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That was his way of doing whatever it took to get an appointment. Here's one of his stories that exemplifies that.
Ben's mantra was "see the people" and he specialized in face to face approaches (also known as cold calling). After weeks of trying to get in to see a busy prominent Youngstown real estate developer, Ben finally asked the developer's secretary to take five $100 bills into her boss – to buy five minutes of his time.
"If I don't have a good idea for him," Ben told her, "he can keep the money." He got in and ultimately sold a $14-million policy.
But the story doesn't end there!
A few years later, Ben decided the same businessman needed another $20 million in coverage. The developer who was busier than ever, refused to make time for the required physical exam.
What did Ben do?
He rented a fully equipped medical van in Chicago, hired a doctor, and sent both to wait for the man. (Remember, one of Bens' 13 Life Insurance Sales Success Secrets is creativity!)
When Ben decided that the developer's insurance portfolio was complete, he owned $52 million of life insurance because Ben believed in selling policies "designed to turn bricks and steel back into cash instead of frozen assets."
What drove Ben Feldman to "see the people" and use such innovative and attention getting strategies? Harry Hohn, chairman of New York Life at the time of Ben's passing, suggested that "Ben really felt everyone in the world was underinsured".
The power of his conviction – it was that simple!
As I think about all of the life insurance that Ben sold and today's (Canadian) Life Insurance compliance requirements of a Completed Needs Analysis – I can't help but wonder what Ben's Needs Analysis looked like! I can only imagine they were very detailed so that he had an in depth understanding of every life insurance policy, rider and benefit owned by his prospect / client.
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