Your objective in the Information Gathering Interview in business disability cases is to gather information that will help you understand the prospect's situation, needs, and objectives, and recommend solutions. Approximate time needed: one hour.
What to Do:
- Review what was covered in the Opening Interview.
- Ask questions that elicit the information you need.
- Actively listen to the prospect's answers.
- Observe the prospect's non-verbal signals.
- Accurately record the information you receive.
The Ohio National tools you will need for this interview are:
- Business Data Taker (Form 2417)
- Financial Supplement (Form 6497)
- Buy-Sell Questionnaire (Form 8660)
After a few minutes of casual conversation, begin the interview by briefly reviewing what was discussed in the Opening Interview. This refocuses the prospect's attention on the topic and reconfirms the primary concerns.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
