Try this: Identify four to six prospective "centers" from this list of sources. Approach these people using the technique suggested below, and then contact them several times a year.

• Clients


• Your family, friends and associates


• Attorneys


• CPAs and accountants


• Bank officers


• Property and casualty advisers


• Home builders and office building leasing agents


• Community civic and political leaders


• Prominent restaurateurs


• Business consultants


• Journalists, media and sports personalities


• Executive directors of trade or professional associations


• Real estate brokers


• Religious leaders


• Directors of service or charitable groups


• Medical and other professionals


• Other community figures

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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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