Advanced Sales
Marketing & Resource Guide
Reaching the
Small Business Owner
Small Business
Only 35 percent of all small businesses have a formal business
1
Small business owners
offer big opportunities
Big businesses don’t start out “big.” They usually begin with one person, or a group of partners, and little more than vision and determination. Entrepreneurs have big dreams and aspirations – and big needs for proper insur-ance planning.
This is why so many financial professionals have built successful businesses of their own by helping small busi-ness owners protect their “people assets” and build power-ful benefits programs. These advisers see their production grow naturally as their clients grow their companies. Consider some facts about this market:
Size and scope of the market
■ As of 2009 in the U.S., there were nearly six million
businesses with one to 99 employees, with a combined payroll of $1.4 trillion. These firms represent 85
per-cent of all businesses in the U.S.1 The average value of
a small business stood at $675,000 in 2004.2
■ Various studies of the “affluent market,” meanwhile,
have found that about one-third of the people in this
income category are business owners.1 Established
business owners have incomes and assets about one-third higher than the average for the U.S. population,
according to research from LIMRA International.3
■ Roughly three-fourths of small business owners are in
their prime child-rearing and income-producing years
and are “peaking” in their need for life insurance.4
Unmet needs
■ Only 35 percent of all small businesses have a formal
business continuation agreement in case of an owner’s premature death. Most companies also have no key- person life insurance or disability income insurance
protection for the owners or other key employees.5
■ Many firms that have a formal agreement have no
financing mechanism, such as life insurance, in place. This is despite the fact that seven out of 10 business-owners say they have thought about who would run
the business in their absence.5
Trust in adviser; business mindset
■ Typically, three types of professional advisers –
insur-ance producers, accountants and attorneys – handle both business and personal financial needs for the
ma-jority of small business owners.6 Most owners prefer to
work with one trusted insurance adviser for their
com-plex planning needs.7
■ Small business owners understand risk management and
the role of insurance as an economical means of asset protection.
Ohio National: Your one-stop small business resource
Ohio National has extensive resources to help you get started in selling to small business owners, or increase your sales success if you are already in that market. This brochure is your introductory guide to the small-business market and everything we offer. It also gives you a brief overview of each sales concept for which we have illustration capability, specimen documents, and other tools and resources.
Use this as your key reference guide for Ohio National’s approach to the overall small business mar-ket. As you get into actual case work with business-owner prospects, you will go through the process of fact gathering, analysis, diagnosis, recommendations, and closing. In that process, you can use the materials and tools described in this guide that are specific to each solution.
1 Small Business Owners: 2009, LIMRA International, James O. Mitchel, Ph.D., CEBS, pages 7-8. 2 Producer Opportunities: Business Owners Need More Advice on Their Finances, LIMRA International, 2005, James O. Mitchel, Ph.D., CEBS, page 5. 3 Producer Opportunities, page 2. 4 U.S. Small Businesses in 2000—A Dynamic Market, LIMRA International, 2001, Nilufer R. Ahmed, Ph.D., page 4. 5 Small Business Owners: 2009, page 5. 6 How Producers Work the Small Business Market, LIMRA International, 2005, James O. Mitchel, Ph.D., CEBS, page 4. 7 Producer Opportunities, page 6.
Focused solutions for meeting
small business owner objectives
Small business owners have many concerns and needs that extend well beyond the scope of this guide or of most insurance practices. Tax, legal, and accounting needs require help from peer professionals in those fields. In-surance professionals like you should focus on areas for which life insurance and annuity products can provide the best solutions.
Most small businesses have three fundamental objectives that insurance professionals can address:
■ Protecting the business against the financial
hard-ships of death and disability. Core solutions include:
Buy-Sell Planning, for business continuation after the
death of a co-owner; Key Person Insurance, to insure
against the loss of a key employee; Disability Income
Insurance, for protection of owners’ and key employ-ees’ incomes in case of disability.
■ Recruiting and retaining key employees.
