Response:
"Larry, how long a vacation did you take last year? Why didn't you take a longer one?" (Wait for a response, and then say...) "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 two-year vacation and still keep your business going? Would your valued employees stay? Would your customers/clients/patients continue to do business with your company/practice?"

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

Response:
"Knowing that you need the protection is just part of the solution. Now we need to know if you can qualify for it. Not everyone does. 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 we have to determine if you're an acceptable physical and financial risk before issuing the policy. Why not let us make our decision while you're making yours?"

(Note: This is an effective response to any "no hurry" objection.)