Dick Bullock . . .
An agent from the way back . . . Dick brought me along to discuss retirement plans with one of his life insurance clients.
Dick was extremely self confident with a mercurial personality and would turn on you in a heartbeat. He was there for the annual review and nonchalantly recommended an additional $500k for estate liquidity. The client looked over the proposal, paused, and said "Dick, I feel like I have enough insurance already".
Dick immediately closed his notebook, stood up and said "G-D you deserve to die without it." He then turned to me and said "Come on, Bob. We are leaving".
He was my ride so I had no choice. In the car he continued cursing the man while I said nothing. That was the first time I had seen an agent act like that in front of the client.
When we got back to the agent Dick was handed a note to call the client. Dick invited me into his office, dialed the client and put him on speakerphone. The client apologized for questioning the recommendation and said he was ready to buy.
"Well damnit Jim, you wasted my time and Bob's. You come to my office and bring your checkbook".
About an hour later the guy showed up, checkbook in hand, and bought the $500k
I had never seen the take away close work like that before . . .