Try This: You can use a "Business Needs Analysis" or another selling system to pivot to the next cross-selling opportunity, or simply try a full-service approach like this:

Agent:

"Tanya, business planning is a process, not an event, and I also offer a full range of business planning services to my clients. So, in addition to keeping this protection up to date, we should also consider your other objectives.

"For example, as we discussed earlier, there may be a more efficient way to fund the life insurance portion of your buy-sell agreement. But, first, you mentioned that you've been looking for ways to reduce what you're spending on your group life and disability benefits. I've got something you should consider.

"Is there any reason why we could not get together on that in a couple of weeks? How does the 14th at 10:30 sound?"

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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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