He did not get my business until 1993, five years later, but then he collected the commission on a million dollar life insurance policy and eventually on many other products. I am going to be there for you. When you are ready, we will do business. This is the kind of commitment to clients that is rare enough to be quoted in the Guinness Book of World Records. If you always do what is right for people, you will always make a lot of money.
Most prospects are wary and skeptical of anyone in sales.
As they grow older, clients give their trust more hesitantly. They have been ripped, reamed, and racked by salespeople who thought that sales is a transaction rather than a life long relationship. Each put much of my company's pension money into real estate limited partnerships and over the counter stocks. Almost every partnership is now worth zero and my six year old daughter uses the stock certificates to color on. I now, more wisely, give sales people a little to start with.