Financial Representative Success Stories 

Erik Gomez was a full-time student and food server. He was looking for a career that would provide purpose and meaning and also provide him with a flexible schedule and an established career path to follow.

Erik Gomez talks about his career.

Russell Andrews started his career with Northwestern Mutual after graduating from Monmouth College with a Bachelor of Arts degree in Business.

Russell Andrews shares his thoughts on his career.

Career Rewards/Challenges
When I started my career, as you can imagine, one of the hardest things was to find a constant supply of new, quality prospects. You also need to learn to be graciously aggressive in helping people realize the need to prepare for their futures. I have found it is rewarding to spend time only with the people you choose to and help them realize and protect their dreams.

In my opinion, this career offers an opportunity to be completely honest with your clients; to only do business with people you like; to help clients provide security for themselves and those they love; an opportunity to do anything with the rest of your life: travel, volunteer in your community and government.

What could be a better? Nothing that I have found.

Making a Difference
One case in particular comes to mind--I insured a business owner who took his own life after having a policy with me for 10 years. It was a sad situation and the beneficiaries assumed they would not be entitled to any insurance death benefit. Under NYS law, I was able to deliver a check to them for the $1,000,000 face amount of the term insurance policy and the business that assured his family's security was able to continue to prosper.

The integrity and mutuality of Northwestern Mutual is an advantage in the financial services industry.

I look forward to continuing to serve my clients and to build my practice so I will have a successor to keep the continuity my clients need and deserve. One thing I have learned during my career is "The right way is oftentimes the long way, but it is the best way." It is a motto I live by every day.

As a former legislator, I find the career's flexibility allows the opportunity for me to serve on at least five community boards at all times. I take my community service commitments very seriously, and knowing I can offer the appropriate amount of time to not just serve, but commit myself to bringing about results is very fulfilling to me.

I can't imagine what other career would allow me to live my life in the service of others and assure my own security.

Learn More about Russell Andrews
Visit Russell Andrews’ web site to learn more about his career as a financial advisor.

Managing Partner Mitchell Beer talks about his early years in the career and the career path he followed to be in charge of his own Network Office.

When I was a student, I knew I wanted to be in sales. Even though I was offered jobs that were salary plus commissions, I felt that the long-term opportunities were not there.

Career Rewards/Challenges
The greatest rewards have been what I was told when I first joined: the ability to be in business for myself, with whom I wanted to, to have the income opportunity, and to make a difference in people's lives.

Over the years I have had a part in paying over 15 disability and life insurance claims to clients. If it were not for me, they may have never purchased these products. And as a result we were able to keep the families financially afloat during difficult times.

I have also helped people accumulate monies toward their children's education and retirement.

That's what's been rewarding.

Getting through the early years was hard. In the beginning, it is tough building a practice and we expect quicker results, especially as you see your friends making good incomes right out of school. It is easier to say today, but you are really building a future and that takes time. It is true that it does get easier as time passes.

In the early days, prospecting was the biggest challenge, especially as a young man out of school because I did not even know anyone married. Therefore, I did direct mails which in turn cost money. However, if it were not for that, I may not be here today.

I believe that I was fortunate to have found this career. I wish I could say that it was due to extensive research and homework. But in reality, hearing "income, independence and impact" appealed to me.

Making a Difference
A client of mine is married with two kids. The client received a base salary in his job and about 40% of his income came from overtime.

He purchased a supplemental disability insurance policy from me and term insurance. A couple of years later he became ill.

During the early part of the diagnosis the client was missing time from work. His salary was unaffected, but he lost his ability to work overtime and as a result taking a financial hit.

His company's disability plan did not kick in; Northwestern Mutual's did. We paid him a partial benefit based on his loss of time on the job. After about a year, the client went out on full disability and we continued to pay, now a full benefit. The client still had not received any payments from the group plan, while all along Northwestern Mutual paid the claim.

Eventually his group plan began to pay, but only after struggling with them.

During this time we were able to convert his term life insurance to a permanent life insurance policy. Because the client purchased the disability waiver of premium benefit with his term policy, the premium payments on the converted policy were waived.

It is difficult to save on a reduced income and two kids in high school. If it were not for the analysis we did and Northwestern Mutual, this client's financial situation would be in grave shape.

Notable Milestones
My first milestone as a representative was joining the Million Dollar Round Table. I always felt if I could achieve this goal than I would be successful. The next one was becoming a Managing Director. This was my favorite contract with Northwestern Mutual.

Now I have achieved my other milestone of becoming a Managing Partner. The milestones that come next are the impacts I can make on the reps’ lives who work and make a difference. Northwestern Mutual is committed to the field force. Other companies are looking to other sources other than their field force. We clearly have outstanding support and products. In addition, I believe we have one of the best compensation packages for those that want to build a career.

Career Advice
What an awesome career. And it is a career not a job. Be committed to a couple of years of building your business. If this is the right career for you it will give back everything that you could ever want.

Learn More about Mitchell Beer
Visit Mitchell Beer’s network office web site to learn more about the career opportunities Northwestern Mutual offers.

Keenan Blanchford was in college when he interviewed with his Managing Director.

Keenan Blanchford talks about his decision to choose Northwestern Mutual.

I knew I wanted to be in business for myself and wanted to have an opportunity for a great income. I liked the Managing Director and researched the strength of Northwestern Mutual. I decided to give it at least two years. I'm still here.

Career Rewards/Challenges
I love it when people get excited about their futures and recognize the importance of proper preparation. I especially enjoy it when people really engage and think about their situation in the Fact Finder process.

I have struggled to remain consistent in my efforts, focus and production. This has led to some financial challenges and caused me to run my practice more defensively than I would like. In the first few years, the challenges were clear planning, developing a real marketing plan, learning how to keep my books, paying taxes, and training an assistant. Needless to say I developed some poor habits early on. Throughout all that, I learned I am not as disciplined as I thought I was, but I can accomplish a ton when I am focused.

Making a Difference
I helped a young pharmacist the other day make a real decision for himself. He just graduated and expects to make over $140,000 this year. It so happened that his father and brother did not support his decisions; they thought he was making too big a commitment to his future.

But after talking a little further with me he went for it, and I know by developing his habits of saving now before he is accustomed to spending his new income, he will be better prepared and happier as he approaches different events in his life, like buying a home and marriage.

Career Advice
Figure out why you want to do this career. Find a purpose strong enough to keep you focused. Create a real plan and commit totally. Be willing to do whatever it takes.
Our company is differentiated by commitment to a long-term value proposition. As such, there are no quick fixes or loss leaders. There is a  culture of service and quality. And we must continue to improve.

Learn More about Keenan Blanchford
Visit Keenan Blanchford’s web site to learn more about his career as a financial advisor.

As a Wayne State College senior studying business administration and marketing, Jeffrey Boes  interviewed on campus with Northwestern Mutual Managing Partner, Whitey Thompson. Offered a job right out of college, Jeff packed up everything he owned and moved to Carroll, Iowa. The self-described "22-year-old punk kid" from Nebraska had become what was then called a "detached rep," on his own in a small office.

Carroll, population about 10,000 today and smaller then, is the largest city in western Iowa, definitely a rural marketplace. Jeff wanted to make some money, so he picked up the phone and started calling people.

Today, Jeff Boes, as a long term care specialist of The Erhard Financial Group, is managing director of The Jeff Boes Financial Group district network office.

Jeff talks about his role as managing director of his own district network office and the financial representative career opportunity.

I spend a significant part of my time recruiting, training, developing and coaching associates, and I also maintain a personal practice that includes specializing in long-term care.

Career Rewards/Challenges
The most rewarding part of my career for me is the relationships I have been able to build with my clients and representatives. It has been fun to watch clients and representatives grow personally, professionally and financially.

Over the years, the flexibility with the career has been great. Back when my son Lucas was in kindergarten, the class put on a Christmas play at 2:00 p.m. on a Wednesday. When my wife and I walked into the classroom for the play, I saw 15 mothers but only one other dad present.
I have always appreciated that my career allowed me to be there for those special moments.

Career Advice
If you're considering a career as a Financial Representative I would really take the time to get all the information you can about this career. Try to meet as many Northwestern Mutual people as you can, ask a lot of questions, and then decide if this is a great career fit for you or not.

Learn More about Jeffrey Boes
Visit Jeffrey Boes’ district network office web site to learn more about Jeff and the career opportunities available through Northwestern Mutual.

Tom Canale graduated from Marquette University in 1995. He began interviewing with many firms in the financial services industry. The reputation of Northwestern Mutual was great, and the people he met in this organization were very professional.

Tom Canale talks about his career with Northwestern Mutual.

Career Rewards/Challenges
The biggest impact on my life while doing this work has been the long-term significant relationships I have built. I get to meet new people and develop new relationships each day.

The greatest challenge of being a Financial Representative has been in finding high-quality, successful individuals who have the same values as I do and getting them to take action quickly.

