What follows is an effective telephone talk to use with prospects you have targeted for disability income services:

"Hello, may I speak to Janine Salvado?"

"Janine, This is Bob Smith with Ohio National here in Anytown. Do you have a minute to talk?

(Optional) "I recently sent you a letter about a valuable financial service I provide, helping people protect their most valuable asset, their income. Have you had a chance to look at it yet?

"Janine, most of the folks I work with are successful, hard-working people, like you, who have been shown many ways to save or invest their money. Typically, people insure the assets they work so hard to acquire. Yet, our biggest asset — our ability to earn an income — is often unprotected.

"I provide a service to help you evaluate your present income protection coverage or any gaps that may exist.

(Optional) "I recently did business with Frank Morgan. He found my service valuable. He mentioned you as someone who might appreciate the benefits of my services as well.

"The purpose of my call is two-fold — to introduce myself and to arrange a mutually convenient time to get together and show you how I help people protect their income.

"Is Thursday afternoon at 3:00 good, or is Friday morning better for you?

"Great, I'll see you Thursday at 3:00.

(Optional) "So that I can be better prepared when we meet, may I ask you a few questions? What is your date of birth?

"What are your responsibilities at work?

"Where do you work? How long have you worked there?

(If a businessowner) "How long have you been in business? Are you incorporated? How many employees do you have?

"Thanks again. I'll see you Thursday at 3:00."

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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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