Core solutions include:
Employer-Sponsored Retirement Plans for base
retire-ment benefits; Executive Bonus as a simple tool for
rewarding key personnel; Split Dollar as a specialized
technique for structuring a benefit program;
Supple-mental Executive Retirement Plan (SERP) for a more comprehensive benefit to attract and retain talented executives and key employees.
■ Creating personal benefit plans for the business
owner(s).
One effective tool under this objective is the Fully
In-sured Defined Benefit Pension Plan, also known as the
Section 412(e)(3) Plan.
The following pages detail these sales concepts, and also list the resources Ohio National offers.
Summary brochures
For an overall introduction into the sales concepts that work in this marketplace, read these sum-mary brochures, each of which is available in PDF on our producer Web site, ON-Net (https://onnet.ohionational.com).
Developing an Advanced Sales Case Adviser Guide (Form 1430)
Side-By-Side Business Insurance Plan Comparisons (Form 2415)
Executive Fringe Benefits Guide (Form 2416)
Family Business Planning Adviser Guide
(Form 2470)
3.9 million
Number of businesses in
the U.S. employing one
to 10 people
2
Sources: LIMRA International studies, 2005.
$401 billion
Total payroll of those
businesses
43%
Percentage of small
business owners’ total
net worth attributable
to their business
$108,500
Average annual
income of small
business owners
Did you know ...
Protecting the Business
Buy-Sell Planning
Planning for ownership transition
after death or long-term disability
Without a prearranged plan financed effectively
through insurance, the surviving or healthy
co-owner(s) may find it difficult to acquire the ownership
stake of the deceased or disabled co-owner.
Many small businesses have more than one owner. These
co-own-ers need to plan for how to handle ownco-own-ership transition and keep the
business going after one of them dies or suffers a long-term disability.
Without a prearranged plan determining how to value ownership shares
and how to finance the sales of the shares, the surviving or healthy
co-owner(s) may find it difficult to acquire the ownership stake of the
de-ceased or disabled co-owner. Most companies don’t survive the loss of a
co-owner when no advance plan is in place.
Life insurance can provide the funds to redeem ownership shares, and
disability income coverage can pay benefits to a disabled co-owner and
help pay overhead costs of the business.
Training
■ Buy-Sell Planning Adviser Guide, Form 2412
■ Buy-Sell Planning Brainshark (on-de-mand multimedia presentation)
■ ContinuON Income Solutions Disability Income Insurance Marketing Guide, Form 8722
Sales/Marketing
■ Buy-Sell Client Presentation (PowerPoint with script)
■ Buy-Sell Specimen Documents
Client Information
■ Buy-Sell Planning Client Guide, Form 2301
■ Comparison Tables—Stock Redemption vs. Cross Purchase, Form 2803
Illustration Enhancement
■ Customized report generated from illustration software
3
Comparison of Funding Alternatives
A n n u a l T o t a l Total Earnings P a y m e n t s P a y m e n t s R e q u i r e d L o a n $ 2 7 8 , 6 6 0 $ 2 , 7 8 6 , 6 0 0 $ 4 , 2 8 7 , 0 7 7 Sinking fund $ 1 5 1 , 4 3 7 $ 1 , 5 1 4 , 3 7 0 $ 2 , 3 2 9 , 8 0 0 Installment sale $ 2 6 6 , 4 4 9 $ 2 , 6 6 4 , 4 9 0 $ 4 , 0 9 9 , 2 1 5 Life insurance $ 2 6 , 5 5 0 $ 2 6 5 , 5 0 0 $ 4 0 8 , 4 6 2 For illustration purposes only, this comparison assumes the value of the business is the same in 10 years, and time value of money is not reflected. Loan and installment payments are shown going forward at time of death. Contributions to the sinking fund and life insurance premiums show just the payments made during the 10-year period. Comparison applies a 35 percent income tax rate on earnings.
