Its June 1995. I have failed the insurance exam 2 times and finally pass on my third attempt.
I have been going to college and studying hard. Working 2 other jobs on the side all while starting my career in financial services. Back then you have 2 computers on a floor, not two on a desk. Cell phones were an expensive luxury.
No email. No Facebook. No Google. No Linkedin. No SnapChat. No Instagram.
Acer another long week and getting lots of no’s, it happened! Jesus, my parking lot attendant asks me to help him with some insurance. We sat there on the tail of his pickup and I wrote $250,000 of term insurance. Just like that I had made $300. Spent maybe 20 minutes with him. That was my fist sale and the CONTINUATION of my journey.
Life insurance, financial services, risk management, investment and financial planning is a deliberate and intentional business.
The more you put yourself out there the more will come back to you.
Lots of people need us. How many are you asking to make that buying decision? Intentional activity brings more intentional activity and RESULTS!! The more people you see, the more will eventually make that buying decision.
Ask 3 people, whom you care about, what they need and want. Understand want they are trying to do. You may be surprised with what they say.
In 2006, I had been sharing the elevator with a man who looked as if he was the building janitor. Sweet man. Always wore overalls and had a smile on his face.
We get to talking one day ( we spoke daily but this was different) and he is telling me about coming to this country from Russia and his life. I was genuinely interested in what he had to say. As we ride up the elevator, he asks if I would like to come to his office for a cup of coffee. I was really busy and needed to get in, but decided what could it hurt. He and I have shared the elevator for a year and he has always been such a nice man that really seemed to care about his work.
As we exit the elevator, I assume we are going to the office of the building. So as we walk down the hallway and slowly begin to enter one of the most beautiful offices I have ever been in, he explains that he is the CEO of the largest parking company in the US. We sit down for coffee and he tells me that his son has joined his company as the next CEO. He tells me how he came to this country with $10 in his pocket and began as a janitor in downtown LA and started saving his money to buy his first building (he now owned 1000 units in downtown). As we sat he continued to tell me what worried him and that he wanted to protect his legacy. That he wanted his children and his children’s children to benefit from his hard work. He was NOT a showy man, but his love for family could not be matched.
COULD I HELP HIM? HE ASKED.
The journey for this man started 50 years before.
When he passed away, I can tell you that the work we did allowed for his dreams to have been met.
Never forget, that those whom you meet all have a story. Some with a happy ending and some without. But all with a story.
Our job is to help them tell it.
To help them accomplish what no one else has yet to do.
Never judge. No matter how wealthy, successful, independent and confident, they still need us. They still want to tell us about their journey.