[COLOR=black]This is one of my best kept secrets. This is going to be a very long post. I’m going to tell you how I’m selling tons of polices to firefighters and how I’m doing it. I also sell these products to other niche markets.[/COLOR]
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[COLOR=black]First step is I call the fire station and ask to speak to the man in charge.[/COLOR]
[COLOR=black][/COLOR]
[COLOR=black]Hi, you don’t know me, but I’m Mark Rosenthal. My wife and I were up last night talking about how unappreciated firefighters are. We got talking about 9/11 and I would love to come out and bring you guys some free pizza and some drinks. All I need to know is what kind of pizza do you guys eat and what kind of drinks do you want. What is a good time for me to come out and visit with you? [/COLOR]
[COLOR=black][/COLOR]
[COLOR=black]95% of the time, they say yes and give me a time to come out. Notice that I kept it simple and made it where he could not say no. Before you say anything the answer is no. I didn’t tell him that I’m an insurance agent. Why would I give him a reason to tell me not to come out and visit with them?[/COLOR]
[COLOR=black][/COLOR]
[COLOR=black]Firefighters are some of the nicest people that I’ve ever met and they really care about the public. Trust me they don’t do it for the pay. I’m truly concern for their welfare. I’m tired of watching the news after one of them gets killed in the line of duty, and the gov’t don’t do anything to take care of their families. I’m not talking about 9/11. I just saw the other day where those 9 firefighters fell through the roof and died. All the radio stations like star 94 in Atlanta were trying to raise money to help put the kids through college and take care of the families. Okay, let’s get back to my approach before I start going off on the city and gov’t.[/COLOR]
[COLOR=black][/COLOR]
[COLOR=black]Let me start by first saying I don’t have a script, but a game plan when I go out to see them. They have a real problem and I have the answer to their problem.[/COLOR]
[COLOR=black][/COLOR]
[COLOR=black]I go and buy some pizza and drinks, spend about $30 to $40 bucks. Some cheaper things could also be used, like hot dogs. I show up with the food and drinks. Firefighters are very friendly and easy to talk to. They usually start off by showing me around. I take a tour of the fire station. We start eating the food that I brought. I start asking them questions like this. Are any of you married? What does your wives think about your being fire fighters? Have any of you ever been hurt on the job? Did you know anyone that died in the twin towers? My wife would never allow me to be a fire fighter, she says this is too dangerous and I’m not strong enough also. I can’t do what you guys do. Each question, I allow them to spend some time answering. I hear things like, my wife is worried to death that I might not come home tonight and makes me call her after every fire. Is this really a dangerous job? Let me ask you guys something, does the city/county give you any kind of life insurance? Allow them to laugh. They city don’t give us crap. Some fire fighters are members to a fire fighter association that each one of them puts money in each month and they give out $10,000 when a fire fighter gets killed in the line of duty. Sometimes, the fire dept does have something to help the families if something happens to them. The bottom line is that you can never have too much protection or leave your family too much money. [/COLOR]
I can't fit this all on one post, so Part Two will follow.