Loan
repayment schedule for a $2,000,000 loan at 7% for 10 year(s); assumes interest payments are nondeductible Sinking fund earning 5% after tax; sinking fund contribution made at
the beginning of each year Installment sale assumes a 6% interest rate; payments
are due at the beginning of the year and interest is nondeductible Life insurance
reflects annual premium of $15,005 for a male, age 48, Preferred Nonsmoker and annual premium of $11,545 for a female, age 45, Preferred Nonsmoker
17
Prepared For:Myrtle Beach Putt Putt Presented By:Cannon, William D a t e :01/05/2012
Key Person Insurance
Protection against the loss
of indispensable employees
Disability Income
Insurance
Protection for owners and key employees’
income if disabled
Every successful business has at least one key employee or contributor who is indispensable. In a small company, the only key employees may be the owner or co-owners. In any case, the key employee is so valuable to the business that his or her death would threaten the survival of the firm. A key-employee life policy indemnifies the firm against such a loss, providing liquidity to sustain cash flow, keep accounts current, and cover the expens-es of seeking and training a suitable replacement.
Training
■ Key Person Insurance Adviser Guide, Form 2401
■ Key Person Insurance Brainshark (on-demand multimedia presentation)
Sales/Marketing
■ Key Person Insurance Client Presenta-tion (PowerPoint with script)
■ Key Person Insurance Specimen Docu-ments
Client Information
■ Key Person Life Insurance Client Guide, Form 2302
Illustration Enhancement
■ Customized report generated from illustration software
This is the disability income equivalent of key person life insurance. Dis-ability actually poses a greater risk, statistically, than death for people at most ages. A disabling illness or injury to a small business owner, especially when he or she is the sole “key person,” can cripple the firm financially. In addition, small firms may have no access to a group long-term disability plan that many larger employers purchase as an economical way to provide some protection.
Training
■ ContinuON Income Solutions Disability Income Insurance Marketing Guide, Form 8722
Sales/Marketing
■ ContinuON Income Solutions Summary of Coverage, Form 8723
■ What Is Your Most Valuable Asset (client brochure), Form 8736
■ Three Risks, Three Futures ... and Three Solutions (client brochure), Form 8720
Protecting the Business
4
Ohio National Life Assurance Corporation One Financial Way Cincinnati, Ohio 45242
Prepared by Ohio National's Aut horized Representative William Cannon Male, Age 52, Preferred NonSkutch Mitchell
smoker Total Initial Death Benefit: $500,000 Death Benefit Option A Planned Annual Premium: $5,500.00 Life Insurance Test: CVAT
V-Pro UL GENERAL LEDGER FOR AGENT USE ONLY THIS IS NOT INTENDED TO BE AN ILLUSTRATION AND IT MAY NOT BE USED FOR SOLICITATION.
--Assumed Values-
---Current ---Gua
ranteed Values--- ---Current Charges--- ---Curr ent --Guaranteed Charges---
Assumed Int. @ 4.00% in Yrs 1-10 Current Int. @ 5.00% in Yrs 1 -10 End Guaranteed Int.
