Features and Benefits

As is the case with any product or service, you must be prepared to turn disability income policy features into benefits that appeal to your prospect's buying motives. Here are some examples of how to describe these benefits to your prospects:

Feature Benefit

Occupation Rider This plan contains an Occupation Rider, which enables you to receive benefits if you become totally disabled, are unable to perform the substantial and material duties of your regular occupation, and are not gainfully employed.

COLA 4% Rider One of the hazards you face on a fixed income is the erosion of your purchasing power, caused by inflation. With our Cost of Living Rider, we'll provide you with an ever-increasing disability payment to help you keep up with a reasonable rate of inflation.

Residual Disability This plan includes a Residual Disability Benefit, which enables you to receive a benefit, based on your proportionate income loss, if you become disabled, can perform some, but not all, of the duties of your regular occupation, and suffer a 20% or greater loss of income. This means that you and your family will not have to reduce your standard of living simply because you return to work on a part-time basis.

You must determine what your client's buying motives are, then select appropriate product features to discuss, translating them in such a way as to appeal to your prospect's feelings.

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

*Feature*	*Benefit*
Occupation Rider	This plan contains an Occupation Rider, which enables you to receive benefits if you become totally disabled, are unable to perform the substantial and material duties of your regular occupation, and are not gainfully employed.
COLA 4% Rider	One of the hazards you face on a fixed income is the erosion of your purchasing power, caused by inflation. With our Cost of Living Rider, we'll provide you with an ever-increasing disability payment to help you keep up with a reasonable rate of inflation.
Residual Disability	This plan includes a Residual Disability Benefit, which enables you to receive a benefit, based on your proportionate income loss, if you become disabled, can perform some, but not all, of the duties of your regular occupation, and suffer a 20% or greater loss of income. This means that you and your family will not have to reduce your standard of living simply because you return to work on a part-time basis.