The biggest early challenge in my career was having the patience to understand the deferred gratification in this business.

Along the way, I've learned that I love educating people and that I possess a unique gift that I can establish a relationship with a stranger and build trust.

Making a Difference
I had a client who passed away in my second year of my practice, and he hadn't sought the life insurance I recommended. This work made a difference in my life, and I forever understand the value of what we do. I really use the recommendations I share with others for myself. I am so excited about being in a position to choose to retire at 55. This is exactly what I do for others, in that I help people think big!!

Career Advice
If you seek independence, virtually unlimited income potential or the ability to make a difference in the lives of others, this business is exceptional. This career requires discipline, intelligence, lots of patience and the ability to deal with people and discuss the most personal goals and dreams they have.

I remember considering which career to begin, not which job to take. I was looking for autonomy, income potential and the ability to make a difference in people's lives, and I feel I have made an exceptional long-term choice given my skills, interests and gifts.

In my opinion, our company is differentiated from the others in the financial services business, because we who work here practice what we preach to our clients, which is a display of the ethical standards here.

Learn More about Tom Canale
In addition to his role as a financial representative, Tom Canale is the managing director of a Chicago district network office. Visit Tom Canale’s Chicago district network office web site to learn more about the career opportunities available through Northwestern Mutual.

Matthew Chalmers is a graduate of Texas A&M University, After graduation, Matthew interned for two years in college ministry at Grace Bible Church in College Station, TX.

After the internship came to an end he began his career as a Financial Representative with Northwestern Mutual.

Matthew Chalmers talks about his college years and his career as a financial representative.

During my college years my roommate was an intern with Northwestern Mutual and he always told me that it was a great company to work for and business to work in.
 
The main reason why I chose to begin this career is from my experience of how these products really help the financial security of a family.

A number of years ago, an agent came to my father to help him plan a way to provide for the financial security of his family. At this time my father's health was great and he was insurable.

My father developed cancer. Because of the strategies that he was able to implement through insurance, he was able to go on disability claim to continue to provide for his family as he was undergoing many cancer treatments.

Although he received these fine treatments, my father passed away due to his cancer in 2005. My mom is able to continue a similar life style that she had prior to the passing of my father because of the strategies they put into place.

Although it was a very sad loss for our family, my father was able to leave a legacy for us and allow our dreams to continue even though he is not able to see them come true.

Being referred to this company by my college roommate, and seeing the effects of insurance on a family in the event of a tragedy, are the reasons why I decided on this career.

Career Rewards/Challenges
The greatest reward I have in this career is when I am able to meet with potential clients for the first time and discover needs they may have and help show them ways to implement strategies so that their needs, and their families, are taken care of.

I have found that the greatest challenge to being a Financial Representative is creating my own clientele from scratch. This is not only challenging but very exciting because this responsibility falls on my shoulders and no one else's to find, build and maintain these relationships.

Along the way, I've learned that I enjoy being in business for myself, setting my own schedule and working with families.

Career Advice
The impact we make in the lives of our clients and their families is awesome. The fact that we can meet with a family and help them make informed decisions about their financial future and help them feel confident that their spouse and children would be taken care of and could pursue their dreams even in the event of a tragedy is amazing!

Except for ministry, I cannot think of another career that is as noble as this one.

The fact that Northwestern Mutual is a company devoted to their policyowners, and that they exist to serve and do what is best for their clients, is what distinguishes Northwestern Mutual from all other financial businesses in our industry.

Learn More about Matthew Chalmers
Visit Matthew Chalmers’ web site to learn more about his career as a financial representative.

Clark Champeau studied marketing and finance at the University of Wisconsin, Eau Claire.

Clark Champeau talks about his career.

Career Rewards/Challenges
I appreciate being in front of people on a daily basis. This is very nurturing and fun. Since I started in this career, I have seen the power of the work that I do in the lives of widows and people who have been sick or hurt and those who cannot work.

This career exposes you to a variety of people in various walks of life. The knowledge and experience I have as a Financial Representative allows me to help my clients achieve their long-term goals.

Maintaining a completely positive mental attitude and continuing to provide leadership for my clients can be challenging.

Making a Difference
My first year in the business, I was involved in a death claim on a young father. The death benefit proceeds from the life insurance policy were used by the widow to send herself through law school. She is now a successful practicing attorney in Milwaukee.

Career Advice
When I began in this business, my biggest challenge was that I didn't know one person in the Minneapolis and St. Paul area. I needed to broaden my network, especially just coming out of college.

By taking on these challenges, I've found that I have virtually unlimited potential in this business. This is definitely something to keep in mind if you are looking at a career as a Financial Representative.

Learn More about Clark Champeau
Visit Clark Champeau’s web site to learn more about his career as a financial representative.

Before William Cooper became a Financial Representative, he was a full-time college student. William Cooper talks about his career.

Career Rewards/Challenges
I was attracted to the career because of its flexibility with my schedule and the financial rewards.

Getting it all started was challenging, though. The first few years were a struggle. It was hard to keep the activity at a consistently high level and getting enough referrals to have a lot of people to call.

But along the way, I learned that I am a self-starter, that I can be trusted and that people respect and appreciate the analysis I provide, and that God can use my abilities to point people in the right direction and still bring glory and honor to Him.

Making a Difference
Recently I had a death claim and the majority of the life insurance coverage we issued was within the contestability period. The client and I had just increased his coverage by another $1.5 million and he had just completed some serious estate and tax planning with his attorney.

Then, suddenly, he died doing what he loved, mountain biking. The shock and grief were tremendous but the analysis I had done was timely and necessary. The spouse has always had an appreciation for the work we have done but now at a totally new level.

Thank God I am with Northwestern Mutual. Their help to me and the client has been second to none.

Career Advice
Do it! It requires a whole lot of upfront effort and commitment but the long-term payoffs are huge. What's more, this company is distinguished by the simplicity of its mission statement. How many companies have remained true to the philosophy that the founders set out to achieve? Northwestern Mutual has and will.

Learn More about William Cooper
Visit William Cooper’s web site to learn more about his career as a financial representative.

Peter Derrenbacker became a Financial Representative right out of college. His father had worked for Northwestern Mutual his entire career, and Peter always wanted to work with him.

Peter Derrenbacker talks about his career as a financial representative.

Career Rewards/Challenges
The greatest reward in this career is helping individuals and businesses with their insurance and benefit programs. Every day you are working on different opportunities with different people.

With sales comes a fair amount of rejection and disappointment. You have to remain focused and stay positive. And early on, it's hard to find enough quality people to call on.

But I've learned that by staying disciplined and being committed to doing what is right at all times will pay off at the end.

Making a Difference
I had a client and friend become disabled. The disability insurance payments allowed him to keep his home and maintain his financial dignity during the two years of treatment and therapy.

Career Advice
I have been with the company for almost twenty years. Twenty more would be pretty neat!
This business has many rewards -- helping people, working for a great company, financial freedom, etc. However, you need to pay your dues in the first 10-15 years.

I believe the reputation of the company is second to none. Northwestern Mutual always seems to do the right thing for their policyowners.

Learn More about Peter Derrenbacker
Visit Peter Derrenbacker’s web site to learn more about his career as a financial representative.

John Distefano was a college student at Northwest Missouri State University. He graduated with a Bachelor of Science in Business and began his career with Northwestern Mutual after graduation.

John Distefano talks about his career.

Career Rewards/Challenges
The greatest reward of my financial representative career has been helping people prepare for and protect their future.
 
I have been a financial representative since 1985. The Bachelor of Science degree in Business I earned from Northwest Missouri State University was great preparation for this career.

In the early days of this career, I was challenged by not knowing all the answers right away. Something I've learned since starting this career is to be patient.

A career milestone I achieved in 2008 was making Northwestern Mutual’s Forum.

Learn More about John Distefano
Visit John Distefano’s web site to learn more about his career as a financial representative.

Travis Falk was a college student studying economics management. Travis Falk talks about his career and the Northwestern Mutual decision.

I decided on this career because of several conversations I'd had with clients as well as financial representatives who currently work with Northwestern Mutual. I knew that I wanted to be a part of a very well respected company. I knew I wanted to be part of a company that is respected and admired by clients and competitors.

Career Rewards/Challenges
The greatest reward for me is to know that every single day I help people make progress in achieving their goals. I know that without me they may never get from point A to point B.

The greatest challenge is to get people to realize the importance of saving money and protecting their family.

Most people, before they meet with me, feel like they have everything all set when it comes to saving for retirement, educations, etc. I have to show them the inefficiencies in a way that makes them feel good about adding to their program.

Early in my career, my biggest challenge was prospecting. Not being from Columbus, I didn't know anybody in the area and it was slow going for a while. I had a tough time getting in front of enough people. I still do to this day.

I've learned that I have a long way to go to get where I want to go. Not just in this career but in life. The message seems to be clear too. I have to sacrifice certain things now to get what I want later.

