THE THREE MEETINGS Initial meeting — In this 30-minute meeting your objectives are to build rapport, sell yourself and your services, and find the on-profile prospect's primary concern(s). Fact-finder meeting — This is usually a one-hour (or more) meeting in which you gather information that will help you understand the on-profile prospect's situation, needs, wants and objectives. Presentation meeting — In this one- to two-hour meeting, you reinforce the need/want, sell the planning concept, present your product solutions, answer questions, comments and objections, and close the sale.

After underwriting has been completed, a policy delivery meeting is held, during which you deliver the policies, get on-profile referrals, implement the plan and reintroduce your new client to the sales process.

You may not always need three meetings to close business insurance sales. In some cases, for example, after information gathering, and with a laptop computer, you may be able to complete analysis on-the-spot. As you'll discover, with Ohio National's Advanced Sales Support, you can count on being ready to sell whenever your prospects are ready to buy!