@ 2.50% 4.75% in Yr 11 and Later 5.75% in Yr 11 and Later of Annual
Yr Net Sur render Death Cash Surrender Death
Cash Surrender Death Dur Age Year Outlay Value Benefit Valu
e Value Benefit Value Value Benef it 1 53 2013 5,500.00 0 500,000 4,085 0 500,000 4,130 0 500,000 2 54 2014 5,500.00 0 500,000 8,224 0 500,0 00 8,356 0 500,000 3 55 2015 5,500.00 0 500,000 12,433 0 500,000 12,699 0 500,000 4 56 2016 5,500.00 0 500,000 16,735 0 500,000 1 7,182 0 500,000 5 57 2017 5,500.00 0 500,000 21,127 3,207 500,000 21,807 3,887 500,000 6 58 2018 5,500.00 0 500,000 25,603 8,128 500,000 26,572 9,097 500,000 7 59 2019 5,500.00 0 500,000 30,15 9 13,134 500,000 31,477 14,452 500,000 8 60 2020 5,500.00 0 500,000 34,790 18,220 500,000 3 6,520 19,950 500,000 9 61 2021 5,500.00 0 500,000 39,582 23,472 500,000 41,791 25,681 500,000 10 62 2022 5,500.00 0 500,000 44,471 28,826 500,000 4 7,233 31,588 500,000 11 63 2023 5,500.00 50, 435 36,775 500,000 53,852 40,192 500, 000 12 64 2024 5,500.00 56,574 44,799 500,000 60,747 48,972 500,000 13 65 2025 5,500.00 62,9 00 52,920 500,000 67,937 57,957 500,0 00 14 66 2026 5,500.00 69,546 61,266 500,000 75,566 67,286 500,000 15 67 2027 5,500.00 76,333 69,663 500,000 83,464 76,79 4 500,000 16 68 2028 5,500.00 83,248 78,098 500,000 91,632 86,48 2 500,000 17 69 2029 5,500.00 90,278 86,553 500,000 10 0,066 96,341 500,000 18 70 2030 5,500.00 97,406 95,016 500,000 108,763 106,373 500,000 19 71 2031 5,500.00 104,612 103,462 500,000 11 7,718 116,568 500,000 20 72 2032 5,500.00 111,886 111,886 500,000 126,937 126,937 500,000 21 73 2033 5,500.00 119,588 119,588 500,000 136,801 136,801 500,000 22 74 2034 5,500.00 127 ,422 127,422 500,000 147,030 147,030 500, 000 23 75 2035 5,500.00 135,394 135,394 500,000 157,655 157,655 500,000 24 76 2036 5,500.00 143, 484 143,484 500,000 168,680 168,680 500,000 25 77 2037 5,500.00 151,626 151,626 500,000 180,072 180,072 500,000 26 78 2038 5,500.00 159,451 159,451 500,000 191 ,527 191,527 500,000 27 79 2039 5,500.00 166,995 166,995 500,000 203,119 203,119 500,000 28 80 2040 5,500.00 174,103 174,103 500,000 2 14,761 214,761 500,000 29 81 2041 5,500.00 180,648 180,648 500,000 226,404 226,404 500,000 30 82 2042 5,500.00 186,372 186,372 500,000 23 7,903 237,903 500,000 31 83 2043 5,500.00 191,2 13 191,213 500,000 249,302 249,302 500 ,000 32 84 2044 5,500.00 195,022 195,022 500,000 260,595 260,595 500,000 33 85 2045 5,500.00 197,5 40 197,540 500,000 271,717 271,717 500, 000 34 86 2046 5,500.00 198,440 198,440 500,000 282,597 282,597 500,000 35 87 2047 5,500.00 197,304 197,304 500,000 293,153 293,15 3 500,000 36 88 2048 5,500.00 193,587 193,587 500,000 303,289 303,289 500,000 37 89 2049 5,500.00 186,564 186,564 500,000 31 2,891 312,891 500,000 38 90 2050 5,500.00 175,253 175,253 500,000 321,817 321,817 500,000 39 91 2051 5,500.00 158,298 158,298 500,0 00 329,890 329,890 500,000 40 92 2052 5,500.00 134,724 134,724 500,000 337,312 337,312 500,000 41 93 2053 5,500.00 102,367 102,367 500,000 343,926 343,926 500,000 42 94 2054 5,500.00 58,152 58,152 500,000 349,515 349,51 5 500,000 43 95 2055 5,500.00 353,774 353,774 500,000 44 96 2056 5,500.00 356,260 356,260 500,000 45 97 2057 5,500.00 35 6,308 356,308 500,000 Page 1 of 3 Program Version Date 12/01/2011
This is not a life insurance policy or contract. © 2011 Ohio National Financial Services, Inc.
01/05/2012 9:03 AM
Key-Person Life Insurance Illustration
Prepared For:Skutch Mitchell Presented By:William Cannon D a t e :01/05/2012
Recruiting & Retaining Key Employees
A very important “baseline” employee benefit is a retirement plan. These plans take many forms depending on the type and size of the sponsoring organization (typically either a for-profit business or a non-profit organiza-tion or governmental entity). In recent years, especially during a recessionary economy, some employers have curtailed contributions to their retirement plans. Nevertheless, employees have come to expect these programs, so much so that an employer who lacks a retirement plan may have two strikes against it in the competition for attracting and keeping talented employees and key executives.
