It is important to learn how to market and sell to businessowners and professionals. As you develop these cases, however, it will become clear that a producer can neither become competent, nor remain competitive, in the business and professional market without a working knowledge of business planning concepts.

For this reason, we have provided discussions of the key business planning issues (see Section 2 in the main program: Overview of Business Needs & Solutions; and Section 6: Business Planning Concepts), along with the multiple-choice "Business Insurance Examination" to test your understanding of these important topics. In addition, please reference Ohio National's Advanced Sales Client and Adviser Guides and interactive components for this unit.

If you have not already attended a Business Insurance Seminar at the corporate headquarters, add it to your list of goals and objectives. You will be asked to complete additional readings as part of the first Action Assignment.

This initial technical overview should just be the beginning, however. As long as you're in this market, you should also pursue advanced continuing education to keep up with tax legislation, product developments and planning innovations affecting business and professional clients. These changes all create opportunities to contact on-profile prospects and clients to share new ideas and information, update plans and make additional sales.

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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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