Making a Difference
I have a client who has a mentally challenged son. Through the course of our meetings we helped this client take care of some needs that were very important to her and her husband. Planning for her son is something that she had intended on doing for quite some time and with our help, she was able to ensure that her son would be taken care of at her and her husband's death.

We spent hours talking with her not expecting any compensation. It turned out that she wanted to purchase long term care insurance to preserve assets that were designated for the caring of their son.

She thanked us with a couple of tears in her eyes telling us how good she feels and that she never would have accomplished her goals if it wasn't for us.

Career Advice
This business is a marathon not a sprint. This business is simple but not easy. It's the most gratifying feeling on earth when a client thanks you for helping them put in place a life or disability insurance program or help them realize that their retirement goals and education goals will be met.

What differentiates Northwestern Mutual from the others in the financial services business is the people. As a group, we have integrity and passion. We care about our clients and their needs.

Learn More about Travis Falk
Visit Travis Falk’s web site to learn more about his career as a financial representative.

Vinent Fazio became a financial representative right out of college.

Vincent Fazio shares his thoughts on his career.

The appeal of having my own business was the most important part of my decision.

The independence is a great reward, as is getting to work with clients that appreciate the products and services that I am able to provide.

Some of the changes in the industry, legislation and regulations are always challenging. Staying motivated was a big challenge early on -- rejection, self-doubt, all the internal barriers.

But along the way, I've learned that doing the right things the right way is not always easy.

Making a Difference
I recall a few years ago, while delivering a death benefit check, the widow beneficiary who was already pretty well off, remarked she would like to see her husband one more time just to tell him how secure she feels having received the proceeds from his life insurance.

I asked her why she felt that way, knowing that she had income from real estate and a pretty healthy stock portfolio. Her answer was the real estate produced steady income but she would have to borrow money to get at the equity and she knew the stock market could go down and she did not want to liquidate any shares if she needed the cash if the market had a decline at the time she would need the money.

What was also memorable was that I delivered on a promise that somebody else made over 40 years before.

Career Advice
Do what they tell you to do in training. Develop the work habits right away. The career with Northwestern Mutual is a great way to make a living while at the same time, helping clients identify their financial needs and goals to assist them in achieving a financially secure retirement.

Learn More about Vincent Fazio
Visit Vincent Fazio’s web site to learn more about his career as a financial representative.

Tom Gearhart was a college student, and becoming a Financial Representative offered what he was seeking in a career.

Tom Gearhart shares his thoughts on his career.

Career Rewards/Challenges
The greatest reward is knowing that those I work with benefit more from what I do for them than the rewards I am enjoying.

The career has its challenges, too, such as cash flow. Early in my career, it was challenging starting in a community where I had no connections; that made getting established difficult. Therefore, the survival period lasted longer than normal.

Along the way, though, I've learned how hard I am capable of working and how much satisfaction I get from it.

Making a Difference
There have been many times I've made a difference in someone's life. The one that became best known was my Real Life story in Newsweek magazine.

It is a story of how disability insurance literally saved a client's situation when he became seriously ill and at the same time his business was significantly impacted by some major corporate mergers. When he died, his spouse was able to transition with great dignity and confidence.

Career Advice
Selling life and disability income insurance is rewarding for the client, yourself and the company. You make a great living and make an impact that really makes a difference in the lives of those whom you serve. I cannot think of anything else I would rather do.

If asked what distinguishes Northwestern Mutual from the others in the financial services business, I would say how about everything. We are more unique than when I started in 1977.

Learn More about Tom Gearhart
Visit Tom Gearhart’s web site to learn more about his career as a financial representative.

Tom Gorrell started with Northwestern Mutual right out of college. He graduated from WVU in 1978 and started with Northwestern Mutual in 1979.

Tom Gorrell offers his thought on his career.

I think this career actually chose me. I was a forestry major, but my father was a Northwestern Mutual Financial Representative. He convinced me that this would be a more rewarding career and he was right.

The rewards of being a Financial Representative are many. First is the ability to partner with clients to achieve their financial goals. The fun part of the job is being able to meet with people on a daily basis, help them and still be able to make a good living.

The career has its challenges, too. My greatest challenge is being disciplined enough to have five appointments a day. I know that activity is what keeps my business going, but at times it can be easy to take off early in the day without having the five appointments set.

In my early years, it was pretty much the same problem - activity. I would see a few people, have a nice commission statement and then take too much time off. Being consistent was probably my biggest challenge in my first few years.

What I have learned about myself is that I have the ability to help people, more than I ever thought I could prior to beginning in this career. We all have to find our niche in life, and what could be better than helping people and being able to provide a secure living for your family?

Making a Difference
Early in my career at a Christmas party at my Managing Director’s house, I received a call that two of my clients had been killed in a car accident. I had just written a life insurance policy on the wife, and the policy had not yet been approved. Northwestern Mutual approved the policy and the claim. My client’s daughter was able to go to school, and her grandparents were able to raise her with an income that helped her future life.

A milestone in my career has been becoming a Managing Director. The milestones that I am looking forward to are helping new representatives get into the system, run the activity and have the same opportunity that I have had to help people with their goals.

Career Advice
The advice I would have for someone coming into the business would be persistence.  Don’t try to reinvent the wheel. We have a great system and if someone is willing to spend the time, run the numbers and give it a try for three years, then they can potentially achieve a successful career  – both personally and financially.

If anyone has any questions about this career, feel free to call me. I think it is a great opportunity for the right person. I can’t imagine doing anything else.

Learn More about Tom Gorrell
Visit Tom Gorrell’s district network office to learn more about the career opportunities available through Northwestern Mutual.

George Gulbin was a college student before becoming a financial representative.
 
George Gulbin talks about the Northwestern Mutual experience.

I became interested in the insurance business through my father, who was a representative agent with Prudential. I did not want to work for the same company as my father. I considered a few different companies and then I met the college recruiters from Northwestern Mutual.

At that time, Northwestern Mutual did not advertise much and I had never heard of the company, but I was very impressed with their recruiters and decided to join the company.

That was over 40 years ago, and I have never regretted joining Northwestern Mutual and never considered switching to any other company.

Career Rewards/Challenges
I guess the greatest reward is the feeling of satisfaction when a client buys the product I recommend and then thanks me for the work I have done. Then I know I have done a good job in educating.

The thing I enjoy most on a daily basis is the experience of meeting such an incredible variety of people, ranging from the very young to the very old, the low income to the wealthy. They all have a story to tell and they all welcome honest assistance.

In this career, my greatest challenge has been to remain focused and organized. The business becomes more challenging every day, and I have to stay on task.

The first years were difficult emotionally and financially. After graduation, it was difficult to go from the organized schedule and the natural camaraderie of college life and find myself in a career where I had to organize myself and deal with the fact that not everyone I call on will be willing to meet with me. It was a struggle to remain positive.

Financially it was difficult because of the roller coaster income levels of the new representative. One month I thought I was rich, and the next I felt very poor. After getting paid on a regular basis while attending college, this was a new and scary experience.

Along the way, I've learned that when things are not going well, I realize they will get better as long as I keep working hard and retain a positive attitude.

Making a Difference
I had met an engineer who had a young family. He purchased permanent  life insurance to protect the family but also because he liked the idea of the increasing cash values.

He purchased a permanent life insurance policy with an annually increasing premium, designed to increase the cash value and life insurance benefits as his income increased. I had not met with his wife since she had no interest in this whatsoever.

About one year later, at age 29, he died in his sleep. The cause was unknown and was totally  unexpected. His wife was devastated, as were his children. Both his wife and young daughter had to meet with psychologists for a while in order to help them cope. His wife was so grief-stricken that she could not make any decisions and she couldn't discuss the insurance proceeds with me. I had to meet with her brother-in-law on a few occasions to discuss the options of her policy proceeds. The brother-in-law explained to me that she just couldn't bear to discuss financial matters.

At that time the economy was beginning to slow and the investment choices to meet her goals were becoming limited. This prompted her to meet with me and make decisions for her future.

Over the years she drew on that money for emergencies, college educations and family vacations, just as her husband had intended. She is now independent and her children are finishing college.

Career Advice
There is no point in checking out other insurance companies. A financial representative has a tremendous advantage over the competition through company products, training and benefits. Your career rewards will come in the form of the potential for financial security and job satisfaction.

It is still an amazing career in which the benefits of being in business for yourself are combined with the advantages of working with a large, highly respected company.

Learn More about George Gulbin
Visit George Gulbin’s web site to learn more about his career as a financial representative.

Benjamin Harvey was studying Russian and Comparative Literature at Colorado College. When he graduated, he was either going to join Northwestern Mutual or enter the Peace Corps for two years.

Benjamin Harvey offers his thoughts on the career.

The potential to profoundly affect people's lives in a positive way was an amazing opportunity. But ultimately, I wanted to build something that would benefit both me and others. So, I decided to join Northwestern Mutual for the enduring relationships with families and businesses.

