The Biggest Existence Insurance coverage Salesman in the Globe

19 Mar

I grew up in a modest town on the Ohio River called East Liverpool. It is found in Ohio at the junction of Ohio, Pennsylvania and West Virginia. When I was increasing up it had a population of about 22,000. Nowadays the population has dropped to just in excess of 13,000. However, some quite special and notable individuals have come from my town. I want to tell you about one of them who discovered the meaning of delivering worth for his clientele so effectively that he went on to grow to be the greatest life insurance salesman ever.

His name was Ben Feldman (1912 – 1993) and in excess of his 50 year job offering insurance coverage for 1 business, his product sales volume exceeded $1.8 billion, with over a third of it coming following he turned 65. And, he did it by offering out of his workplace in East Liverpool and not some significant monetary capital city like New York.

Ben Feldman came from the sleepy little town of Salineville, Ohio, exactly where he started his business career selling chicken and eggs for $ 5 a week. As an aspiring businessperson, he needed to enter the insurance coverage area but was unable to pass the basic Equitable Daily life Insurance coverage Company’s aptitude test.

In common Feldman fashion, he sold himself to Equitable, and began collecting premiums on meager nickel and dime policies. In 1942, he joined New York Existence, and opened a little office in the Tiny Developing, on the Diamond, in downtown East Liverpool. It was from this place that he started a relentless quest to achieve membership in the prestigious Million Dollar Round Table. He made it in 1946.

Little did anyone suspect that he would far surpass the million dollar mark, nonetheless, in 1955, he offered $10 million in coverage. He then started selling one particular million a month, then a million a week, and in 1971 wrote contracts for more than $65 million. He then gunned for $10 million a month and in 1983, with the support of his two sons, Marvin and Richard, he offered $148 million of insurance.

Feldman was an innovator, who manufactured it effortless for his clients to recognize the complexities of the Federal Estate tax law, which desecrated the fortunes of a huge quantity of rich individuals in the period that followed World War II. Long ahead of personal computer graphics, he made clever hand-drawn charts, illustrating the require for life insurance coverage to shield an individual’s assets from the government. He would book himself on airplane flights, following to a prospective client, where upon he would open his quick case, stuffed with $100, $500 and $1,000 expenses, along with his charts and graphs. The notion was to entice his neighbor to discover the funds and remark, “Is that true cash?” “Yes,” Ben would reply, “but I am not afraid to carry it, because it’s insured.” With this kind of an opening, a sales presentation was a lay-up.

A lover of luxurious vehicles, Feldman would often be observed racing up and down the highways that link Pittsburgh and Youngstown in his Cadillac Eldorado. It was inside of this 50-mile corridor that he offered the majority of his policies. Frequently outfitted with a CB radio and a automobile telephone – extended ahead of anyone had heard of such a device – he handled rejection like none other.

A beloved Feldman method was to strategy the workplace of a hectic executive and inquire for an appointment. The response from a frazzled secretary would typically be, “I’m sorry, his time is too valuable.” Ben would request, “Is it worth $a hundred a minute?” “At least!” would be the reply, to which the response (accompanied by 5 brand new one hundred dollar expenses,) would be, “Effectively I would like to acquire five minutes.”

Even when Ben Feldman would go deep sea fishing, he would spend his time developing new income tactics, memorizing the entire New York Lifestyle Insurance coverage price guide. And, he would arm himself with pithy small phrases, made to conquer the most challenging challenge. To the potential client who explained, “I feel in expression insurance.” Ben would reply, “Term insurance coverage is short-term, but your dilemma is long lasting.” “I can’t afford the premium,” would invoke, “You are currently broke and will not even know it.”

Following in the footsteps of this kind of a legend was not straightforward for Marv and Wealthy Feldman, but they dealt with the challenge effectively as Marv became president of the Million Dollar Table in 2001, and Wealthy excelled in a number of endeavors, like “drag racing,” of all factors.

Now you may be considering to yourself that Ben should have been some type of superstar, excellent looking, quickly talking, sort of man – but you’d be wrong. Ben was a quick, stout, balding and spoke gradually with a distinct lisp. He in no way finished substantial school. He was so shy that years later when he was asked to speak at insurance sector meetings, he would only agree to if a display was erected in between him and the audience.

But, he was a legend when it came to making a point to know every company owner in his region. He did his homework 1st and figured out all he could about his potential customers so that by the time he met with them (frequently on a “cold contact”) he was ready with the proper Value Improvement Inquiries. He didn’t often sell proper away but he in no way gave up. I once noticed him say that for many years he didn’t end operating for the day right up until he created at least one sale – no matter how late it got.

1 of favorite stories about Ben is about a prominent genuine estate developer. Ben tried for weeks to get in to see the busy guy but was usually unsuccessful. 1 day, Ben stopped in cold and handed the developer’s assistant the envelope with 5 $one hundred expenses and asked her to give it to her boss. He told her “If I do not have a great idea for him, he can hold the income.” He got in and offered a $14 million policy. Years later when Ben recognized the guy require extra insurance coverage due to the unprecedented development of his firm he was as soon as once more stymied by the man’s insistence that he was as well busy to consider a physical. Undaunted, Ben rented a fully outfitted mobile hospital van, employed a medical doctor and sent them to the industrialist. Rumor is that the guy ended up with in excess of $50 million in coverage.

In 1992, New York Life marked Ben’s 50th year with the company by proclaiming “Feldman’s February”, a nationwide income competitors. Ben took this as a personalized challenge. The winner of the contest (at 80 years outdated) was Ben Feldman.

Ben was renowned for his sayings that he used to inspire both clients and himself. My favorite is:

“Performing anything charges some thing.

Undertaking nothing at all fees anything.

And rather often, undertaking practically nothing charges a good deal more.”

Ben Feldman died in 1993 at 81. A handful of years ahead of his death he was asked about the greatest policy that he had ever written. “I cannot say. I have not composed it nevertheless.”

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