Did you know that Ben Feldman, often called the greatest life insurance salesman in the world, used to say “The best investment in the world is the Investment that is worth the most when it’s needed the most?”
During this busy RRSP season you’ll be talking to your clients about their RRSPs and other investments. Consider asking them “What do you think is the best investment in the world?” And listen to learn, not to respond. Then ask “Tell me more about why you think that.”
Most people won’t equate life insurance to “the best investment in the world,” but Ben Feldman later in his career drove home precisely that message by arriving at client meetings travelling with two body guards because Ben was carrying a satchel filled with $1,000,000 in cash. Then he’d present his prospect with $100 bill and say, “If you give me one of these each year, I’ll give your family one of these satchels.”
Ben was also famous for saying:
“Doing something costs something.
Doing nothing costs something.
And quite often, doing nothing costs a lot more.”
Seeding the insurance sales conversation during RRSP season is “doing something” – you owe it to your clients and yourself!
Cheers, Helena
p.s. Click http://www.insuranceknowhow.ca/life-insurance-training for 2011 new training sessions, dates and locations starting in March!
Tags: RRSP, sales tips
Helena Smeenk Pritchard
Helena Smeenk Pritchard has over 36 years of experience in the insurance industry and is the Principal of Helena Smeenk Pritchard & Associates, a leader in “Insurance Know-How” training. Helena has had articles published in Advocis’ Forum Magazine as well as Advisor’s Edge, and is a very popular columnist for Advisor.ca.
this is my first time here and just wanted to stop by to say hello there everyone!
Thanks for “stopping in” and your note. Cheers, Helena
Thanks for Ben’s phrases…I would like to study him any Idea’s where. I use to sell life insurance and never studied him. I should of…..became a paramedic and saw how people waste there lifes then cost every family member a fortune of money because it will never happen and no life insurance. keep selling ..Ken
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