Norman L Hessel, CLU
Financial Representative
Region: Eastern

A Rewarding Career Shift
I was an inventory control analyst for Barber Greene Corp. in Aurora, Illinois, but I was unhappy in that position.

A Northwestern Mutual representative called on me as an orphan policy holder. He discovered as part of his fact finder that I was unhappy in my employment.

He suggested that I interview with his General Agent. I did. It seemed like a good opportunity and I signed on. I had a two-week-old son, a wife who did not work outside the home and a very small savings account.

The Rewards
I feel that I have been important to and appreciated by my clients over these past 33 years. I can't think of another career choice that would have allowed me the freedom to be a businessman, to build my own practice, to help other people, participate in the community, be active in my children's lives, and to earn a very comfortable living.

The greatest rewards are also the greatest challenges -- being a businessman and balancing the freedoms of this career with the hard work and discipline required to be successful.

Early on, it was difficult to learn to live on a straight commission income. My Managing Partner helped me as needed but his help involved loaned money that had to be repaid from earnings. I learned some tough lessons in those early years that have served me well throughout my career.

A Time I Made a Difference
Nine months into my career, I had my first death claim on a policy that I wrote.

My client owned a small business that sold soft serve ice cream.

When I first called on him he was very unhappy with his life insurance and interested in replacing his coverage. I conducted a fact finding meeting and we discussed his business and family needs. As a result I sold him some additional life insurance.

The Northwestern policy was rated due to his build. I convinced him to accept the policy and to retain his existing life insurance.

As a result of both policies, his wife and four-year-old daughter were able to maintain their lives. His wife was able to retain the business and sell it for a profit.

I learned very early that life insurance is more that a document. It is cash to take care of family needs, it is income to a grieving family, it is education for a child, and it is dignity for a young widow.

Notable Milestones
I am at the time in my career that I am enjoying the results earned by years of hard work. I am working less and playing more. But, I still enjoy my career and serving my clients. I have been an Agent, a District Agent, a Managing Partner, and now a Financial Representative. I feel quite satisfied.

Words of Wisdom
If you're considering this as a career, go through the interview and testing process. If the opportunity is offered, take it, then work as you are taught. Don't try to shortcut the system. Make the calls and work the hours and stay focused. The results will be worth the pain!

Our company is differentiated from the others in the financial services business because of our focus on the policy holder and because we practice of the concepts of mutuality in the purest form.

There is no doubt that Northwestern Mutual provides the policy holders and their representatives with the best product available. The Northwestern Mutual field force is the best in the business. I am proud to be part of this group of professionals.

It is a great opportunity for the select few that fit.

Outside of Work
I am involved in the Rotary Club where I have served as president. I have also served as president of our local National Association of Insurance and Financial Advisors chapter and I remain involved.

I enjoy golf and have been a member of the country club for 20 years. We love our condo on the N.J. beach, we enjoy our family, our home and some travel.

Norman Hessel has been a Financial Representative with Northwestern Mutual Financial Network since 1972. Visit his website to learn more about him, or call Norman at 717-257-4974.