You must determine any other disability income benefits that the prospect is eligible to receive. These other benefits can arise from sources such as:

• government-provided benefits (Social Security, Worker's Compensation, and State Cash Sickness);


• employer-provided benefits (group or sick pay); and


• other personally provided benefits.

The dollar amount of these other benefits should be taken into account (subtracted) when determining the benefit proposed.

Elimination Period

You must determine when disability income benefits are to begin. This can be accomplished by answering the following question:

"Marty, how long could you live off your cash reserves, savings, and/or investments if you became disabled today?"

Ohio National offers a full range of elimination periods. The shorter the elimination period, the sooner benefit payments begin, but the higher the premium.

Premium Commitment

Subject to the individual's ability to pay, you need to determine which, if any, of the optional riders are to be added, then refer to the Ohio National disability income software to calculate the premium. You may then have to modify the coverage and riders provided.

Presentation

When presenting your disability income solutions to prospects, all of the techniques discussed in earlier modules apply. Also, there are illustrations that can be developed on your Ohio National computer software for both personal and business policies.

The disability income computer software includes:

• Non-Cancelable and Guaranteed Renewable Participating Policies;


• Guaranteed Renewable Policy;


• Yearly Renewable Term Policy;


• Business Overhead Expense Policy; and


• Level Premium Buy-Sell Basic Policy.

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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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