Mark Rosenthal markcrosenthal@aol.com www.realfastservice.com
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[COLOR=black]Okay, I’ve heard a lot of good response to my questions and I’m ready to start talking about Life Insurance. [/COLOR]
[COLOR=black]We are about done eating at this point and they are starting to thank me. I feel like one of the guys already. I tell them again why I brought the food and how much I appreciate what they do for us. I’m very concerned about them and their family members and I want to help them. I work for a company called United Home Life owned by Farm Bureau and they are just as concerned about you as I am. They are an A- rated insurance company. Let me tell you how I can help you. I have an Accidental Death Plan that starts with $100,000 worth of day one coverage. It covers firefighters and if something happens to you in the line of duty, then you are covered. The benefit increase each year at least $5,000 a year for 20 years. In 20 years the coverage will have doubled to $200,000 in coverage. The price will remain the same. It only cost $22.79 a month or $245.00 a year. It also has a return of premium feature built into the price. I hope that none of you will ever need to use this coverage and that we will have to refund all of you money in 20 years. Everyone pays the same price. You just have to be between 18 and 60. It does not matter if you are a smoker or non smoker. It does not matter if you have pre-existing health conditions. The only client that it does not take is if you have had a D.U.I. in the last 5 years. How would you like to call your wife tonight and tell her she don’t have to worry about not being fully protected if you don’t come home tonight. You all know this is a dangerous job, and I have found a company that will cover you. This policy also covers other things. Let’s say while driving home today, that you get killed in a car wreck, this policy will also cover all accidental deaths. This policy does also have a free $250.00 nature death benefit attached to it as a bonus. This is a non medical product. That means no blood, no urine, no one has to come out and see you. I can have this policy issued in a couple of days. If something happens to you in while this coverage is going through and you have told me the truth, then you will already be covered. The coverage really starts today.[/COLOR]
[COLOR=black]I hope they will not need this coverage, but the fact is that firefighters do die in the line of duty. I want to be there for their families and bring them a big check in their time of need. I don’t want to see them have to put other firefighters at red lights with boots to raise money to help the families that just lost their loved ones. [/COLOR]
[COLOR=black]The big sales point is that this plan has return of premium attached to it. My plan is for most of them to never need this coverage and in 20 years for them all to get their money back and have been coverage for 20 years for free.[/COLOR]
[COLOR=black]Some of them will ask me “What about a plan that covers me if I die of nature causes.” I’m glad you brought that up. I also sell those types of plans. [/COLOR]
[COLOR=black]They are never offended that I’m a life insurance agent or think that I tricked them into selling them something. A lot of insurance companies will not take firefighters and cover them. [/COLOR]
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
Last edited by Markingriffin : 11-13-2008 at 07:48 PM.
Reason: Automerged Doublepost
Re: This idea works and you should try it.Go to Top
[COLOR=black]Even if you don’t sell anything that day, you have done a great thing, for great people and it didn’t cost you much of anything.[/COLOR]
[COLOR=black]You will on avg. make at least 1 sale every fire dept. You might end up selling 10 polices at one station. It only takes about 3 mins to write each one of them up. I can also do a list bill to the fire dept if need be.[/COLOR]
[COLOR=black]One time, I done this, and the chief told me, that I should go to the city and see if I could get them to buy the insurance for them. He gave me the name and number of the guy to call. So that is what I did. I was very surprised that he told me that the city would love to offer this to all the firefighters. But he also wanted to know if I could offer this to all of the city employees. Like the police officers, water dept people, etc. I was blown away. I hit the gold mine. I was almost overwhelmed. The cool thing about this product is that I can leave it when them and let them fill it out and send it to me. I don’t have to be present. [/COLOR]
[COLOR=black]This plan will also take normal everyday police officers. It does not take fbi, cia, bomb squad, dea. It just takes the avg cop. On a side note, this trick does not work the same with cops as it does fire fighters. [/COLOR]
[COLOR=black]I could spend 20 hours talking about this product an how to use it. I’m going to post some more ways to sale this product later. I will teach you how to sell this product to niche markets later. Let’s just start with firefighters today.[/COLOR]
[COLOR=black]I am an IMO for United Home Life also. If you would like to get contract with them or learn more about this products or the company, just contact me. They also have a lot of other great products.[/COLOR]
I'm adding this video on the product that I use. email me if you have any questions.
Re: This idea works and you should try it.Go to Top
Originally Posted by CHUMPS FROM OXFORD
"I didn’t tell him that I’m an insurance agent"
At the risk of losing some sales, I would tell them. But that's just my style.
I do not tell them over the phone that I'm an Insurance Agent. Half of the job is getting my foot in the door and I don't want to give them any reason to tell me not to come and visit with them. But when I get to the fire dept, I do tell them that I'm an Insurance Agent.
