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How To Set Insurance Sales Appointments With Business Owners… Ben Feldman’s Approach!

11/26/2019… Dear Friends; Every week we get a lot of agents asking… “How Can I Set Insurance Sales Appointments With Business Owners! What do I say? Or, what questions should I ask them to get them to sit down and talk to me?” (learn how Ben Feldman did it) 

Everyone we talk to… would like to set insurance sales appointments with business owners. Because they have more money to work with. And it is daytime work.

However, all of the business owners out there already have too many salespeople who want to meet with them! It may be a salesperson selling office equipment. Or, maybe it is an agent selling health insurance. Or, it is a broker offering them a 401k plan. The problem for you is they are too busy running their business. So, they do not have the time to meet with everyone who wants to sell them. So, if you want to set sales insurance appointments with business owners… Then you better have a unique approach… a problem that you can solve for them. And you better be more prepared than your competition!

How I Set Insurance Sales Appointments With Business Owners…

When I was full-time selling insurance, I worked with a lot of small business owners. However, I did not initially go after their business needs. I have always found that the best way to help them with their business needs or, to get to work with their employees… was to get to know them first! And then take care of their personal needs first! So, if you want the best way to set insurance sales appointments with business owners, then first you will want to gain their trust and respect. Then you can talk to them about their business needs. Or, you can talk to them about working with their employees.

How did I find business owners to talk to? First, I approached the business owners I already knew and took care of their personal needs. Then I asked the people I knew who they did business with! And I asked them what they know about the business owner! And if they would refer me. From then on it was about getting referrals to other business owners, from the business owners who became my clients.

However, there is no magic appointment script that is going to get your insurance sales appointments with business owners. It takes a lot of hard work and perseverance as you will learn later on from the great Ben Feldman, who was the best at working with business owners.

Tips For Cold Calling On Business Owners To Get Insurance Sales Appointments

If I was going to cold call (the hardest way) businesses to set insurance sales appointments with business owners, then I would take the time to…

  1. Find the name of the person who owns the business. Because when you ask to speak with the business owner. Then you are automatically telling people you are just another salesperson.
  2. Find out as much as you can about their business and the business owner. You need to find out how long they have been in business, how their customers feel about them, etc.
  3. Develop a sales approach and elevator talk based on a problem most business owners face in their personal lives, And I would be very practiced in that approach!
  4. Realize that business owners are very busy people and do not have the time to talk to you at work. So, you should just introduce yourself, and give them your elevator talk…  And then ask them if you could take them out for breakfast before work!

About Ben Feldman… And working with business owners

Ben Feldman was the number one life insurance agent in the world for many years. Ben’s niche target in his later years, was the owners of small industrial corporations in eastern Ohio and western Pennsylvania. He would drop in on those business owners… without a sales appointment. (Cold Call) However, before his visits, he would gather information about the company from the standard Dun & Bradstreet reports. He made sure he knew the key players in the business, the value of the company, if the company was profitable, etc. So, he made sure he was well prepared to talk to the business owner.

What Ben Feldman Said About Cold Calling Business Owners For An Insurance Sales Appointment

If you want to get in to set sales appointments with business owners, then follow the greatest life insurance, salesman!

“You need the intestinal fortitude to cold call. Perceptions change over time. Intestinal fortitude works. So prospect.” 

“I rarely use the telephone because he may not want to see me. I have a better chance of seeing the man I want to see if I do go. Besides, switchboard girls and secretaries have become very good. They’ve learned to take you apart. ‘Who? Why? What for? What company?’ You don’t always get by. I seldom call on the phone. I’d rather go.”

“On calls, I just walk right in… and my first barrier is usually the switchboard operator or the receptionist. On the phone, a switchboard operator can stop me dead. But face to face, the odds are I’ll get by. And when I go, I may leave something with her. Do you know what it is? It’s a pair of little golden slippers. She doesn’t know what they are until I’ve left and she’s opened the box. Then I usually get a thank you note. From that time on, I get in.”

“I’m very frank, very open. I just say I want to meet her boss, whatever his name might be. (And you’d better know his name.) The receptionist ordinarily announces me, but if it’s a cold call, then the odds are he doesn’t want to see me. I get thrown out of more places!”

“There are many ways of saying, ‘No.’ He probably won’t see me the first time. But, that isn’t so bad. Why? Because I’m coming back. And when I come back I’m no longer a stranger! I’ve been here before!”

“…If I call once or twice more, and if the answer is still ‘No,’ she’ll probably begin to feel sorry for me. Now she’s on my team. She’ll do her best to open the door for me. Particularly if she feels I’d be helping her boss. You’ve got to have disturbing things to say to the receptionist that will make her boss want to see you. Just as you have disturbing things to say to the boss himself.”

Ben Feldman’s Power Phases For Working With Business Owners To Set An Insurance Appointment and Close Sales.

Here are some of the power phrases for setting sales insurance sales appointments with business owners!

“You’ll have the same problems when I walk out, as you had when I walked in… unless you let me take your problems with me.” 

“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, then at their death, someone has to step in and unlock it. Oftentimes for only pennies on the dollar.” 

“Put me on your payroll. The day you walk out, I’ll walk in and pay your bills.” 

“You’ve got a problem. Part of what you own isn’t yours. It belongs to Uncle Sam. May I show you how much belongs to Uncle Sam?” 

“We help you keep together what you’ve worked so hard to put together.” 

“I have money for sale… At a discount! You’ll need this someday 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 going to find one hundred percent later?”  

“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.” 

“Doing something costs something. Doing nothing costs something. And, quite often, doing nothing costs a lot more!” 

For more on Ben Feldman, and working with business owners, you may want to look for this book, The Feldman Method. It’s out-of-print, but you may find it in your local library.

Getting a sales appointment with business owners requires a lot of preparation, hard work, and persistence. But, when you are looking for a huge life insurance sale, nothing is going to come easy.

Helping Agents and Advisors create endless streams of new, repeat, and referral business!

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Recommended By The Members Of The IARFC - How To Set Insurance Sales Appointments With Business Owners... Ben Feldman's Approach!