How I Sell Insurance To Fire
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.
First step is I call the fire station and ask to speak to the man
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?
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
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.
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.
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
Okay, I've heard a lot of good response to my questions and I'm
ready to start talking about Life Insurance.
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.
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.
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.
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.
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
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.
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.
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
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.
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 other
niche markets later. Let's just start with firefighters today.
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