Unit XX Business Insurance

NOTE: This Appendix is designed to follow Unit XX: Business Insurance. This is the sales and marketing segment, which will help you make the transition from learning to applied knowledge that will enable you to identify appropriate prospects in the business and professional markets, approach them, identify their needs, make suitable recommendations, and present those recommendations, all of which will lead up to sales and client-building.

For the successful small businessowner or professional practitioner, three things can disrupt their personal financial security:

They can die;

They can suffer a disabling illness or injury;

They can fail to prepare adequately for retirement.

Protecting incomes, lifestyles and business interests from the risks of death, disability or under-funded retirement is (or should be) a top priority for businessowners and professionals. This is good news for you, since all three risks can be managed very effectively with your products and services — in many cases, using tax-favored business dollars.

You don't have to be a technical expert to enter these markets. You will, however, need to get your bearings, learn how to use a few tools and techniques, and keep up with planning ideas and technical developments. Your basic objective will be the same as it is with on-profile personal insurance prospects — solving problems! You already have the basic selling skills you'll need. Once you learn how to identify your prospects' problems and show how to solve them with your products and services, closing sales is no more difficult than it is in any other market.

Ohio National product familiarity helps; however, you can easily start selling to businessowners and professionals through joint work with your General Agent or other businessowner sales specialist.

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.