When I went to college in 1955,I was as a pre-med student at George Washington University. My father graduated from college at the age of 17 and then went on to eventually become an actuary in the Life Insurance industry, then ending his career at the U.S. Government Accounting Office. It didn’t take long for me to realize that my father’s path was indeed a good one, and I left college to pursue a career in the Life Insurance industry. I began as a clerk at Acacia Mutual, and with the exception of a year I spent in the National Guard, I steadily moved up in the business until I was a VP of brokerage sales at Fidelity Bankers.
THE PIONEER YEARS:
In 1972, I decided it was time to take upon myself to do what I had been teaching others to do with success—to begin my own General Agency. In those days, things were different. Over two-thirds of life insurance sales were written by full time captive agents. Brokerage was only needed for “excess” business, term or substandard underwriting risks. Around that same time, specialty products were beginning to be introduced, such as Section 79 or Retired Lives Reserve, as both were great solutions for a business owner who could only obtain rated life insurance.
I decided to build my business in Charlotte, NC, with determination and a quote given to me by Zig Ziglar himself, “Help enough people get what they want, and you will get what you want.” This translates well to you, as well. If we help you help your client, we all WIN!
In 1972, I decided it was time to take upon myself to do what I had been teaching others to do with success—to begin my own General Agency. In those days, things were different. Over two-thirds of life insurance sales were written by full time captive agents. Brokerage was only needed for “excess” business, term or substandard underwriting risks. Around that same time, specialty products were beginning to be introduced, such as Section 79 or Retired Lives Reserve, as both were great solutions for a business owner who could only obtain rated life insurance.
I decided to build my business in Charlotte, NC, with determination and a quote given to me by Zig Ziglar himself, “Help enough people get what they want, and you will get what you want.” This translates well to you, as well. If we help you help your client, we all WIN!