Ohio National offers group variable annuity products and plan administra-tion services for the “group retirement” market of small- to mid-size employ-ers, those using 401(k) and profit-sharing plans. We also have individual fixed and variable annuity products as funding vehicles for Simplified Em-ployee Pension (SEP) and SIMPLE IRA plans favored by smaller employers.
Employer-Sponsored
Retirement Plans
Providing a key benefit to attract employees
Training
■ Retirement Plans Wholesaler Territory Map, Form 3866
■ Retirement Plans Overview, Form 3640
■ Retirement Plans ONcore Advantage Product Matrix, Form 3775
■ Retirement Plans Request for Proposal, Form 3202
Client Information
■ ONcore Advantage Plan Sponsor Guide, Form 3717
■ Pension Fund Chart/Portfolio Options by Category, Form 3622-Pen
■ Portfolio Profiles (quarterly), Form 8528
■ Monthly Performance Reports—Group Variable Annuity
■ SEP Employee Guide, Form 1440
■ SEP-IRA Employer Guide, Form 1441
■ Comparison of Tax-Favored Retirement Plans, Form 1789
■ SIMPLE Employee Guide, Form 5951
■ SIMPLE Employer Guide, Form 5950
A company lacking a retirement plan may have two
strikes against it in the competition for attracting and
keeping talented employees and key executives.
This is a popular technique for attracting and rewarding key employees, largely because of its relative simplicity. The employer establishes a life in-surance policy on a key employee as a fringe benefit, and pays the premiums in the form of a bonus to the employee. The bonus is a tax-deductible ex-pense for the business (so long as the bonus doesn’t exceed reasonable com-pensation guidelines under federal tax law) and is tax-reportable income for the key employee. The key employee usually holds all rights in the policy, which can make this a valuable personal asset.
Business owners can install bonus plans for themselves and be very selective in using this type of benefit; there are no federal non-discrimination regula-tions to worry about, as there are for qualified plans. The main requirement for providing an executive bonus plan is sufficient, consistent cash flow to pay the bonuses for the policy premiums.
Executive Bonus
Funding a life insurance policy
for key employees
Split Dollar
Adding flexibility to business solutions
Split dollar provides business owners with flexibility when funding execu-tive benefits. Rather than having the business pay all premiums, the pre-mium expense can be split between the company and the employee. The ul-timate death benefit payout (or policy rollout at the employee’s retirement) can be split as well, to enable the company to recover its costs (hence the name, split dollar).
Either the company or the employee can own the policy, with the two ar-rangements known as “endorsement” and “collateral assignment,” respec-tively. Because of the variety of possible arrangements, a written agreement normally governs the use of this technique by an employer (another differ-ence from executive bonus).
Recruiting & Retaining Key Employees
Training
■ Executive Bonus Plan Adviser Guide, Form 1470
■ Executive Bonus Plan Brainshark (on-demand multimedia presentation)
Sales/Marketing
■ Executive Bonus Plan Client Presentation (PowerPoint with script)
■ Executive Bonus Specimen Documents
Client Information
■ Executive Bonus Plan Client Guide, form 2300
Illustration Enhancement
■ Customized report generated from illustration software
Training
■ Split Dollar Adviser Guide, Form 1437
■ Split Dollar Life Insurance Brainshark (on-demand multimedia presentation)
Sales/Marketing
■ Split Dollar Life Insurance Client Presenta-tion (PowerPoint with script)
■ Split Dollar Specimen Documents
■ Split Dollar Worksheet—Economic Benefit Calculation, Form 1438.1
Client Information
■ Split Dollar Client Guide, Form 2305
Illustration Enhancement
■ Customized report generated from illustration software
6
Jenny Anderson
Accumulation Phase
Executive Double-Bonus Using Prestige Max
Employer pays annual premium $10,000.02
a Employer pays additional bonus
$3,888.90 to cover executive's taxes
Executive pays income tax $3,888.90
Employer receives tax deduction $13,888.92
Executive has access to cash value Year 10 surrender value $107,930.78 Retirement surrender value $441,538.01
Beneficiaries protected Year 10 death benefit $484,806.68 Retirement death benefit $895,396.68
Prepared For:Jenny Anderson Presented By:William Cannon D a t e :01/05/2012
NEW Feature!
