• Introduce yourself, and explain that you represent your firm and Ohio National Financial Services.
• Review your promotional brochure or professional resume to establish your credentials.
• Describe your services and identify the on-profile prospect's hot-button issue, as modeled below.
• Explain how you are compensated.
• Establish the financial strength of Ohio National using the brochure, "Annual Report for Policyholders" or "Don't Take Our Word for It."
• Set a time for the next meeting.

Try this: Adapt this presentation to your selling style and the prospect's situation.

Agent: "As I mentioned when we first spoke, I help clients deal with three problems which most businessowners/professionals face at one time or another.

"Business Continuation or Succession — assuring that your business will survive, or can be purchased for a fair price, if you or a valuable key employee dies, becomes disabled or retires.

"Employee Benefits — attracting and retaining the very best employees through a progressive fringe benefits program that won't break you!

"Executive Benefits — providing important benefits to yourself and to selected employees, without having to cover everyone on the payroll.

"Which of these issues concerns you the most at this time?"

Wait for a reply. What you say next depends on the on-profile prospect's answer. If the prospect does not think any of these issues is of serious concern, ask a series of probing hot-button questions to help establish any problems or concerns.

Confirm your prospect's understanding of any needs, problems or concerns.

Agent: "If I could show you a tax-favored way to solve your personal and business protection needs and wants, using business/practice dollars, is there any reason not to at least take a look at it?"

Set a specific time and date for a one-hour fact-finding meeting. If you promised to stay no more than 30 minutes, do not pivot to the Business Data Taker, unless your prospect suggests continuing the meeting, and you have time to do so.