Establishing the Need for a Qualified Retirement Plan

Ohio National provides a wide array of informational resources that you and your clients will find helpful in understanding qualified retirement plans. Many of these informational pieces contain ideas you may find useful in helping businessowners recognize the benefits of installing a qualified retirement plan.

With this Action Assignment, you're asked to identify information in these brochures that can be used to help a businessowner understand the benefits of installing a qualified retirement plan. Then it asks you to define one or more types of businesses or industries you might identify for your qualified plan business activity. Take time to complete it before proceeding to the next section. When completed, be prepared to review this Action Assignment with your General Agent or trainer.

1. An effective way to help a businessowner understand the benefits of installing a qualified retirement plan is to bring the matter down to a personal level. If the businessowner needs to save for retirement, then a cost-effective way to do so and meet other business-related needs is by installing a qualified retirement plan.
   1. Refer to the brochure Your 401(k) Advantage (Form 3734-B). In the brochure, review the item titled Let Time Work For You, Not Against You. Use the example in that item to answer the question, "Is it better to save a little now or wait a few years and put a lot aside?" Then, expand that answer into an explanation for why a businessowner may wish to install a retirement plan now rather than postpone the decision.

2. One of the topics covered in Section V was the importance of specializing in certain industry segments. Generally, these industries will be ones with which you have a personal affinity. Take time now to write down at least one and as many as three business markets in which you want to specialize. Meet with your general agent/trainer to discuss and review the following topics:
   1. Who are some businessowners you know who work within the market(s) you've selected?

   2. How might you approach a businessowner in one of these areas to raise the discussion of qualified retirement plans? What special approach considerations might apply to the market(s) you've selected?

   3. Prepare a simple approach discussion you might use to bring up the subject of qualified retirement plans as a topic for discussion with a businessowner named above.

Please print this Action Assignment using the "Printer Friendly" button at the top of this page. Once it is complete, sign it and submit it to your General Agent for his or her signature. Give one signed copy to the General Agent and fax/send another copy to Field Development Operations at the corporate headquarters — (513) 794-4515.

Unit XXI: Qualified Retirement Plans
Section V Action Assignment Satisfactorily Completed

DATE: __________	SIGN OFF
General Agent/Trainer:
Sales Associate:
Firm (Print):

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