Six Insurance Sales Lessons Mehdi Fakharzadeh

Six insurance sales lessons we learned from the GREAT Mehdi Fakharzadeh

11/15/2019 – Dear Friends: Are you ready to take your life insurance sales to be one of the most successful agents? What if you could get advice from one of the most successful insurance sales agents in history? Here is what our friend and coach Sandy Schussell has to say about the six insurance sales lessons that he learned from the GREAT Mehdi Fakharzadeh.

Mehdi Fakharzadeh passed away a few years ago! He was a dear friend and mentor… and we will miss him.

Small Talk, BIG SALES: Insurance Sales Lessons From A Master Producer Mehdi Fakharzadeh!

Mehdi Fakharzadeh was one of the most successful insurance sales agents in history.  In his 90s, he was still taking on and servicing clients.  He achieved success despite starting with a severely limited grasp of the English language and American customs.  He made it to the top of his industry and became famous throughout the world—with a following in over forty countries.  A Chinese admirer changed his own first name to Mehdi, and at least one other inspired insurance agent gave that name to his son.

At an Insurance Pro Shop workshop several years ago, I had the honor of being asked to speak alongside Mehdi Fakharzadeh… And the renowned publicist, Wally Cato, (who passed away in 2015 at the age of 74). Here are some of the insurance sales lessons I learned from Master Mehdi Fakharzadeh that day:

Six Insurance Sales Lessons From Mehdi Fakharzadeh

Insurance sales lesson #1. Doing the right thing for your clients results in more business and referrals.  Mehdi Fakharzadeh did not attribute his success to any skill of his own – he believed it was his karmic reward for giving what he could to everyone he came into contact with (helping everyone).  His belief in this regard, and how it humbled him, shined through him as he spoke.

Insurance sales lesson #2. Love what you do. Mehdi Fakharzadeh told his audience that selling insurance was his hobby.  He was 92 at the time and was proud to say that he was still getting up at 4 a.m., eager to start his workday – and didn’t stop until his wife called him to tell him to come home for dinner.

Insurance sales lesson #3. Be prepared to give them what they ask for, but always show them what you believe they should have.  Mehdi Fakharzadehi talked about how he increased the size of his sales, and helped clients at the same time, by presenting insurance policies at signing time for amounts greater than what he had previously discussed with them.

“They always try to buy less than they should,” he told his audience. “I present to them what they really should have, and often, they agree when they see it.” 

Insurance sales lesson #4. Make them clients first.  “What do you do when a client doesn’t want what you believe is right for him?” a workshop attendee asked. “Like when you believe he should be buying whole life… but the client only wants to buy term.”

“I give him what he does want, of course,” was Mehdi Fakharzadeh’s reply.  But he continued:

“I make him a client first. Then, I wait two or three years [until we have a good relationship and my client trusts me],” he explained, “And then I show him a chart that has on the left side what he bought, and on the right side, what I believed was right for him.  I ask him which plan looks better …and he almost always points to the one on the right.”

None of this can happen, Mehdi Fakharzadeh told his audience, unless the person in question becomes a client first. Then, he will trust your advice.

Insurance sales lesson #5. Never give up!  A consistent theme in everything Mehdi Fakharzadeh spoke about was his persistence.  “Whenever there is a problem,” he told his audience, “I sit down and create a solution. There’s always a solution.” 

Insurance sales lesson #6. Talk “Nonsense”.  That’s what Mehdi Fakharzadeh called his delightful way of engaging people in conversation.

“If I’m going up in an elevator and I push ‘4’, and the other man pushes ‘8’, I say, ‘You must be twice as good as me’.  When he asks me why I say that, I tell him that 8 is twice as good as 4.”

Summary of the 6 Insurance Sales Lessons

Mehdi reminded his audience that day that it makes people feel good… when they are having fun!  As further proof that Mehdi walked his talk, he invited me to spend an afternoon with him at his office to pick his brain and bought us lunch at his favorite Chinese restaurant… asking for nothing in return.

Mehdi Fakharzadeh will be missed by thousands of people in the insurance sales profession… and by me.

Sandy Schussel

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