J Richard Spence
Senior Financial Representative
Region: Southern

A Rewarding Career Shift
I was a General Contractor for 28 years. I wanted to get away from the constant "mothering" of many employees and sub-contractors, dealing with a lack of integrity and the long hours with little reward was a problem.

I wanted to be my own boss in a very small environment and have the potential of as much or more income as my previous work.

The greatest reward in this career is the ability to work with clients I like and who appreciate me. I am able to schedule my work around my family events and take the time off at my desire and work harder and smarter to make up for the time off if necessary.

As a Senior Representative now, I work three days per week, have pared down my client base to a workable size and at 77 years old, have a goal in life that keeps me feeling young and useful. There is no need to retire; I can take time off any time I want.

Overcoming the Challenges
I find the greatest challenges to be the discipline of calling for appointments at least one hour a day, keeping three to five appointments per day, and overcoming the constant cancellations and rejections of people who thought they did not need my product.

Early in the career, it was challenging to stay on track every day to carry out the daily routine structured for me by my trainer/mentor.

But along the way, I've learned that I have a lot of compassion for people and their families, I enjoy helping create security for people, and that I am a good self-starter and can produce without supervision.

Making a Difference
There are many stories of times I made a difference, but the one I like best is a disability income case.

This was a good client who was a General Contractor as I was before my life insurance career. He had an appropriate amount of life insurance but I had a very difficult time convincing him he needed disability insurance.

I finally prevailed and wrote several policies over time. I usually visited him three or four times a year, but one day when I called to get an appointment about some problem, he asked if I could handle it by mail. I said OK and did just that.

Several months later the same thing occurred. About a year went by and the same request was made by my client. I said no, I wanted to see him personally and insisted on an appointment.

He acquiesced and made an appointment at his home. Within a few minutes with him I realized he was disabled by depression. He denied it but I insisted and finally his wife came home and she told me he had been seeing a doctor and was being treated for depression for over a year.

He had lost his business and was struggling to pay his bills. I told him he had disability insurance for just that occasion and we should make a claim.

He still insisted he was not disabled but his wife and I eventually changed his mind. He is on claim now and with his life insurance to provide income after he turns 65, he has maintained his lifestyle.

What a great feeling for me and my client thinks I hung the moon for him.

Career Milestones and Some Advice
Milestones that stand out to me are making the Million Dollar Round Table my first, Career School, and being in retirement but still working.

If you're considering this as a career, do as your trainer/mentor tells you and always do the right thing for your client.

Our company is differentiated by its culture, top reputation, financial strength and integrity.

Outside of Work
I enjoy gardening and volunteer time for my church.

J. Richard Spence has been a Financial Representative with Northwestern Mutual Financial Network since 1979. Visit his website to learn more about him, or call Richard at 904-387-4188.