We'll Be There. (5 min., 20 sec.; approved for client use)
• Ohio National's Term Life Insurance (6 min., 49 sec.)
• Three Ways to Write Term (7 min., 49 sec.)
• Blending Virtus Value II Sales Idea (7 min., 51 sec.)
• Prestige Value II (11 min.)
• Prestige Whole Life Series (9 min., 32 sec.)

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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