I grew up in a small town in the Pacific called East Liverpool. Ohio, Ohio, Pennsylvania, and West Virginia. When I was grown, she was about 22,000. Nowadays the population has dropped to almost 13,000. However, some very unique and remarkable people came from my city. I would like to tell one of those who learned how important it is for their clients to always become the biggest life insurance agent.
Ben Feldman (1912 – 1993) The 50-year career fund received a sales guarantee at a company with a sales volume of over $ 1.8 billion and more than one third after reaching the age of 65. And he did that by selling his office in East Liverpool and not in a big financial capital like
Ben Feldman came from a sleepy little town in Salineville, Ohio, where he sold his business career for $ 5 a week for selling chicken and eggs. As an aspiring businessman, he wanted to enter the insurance box but could not pass the Equitable Life Insurance Company's suitability test.
With a typical Feldman fashion, he sold himself to Equitablenes and began collecting the bonuses for weak nickel and dime policies. In 1942, he joined the New York Life and opened a small office in the Little Building in Diamond, East Liverpool, downtown. From that point on, he began a ruthless mission at the prestigious Million Dollar Round Table. It was made in 1946.
Few people suspected that they outperformed the $ million mark, but sold $ 10 million in 1955. He then began selling at a million per month, then a million a week, and in 1971 he contracted for more than $ 65 million. He then fired $ 10 million a month, and in 1983, his two sons, Marvin and Richard, sold $ 148 million.
Feldman was an innovator who made it easy for customers to understand complexity in the Federal Property Tax Code, which is the victim of the wealth of the rich riches in the II. humiliated during World War II. In the past, computer graphics produced smart, hand-drawn graphs that show that life insurance has to protect individuals' assets from the government. He hired himself on flying planes with a potential client to open his brief case, with $ 100, $ 500, and $ 1,000 bills, including charts and charts. The idea was to invite your neighbor to notice the money and the comment: "Is this the real money?" "Yes," said Ben, "but I'm not afraid to endure it because he is insured. With such an opening, a sales presentation was the structure.
Luxury car fans often saw Feldman, which races up and down the highways connecting Pittsburgh and Youngstown to Cadillac Eldorado. It was within the 50-mile corridor that he sold most of his policies. It is often equipped with a CB radio and a car phone – long before anybody heard such a device – did not compare the refusal.
Your favorite Feldman method was to approach the busy head office and get an appointment. Choosing the Speaking Secretary is usually: "I'm sorry, time is too valuable." Ben asks, "Is it worth $ 100 a minute?" "At least!" would be the answer to which the answer (five new one hundred dollars account) "Well, I want to buy five minutes".
Even when Ben Feldman started to embark on deep-sea fishing, he is committed to developing new sales techniques, mentioning the New York Life Insurance Schedule. And he would have captured the whimsical little sentences that aimed to overcome the most difficult challenge. For a potential customer who said "I believe in insurance terms". Ben replies: "The insurance period is temporary, but your problem is permanent." "I can not afford the premium," he replied, "You've broken and you do not even know."
Marv and Rich Feldman were not easy to follow in the footsteps of such a legend, the challenge being Marv's chairman of the Million Dollar Table in 2001, and Rich had a number of efforts, including "drag racing".
You may think that Ben should have a kind of superstar, good-looking, quick conversation, sort of man – but you're wrong. Ben was short, rough, bald, and spoke slowly with a separate mouth. He never finished high school. It was so jealous that years later when he asked for a meeting on insurance meetings, he would only accept it if a screen was assembled between them and the audience. But he is a legend to know the owner of all the businesses in the region. He first completed his homework and learned what he knew about his potential customers, so when he met them (often "cold calling") he was ready for the right value development questions. He did not always sell it immediately, but never gave up. I once heard that for years she had not stopped working until the day she had made at least one sale, no matter how late it was.
Ben's favorite story is about a prominent real estate developer. He tried to look at the busy man in weeks, but he was always unsuccessful. One day, Ben stopped, and the developer's assistant handed the envelope back to $ 5,000 and asked him to hand it over to his boss. He said, "If I have no good idea, you can keep the money." He came in and sold a $ 14 million policy. Years later, when Ben realized that he needed extra insurance for his never-before-seen growth; again prevented by the man's insistence that he was too busy to take physical things. Prisoner, Ben rented a fully-equipped mobile hospital hiring, picked up a doctor, and sent them to the craftsman. Obviously, he had more than $ 50 million.
In 1992, New York Life marked Ben's 50th anniversary with the company's "February Feldman," announcing the national sales competition. Ben took this personal challenge. The winner of the contest (at age 80) was Ben Feldman.
Ben was famous for saying that he both inspired and inspired him. My favorites are:
It does not do anything for anything.
And often, if you do nothing, you spend a lot more. "
Ben Feldman died in 1993 in 81. Before the death of a few years, he was asked about the greatest politics he ever wrote," I can not say I did not write yet. "
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