If you want "The Big Money," all you have to do is ask
A few days ago I was sitting around with Michael, and he was telling stories about his days selling life insurance. As you may or may not know, Michael was one of the most successful insurance agents in North America for Allianz Life Insurance, in the top five almost every year he was practicing, and one year was the NUMBER ONE life insurance agent in North America.
In fact, he made almost $3,000 a DAY selling life insurance, and this was back in the eighties and early 90's. That's a ton of dough.
How did he do it?
He simply asked the right market for the Big Money. Most insurance agents work during the evenings, selling to people with jobs, people who don't have much spare money. When they make a sale, they may get a bank draft for $50 a month, as long as their client pays the premium. But Michael was much smarter than that.
His market was senior citizens in smaller towns, many of whom had hundreds of thousands of dollars saved in ordinary, low interest savings accounts. Michael knew he could get them a better return on their money if they invested in the life insurance he represented, so he could make them a truly irresistible offer.
So, he asked for the "Big Money" and many times would walk out with a check for $50,000 or much more. And with a big check comes a big commission, not a silly $50 a month one.
I asked him why other agents never did this. "It's simple," he said, "most agents just don't believe that someone will write them a check for that much. Even though they've seen me do it time after time, they still don't believe someone will give them that kind of money. They're too afraid to ask for the big money, so they just ask for the small money, and they get small commissions."
The same thing holds true in direct marketing. Most marketers don't believe people will write them a check of $1,000.00, much less $10,000.00 so they sell $50 products and make tiny profits.
People will give you this much money, if you just ask.
And that, my friends, really is the secret: if you want to make big money, all you have to do is ask!
Let's get to it...
Mr. X.
Group M Marketing
Kimble and Kennedy Publishing
In fact, he made almost $3,000 a DAY selling life insurance, and this was back in the eighties and early 90's. That's a ton of dough.
How did he do it?
He simply asked the right market for the Big Money. Most insurance agents work during the evenings, selling to people with jobs, people who don't have much spare money. When they make a sale, they may get a bank draft for $50 a month, as long as their client pays the premium. But Michael was much smarter than that.
His market was senior citizens in smaller towns, many of whom had hundreds of thousands of dollars saved in ordinary, low interest savings accounts. Michael knew he could get them a better return on their money if they invested in the life insurance he represented, so he could make them a truly irresistible offer.
So, he asked for the "Big Money" and many times would walk out with a check for $50,000 or much more. And with a big check comes a big commission, not a silly $50 a month one.
I asked him why other agents never did this. "It's simple," he said, "most agents just don't believe that someone will write them a check for that much. Even though they've seen me do it time after time, they still don't believe someone will give them that kind of money. They're too afraid to ask for the big money, so they just ask for the small money, and they get small commissions."
The same thing holds true in direct marketing. Most marketers don't believe people will write them a check of $1,000.00, much less $10,000.00 so they sell $50 products and make tiny profits.
People will give you this much money, if you just ask.
And that, my friends, really is the secret: if you want to make big money, all you have to do is ask!
Let's get to it...
Mr. X.
Group M Marketing
Kimble and Kennedy Publishing
