Another possible entry into this market is to approach the charities directly. Without a referral or contact within the charitable organization, this is essentially a cold call — but one that is usually well-received. The support and cooperation of the charitable organization is an immensely valuable asset within this marketplace.
Although charities are not ordinarily prospects for the direct purchase of life insurance, you are attempting to sell it on the value and appropriateness of life insurance as a part of its overall fund-raising efforts. What's more, this approach is an effective way to meet and get to know the charity's development director. (See next screen).
Use Centers of Influence
Another possible approach to the charitable giving marketplace is to use tax and legal advisers as centers of influence. These individuals work with charitable clients who have needs that your products can solve.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.