- Check the product. Be sure it has been issued correctly, and that all information it contains is accurate and spelled correctly.
- Call your client to schedule a meeting. If appropriate, ask that both spouses, or all of the decision-makers in a business market case, are present — along with their advisers and family members, if necessary.
- Bring your client file up to date. See that you have a complete file on your client, and are prepared to provide continuing service.
- Prepare the product for delivery. The plan document or product portfolio should include:
- Personal identification, such as your business card, or brochure.
- Cover letter explaining why the product was purchased.
- Case analysis, NAIC illustrations, and other computer support output.
- "Identities" and "Prestige Introduction" brochures for completion (the Cotton System), client introduction letters, or "feed-a-name" referral lists.
- Arrange for technical support, as needed.
- Rehearse what you're going to say to your client, and how you will say it.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
