After you have completed this section, you will understand:

• the need for disability income insurance;


• how a disability income protection policy is structured;


• the personal and business disability income protection policies Ohio National offers;


• the factors that influence the disability income insurance sales process;


• the income protection objectives of small businessowners and professionals, and how to address them with your products and services;


• how to market and sell Ohio National's disability income products and services to businessowners and professionals;


• how to identify, qualify and approach prospects for business disability insurance;


• how to use Ohio National's product options as flexible sales tools in developing and closing sales;


• the taxation of business disability insurance and key planning concepts; and


• how to cross-sell in the business and professional market, get referrals and reintroduce clients to the sales process again and again.
  

The components listed below interact with this section and can be found by navigating to the ON-Net Forms Catalog.
(User log-in required.)

NOTE: It is recommended that students have hard copies of all forms referenced in this material. Please order or print the forms listed below via the ON-Net Forms Catalog for use as a reference throughout the course.

• Business Data Taker (Form 2417) Rev. 7/07;
• Financial Supplement (Form 6497) Rev. 7/00;
• Buy-Sell Questionnaire (Form 8660);
• Disability Income Marketing Guide (Form 8722) Rev. 3/10;
• Summary of Coverage (Form 8723) Rev. 3/10;
• Explanation of Benefits – Non-Cancelable Policies (Form 8726) Rev. 6/03;
• Explanation of Benefits – Guaranteed Renewable Policies (Form 8727) Rev. 7/08;
• Disability Income Product Feature Sheets (Forms 8730 and 8731);
• Disability Yearly Renewable Term (DYRT) Mailer (Form 8732) Rev. 4/07;
• “What is Your Most Valuable Asset?” (Form 8736) Rev. 3/10;
• Buy-Sell Feature Sheet (Form 8737) Rev. 6/03;
• Business Overhead Expense Feature Sheet (Form 8741) Rev. 6/03;
• Business Overhead Expense Feature Sheet Classes 4A, 3A & 2A (Form 8744) Rev. 6/03;
• Buy-Sell Feature Sheet Classes 4A, 3A, 2A, A and B (Form 8747) Rev. 6/03;
• Business Overhead Expense Specimen Policy (Form 8748) Rev. 1/99;
• Buy-Sell Sales Brochure (Form 8752) Rev. 6/03;
• Business Overhead Expense Feature Sheet (Form 8753) Rev. 8/07;
• Business Overhead Expense Sales Brochure (Form 8754) Rev. 7/08;
• Folder (Form 8800);
• Sales Guide (Form 8801);
• Sales Sheet – Individual Disability Income Supplements (Form 8805);
• Sales Sheet - Guidelines for a Valid Salary Continuation Plan to Maximize Tax Advantages (Form 8806);
• Sales Sheet – The Odds Are Against You (Form 8807);
• Sales Sheet – Key Person Exposure & Corporate Liability (Form 8808) Rev. 12/07;
• Sales Sheet – An Insured Salary Continuation Plan (Form 8809);
• Critical Path and Narrative Sales Track (Form 8810);
• “Do You Want To Pay Income Tax Twice?” Mailer (Form 8812) Rev. 5/08;
• Salary Continuation Solutions Kit (Form DI-2);
• Ohio National Disability Income Software; and
• Ohio National reviewed and GA-approved Marketing & Selling systems.

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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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