Ben Feldman (insurance salesman)
Encyclopedia
Ben Feldman was an American
businessman and one of the most prolific sales
people in world history.
He sold $1,800,000,000 of insurance
policies for New York Life from 1942 to his death in 1993. He once held the world record for the most products sold (by value) by a salesman in a career, a year ($100,000,000), and in a single day ($20,000,000). Near the end of his career, his annual commission totals were over $1,000,000 per year. At the time, these sales totals were equaled only by the entire sales forces of other insurance companies, though they have long since been nominally surpassed.
Born in New York City
in 1912 as one of nine children to recent immigrants Isaac and Bertha Dardick Feldman, he began in sales when the family moved to Salineville
, Ohio
to open a wholesale poultry
business.
Feldman spent most of his adult life living in East Liverpool, Ohio
, which is where he began his remarkable career in life insurance sales. Despite a somewhat eccentric personality, Mr. Feldman had a gift in talking with people and helping them to understand the value of life insurance. When asked how he could sell such an intangible product as life insurance, Ben responded "I do not sell life insurance. I sell money. I sell dollars for pennies apiece. My dollars cost 3 cents per dollar per year." Feldman is known for his mentoring of those new to the life insurance sales industry. He would often dispense advice to new agents by inscribing "dream big dreams" with a signature on the backs of $1 dollar bills.
United States
The United States of America is a federal constitutional republic comprising fifty states and a federal district...
businessman and one of the most prolific sales
Sales
A sale is the act of selling a product or service in return for money or other compensation. It is an act of completion of a commercial activity....
people in world history.
He sold $1,800,000,000 of insurance
Insurance
In law and economics, insurance is a form of risk management primarily used to hedge against the risk of a contingent, uncertain loss. Insurance is defined as the equitable transfer of the risk of a loss, from one entity to another, in exchange for payment. An insurer is a company selling the...
policies for New York Life from 1942 to his death in 1993. He once held the world record for the most products sold (by value) by a salesman in a career, a year ($100,000,000), and in a single day ($20,000,000). Near the end of his career, his annual commission totals were over $1,000,000 per year. At the time, these sales totals were equaled only by the entire sales forces of other insurance companies, though they have long since been nominally surpassed.
Born in New York City
New York City
New York is the most populous city in the United States and the center of the New York Metropolitan Area, one of the most populous metropolitan areas in the world. New York exerts a significant impact upon global commerce, finance, media, art, fashion, research, technology, education, and...
in 1912 as one of nine children to recent immigrants Isaac and Bertha Dardick Feldman, he began in sales when the family moved to Salineville
Salineville, Ohio
Salineville is a village in southwestern Columbiana County, Ohio, United States. The population was 1,397 at the 2000 census.The Civil War Battle of Salineville, which ended Morgan's Raid and resulted in the capture of Confederate General John Hunt Morgan, took place near Salineville on July 26,...
, Ohio
Ohio
Ohio is a Midwestern state in the United States. The 34th largest state by area in the U.S.,it is the 7th‑most populous with over 11.5 million residents, containing several major American cities and seven metropolitan areas with populations of 500,000 or more.The state's capital is Columbus...
to open a wholesale poultry
Poultry
Poultry are domesticated birds kept by humans for the purpose of producing eggs, meat, and/or feathers. These most typically are members of the superorder Galloanserae , especially the order Galliformes and the family Anatidae , commonly known as "waterfowl"...
business.
Feldman spent most of his adult life living in East Liverpool, Ohio
East Liverpool, Ohio
As of the census of 2000, there were 13,089 people, 5,261 households, and 3,424 families residing in the city. The population density was 3,010.3 people per square mile . There were 5,743 housing units at an average density of 1,320.8 per square mile...
, which is where he began his remarkable career in life insurance sales. Despite a somewhat eccentric personality, Mr. Feldman had a gift in talking with people and helping them to understand the value of life insurance. When asked how he could sell such an intangible product as life insurance, Ben responded "I do not sell life insurance. I sell money. I sell dollars for pennies apiece. My dollars cost 3 cents per dollar per year." Feldman is known for his mentoring of those new to the life insurance sales industry. He would often dispense advice to new agents by inscribing "dream big dreams" with a signature on the backs of $1 dollar bills.