Supplemental Executive
Retirement Plan
(SERP)
A powerful incentive in retaining executives
The Supplemental Executive Retirement Plan (SERP) is one of the most common examples of a nonqualified benefit plan. As the name indicates, it is meant to supplement the regular retirement benefits of a key executive, such as income from assets accumulated in a 401(k) or other qualified plan. The supplemental benefits are specified in a contract or agreement so that the key executive has an incentive to stay with the firm until retirement, when the benefit payout begins. These plans have relatively few federal compliance requirements, but must be structured carefully for their taxa-tion impact on both the employer and employee. Companies usually purchase life insurance as an informal SERP funding vehicle because of its long-term tax advantages. In a typical SERP, the employer is the owner, premium payor, and beneficiary of the life insurance policy.
Training
■ Supplemental Executive Retirement Plan Adviser Guide, Form 1488
■ Supplemental Executive Retirement Plan Brainshark (on-demand multime-dia presentation)
Sales/Marketing
■ Supplemental Executive Retirement Plan Presentation (PowerPoint with script)
■ Supplemental Executive Retirement Plan Specimen Documents
Client Information
■ Supplemental Executive Retirement Plan Client Guide, Form 2303
Illustration Enhancement
■ Customized report generated from illustration software
Benefits are specified in a contract or agreement so
that the key executive has an incentive to stay with the
firm until retirement, when the benefit payout begins.
Recruiting & Retaining Key Employees
7
The 412(e)(3) plan allows for much higher
contribu-tions because the funding is determined by a benefit
formula tied to recent compensation.
Fully Insured Defined Benefit
Pension Plan
[Section 412(e)(3)]
An effective method of funding retirement
for highly-paid individuals
Creating Personal Benefit Plans
For a secure, reliable income in retirement, the defined benefit pension plan is the ideal vehicle. Larger employers have avoided defined benefit plans because of their expense, but a smaller employer with adequate cash flow and retained earnings will find the 412(e)(3) plan an attractive con-cept for setting up the owner(s) with enhanced retirement income. In a typical small business, the owner receives much higher compensa-tion than the employees. Federal requirements for most qualified plans (including 401(k) plans), however, limit individual contributions to such an extent that business owners can’t put away enough money to create a retirement income on par with their standard of living. The contribution limits effectively discriminate against the business owner.
The 412(e)(3) plan, formerly known as the 412(i), allows for much high-er contributions because the funding is dethigh-ermined by a benefit formula tied to recent compensation. Thus, the best candidates for this type of plan are companies with few employees and an owner(s) who is consider-ably older, and earning considerconsider-ably more, than the rank and file. Most 412(e)(3) plans are funded through a fixed annuity contract (hence the “fully insured” description) or a combination of a fixed annuity and per-manent life insurance.
Training
■ Fully Insured Defined Benefit Pension Plan Marketing Guide, Form 3401
Sales/Marketing
■ Fully Insured Defined Benefit Pension Plan Presentation (PowerPoint with script)
■ Fully Insured Defined Benefit Pension Plan Request for Proposal, Form 3405
■ Fully Insured Defined Benefit Pension Plan Administrative Fees, Form 3408
■ Fully Insured Defined Benefit Pension Plan Service Agreement, Form 3404
■ Fully Insured Defined Benefit Pension Plan Sample Proposal
■ Fully Insured Defined Benefit Pension Plan Prospecting Letters
■ Comparison of Tax-Favored Retirement Plans, Form 1789
■ Fully Insured Defined Benefit Pension Plan TPA List
Client Information
■ Fully Insured Defined Benefit Pension Plan Client Guide, Form 3403
■ Fully Insured Defined Benefit Pension Plan Prestige Xcel Profile Sheet, Form 3409
■ Fully Insured Defined Benefit Pen-sion Plan Prime II Profile Sheet, Form 3402
Additional marketing resources
Advanced Markets Online (AMO) is designed to provide the essentialtechnical information you need to work in the advanced markets. AMO covers five major areas: Taxation, Estate Planning, Business Insurance, Re-tirement Plans, and Charitable Giving. These broad groupings are divided into specific advanced market topics that you can access quickly from the AMO home screen or related sections of the library.
