Norm Hessel was an inventory control analyst for Barber Greene Corp. in Aurora, Illinois, but was unhappy in that position. A Northwestern Mutual representative called on Norm as an orphan policy holder. He discovered as part of his fact finder that Norm was unhappy in his employment. He suggested that Norm interview with his General Agent. Norm did just that. It seemed like a good opportunity and Norm signed on. At the time, Norm had a two-week-old son, a wife who did not work outside the home and a very small savings account.
Norm offers his insights on the rewards of the career and some advice for those contemplating a career as a financial representative:
"I feel that I have been important to and appreciated by my clients over these past 33 years. I can't think of another career choice that would have allowed me the freedom to be a businessman, to build my own practice, to help other people, participate in the community, be active in my children's lives, and to earn a very comfortable living. The greatest rewards are also the greatest challenges—being a businessman and balancing the freedoms of this career with the hard work and discipline required to be successful. Early on, it was difficult to learn to live on a straight commission income. My Managing Partner helped me as needed but his help involved loaned money that had to be repaid from earnings. I learned some tough lessons in those early years that have served me well throughout my career."
"If you're considering this as a career, go through the interview and testing process. If the opportunity is offered, take it, then work as you are taught. Don't try to shortcut the system. Make the calls and work the hours and stay focused. The results will be worth the pain!"
"Our company is differentiated from the others in the financial services business because of our focus on the policy holder and because we practice the concepts of mutuality in the purest form. There is no doubt that Northwestern Mutual provides the policy holders and their representatives with the best product available. The Northwestern Mutual field force is the best in the business. I am proud to be part of this group of professionals. It is a great opportunity for the select few that fit."
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