I don't come out and say that I'm here to talk you into buying something, and I do kind of go underneath their radar.
Re: This idea works and you should try it.Go to Top
I don't think he uses deception either (while selling insurance).
I suppose it reminded me of the time that someone did the same thing in our office (many years ago). He offered to bring in lunch for about 15 of us. He said he had some "ideas to share."
It was Amway. It would have been nice to know in advance who he worked for.
Re: This idea works and you should try it.Go to Top
Originally Posted by CHUMPS FROM OXFORD
He offered to bring in lunch for about 15 of us. He said he had some "ideas to share."
It was Amway.
Was the lunch any good Chumps?
Did you ever become a "Double Diamond Doozie" with your Amway friends?
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[COLOR=Blue]"It does not take fbi, cia, bomb squad, dea"
[COLOR=Black]A very good idea, but won't work for me. These are my target markets...[/COLOR]
[/COLOR]
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Originally Posted by The Rabbi
I'll have to investigate it.
Good God Rabbi. What's to investigate? Whether they want pepperoni or sausage?
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[COLOR=blue]Don't steal - the government hates competition.[/COLOR]
Last edited by moonlightandmargaritas : 11-13-2008 at 09:12 PM.
Reason: Automerged Doublepost
Re: This idea works and you should try it.Go to Top
This is a great idea and I like your approach. When I was with NML I got into firehouses more by accident than design (well, one of my clients was a retired fire chief LOL) and did very well.
Two things about the people in fraternal organizations like firemen and police, they never feel they have enough insurance (they know their LOD risks) and they usually will do what everyone else there is doing. If one guy buys a term plan, most of the other guys will buy it too. If one guy buys a boat, most of the other guys will too. It's just the way they are and the way they work. Same with military but harder sell with the GI benefits and underwriting risks.
Re: This idea works and you should try it.Go to Top
Originally Posted by somarco
What is a nature death benefit? And how is $250 beneficial?
Most accidental death plans do not coverage anything if you die of natural causes. Such as a heart attack or something.
This is a free rider and bonus I call it. It is just something for nothing. If you die in an accident, you also get this bonus.
There is a long story behind it also. But when this was designed not many other accidential death plans had R.O.P. or a natural death benefit. So they thought it would be nice to offer something for free and also offer R.O.P. I never had any client complain about getting the free rider. Even if it is a small amount.
Also after 10 years the R.O.P start to build up and you don't have to wait until the end of 20 years to get some of your premium back if you cancel early.
That's if you are killed by a coyote or mountain lion or something. ()
If you are just walking in the woods and to no fault of your own, you are attacked, then that would be an accidental death and it would pay both amounts.
If you were drunk and decided to go attack some wild animal, then you would just get $250.00 plus any cash value that you may have built up.
Last edited by Markingriffin : 11-13-2008 at 10:18 PM.
Reason: Automerged Doublepost
Re: This idea works and you should try it.Go to Top
Another great idea. Thanks for sharing. I am new to this, doing it part time, and don't have a lot of extra time or money to put towards prospecting, but I have used some of Mark's ideas on a small scale and am seeing the results. Hopefully this time next year, I'll be selling insurance full-time, and at my job part-time.
Re: This idea works and you should try it.Go to Top
Originally Posted by CHUMPS FROM OXFORD
I don't think he uses deception either (while selling insurance).
I suppose it reminded me of the time that someone did the same thing in our office (many years ago). He offered to bring in lunch for about 15 of us. He said he had some "ideas to share."
It was Amway. It would have been nice to know in advance who he worked for.
Wow, not sure I would compare what Mark is doing with Amway! Multi-level garbage and providing a benefit that most firemen really need but don't know about are not even in the same ball park.
Since when do we tell our prospects everything in advance? If we did, we wouldn't be going on many sales calls. That is not deception... that is a sincere desire to help others.
This idea works and you should try it
Re: This idea works and you should try it.
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