There is an article in the most recent Best’s Review that should be of interest to all agents. Ted Krause, an AXA/Equitable agent for 64 years, is still working at age 100. Yes, I said age 100. He starts each day at 6:15 with a workout, then goes to his synagogue, followed by four hours in the office. The rest of the day is spent caring for his 101-year-old wife and studying the Bible.

He says the business has gotten much more complicated over the years.  Three-page apps are now 60 pages, and one signature has been replaced by nine!  But he says, “I love my job.”

The point I want to make with this is that many people have jobs that end after 30 years or at age 60 or 65, whether the individual wants to stop or not. Our business allows the chance to continue to work as long as you wish, or to stop, if you desire. My dad was a career Life Insurance agent and worked pretty much until he died. His brother also made a career out of the Life Insurance business, but he retired in his 60’s and enjoyed a lengthy retirement.

I have often said this unique industry can be very easy to get into, but very hard to stay in. However, the benefits of making a career in this industry are amazing.  I know this has been a very stressful year for many. There are changes looming in health insurance, the underwriting seems to have been more difficult on the life and health side, and agent comp is under pressure from everywhere. But this is still a great business, and offers so many possibilities for providing excellent products to people who want and need them.

Business isn’t simply about making a profit, but it is about delivering a product or service that people need. Please remember that you provide a very valuable product and service. And people really do need what you offer.

I am thankful to be in this business.  It has its share of challenges for sure, but the blessings have, in the long term, outweighed the difficulties. May you also be able to spend time reflecting on your blessings.

Best’s Review Members can view the full article, “Still Going Strong,” in the December 2011 issue on page 96 here.

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