“I do believe
that what you
think about you
bring about!”
Sarah J. Kaelberer CFP, ChFC, CLU,
president of Business & Estate Advisers, Inc.
evening. After my first client took three house calls to buy a term
policy with a $200 annual premium, I was certain that this was not
the market in which I wanted to work.
“The MassMutual district office out of which I was working
specialized in pension planning,” he continued, “so I started to
look for a job as a pension consultant with a firm that also offered
insurance and investments to their clients. A regional firm hired
me in their San Diego office. This change immediately put me in
the business market after only about eight months in the business.
In 1983, the firm also paid for me to get my Series 7 license. The
only negative aspect about this experience was that I was with the
firm for ten years but for the first eight years I was classified as an
employee. So when I left the firm, I only had two years of insurance
renewals to take with me. The education I received, however, from
the advanced level of people with whom I worked and the business
clients more than made up for the renewals I did not own.”
Clearly, when the advisor moves to a higher net-worth market,
there is typically more income to protect, more wealth to manage,
High net-worth mountain continued on page 10
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