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Think Exercise
 

Producer Resources

What marketing resources and sales tools and techniques will you be using in your new market segments?

  • Client in the Market

  • Center of Influence in Market

  • Relative in Market

  • Friend in Market

  • Word Processing/Letter-Writing

  • Prospect File System

  • Client File System

  • First-Hand Knowledge of Market

  • Pre-Approach/Introduction Letter

  • Telephone Track for Market

  • Survey of Needs

  • Planned Probing Questions to Raise Customer Interest & Receptivity

Specific Presentation to Identify:

  • Me/Firm

  • The Way I Do Business

  • Product/Service

  • The Customer's Obligation

  • How & When I Get Paid

  • Steps to Be Taken

Products (Do I understand them well enough to sell them? Are they applicable to this market?)

  • Life Insurance

  • Personal DI

  • Business DI

  • Long-Term Care

  • Qualified Plans

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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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