The direction you take will, of course, depend on your prospects' responses to your approach questions. However, here is a list of 10 more practical DI approach concepts you may wish to pursue. One or more of these should apply to the majority of your prospects:

1. Your most valuable asset,
2. Waiver of premiums for taxes, life insurance, health insurance, auto, home, and boat;
3. Key Employee,
4. Salary continuation — deductible, goodwill, discriminatory (see salary continuation documents),
5. Mortgage,
6. Overhead expense — discriminatory, deductible,
7. 24-hour a day "Worker's Compensation" on the owner,
8. Disability Buy/Sell,
9. Waiver of Premium for Malpractice, Worker's Compensation, Business Interruption.

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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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