"In addition, Ohio National's Business Overhead Expense Plan is of interest to businessowners and professionals who are looking for a tax-favored supplement to their retirement plans that is not available to employees."Which of these issues concerns you most at this time?"
(Wait for a reply. What you say next depends on the prospect's answer.)
Matching Business Disability Needs & Solutions
| Need | Solution |
| Income | Salary Continuation |
| Expenses | BOE |
| Asset Value Protection | DI Buy-Sell |
If the prospect identifies a primary concern, review the appropriate business disability income brochure.
If the prospect does not think any of these issues is a serious concern, pivot to the following "Business Disability Income Checklist," and ask a series of probing questions to help establish the need.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.