Each topical area tells you:
■ what the concept is,
■ how it works,
■ what the tax consequences are,
■ key advantages and disadvantages, and
■ planning and funding considerations.
Advanced Markets Online offers a high degree of speed, convenience, accuracy and interactivity. And it’s carefully de-signed to meet a wide variety of user needs:
To find a specific fact: AMO lets users find facts quickly and easily.
For “memory refreshers:” AMO lets users refresh their memories of some fact or concept that may have become cloudy to them.
To browse: AMO allows users to browse through a network of integrated knowledge, customizing their own path as appropriate to their specific con-cern.
In short, Advanced Markets Online offers a comprehensive, user-friendly library of information you can use before:
■ making a phone call to a client or client’s adviser,
■ conducting an interview,
■ attending a meeting, or
■ preparing a proposal or presentation.
To access AMO ...
go to ON-Net at: https://onnet. ohionational.com > Quick Hits > Advanced Sales > Advanced Markets Online (AMO)
AMO Salesmaker
AMO Salesmaker is the cli-ent-presentation companion to Advanced Markets Online. It comprises a set of ready-to-use client literature on each distinct sales concept covered in the AMO training material. The client ma-terial includes a clear, convincing explanation of the concept and what needs it addresses; a sum-mary of the concept as a solution to the needs; and graphic illustra-tions of how each concept works.
To access AMO
Salesmaker ...
go to ON-Net at: https://onnet.ohio-national.com > Products & Marketing > Marketing Resources > Advanced Sales > AMO Salesmaker
For more assistance:
Advanced
Sales Team
877.665.2468
The Ohio National Life Insurance Company Ohio National Life Assurance Corporation One Financial Way
Cincinnati, Ohio 45242
Post Office Box 237
Cincinnati, Ohio 45201-0237
Telephone: 513.794.6100
www.ohionational.com
Form 2316 Rev. 5-12
© 2012 Ohio National Financial Services, Inc.
Variable annuities are sold by prospectuses, which contain more complete information including fees, contingent deferred sales charges and other costs that apply.
Clients should read the product and fund prospectuses carefully before investing or sending money. Investors should consider the investment objectives, strategies, risk factors, charges and expenses of the underlying variable portfolios carefully before investing. The fund prospectus contains this and other information about the underlying variable portfolios. Early withdrawals or surrenders may be subject to surrender charges (contingent deferred sales charges). Withdrawals may also be subject to ordinary income tax, and, if taken prior, to age 59½, a 10 percent federal tax penalty may apply. Withdrawals may reduce the death benefit, cash surrender value and any living benefit amount. Guarantees are based upon the claims-paying ability of The Ohio National Life Insurance Company. Guarantees do not apply to the investment performance or account value of the underlying variable portfolios.
Life insurance and annuities are issued by The Ohio National Life Insurance Company and Ohio National Life Assurance Corporation. Product, product features and rider availability vary by state. Issuers not licensed to conduct business and products not distributed in Alaska, Hawaii or New York.
Disability income insurance is issued by Ohio National Life Assurance Corporation. Disability income insurance is not available in California.
Tracing its corporate origins to 1909, Ohio National markets a variety of insurance and financial products in 47 states (all except Alaska, Hawaii and New York), the District of Columbia and Puerto Rico, with subsidiary operations in Santiago, Chile. We are committed to building long-term relationships with our customers and to providing them with solutions as their needs change over time.