Career Rewards/Challenges
I love knowing that my job is truly getting to know someone's heart. You really see the beauty in the world when you tap into people's dreams. But there are challenges in getting there.

I never want to stop evolving as a person. Working with individuals' dreams has emphasized the need to have my own aspirations. I want to always work at being a better husband, father, partner to my clients and member of the community.

I look forward to having a child, whose parent is currently a client, turn to me for help with their own financial future.

Making a Difference
I've experienced widows financially at peace; and kids go to school with money saved by the foresight of their parents. I've also witnessed stress flow away from tense shoulders, knowing they have a vision of the future.

Career Advice
My Managing Partner told me "You never make the right decision in life. You make a decision and then you make it right." When I first joined Northwestern Mutual, I was skeptical that it was a good decision.  After six years, I can firmly say it was, for me, the perfect decision.

Northwestern Mutual is built on a fabric of conscious integrity and caring. The Corporate Home Office looks for reasons to help people in difficult situations and the financial representatives really strive to know the dreams of their clients.

Learn More about Benjamin Harvey
Visit Benjamin Harvey’s web site to learn more about his career as a financial representative.

Graham Hill joined Northwestern Mutual after finishing college.

Graham Hill shares his thoughts on his career as a financial representative.

I knew I wanted to work with people and help people make their lives and the lives of their families better. I also wanted a career where I would be rewarded for hard work. I am in a situation where I can do both.

Career Rewards/Challenges
The greatest reward for me is knowing that the work we do is beneficial. We aren't selling commodities or pushing products. We take our prospects and clients through a process unlike any other company.

At the end of the day, we can feel good because we know we've helped someone protect themselves and their family from the unknown.

The greatest challenge to me is being in control of your own schedule and calendar. Coming straight from college, it was, and is, a difficult thing to be the boss. Nobody tells you to clock in and out. You don't get a bonus or prize when you reach a daily goal, you just know that you are doing what you have to do.

The times that you feel like calling it a day or heading to the golf course and you stay and gut it out and make a few more dials can really make a big difference. You have to stay focused on doing what you know works.

Personally, my biggest challenge was dialing. Especially if we aren't getting favorable introductions, dialing is difficult. When we dug a little deeper we discovered that it probably was a referral issue -- also no warm dials make getting on the phone even more difficult. Once I got referrals more consistently, dialing became easier.

Another challenge was asking tough questions and changing my mindset from wanting to be liked by my prospects and clients to wanting to be respected and appreciated for the things I was doing. Probably the most difficult thing to deal with is the fact that not everyone will buy. People will say yes and not get a medical. Good friends will not show up for a lunch appointment. People will not take action on things they should be doing.

We just know that if we see enough good people that someone will buy and all we can do is get introduced to them, call them, take a Fact Finder (needs assessment), and make recommendations. Some will buy, some won't, so what? Next.

I have learned a lot about myself. I think you are forced to find yourself when a client doesn't show up for an evening appointment. Or when you make a commitment to a sales builder group. Or when you show a prospect your insurance recommendations. I've learned that I need to do the things that I am good at and enjoy, and delegate the rest.

Making a Difference
I have had a few death claims. They were originally not my clients but grew closer to them as we went through the claims process together. I have also had a few clients who joined our office. They knew what we did from the way I worked with them. They wanted to help others. So not only did it impact their lives, it impacted their clients' lives.

Career Advice
If you're considering this as a career, it's great for those who are willing to work hard and do the right thing. The three I's are right on: income, independence, impact. That sums up our career in three words. People need our help.

Think of where you want to be personally and professionally in five, 10, and 25 years and do what that person would do now. Don't be afraid to ask questions. Practice your language constantly. Do joint work as much as you can. Ask tough questions. Be firm in your recommendations. Always keep your eyes  open for who you need to be calling on. Help people. Do what you say you are going to do. Ask for referrals at every meeting. Be good to your staff and others in the office. Own what you sell in a big way. Show your recommendations to your clients. Get on the phone!

Learn More about Graham Hill
Visit Graham Hill’s web site to learn more about his career as a financial representative.

Bryan Hogan came into the financial services business while he was in law school, over 30 years ago.

Bryan Hogan shares his insights on the career.

I decided that helping people achieve their financial goals was far more interesting than advising them how to get out of trouble.

Career Rewards/Challenges
The greatest reward is establishing relationships based on the trust that results in successful financial solutions.

The greatest challenge is that this profession requires constant study to stay on top of investment options, tax changes and product development. It demands a constant commitment to learning.

Early on, in order to build a practice, one must spend most of his or her time looking for prospective clients. Now, I spend most of my time working for my clients. While I must continue to build my clientele, my priority is to spend most of my time working with those I can truly help.

Over the fifteen years that I have been here, I learned that I can make a difference in how people think about building wealth, not for the sake of wealth itself, but to use it to accomplish the worthy life goals that they have set for themselves and for their loved ones.

Making a Difference
I have convinced people to buy life insurance policies that they know they didn't want to buy, but they knew they should buy. I sat down with the widow of one of these clients recently. What I could tell her made a significant difference in her life.

I have obtained many of the professional designations available in this profession, and I am proud of the plaques and awards that grace my office walls. But, I am most proud of the client relationships, many decades long and multigenerational.

Career Advice
Prepare for two jobs, long hours studying and looking for clients, and don't expect either to end. There is a culture here unlike any other place I ever worked, or even visited. It may be the "mutuality" under which we're organized, or the high ratings of which we are so proud, but I suspect those are results of our culture rather than causes. Whatever it is, once you have it, you never want to jeopardize it.

Learn More about Bryan Hogan
Visit Bryan Hogan’s web site to learn more about his career as a wealth management advisor.

Before becoming a Financial Representative, Randall Hoggard was a college student.

Randall Hoggard shares his thoughts on his career.

Career Rewards/Challenges
I liked the products involved in this career and I liked the freedom. I enjoy the way our clients understand and appreciate the services we provide to them.

It's challenging, however, to consistently do the uncomfortable things that generate growth and success. And early on, it's challenging to stay motivated and make sure you're thinking big enough.

Making a Difference
I have a client whom I called on an annual basis but he would never buy coverage. He finally bought after many calls and his banker and attorney advised him of the benefits. Some time after he bought coverage, he found out he had prostate cancer. Then I was his hero and he finally understood the benefits of life insurance.

Career Advice
If you're considering this as a career, get on your battle gear and give it all you've got for at least three years. It is like golf. I can tell you how to do it and what tools to use, but ultimately, how much you practice and how well you play is up to you.

We're differentiated from the others in the financial services business because of the tremendous focus and concern that is placed on our policy holder's interest.

Learn More about Randall Hoggard
In addition to his role as a financial representative, Randall Hoggard is a Managing Director of a Northwestern Mutual district network office. Visit Randall’s office web site to learn more about him and the opportunities available through Northwestern Mutual.

Before becoming a Financial Representative, Jeff Hoskins was a full-time college student.

Jeff Hoskins talks about his career.

I realized that my professional dreams could best be met in a financial services career.

Career Rewards/Challenges
The greatest rewards are financial and personal freedom, and the opportunity to help people understand complicated financial concepts.

The greatest challenge is the difficulty in trying to persuade people to not merely live for today. And early in the career, the financial pressures were enormous.

But over time, I've learned that I can succeed in a financial services career. I've also learned my work makes a difference. For the numerous clients who have died, the planning they did made a difference to those who were left behind.

I look forward to having a total career in the financial services profession. The financial rewards and sense of personal accomplishment can be very satisfying.

Career Advice
Consider all of the positive attributes and the negative attributes that come along in the career. Also know that our company is differentiated by its history, integrity, and morals.

Learn More about Jeff Hoskins
Visit Jeff Hoskins’ web site to learn more about his career as a financial representative.

When Anthony Incerto graduated from college, he decided to become a Financial Representative because of the people associated with Northwestern Mutual and Northwestern Mutual’s reputation of integrity.

Anthony Incerto shares his thoughts on his career.

Career Rewards/Challenges
The greatest reward is the impact I have on people and their futures. I appreciate the opportunity and the training that I received; those were the tools I needed to make an impact on people on a daily basis.

Since I became a Financial Representative, I have been able to complete my education and achieve Northwestern Mutual FORUM membership.

The greatest challenge I find is dealing with disappointments and the ups and downs of the business.  Staying consistent is always challenging.

Early on, I found it was challenging to deal with rejection and it was tough to get over the stereotype of an insurance agent.
 
I've learned many things as a Financial Representative, one of them being this: I need structure in my life and business to achieve peace. And that's what I advise people considering this career. Be structured about your time and spend some time reading the Fifth Wave of Leadership. Learn how to listen to people and understand how you act in different situations.

Making a Difference
I sold my best friend disability income insurance 18 years ago. Ten years ago he was diagnosed with multiple sclerosis and is now in a wheelchair. Northwestern Mutual currently pays him a substantial amount each month and will, tax free, for life. He tells me every day that I saved his life.

