Congratulations on 20 Years!

Jim started working for a property and casualty insurance company when he graduated from U.W.-Whitewater in 1977. After 12 years, he had been promoted several times and was a Regional Underwriting Manager. He didn’t find middle management in a large company rewarding and was looking to make a career change. In 1987, he received his CFP designation. In December of 1989, Jim's boss resigned from the company after philosophical differences with the President of the company. His boss had previously worked at Prudential for 10 years so Jim called him to get a referral to talk to someone at Prudential. He told Jim he should look at NML and not Prudential. Jim thought that to be rather odd as he had spoken very highly of Prudential. He asked him why, and he suggested to go to the library(no internet back then) and research the two companies. Jim took his advice and it was clear that NML was far better than Prudential and the best in the industry. Jim took Friday afternoon off and came down and knocked on the door of the Goris Group and asked to talk to someone regarding a career with NML. He met with Mark Gmach and shortly after that left corporate life to start in the insurance and investment industry in 2/1990.
Jim's advice to new representatives is to follow the activity plan that your management gives you. It’s a numbers game and it all starts with phoning and introducing yourself to prospects to help them identify their needs and helping them solve their problems. Don’t try to fight the system, just execute the activity goals. Also, work towards professional designations early in your career. It helps to build your confidence and make you more professional in the eyes of your clients.