Answer: What the Client needs and wants

Question 2: To protect the sale you have made to your client and to prevent a fatal case of buyer's remorse, you should:

• Send a Thank You note.


• Keep applicants informed on the underwriting process and their product issue.


• Provide them with an overview on how long it takes to issue the policy.


• All of the Above

Answer: All of the Above

Question 3: Successful advisers, in preparing for their policy delivery meetings, will:

• Check the product over.


• Bring the client file up to date.


• Prepare the product for delivery.


• All of the Above

Answer: All of the Above

Question 4: In establishing expectations, it is important for you to both explain to your client that you will contact them on an annual basis and make sure they have your number to contact you if something should happen. This is an example of proactive service.

• True


• False

Answer: True

Question 5: Your on-profile client management goals are:

• To Service the Existing Business Proactively


• Meeting Additional Needs as the Client's Situation Changes


• Getting Prestige Recommendations and Referrals to On-Profile Prospects


• All of the Above

Answer: All of the Above

Question 6: Successful advisers agree that on-profile, referred lead prospecting is the most effective prospecting method available to most professionals.

• True


• False

Answer: True

Question 7: Life insurance and financial service producers are not perfect, but are expected to play by the rules. This means being principled, honest, and conducting yourself as a trustworthy professional, as well as:

• Meeting your legal and contractual obligations to carriers.


• Fulfilling your obligations and promises to policyholders and clients.


• Complying with the ethical standards of Ohio National and your profession.


• All of the Above

Answer: All of the Above

Question 8: When providing proactive service to your clients, it is important to ensure that they contact you if there is:

• A Child Born into the Family


• A Change in Marital Status


• A Change in Employment or Business Situation


• All of the Above

Answer: All of the Above

Question 9: After you have met with your client and gone through a plan review checklist, it is important to:

• Critique Your Performance


• Record Everything Discussed in the Client File


• Enter into Your Planner the Date of Your Next Meeting


• All of the Above

Answer: All of the Above

Question 10: Cross-selling means to make a sale with your client, then pivot to another product within the same process.

• True


• False

Answer: True