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As with any approach, your objective is to sell a scheduled meeting, not to sell life insurance. Prospects are far more likely to agree to your request for a scheduled meeting when:

  • They are interested and compelled by the message you deliver

  • They want to learn more about what you have to offer

  • They perceive they will benefit from meeting with you.

Pre-Approach Letter

You may want to send a pre-approach letter to "warm up" your prospect. Click here for a sample pre-approach letter.

Based on what you know about the prospect, you may also want to include with your letter one of the following brochures available from Ohio National:

  • Estate Planning Brochure (Form 2452.1)

  • Estate Analysis Brochure (Form 2494)

  • Estate Planning for Businessowners (Form 2452.2)

  • Charitable Giving (Form 2451)

  • Family Business Planning (Form 2471)

  • Persons With Disabilities (Form 2457)

Telephone Approach

Whether or not you first send a pre-approach letter, it is recommended that you develop and perfect a telephone approach you can use with estate planning prospects. Remember to observe all state and federal "do not call" rules regarding telephone calls and e-mail (and/or fax usage). With a "yes," all that remains is to set the date and time of the scheduled meeting. Click here for a sample telephone approach.

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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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