Let’s face our reality! As times change, smart agents and advisors know they need ongoing help. My purpose in creating the do-it-yourself course ‘How You Can Become Famous Where You Are‘ was to devise a system whereby any insurance agent or financial advisor could actually rise above being just another average “product pusher” or basically “an unknown in a suit.” Over the years I discovered the vast numbers of agents and advisors to be largely unknown in their market area. I knew my system had to be affordable and not involve the typical huge fees charged by public relations practitioners, even those at any skill level.
Lew Nason advised, “To be effective, such a system has to reposition with our changing times, and has to be more complete, plus produce far more results than the costly standard public relations or traditional marketing communications efforts of today.”
I knew that individual clients (agents and advisors) were not accustomed to this type of service, understood little about how it worked, and drove me nuts wanting daily reports, expecting results yesterday, not allowing anything reasonable time to work, and demanding the impossible for tiny budgets. When talking about their selves, some tended to “talk on-and-on-and-on.” For these reasons they were largely dismissed by most legitimate public relations and sales promotional professionals. Of course, such professionals largely avoided agents and advisors.
Jim McCarty, the acclaimed and charismatic financial sales trainer, explained, “Over time agents and advisors developed a general image as ‘pests to other people.’ Having become positioned as ‘that group that pesters people,’ they became largely unwelcomed.”
Also, I was acutely aware that my program must be workable by the dumbest-ass person. That is – doable by any agent or advisor. Above all, my program had to be highly effective and get massive results for the client. Desired results were the ultimate essential. A few agents and advisors I knew or encountered were content with the accepted way of doing things – but they paid through their noses. I knew that the entrenched ways were too costly and becoming less effective – and would have to fade with the times like the many personal branding courses did.
Reluctantly I Concluded
Reluctantly I concluded that the clients had to do the “fame making work” or they would never understand how fame is achieved and they would continue to suffer due to this huge knowledge gap.
You can summarize all this by stating what I repeated month-after-month and year-after-year: The objective of my program is to enable agents and advisors to vastly increase their selling results, and increase their service results, by actually becoming famous in the area where they work. This helps them more than anything else. I also wanted to earn the respect of the people that I respected. Otherwise these respected people were caught in a “struggling trap.”
Mehdi Fakharzadeh and Ben Feldman, two of the greatest insurance sales super stars ever, are also unique for all they have shared. They gave us powerful and priceless sales insights and secrets. They even ‘gave you for free’ real ‘sales power’ as The Insurance Pro Shop® often does. Today countless self-proclaimed gurus charge you big bucks and provide you with far less than these great sources give you for ‘no cost to you.’ Both Mehdi Fakharzadeh and Norman G. Levine urged me to include Ben Feldman’s famous one-liners in this Bonus Section to my DIY course.
You and I are well aware that changes are now taking place more rapidly than ever before. If Ben Feldman were alive today he might well advice you “Never call Comcast about anything!” Such advice would certainly be sound. But in many situations, — especially in the areas of sales, trust, decency, and morality, — the proven facts remain unchanged and are very much applicable today.
Ben Feldman, the most successful insurance sales agent of all time, created many brief one, two, or three sentence sales tips that you can and should use today. I know that these expressed thoughts can also still help you achieve more sales despite our “new era” of tighter money. My ultimate goal for you is for you to obtain the highest sales possible by skillfully and properly using regional fame, plus any other proven sales tips you can acquire and apply.
It is well-known that Ben Feldman often spoke to his prospects in unique lines that he created. Brief sentences like headlines in a newspaper! He stayed up late at night practicing these lines by stating them into his tape recorder. He also created power phrases and used them often to help his fellow agents.
The following is a condensed version, parts of which I placed (during past years) in Financial Services Advisor magazine, Advisor magazine, Fraternal Monitor magazine, Leaders: The Magazine of Sales Achievers, Trusts & Estates magazine, Estate Planners Quarterly, Life Insurance Selling magazine, and Probe: The Timely Insiders Newsletter For Insurance Industry Insiders.
The Great Ben Feldman in His Own Words
Ben Feldman originated unique sales comments and he collected sales stimulating quotes by others. He distributed these by sharing them in various ways. Here are some of the lines he gave me for you:
Cato: Why did you help both prospects and other agents?
