The world needs insurance, and people in advanced societies particularly need life insurance. But they often don’t think they do, making the job of the life insurance agent difficult and challenging. After all, who wants to think about dying?
The world of life insurance is changing. The policies that were commonly sold by most insurance companies thirty years ago are now out of favor. The universal use of the computer has changed our world, and the life insurance industry has become a part of that revolution. Ford’s perspective going back over thirty years gives the reader not only a history of life insurance practices, but points to trends and problems facing the industry in the present and for the future.
Ford has been an agent in the field, fighting for client leads and doing his share of cold calling. His career advanced up the ladder to the home office where he held several administrative positions as well as working diligently to recruit and train new agents for the profession that he learned to love and respect.
Ford treasures the personal relationships he has made over the years, and it is obvious from his writing that his human warmth and sense of humor pervade his writing and his life. If you are thinking of a career in the life insurance business, Ford’s book should be required reading. And if you’ve been in the life insurance business for a few decades, you will want to run, not walk, to get this book. You’ll nod your head and chuckle as you read.