Career Advice
This is the greatest business to be in as long as you put in the time and understand the long-term benefits. When you're associated with a great company like Northwestern Mutual, it makes it a little easier when times get tough. There's a consistency here throughout the company. From the CEO down to the network office, all through the country, the common theme is the importance of family, integrity, and doing the right thing. There are no shortcuts here. We have a consistent value system that never changes.

Learn More about Anthony Incerto
Visit Anthony Incerto’s web site to learn more about his career as a financial representative.

Prior to joining Northwestern Mutual in January of 1980, John Kinney graduated from LeMoyne College with an accounting degree in June of 1979.
 
John Kinney shares his thoughts on his career and his first-hand knowledge of what a disability can do to a family.

What led me into a career in the life and disability insurance business was a personal experience I went through with my father.
 
My father suffered a brain aneurysm when I was four years old and had successful surgery, but was out of work for over two years, and again at age 11 he experienced the same medical problems with his second brain aneurysm and a rehabilitation period of almost three years.

It was disability income insurance that took care of our family then.

My father died when I was 16 years old of a brain aneurysm. At that time my mother was left to raise six kids, ages 18, 17, 16, 15, 14, and six, by herself.

As a junior in college I became the executor to my mother's estate and during a meeting with my mother and her attorney I asked a very simple question: Where does all the money come from?

The reason I asked this question was because my mother was allowed to stay home and not only be a mother but a father to six kids. My mother's attorney explained that my father had set up two trusts, one to fund our six college educations, and the second to provide my mother with income for the rest of her life.

Thirty two years later, all six kids graduated from college with no loans and my mother is 84 years old, still living off that trust my father established many years ago.

Between what disability income insurance did for our family as well as the life insurance, I knew that I didn't want to be an accountant. I always enjoyed being with people and thought it would be a great opportunity for me to go into the life insurance business in order to share this story and help protect my clients.

Most people don't want to think of dying at a young age but it does happen and I try to emphasize to my clients that it is extremely important to have the proper form of insurance in place at all times.

Career Rewards/Challenges
There have been many great rewards of being a Financial Representative, but I think the greatest reward is being there for my clients.

I had a very close friend and client die at age 42 who was married with two young children and I will never forget the day I delivered the check to my client's wife.

Not only did I provide them with a check upon his death, but he had suffered a malignant brain tumor six years earlier and was declared permanently disabled and it was the Northwestern Mutual disability income policy he had purchased from me approximately 10 years earlier that continued to provide the necessary income for him, his wife and children prior to his death.

The aspect of my career that I appreciate the most is knowing that I am helping people with things they just don't want to think about.

I pride myself on pointing out weaknesses in their insurance coverage to be sure they understand how important it is that they have proper protection. I also appreciate that Northwestern Mutual provides world class insurance services for my clients.
 
One other thing is, as you build your practice I found that having good organizational skills can allow me to do the things I want to do, specifically attend my children's various events that can range from  volleyball games, lacrosse games, band, etc., because I know how important it is to them that I am there.

The greatest challenge of being a Financial Representative is continuing to commit to what you have to do to be successful. I have always said if it was easy, everybody would be doing it.

There were many times I doubted myself but through the advice of my Managing Partner and a personal business coach, we have overcome most of those challenges as the years have passed. I think all representatives would say one of our biggest challenges also is we always need to get more referred leads.

The biggest challenge in the first few years was seeing enough people.

When I joined Northwestern Mutual I was 22 years old and single and I can distinctly remember my Managing Partner telling me that I needed to work harder in order to see the people.

To this day, I wish I saw more people and there are days we see many and there are days we see none but we always continue to try and get in front of more people.

Making a Difference
What I have learned about myself since I began with Northwestern Mutual is if I had a chance to do it all again, I would do the same thing. If I only knew then what I know today, I may do a few things a little differently, but I would most definitely want to be in the career that I am today.

Regarding my friend and client who died at 42, I can assure you he never expected to be diagnosed with a malignant brain tumor at such a young age. I can assure you he didn't anticipate being totally disabled for six years and dying at age 42.

I received a note from his wife after everything was settled.   She said that my support had been unbelievable and she couldn’t have imagined where they would be without my recommendations to them years ago.

I always share that story with the new representatives because I have always said if you do the right thing for your clients, everything else will work out for you.

Career Advice
I can't say enough and how lucky I am and had the opportunity to join Northwestern Mutual when I was 22 years old (I am currently 48). It wasn't always easy but Northwestern Mutual is always there for my clients.

It is hard to describe how great a career this can be, especially to young people and that is why I always like to talk to the young people when they come into our office for recruiting meetings. I think it is important that more young people get into our business because there are opportunities of a lifetime here at Northwestern Mutual.

My advice to a candidate considering a career as a Financial Representative is that there is no greater business to be in if you like working with people. You have the ability to make a difference in people's lives, you have the ability to make a difference in your own life. Being a Northwestern Mutual representative has allowed me the freedom to financially support my family and do the things we want to do as well as allow me the freedom to watch my kids grow up.

Learn More about John Kinney
Visit John Kinney’s web site to learn more about his career as a financial representative.

John Klich joined Northwestern Mutual Financial Network right off the campus of the University of Illinois.

John Klich talks about his career choice and offers advice for those considering the career.

In my interviewing I was looking for control of my career and a great degree of independence. I interviewed with Scott Christensen, who was a former Chief Illiniwek at the U of I, and we immediately hit it off, given our backgrounds.

I never thought I would end up in financial services, but after looking at several other careers and companies, this path appealed to me the most.

Career Rewards/Challenges
Having meaningful professional relationships with my clients and learning new things through their experiences on a daily basis has been the greatest reward. It is a great feeling knowing that I really make a difference in their lives.

The career has its challenges, too, such as internal organization and continuing to grow my practice without sacrificing the quality of service I demand of myself and my team for my clients. Early in the career, the challenges are a little different. I started at age 22 in a predominantly single marketplace. Discussing financial goals and the importance of saving with my peers was both challenging and frustrating.

Trying to impress upon them the need to save and be responsible with their money was not easy. However, overcoming the challenges and learning how to effectively communicate my message while realizing my clients' needs and desires has made me a better representative.

Some of the relationships I developed in that time have grown into some of my closest friendships. I would not trade those formative years in the business for anything.

I have become more patient and become a better listener. I have learned how to run a business through much trial-and-error in addition to managing the daily operation without losing sight of the big picture.

Above all, I have learned a great deal through the conversations, experiences and feedback of my clients. They share with me some of their deepest thoughts, and that has truly enriched who I am today.

Making a Difference
To date, I have yet to have a death or disability claim, so in that respect, I am lucky. I think that will be very hard on me emotionally.

The "making a difference" story that has the most meaning is when I was invited to a client's wedding. At the reception, the groom searched me out to tell me he had all the things he had because of working with me. It sounds like something right out of a commercial, but it was at that moment that I was locked into this career.

Career Advice
Come into the business for the right reasons. This is a career about serving other people. The personal and financial rewards are great once you get established, but if you don't have a passion about helping others, your career won't last very long.

The culture and the obsession of Northwestern Mutual to absolutely do right in the clients' minds is what differentiates us from the others in the financial services industry.

Sometimes this is of great frustration to me, but I take a step back and realize that it is all for a reason.

Learn More about John Klich
Visit John Klich’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, Ryan Kruse was a student at Colorado State University.

Ryan Kruse talks about his career choice.

I graduated in the fall of 1996 with a degree in business management. I entered this career for the income potential, the freedom and the opportunity to help people.

I appreciate the freedom and flexibility this career allows and the ability to work with the people I like and want to be around.

The biggest challenge by far is prospecting. And early in the career, it's challenging living month to month financially, trying to successfully implement all parts of the sales cycle.

Along the way, though, I've learned the limits I put on myself are the only limits I have.

Career Advice
Make the commitment that it is a career, not a job. You get out what you put in. Our company is differentiated by its ethics, financial strength and a needs-based focus.

Learn More about Ryan Kruse
Visit Ryan Kruse’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, Jay Lipman was a college student.

Jay Lipman shares his thoughts on his career.

Career Rewards/Challenges
With this career, I find the greatest reward is the client compliments I receive when things have worked out, such as retirement, disability protection or a death benefit.

I truly appreciate the freedom that has allowed me to be at all of my children's activities.

The career has its challenges, too. Staying focused and motivated at a high level year in and year out is challenging, and in the beginning, so was trying to build my business correctly.

But along the way, I have learned I'm a grind-it-out type of person.

Making a Difference
I had a death claim for a life insurance policy on a 29-year-old insured only days after the application was signed. He had a wife and one-year-old son.

The wife is extraordinarily grateful that I was able to convince her husband, who was hesitant, to pick up the correct coverage. She will be able to maintain the lifestyle they had attained and will have the power of choice when it comes to returning to work.

Career Advice
If you're considering this as a career, do as you are taught and coached. For the right person, this is an incredible opportunity.

