Ohio National Financial Services, Estate Planning

Chances are good that the charity's development director is aware that life insurance advisers are interested in his or her organization. Sadly, many development directors have had experience with life insurance advisers who have approached the charity promising to help them with long-term fund raising, only to prove they were after the charitable organization's donor list.

To avoid any impression of impropriety, approach these key individuals in the most non-threatening way possible. Your primary objective in the initial approach with the development director should be to demonstrate that the organization benefits through your involvement. Your approach must be professional and clearly motivated by a desire to help the development director reach his or her goals.

This concludes the sales and marketing segment of the Ohio National Estate Planning course, Unit XXII. Now it is time to take the knowledge and skills you have acquired and apply them to obtain clients and build business in this profitable and important market.

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