Ben Feldman: These helped prospects to more quickly understand and to better understand. And the brief phrases for agents helped the agents to realize winning sales philosophies, approaches, techniques for closes, presentations, strategies to peruse, and so on.
Cato: Could you please share some of your brief phrases for agents?
Feldman: Some of these can be used for training agents and some can also be used to inform prospects. These words help guide your reasoning and stimulate you to thinking bigger. These phrases can also help strengthen your discipline, help you with your sales strategy, and your work planning, and eventually and ultimately help you make more sales. These quotes can help an agent to remember to combine logic with motivation. Here are some of my quotes:
“See the people.”
“Don’t sell life insurance. Sell what life insurance can do.”
“If you don’t have any place to go, you won’t go any place.”
“Knowledge is power.”
Cato: (Interrupting!): Did you originate that line?
Feldman: As far as I know I originated the line that knowledge is power. And I originated some other lines that are now used in lots of every day conversations.
Cato: Please continue with your now-famous quick remarks.
“Selling is a combination of logic and motivation.”
“If you live it is money saved. Only if you die is it life insurance.”
“The worst salesperson on earth sells as well as the unknown
person. You don’t want to be another unknown agent.”
“Trade it in for ‘any-pay life’ – stop when you wish and then
own what you have paid for!”
“The insurance that you own may well mean the ultimate
success of your financial plan.”
“Grab attention with client specific solutions.”
“The insurance you do not own will never assure your success.”
“You haven’t done anything wrong.
You just haven’t done anything, and that’s what’s wrong.”
Ben Feldman Continues…
“Life insurance is really nothing but money.
You don’t need more life insurance, but you do need more money.”
“Always be advancing to the next step to your sale.”
“Goals aren’t enough. You need goals plus deadlines.”
“Your goals should be big enough to get you excited.
Your deadlines should make you move faster.”
“Your goals are not much good without deadlines for each!
Together they can make you tremendous!”
“You need the intestinal fortitude to cold call. Perceptions
change over time. Intestinal fortitude works. So prospect.”
“You miss every sale that you do not try for.”
“The further you go, the faster you’ll go because you will be thinking bigger.”
“Your most important sale is when you sell yourself.”
“If you’ve got a problem, make it a procedure and it won’t be a problem anymore.”
“It takes a smart person to make money. But it takes a genius to keep it.
Uncle Sam has a first mortgage on everything you earn and own.”
“People spend lifetimes locking money away.
And, at their death, someone has to step in and unlock it.
Oftentimes for only pennies on the dollar.”
“Get constant favorable attention where you sell.”
“Look for an approach that will harness the buyer’s best interest.”
“Most people buy not because they believe but because the agent (you) believes.”
“You need a passion to excel.”
“Perfection comes from practice.”
“Be goal focused.”
“Never give up on anyone.”
“Everyone deserves your help.”
Still More Ben Feldman Quotes…
“No one ever died with too much money.”
“Don’t be afraid to show your compassion.”
“Do you know anyone who has a lease on life?
It isn’t a question of if; it’s a question of when.”
“Put me on your payroll.
The day you walk out, I will walk in and pay your bills.”
“The key to your sale is your interview.”
“Get well known in your market area as the person
who helps others to help them selves.”
“The key to an interview is a disturbing or enlightening question.”
“Your prospect doesn’t get excited first.
You must get excited first.”
“Show that you love your product, clients, company,
and your work and your sales will be consistent.”
“Blend your work and your passion.”
“Make sure the policy or portfolio policies accomplish what is
wanted by and for the beneficiaries.”
“The basic purpose of life insurance is to create cash, nothing
more and nothing less. Everything else confuses and complicates.”
“It cost something to do something. And it cost something to do nothing.
But doing nothing costs much more!”
“I have money for sale. At a discount!
You’ll need this some day to pay your taxes.”
“May I present an idea that has been very valuable to a lot of people?”
“If you can’t put away three percent now,
how are you doing to find one hundred percent later?”
“Creditors will come knocking for estate taxes.”
“If you make money the politicians will always be eager and ready to take it.
So try to protect yourself from them.”
“In this country the federal government has a mortgage on everything you own and they can take anything from you whenever they decide to target you. You must try to protect yourself.”
“Sell during hard times and you can sell during any times.”