This is the first post in a three-part series highlighting why I love the life insurance industry and have chosen to serve the tech staffing/Tech Exec Search needs of those within it. As a financial instrument, life insurance stands alone as a seemingly miraculous product every time a death claim is paid.
Since starting my lifelong sales career as a College Agent for Northwestern Mutual, I have often said if I had a career “do-over”, I would not even consider changing my starting point. My two years at Northwestern not only taught me how true sales legends served their clients with unparalleled professionalism, but perhaps more importantly, how to handle the hourly rejection that comes with the territory. Brutal as it was, I remain forever grateful for the experience that has served me so well over so many years. Thanks to Frederick Bolyardfor striking the original match.
William was a law student at Indiana University-Indianapolis. He came from a wealthy family and enjoyed a sizeable trust income. Despite his blue-blooded background, he wasn’t the least bit haughty, actually seeming a bit unsure of himself. William was determined to stand on his own two feet, especially in the eyes of his father.
“So, William, which will it be, the fifty-thousand-dollar whole life or the 65-Life plan?”
“Well, I’m leaning towards the 65-Life, but I really think I need to run it by my father this weekend when I’m back home.”
“Really? Is your father going to be the one paying for this?”
“No, I’ll be paying for it,” he confidently shot back.
“Do you need his permission to take out this policy?”
“Not really. I just thought I should get his opinion.”
I could sense William regressing into a well-established pattern of always seeking Dad’s permission, never his forgiveness. “So what are you going to do if his opinion disagrees with yours? Would you get the policy anyway?”
“Probably,” he said with some trepidation.
“Then is there really any reason not to get it now? If you gave me a check today, the coverage would be in force as you’re driving home this weekend. Wouldn’t that make for a better trip, William?”
“Yeah, I suppose it would.”
“Great! Would you like quarterly or annual premiums?”
With that, I closed one of the most gratifying sales of my young career. To this day, few sales have equaled the satisfaction of helping young William step out of his father’s shadow and into full manhood. Thank you Northwestern Mutual! Come to think of it, only one other life insurance sale brought me more satisfaction than this one.
Go to Part 2 to learn the role my lovely bride played in getting Uncle Bob to cut the check.
