The sale is made if a prospect sees the problem, wants to solve the problem, understands the solution, and has the money to implement it — but you've got to get up to bat before you can hit a home run!

To become confident and competent in business insurance planning, you must:

• Understand the financial security needs and wants, objectives and concerns of small businessowners and professionals.
• Focus your marketing efforts and identify qualified on-profile prospects.
• Adapt your selling skills to business and professional market cases.
• Be prepared to "earn" scheduled meetings by contacting businessowners several times to build trust and rapport.
• Ask probing questions to identify the prospect's "hot button" and start the sales process.
• Get help, at first, with case analysis, designing solutions, presentations, and plan implementation. Split cases if you have to. Working with experienced business insurance producers is a good way to earn while you learn.
• Build long-term relationships that allow you to pivot to your clients' other needs, wants and concerns.

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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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