back next home contents
Success in any market relies in part on the agent fully understanding that market. In the case of the charitable market, this can be achieved by becoming personally involved with the chosen charity. Doing this enables the agent to gain firsthand knowledge of a charity's system for raising funds. It enhances the agent's credibility in that market sector and, more importantly, helps the agent earn the trust and respect of the development director and other prominent charity members.

Becoming personally involved in a selected charity gives sales associates a practical means of approaching prospective clients.

Ask Current Clients

The simplest and quickest way to begin to market life insurance in the charitable arena is to ask your current clients if there is a charitable organization toward which they feel strongly, such as their church, temple, alma mater, hospital, or even the local symphony. With clients who express a strong charitable interest, you may discuss the benefits of a gift of life insurance. In this situation, you are working with someone with whom you already have a relationship of trust and respect.

If your client is actively involved in charitable work, you can inquire about the charity's programs and objectives. This may lead to a discussion of the organization's finances. How successful is its fund raising efforts? Does it have an endowment program, or does it depend solely on current cash contributions?

Back to Top | Next

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

159