Looking for sales opportunities in the business and professional markets is like following a burning fuse in search of an explosion. You usually don't have to look very far or wait very long!

In addition to their personal and family needs and wants, businessowners and professionals have a variety of business-related concerns, which can be resolved with life insurance and equity products. What's more, since people in these markets tend to be at or near the top of the income ladder, they have the financial ability to meet their needs and wants. In other words, businessowners and professionals are like other clients, but their situations and problems are unique, and the solutions create opportunities for you.

In this unit, you will learn how business insurance planning — and some hard work on your part — can be your ticket to the lucrative business and professional markets. For example, you will learn how to get on-profile prospects' attention with unique sales ideas, how to analyze needs and wants, how to design solutions using your products and services, and how to close sales and build profitable, long-term client relationships.

Action Assignments will help you build skills and begin making sales in the business and professional markets. The Business Insurance Examination will test your understanding of the planning concepts you will soon be using with businessowners and professional on-profile prospects and clients.

If you have not already received a components kit, one may be ordered by sending an e-mail request directly to P & D at print&distributioncenter@ohionational.com with the component kit #1178.20c listed in the subject line.

NOTE: It is recommended that students have hard copies of all forms referenced in this material. Please order the forms listed below for use as a reference throughout the course.

• General Business Forms
  • Developing an Advanced Sales Case (Form 1430)
  • Side By Side Business Insurance Plan Comparisons (Form 2415)
  • Executive Fringe Benefits (Form 2416)
  • Business Data Taker (Form 2417)
  • Business Insurance Client PowerPoint Presentation (ON-Net)
• Key Person
  • Client Guide (Form 2302)
  • Adviser Guide (Form 2401)
  • Client PowerPoint Presentation (ON-Net)
• Split-Dollar
  • Adviser Guide (Form 1437)
  • Economic Benefit Worksheet (Form 1438.1)
  • Client Guide (Form 2305)
  • Collateral Assignment (Form 9320)
• Supplemental Executive Retirement Plans
  • Adviser Guide (Form 1488)
  • Client Guide (Form 2303)
  • Client PowerPoint Presentation (ON-Net)
• Buy-Sell Planning
  • Client Guide (Form 2301)
  • Buy-Sell Funding Agreement Brochure (Form 2407)
  • Adviser Guide (Form 2412)
  • Buy-Sell Comparison Table (Form 2803)
  • Client PowerPoint Presentation (ON-Net)
• Executive Bonus
  • Adviser Guide (Form 1470)
  • Client Guide (Form 2300)
  • Client PowerPoint Presentation (ON-Net)
• Retirement Planning
  • SEP IRA Employee Guide (Form 1440)
  • SEP IRA Employer Guide (Form 1441)
  • Comparison of Tax-Favored Retirement Plans
    (Form 1789)
  • IRA Required Minimum Distributions Table (Form 2511)
  • Fully Insured Pension Plan Folder (Form 3400)
  • Fully Insured Pension Plan Marketing Guide
    (Form 3401)
  • Fully Insured Pension Plan Prime II Product Sheet (Form 3402)
  • Fully Insured Pension Plan Client Guide (Form 3403)
  • Fully Insured Pension Plan Request for Proposal
    (Form 3405)
  • Fully Insured Pension Plan XEB Product Sheet
    (Form 3406)
  • SIMPLE IRA Employer Guide (Form 5950)
  • SIMPLE IRA Employee Guide (Form 5951)
  • IRA Planning Client Guide (Form 5955)
  • Products Issued by The Ohio National Life Insurance Company and Ohio National Life Assurance Corporation. (Product availability varies by state.)
  • Executive Bonus Plan Sales Idea (5 min., 53 sec.)

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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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