This section highlights those activities that were considered in-depth in other ON-Trac II Units. It complements the activity and skill-building exercises we saw earlier.

Many similarities exist between the sale of life insurance and disability income insurance. Both protect income and/or what is done with it. Everyone will die; however, not everyone will become disabled. Therefore, the DI sales process must deal with statistics or the likelihood of becoming disabled. In addition, contract features take on significant importance because of the potentially recurrent nature of disability.

Prospecting & Approach

Often, you will uncover a need for disability income only after following the typical sales process activity chain through fact-finding. When approaching potential disability income clients, the Standard of Living Approach as described in ON-Trac II Conducting Win / Win Meetings (Unit IV) can be particularly effective.

Here is a list of prospect sources to serve as a memory jogger:

• current policyholders;


• salaried people;


• commissioned people;


• sole proprietors;


• partners;


• professionals;


• close corporations;


• people expecting a business to support them later in life;


• principals who have taken their children into business;


• new business proprietors;


• working widows;


• career women;


• workers with children away at school;


• new fathers/mothers;


• anyone with dependent parents or other special dependents;


• people in debt;


• people with new jobs or careers; and


• families with mortgages and other living expenses.

As you can see from the list, it includes just about anyone who works or earns a living! Remember, prospecting is a continuous process — referrals, mailings, and other methods discussed in ON-Trac II, Unit II, Market Development & Prospecting, should be used regularly to keep prospects flowing. Without prospects, you're out of business!

Back to Top | Next

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

2