This company is simply the best. The people care and want to always do the right thing.

Learn More about Jay Lipman
Visit Jay Lipman’s web site to learn more about his career as a financial advisor.

Dan Madsen was a college student and professional soccer player before starting his career with Northwestern Mutual.

Dan Madsen shares insights on his career.

Career Rewards/Challenges
The greatest reward of this career has been the relationships I have built with clients, many of whom I now consider friends. I appreciate them trusting me, and they appreciate someone caring about helping them reach their goals for themselves and their families.

The greatest challenge is keeping it all in perspective. We battle each day to meet good, successful people, and it can be difficult. But once you make that connection with them, it is awesome.

Early in this career, it's challenging to keep focused on building a career, not the day-to-day challenges. As a day-to-day business, this can be tough. But, building a career, actually, a lifestyle for myself and family, has been wonderful.

Along the way, I have learned that I care immensely about what image I project, and that image has to be one of caring and integrity, and showing that I do care about what happens to my clients.

Making a Difference
A time I made a difference was with my first death claim, a client whose wife passed away at age 41, leaving behind a six-year-old daughter. The father and I cried together, laughed together, and he relied on me, someone 17 years his junior, to direct him through this horribly tough time in his life. He asked me, at age 26, what to do. WOW!!!

I look forward to seeing my first client retire, based on the wealth I have helped him create, maintain and grow. The biggest milestone I have seen is that I now have three quarters of a billion dollars of life insurance covering my clients.

Career Advice
If you want to build a career and lifestyle for yourself, while providing invaluable help to your clients, this is for you. If you want to control your life, work and financial health, this is for you. If you are looking for a "job," this is not it. If you want a "career," this is IT!!

I can pick up the phone, call anywhere in the country and get help from another representative, no strings attached. They have been in my shoes, and I in their shoes. We are truly a family.

Learn More about Dan Madsen
Visit Dan Madsen’s web site to learn more about his career as a wealth management advisor.

Terry McTigue was a full-time student at what is now the Carlson School of Business. His father and grandfather were both long-time financial representatives, so Terry grew up with Northwestern Mutual.

Terry McTigue talks about his career with Northwestern Mutual.

Career Rewards/Challenges
I enjoy the freedom to run his own business and help people move closer to their financial goals. I feel that spending time on a daily basis with quality individuals and learning about their businesses, careers, and families is a great reward. And personally, I find an even greater reward is the financial freedom the career allows for me and my family.

It can be challenging to stay current in the ever-changing financial world. I  have also experienced the pains of staying organized and, because I was new to the area when starting my career, found it difficult to consistently meet quality prospective clients.

Making a Difference
I had a client who I sold to right out of college. Years later, he went to the ER, thinking he had the flu. Six hours later he died from pancreatitis. He left a non-working wife and two boys under 6 years old. In reviewing his wife's financial situation shortly after his funeral, we determined she and the boys would be financially covered. I felt pride in not only knowing that he purchased the life insurance he needed, but also that I was able to convince him to complete his will, and become an important part of his estate. His two boys are now in college, completely funded. I realized this could happen to anybody.

I am the third generation in my family to work in field management at a Northwestern Mutual. I have managed the Minnetonka District Network Office of the Columns Resource Group since 1996. In 2005, my office placed 1st and in 2008 placed 2nd in its category for the Achievement Award for Northwestern Mutual Financial Network. My goal for the future is to continue producing at a level in the top 25% of all financial representatives and mentoring quality individuals into this great career.

Career Advice
If you're looking for a career that offers you financial security, total control of your time, and the ability to impact other people's lives, give this career a hard look. I've been in this business over 27 years, and the opportunity in our financial services business has never been better.

Learn More about Terry McTigue
Visit Terry McTigue’s Minnetonka District Network Office web site to read more about Terry and learn about the career opportunities available through Northwestern Mutual.

Before becoming a Financial Representative, Michael Megall was a student at the University of Notre Dame.

Michael Megall shares his thoughts on his career.

I decided on this career because I liked the personal aspect of finance more so than doing financial analysis for a large corporation.

Career Rewards/Challenges
The greatest reward has been the positive interactions I've had with people over the years -- being able to leave them better off than they were before we met. The aspect of the career I appreciate the most is being able to help others and to set my own schedule.

The career has its challenges, too, such as finding enough good people to talk to on a consistent basis. And early on, it's challenging to try to see enough good people and try to learn more about everything -- our products, the industry, what to recommend and why.

But along the way, I've learned that I have a lot to offer and am more outgoing and confident than I previously thought.

Making a Difference
I know I made a difference when I helped someone get out of debt by challenging them to accomplish their goals, which led them to repairing their credit and buying a house in a relatively short amount of time.

Career Advice
If you become a Financial Representative, be prepared to work very hard and remember to do what they tell you to do. Northwestern Mutual is differentiated from others in the financial services industry because of the quality of the company as well as the expectation for success.

Learn More about Michael Megall
Visit Michael Megall’s web site to learn more about his career as a financial representative.

James Morgan was a college student at the University of North Carolina-Chapel Hill and was recruited from the university placement center.

James Morgan talks about his career as a financial representative.

I was looking for a sales job in the financial services industry.

Career Rewards/Challenges
I find the rewards to be the freedom to work my own schedule, choose my own clients, set my own goals, choose my own lifestyle and hire my own associates. My greatest reward is the flexibility to balance family and work, taking time to enjoy kids and outside interests with the family and friends.

The career has its challenges, too. Keeping up with new technology, new rules and regulations, new products -- there's a lot coming at you quickly. And in the beginning of the career, it's challenging to create a stable income and activity pattern, and hire the right staff.

In my career, I've learned how much I enjoy helping people solve complicated financial problems. I've learned how much I value having my own business and the indulgence I enjoy. I've been motivated by the value I can bring to my clients in their 30- to 50-year financial relationships.

Making a Difference
A client of mine was killed in one of the plane crashes of 9/11 and left her husband and two young children at home. He was a pilot and had to quit his job and take a much lower-paying career to be closer to home.

Her life insurance and their decision to buy it have allowed him to be the kind of dad his late wife wanted him to be. Countless examples like this one exist in my files covering a 30-year time horizon. I sleep well at night knowing the work we do makes a difference in people's lives.

Career Advice
My advice if one was considering this career would be to speak with veteran representatives with Northwestern Mutual and hear their stories. Most will have compelling reasons why they took the job and even more so for keeping the career as their own.

Consider the long-term benefits over the short-term aggravations. Analyze the lifestyles of the successful representatives and decide what level of income and freedom is acceptable. This is one career where that level is chosen by the representative and not by some management team.

The company's ethics and products are world-class. Northwestern Mutual provides training and the necessary tools for a long career.

Learn More about James Morgan
Visit James Morgan’s web site to learn more about his career as a financial representative.

Thomas Mulhern entered the insurance business after graduating from college.

Thomas Mulhern talks about his career.

On a daily basis, I am exposed to some of the best people. These people have expanded my horizons, whether they are business colleagues, clients or prospects. If I were working in a more conventional job, I would not have the opportunity to meet these people.

The career has its challenges, too. My greatest challenge has been to continue to raise my expectations. I have been with Northwestern Mutual for over 26 years.

In my early years, the challenge was to motivate myself to do the things I needed to do every day to be successful.

Along the way, I've learned I am much wiser because of continued exposure to a wide variety of people and experiences.

I look forward to my fiftieth anniversary with Northwestern Mutual and would like one of my children to follow me in this career.

Career Advice
If you're considering becoming a Financial Representative, consider this: Where else can you start your own business with such a small amount of capital? Where else can you see results within a relatively short amount of time as a result of your labors? Northwestern Mutual is different because they take care of the existing policyowners first.

Learn More about Thomas Mulbern
Visit Thomas Mulbern’s web site to learn more about his career as a financial representative.

Justin Neal graduated from college in the spring of 2002, spent the summer doing his college job of selling books door to door, and then joined Northwestern Mutual.

Justin Neal talks about his career choice and offers advice for those considering the career.

I was recruited by my Managing Director because he helped me understand that this career was the best way to have high income potential with flexibility of calendar.

I’m in business for myself, and my income is set by my work and talent, not by some boss. The Goodwin Agency also has a recruiting advantage because I interviewed with superstar representatives who are high-character people and high premium producers. The personal attention I received from the directors and other representatives were the convincing factors.

Other jobs used recruiting coordinators and staff people to try to attract me to their positions. I was thoroughly disenchanted with these approaches.

Career Rewards/Challenges
The greatest reward in this career is my ownership of process and results -- I am in control of my own destiny, and I love the fact that every day my schedule is just that, my schedule. All jobs require work, but I am far more motivated to work hard when I own the outcome.

The career has its challenges, too, such as learning how to identify and access the right types of prospects. I still consider myself in the midst of my early years, but one early barrier was the age factor. However, having excellent joint work partners made that much easier to resolve.

