| Definition & Location | |
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| Demographics | |
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| Common Characteristics | |
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| Common Wants & Needs | Related Products & Services |
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| What do they expect of financial services professionals? | |
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| Why should I be doing business with the members of this market segment? | |
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| How the Market Communicates | |
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| Sources of Prospect Names, Addresses, & Telephone Numbers | |
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| Personalities of Influence | |
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| Situations of Significant Influence | |
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| Leverage Situations | |
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| Recommendations | |
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| Additional Comments | |
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.