After a few minutes of casual conversation to build rapport, you should thank the prospect for agreeing to meet with you and pivot to your presentation binder. Using the binder as a visual aid, explain that you represent Ohio National, and establish the financial strength of the company using Annual Report #1303, or "Don't Take Our Word for It," (Form 2244). Review your promotional brochure or professional resume to establish your credentials. Next, describe your services.

Try This: Adapt this presentation to your selling style and the approach used to contact the prospect.

Agent:

"As I mentioned when we first spoke, I'm a business disability specialist. I help clients deal with three problems which, according to statistics, most businessowners and professionals like you may face at one time or another."

(Refer to the Matching Business Disability Needs & Solutions illustration.)

  • "Salary Continuation: How to continue a portion of monthly salary to selected employees — and your own family — in the event of disability.

  • "Business Overhead Expense Plans: How to pay covered operating expenses, including employee salaries, during periods of disability.

  • "Disability Buy-Sell Insurance: How to recover the equity value of your business assets at death or disability.

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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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