Career Advice
This is a lousy job, but it's a great career. You have to want to own it, and you have to be motivated from day one. Northwestern Mutual is differentiated by its organizational culture, focus on business building -- not product selling, belief in permanent insurance, joint work, commitment to the long term and mutuality.

Learn More about Justin Neal
Visit Justin Neal’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, David Park was a student at Illinois State University.

David Park talks about his career and offers advice on the financial representative career.

I was an economic major and wanted a career in my major.

Making a Difference
My greatest reward so far happened with the untimely death of a client. Due to his financial decisions, his family's goals and dreams will still happen.

Career Advice
Keep your head down and do what you are told, and always do right by your clients.
What distinguishes Northwestern Mutual is the knowledge of the financial representative field force in providing financial solutions.

Learn More about David Park
Visit David Park’s web site to learn more about his career as a wealth management advisor.

Before Geoffrey became a financial representative he was a student. He had a chance encounter with a new financial representative which peaked his interest in this career.

Geoffrey Passehl shares his thoughts on his career.

Career Rewards/Challenges
One of the greatest rewards in my career is having an entrepreneurial endeavor with the ability to help others. On the flip side, one of the biggest struggles I face is prospecting to a large enough selection of quality people.

Since becoming a financial representative, I have learned that I have an incredibly entrepreneurial spirit.

Making a Difference
I realize the work I do makes a difference in people's lives. Having a client thank me over a cup of coffee for taking time and treating him with respect means a lot to me.
I systematically helped this client save enough money to allow the client to provide much needed help to his parents during a rough time.

Career Advice
What sets Northwestern Mutual apart from other financial services companies are their world-class insurance services and the level of professionalism Northwestern Mutual as a whole demonstrates.

You really need to evaluate your ability for self discipline, motivation and desire to be self-employed. This is a phenomenal career for those who have the unique qualities to succeed in this endeavor.

Learn More about Geoffrey Passehl
Visit Geoffrey Passehl’s web site to learn more about his career as a financial representative.

Ross Peterson was a college student before starting his career with Northwestern Mutual.

Ross Peterson shares his thoughts on his career.

Career Rewards/Challenges
I find the greatest reward in this career is conducting reviews with current clients and acquiring new ones.

The greatest challenge is prospecting, and early in the career, it's challenging to make money.

So far, I've learned I'm hard-headed and a hard worker; not very patient!

Making a Difference
I know my work makes a difference, like when I've delivered a death claim.

Career Advice
Work hard and build a thick skin. The sales process and network specialists differentiate Northwestern Mutual from the others in the financial services industry.

Learn More about Ross Peterson
Visit Ross Peterson’s web site to learn more about his career as a financial representative.

During Paul Roa’s senior year at PLU, he used the book "What Color is Your Parachute" to determine his areas of strength and what careers would be a good fit.

Paul Roa shares his thoughts on his career.

After interviewing with a number of insurance companies, Northwestern Mutual stood out as being the most selective. The quality of the company's people was also an important factor in my decision.

Career Rewards/Challenges

Early in the career, the freedom to spend time with my wife and children was very rewarding. I was able to attend most of their important school and sporting events. One memorable trip was the month-long vacation traveling in a big loop around most of the United States.

At this stage of my career, the relationships that have been built with clients and colleagues is greatly appreciated.

Becoming a manager of staff and developing ways to be more efficient has been challenging, yet rewarding.

During the first few years, one of the biggest challenges was confidence in my abilities to be helpful.

Making a Difference

One of my clients is a doctor that had a thriving specialty practice. Due to a disability, he lost his surgery practice and many of the assets he had built up. Because of the needs analysis we completed for disability, estate and life insurance products, he has retained his home, and a good income through the disability benefits. He now volunteers his time to help train physicians in third world countries.

Career Advice

The financial representative career is a wonderful one. It is hard work and helps to "build character". If one wishes to build a business that is full of meaningful relationships and makes a difference in the lives of your clients, it can be wonderfully rewarding.

The culture, the people, the mission... it stands out. This can be a lifetime career.

Learn More about Paul Roa

Visit Paul Roa's website to learn more about his career with Northwestern Mutual.

Before becoming a Financial Representative, Steve Schildt was a student.

Seve Schildt shares his thoughts on his career.

Career Rewards/Challenges
The greatest reward in this career is meeting new people each day. It's fun getting to know people and helping them with their needs.

I also love being in control of my own schedule. It's great sitting in front of successful people and learning from their stories and being a resource to them. The growth potential as a business owner is great!

The career has its challenges, too. Getting people to agree to a meeting to double check that they are "all set" has been tough.

Over the last two years, I would say keeping the referral flow going is the toughest part.

Along the way, I've learned that I love challenges and when faced with the unknown, I become better for it.

Career Advice
Stick with it through the ups and downs. Work diligently and things will work out.

Our core products make it easier to help people prepare for their financial futures.

Learn More about Steve Schildt
Visit Steve Schildt’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, Michael Sheppard was a college student.

Michael Sheppard shares his thoughts on his career.

Career Rewards/Challenges
The greatest reward in this career is having personal freedom and the ability to do most anything I want.

It's challenging, too. Just surviving the first few years was hard, building enough client base to keep myself sufficiently busy.

But I've learned it is all about the journey. You never "arrive."

Career Advice
This career has allowed me to do things I would never dreamed possible before starting.

If you're considering this career, get off to a fast start and make it a real goal to submit business every single week for at least the first few years.

By all means, the product distinguishes Northwestern Mutual from the others in the financial services business.

Learn more about Michael Sheppard
Visit Michael Sheppard’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, Kenneth Sinagra attended John Carroll University and worked in the summers in guest relations for the Pittsburgh Pirates.

Kenneth Sinagra shares his thoughts on his career.

I decided on this career because of my educational background, the strength and reputation of the company, and the ability to help others in my career.

Career Rewards/Challenges
I find the greatest reward is being able to help individuals and families with their financial security. I appreciate the impact I have on others, the ability to have fun in what I do and the ability to earn a great income on a daily basis.

The career has its challenges, too. The greatest one has been to keep getting qualified potential prospects and referrals each and every day. However, I've learned I am a very motivated and focused person when I need to be and can build great relationships with people.

Making a Difference
I was able to provide a father with enough life insurance to protect his family in the event of premature death, but also provide an opportunity for a tax-deferred growth of money.

Career Advice
Stay focused, be determined and motivated, and listen to what management and other reps say. Don't reinvent the wheel!

Our company is differentiated from the others in the financial services business because of the service it provides to its clients, the relationships we build with our clients and the great product we provide to our clients.

I greatly enjoy this career. There are not too many jobs you can have where you can make an impact on the lives of others with the product and services you provide, make a great income and have fun while doing it.

Learn More about Kenneth Sinagra
Visit Kenneth Sinagra’s web site to learn more about his career as a financial representative.

Before becoming a Financial Representative, Jamie Thomas was a college student.

Jamie Thomas talks about his career with Northwestern Mutual.

I had a relative in the industry and figured I would give it a shot.

Career Rewards/Challenges
The greatest reward is the relationships you develop because you help people. The aspect I appreciate the most is the fact that I get to constantly meet new people.

The greatest challenge has been to constantly stay focused on the fundamentals of the business. It is easy to get distracted with so many things that are beyond our control. And early in my career, the biggest challenge was to make sure I constantly maintained a pipeline of new people to call.

Along the way, I think I have learned that I am much more resilient than I thought. I also learned to accept failure as a part of success. I have also learned that I am not satisfied with mediocrity.

Making a Difference
I remember this time I was taking a fact finder for the first time on a prospective new client and he became visibly upset. This was not because I asked him tough questions, but because I was the first person in 20 years to ask him these questions about what was important to him.

Career Advice
This is a wonderful career if you put your heart and mind into it. It can be everything you want it to be by following the system and working hard.

This is a wonderful career for several reasons. First and foremost, to me it is the impact we make on people and their families. I can't think of another career that is as noble as ours as a whole.

At Northwestern Mutual, we distinguish ourselves because our process is designed to determine the needs of others. Because we are so well trained to uncover client needs, they find they have to act on our recommendations because they want to.

Learn More about Jamie Thomas
In addition to his role as a financial representative, Jamie Thomas is a managing director of one of Northwestern Mutual’s district network offices.

To learn more about Jamie Thomas and a career as a financial representative, visit his district network office web site.

Roger Van Wazer started his career with Northwestern Mutual after graduating from Purdue University. He decided to become a Financial Representative for the unlimited opportunity to make a difference in people's lives and to build an independent career. He concluded that corporate opportunities would always be there.

Roger Van Wazer talks about his career.

The greatest reward is knowing that I am providing financial solutions for my clients and that I build deep relationships. I love to help my clients achieve their dreams.

The career has its challenges, too, such as maintaining consistency, and early on, it's challenging to find discipline.

Making a Difference
In 1988 I worked with a young, dual income couple to find the right life insurance solutions. The woman developed cancer a few years later and passed away in 1995.

