Objection:

"I'm paying so much in insurance payments already, I just can't see spending any more."

Response:

"Let's look for a moment at your other assets.

— "How much is your home worth?
— "Would it be fair to assume you have homeowner's

insurance?
— "What's your annual premium for this coverage?
— "What is/are your automobile(s) worth?
— "Can I assume you've insured your automobile(s)?
— "What is the annual premium for this coverage?
— "You are paying $_____ to protect assets worth $_____.
— "Your potential earnings could far exceed $1,000,000.

(See Potential Earnings chart in "What Is

Your Most Valuable Asset?")
— "How much are you paying to protect the asset that

pays for all the others?"

Objection:

"Your points are well-taken, but I really think I could get by somehow."

Response:

"Let me show you something else.

"You are 41 years old. Between now and the time you reach 65, you'll earn a fortune. (Use the "What Is Your Most Valuable Asset?" or multiply the number of years between now and 65 by the present annual income figure from the fact-finder.)

"At your present income level, you'll earn $_____ by the time you reach 65, assuming you are healthy and your income remains the same. From what you have told me, I'm sure you expect to earn substantially more.

"You see, you risk losing more than your savings or even your assets. You could lose hundreds of thousands of dollars over your lifetime in future earnings."

Objection:
"I don't want to do anything right now. I'd like to wait a few months before I start such a program."

Response:
"Knowing that you need this protection is only part of the solution; now we need to know if you qualify for it. Not everyone qualifies.

Ohio National is very selective because once your policy is issued, you're in control of the contract, and we can't change it in any way. That's why, before the policy is issued, we have to determine if you are an acceptable physical and financial risk."

Objection:
"I'll still draw an income from the business. That's one of the advantages of owning my own business."

Response:
"Dan, how long a vacation did you take last year?

"Why didn't you take a longer one?

(Wait for response.)

"If you were so sick or hurt that you couldn't work, could you afford to take a six-month vacation? Could you take a one- or two-year vacation and still keep your business going? Would your valued employees stay? Would your customers continue to do business with your company?"

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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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