When her health declined, we knew that we took the right steps years earlier. After she died, her husband was able to scale back his corporate career to devote more time to their two daughters, while at the same time provide full college opportunities just as they had planned.

Career Advice
If you're considering becoming a Financial Representative, understand that expectations are high at Northwestern Mutual. Representatives who perform at a mediocre level are better served elsewhere.

Learn More about Roger Van Wazer
Visit Roger Van Wazer’s web site to learn more about his career as a financial representative.

Aubrey Vaughn was a full-time student and graduated with a degree in finance.

Aubrey Vaughn offers his thoughts on the career.

I came into this business to help people analyze their financial situations and build my clientele. I enjoy watching my clients achieve their goals personally or in business and helping those who suffer loss of health or life. I enjoy teaching and have the ability to communicate complex  information at a conceptual level.

Career Rewards/Challenges
It's always hard to overcome perceptions of product salespeople. Early on, it was challenging to cold call in an unfamiliar city rather than calling only referrals.

We are building a business analysis practice within our network office. I look forward to guiding that practice to a prominent position in Atlanta and the southeast.

Making a Difference
A young couple I insured over 10 years ago grew their  life insurance along with their family. With three children between six and 10, the mother died of breast cancer. Because he had the proper coverage, the father was able to moderate his work and spend more time with his children.

Career Advice
Be a student of the business and work hard and consistently. Northwestern Mutual focuses on putting the client first with products and services that make our business easier to do. This career has given me an inside look at many other financial and professional occupations. I have never found one I would choose over this one, but I am glad I don't have to start it over again.

Learn More about Aubrey Vaughn
Visit Aubrey Vaughn’s web site to learn more about his career as a financial representative.

Prior to joining Northwestern Mutual, Bob Waltos was a college student.

Bob Waltos talks about his career path with Northwestern Mutual  and the value of work and discipline.

I joined Northwestern Mutual because I appreciated the value that the insurance industry brought to peoples' lives. Having lost my father young, I understand the benefit of having our products in place and family protection.

Career Rewards/Challenges
The greatest reward of our industry is that we're able to help families protect themselves. We're the people who help them keep their children in their home and allow them to maintain the same school that they were raised with their friends and provide conservative long-term assistance. I like the fact that we're the boring ones on the block that can help people out.

This is an industry where it's about work. It's a work-driver industry and it's an industry where you're asking people to look inwardly, to look towards their future, and to purchase intangible products. That's what this is all about and sometimes it's hard for people to think about the future when they get caught up in the today.

What I've learned is it's hard to manage yourself but you have to have an attitude that no matter what it takes, you have to do x, y, and z. You have to figure out a way to create movement and make things  happen and whether or not you become successful is all on us. People need our products, people benefit from owning our products. It's our responsibility to go out and touch people.

Making a Difference
One of the greatest joys I reflect on was a claim that I had earlier in my career. Northwestern Mutual policies were in place for the young person who passed away. The life insurance policy allowed for a family member, in this case the mother, to be able to stay in her home and educate many of the client's siblings. The most important part is that I had done a thorough fact finder, even though the financial situation may not have merited it, and I was able to allocate all the resources and put them exactly where my client intended.

Notable Milestones
I have now been a Managing Partner for the past seven years; prior to that I was a Field Director and a College Unit Director. Looking back, after being a Manager for the last nearly two decades and bringing people in successfully, one of the first interns that I brought in is currently a managing partner in Omaha.

It is exciting is to see the people that we have brought in over the last 20 years, the people that you have groomed and have made successful and the number of lives we've impacted indirectly through the hundreds of people we've brought into Northwestern Mutual.

That is exciting and it feels great because the biggest thing we know is the industry is shrinking, and if we are not there touching people, people aren't getting taken care of.

Career Advice
Understand that you are in a "worth" career. This industry is about worth and it is about discipline and process.

Northwestern Mutual is known for some of the best training in the industry. The part that is up to you is prospecting and hard work and discipline, and if you are willing to accept those as a challenge, the feelings are unlimited.

I believe Northwestern Mutual takes good care of their Financial Representatives and provide a stable environment and a quality product, which is why it is not unusual to see people at Northwestern Mutual with 20, 30 and 40 years.

It is also a great statement about the company, about the product, about the clientele. When you look at the number of people that intern, you know that kind of a free look at the organization, and chose to go full time.

I think the values and the values alignment with our clients and with the home office are really what separates our company, and most importantly I can tell you through my years as a Financial Representative, my years in corporate, and my years as a Managing Partner, that truly Northwestern Mutual always puts the client first.

The last thing that I have to offer to people who are looking at a career is this: Vance Caesar gave a talk to the board at Chapman one time, and he was talking about highly successful people, and happy and unhappy highly successful people.

As I recall, and this is by no means a quote, but there were only two separating factors from happy highly successful people and unhappy ones. The one was purposeful work and the second was discipline and I feel so privileged that in our business and our industry that both of those are cornerstones to what we're all about.

Learn More about Bob Waltos
Visit The Waltos Group web site to read about Bob Waltos and find out about his charity efforts in Orange County, California and learn more about the financial representative opportunities available at The Waltos Group.

Christopher Williams joined the Northwestern Mutual Financial Network straight out of college in June 1992.

Christopher Williams shares his thoughts on his career.

Right from the start I knew this is where he wanted to be.

Career Rewards/Challenges
The greatest reward I gain from this career is watching my clients begin to understand their financial futures, helping them prepare for the "What Ifs." I appreciate all the time, trust and relationships I’ve built with each of my clients.

Early on, being able to listen to and see the important individual issues of each and every person challenged me. Also not having credentials was an issue. Earning the certification of Certified Financial Planner (CFP®) helped me to see the big picture with my clients. I still find it difficult getting some clients to refer me to others.

I am driven by the success of each of my clients. It is amazing how much time and effort I put into each prep and appointment, because I demand the best in life and I believe that every meeting I have with people should be the best time spent with a representative.

Making a Difference
I share with all my clients the importance of putting a basic life insurance plan in place on children. I feel it's the best financial foundation that a parent or grandparent can give a child.
During my 15 years in the business, three clients, children under the age of 13, have been diagnosed with Type 1 Diabetes, with no family history of the disease. Because of their early insurance Additional Purchase Benefit coverage, each of these children will be able to add additional coverage via Additional Purchase Benefit (APB) when they are older.

In the beginning it was hard for the parents to really see the value of a life insurance policy being placed on their newborn or toddler, until their child's medical history changed.
When parents call my office to let me know their child has been given a life-changing diagnosis, whether it is diabetes or Autism etc., I’m pleased to remind them of the plan already in place for their child. To hear the calm and sense of peace come over them, as I share with them and remind them of the awesome value of what we did, that makes it a victory for the family.

Career Advice
Commit to it right away. In the beginning, to help achieve long-term success, you have to put in time and effort developing clientele and referrals. If you believe in yourself and work through the struggles, the long-term rewards to your family as well as the long-term impact you have with your clients, well it does not get any better than this!

Why Northwestern Mutual? It's simple. The policyowners, my clients, comes first! Everything Northwestern Mutual does as a company puts people first. I sleep well at night because I’m confident Northwestern Mutual will be there for my clients.

Learn More about Christopher Williams
Visit Christopher Williams’ web site to learn more about his career as a wealth management advisor.

Casey Wright was a student at Baylor University and received his degree in Finance and Marketing.

Casey Wright shares his thoughts on his career.

I decided on this career because I could impact the lives of other people and their families through insurance and investment analysis.

Career Rewards/Challenges
The greatest reward of being a Financial Representative is the daily interaction with people to talk about their family, dreams, and goals that they want to see happen, and helping them make them happen.

The greatest challenge of being a Financial Representative is time management and organization.  Without these two you are not able to run a successful business.
In the first few years, the biggest challenges were forming the habits I needed to be successful, developing systems, and learning about all of the different products and services that we were able to provide to our clients.

I have learned that I am a patient and persistent person. I also care deeply about the success of families throughout our community. I want to see them achieve the goals and dreams that they want for their family.

Making a Difference
This year I had a disability insurance claim on one of my clients and they really were grateful when they received a check that allowed their business to continue and their personal situation not to change.

Career Advice
It is a very difficult career, but it has many rewards that are worth fighting for. I have developed so many friendships through the business with colleagues and clients that will last a lifetime. When someone tells me how much they appreciate my help in taking the time to work with them -- that is why I get up every day and do what I do.

Making a difference in people's lives is what it is all about. As long as you look at every situation and ask yourself, would I do this for myself, and the answer is yes, then you are doing the right thing. In this career you have a personal responsibility to your clients to act with integrity and honesty.

I think the training, processes, mutuality, integrity, honesty, and family-oriented culture surrounding the Network distinguish us above the rest.

Learn More about Casey Wright
Visit Casey Wright’s web site to learn more about his career as a financial representative.