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Become an agent at New York Life and you’ll join a progressive company that values diversity. Over the past few years, New York Life has created one of the largest African-American sales forces in the life insurance industry that has produced double-digit sales growth over the same time period. We are poised to continue this momentum and invite you to join us. Join the New York Life African-American Market Unit and do more to empower the community.
If you are interested in becoming a New York Life agent and have not yet been in contact with a New York Life recruiter, apply here today.
Wendy M. Edwards | Don Robinson | Larry Buckner | Veronica Hamilton | William Johnson | Guy Walker | Gus Bowers | Carol McCook-Dixon | Larry D. Massey
Years at NYL: 17
Highest Council: Chairman’s Council
Times at Council: 11
Life Insurance in Force: $179 Million
When Wendy came to the United States from Jamaica in 1982, she began working as an assistant to a New York Life agent—while pursuing her education. Six years later, she became a New York Life agent, and two years after that, achieved President’s Council. Wendy went on to become the first African-American woman to serve on the Agents Advisory Council—an elected position at New York Life’s Headquarters. An experience she says expanded her horizons and focus to rise to the top of her game.
Wendy feels that there is a real need for financial education in the African- American community. “We have a responsibility to educate and enlighten our people. To show them why there is such a great need for insurance. We have to empower them—for the community and the next generation.”
“I like the freedom and flexibility of being an agent. I can be my own boss and pay myself. But nothing compares to the feeling of helping a client when they need you most. In our business, that’s when you receive a death claim, and you get to present a family with a check—that’s reality. You can’t put in words—the feeling you get.”
“Education is key to your career. You have to be able to educate your clients on the uses of financial products, and let them understand their financial needs in depth. Today, I no longer sell what the classroom taught me—I sell from experience. I am happy that over the years I can really see how I have touched lives and made a difference.”
“You can’t put in words—the feeling you get.”
Years at NYL: 35
Highest Council: Chairman’s Council
Times at Council: 30
Life Insurance in Force: $95 Million
When he started with New York Life thirty-five years ago, Don spoke to everyone he knew, writing ten applications in the first few days of his career. By the end of his first year, he had sold 144 cases, qualifying for MDRT and New Org Agent of the Year. Since then, Don has achieved Chairman’s and President’s Council regularly, was the number three agent in sales for the entire company in 1980, and became a Senior NYLIC at the young age of 41. Don is also proud to be a founding member of the Black United Fund of New Jersey, a nonprofit organization that supports minority leadership and mentoring and finances community projects in New Jersey inner-city areas.
“By my fourth year, I decided to see if I could make it in California and develop a more affluent clientele in the entertainment industry. So, I packed my bags and drove 3,000 miles to sunny Los Angeles. I started meeting people and asking for referrals to the rich and famous. I believe my New York savvy, passion for my profession and relentless persistence made an impression on the West Coast.” It was not long before Don landed his first celebrity client, and from that point on, he was able to obtain many other significant introductions in the entertainment industry.
“I take part in the Million Dollar Round Table mentoring program, where agents who aspire to be achievers receive guidance. I am especially proud to be a part of the African-American core-group that is helping to inspire agents, and enhance financial literacy in the African American community. It’s very gratifying for me to share my experience with agents establishing themselves in the business, as it makes me feel like I am doing my part to enhance their learning through my real-world examples.”
“Love what you’re doing and never give up,” suggests Don succinctly.
“I am proud to enhance financial literacy.”
Larry Buckner, Fullerton General Office
Years at NYL: 21
Highest Council: President’s Council
Times at Council: 20
Life Insurance in Force: $108 Million
Larry Buckner is a New York Life agent today because, “My Sales Manager chased me for five years. His persistence is why I am an agent today.” That Sales Manager’s early belief in Larry proved to be good instinct. Now in his twenty-first year at New York Life, Larry is currently an Executive Council Agent. In addition, he has been elected to the Board of Directors of the African-American Markets for the Pacific Region.
“The African-American market is very diverse and there are so many different organizations that people belong to. We need to have a fresh outlook in marketing, such as looking for innovative venues for advertising. This has become a passion of mine. I am excited to not only share my ideas with the African-American Market Unit, but to work to implement targeted programs.”
There is much more money in the African-American community today than a generation ago. As an example, Larry is proud to share that he recently signed three business partners with three $10 million whole life policies. “The policies are historically significant because the large property they are renovating is only the second black-owned of its kind in the history of the State. I’m proud to be a part of this new business and to help these trailblazers.”
“You have to believe in what you’re doing. If you’re selling something to someone else, you have to believe in it yourself. My Sales Manager once said to me: ‘Good agents do things other agents don’t want to do.’ That includes anything from making phone calls to going out on appointments to doing a fundraiser.”
“We have to have a fresh outlook in marketing.”
Veronica Hamilton, Greater Atlanta Office
Years at NYL: 10
Highest Council: Premier Executive Council
Times at Council: 9
Life Insurance in Force: $132 Million
After spending twenty years as a corporate sales manager at IBM and Digital Equipment, Veronica embarked on a career as a New York Life agent to have a more flexible schedule, and to cause a greater impact in her community. Today, she works with clients from diverse backgrounds, helping them with estate and retirement planning needs. Veronica has received the National Sales Achievement award several times. She is the public relations Chairperson for the Atlanta chapter of NAIFA. She is also the finance director of her local church.
“I like the independence and flexibility of being a New York Life agent. As a mom of two daughters, working as an agent has really suited me. It allows me to plan my own schedule so that I can arrange time for family activities. It has also allowed me to spend time working with my older daughter, who is a servicing agent. I am proud to say that she qualified for Executive Council in 2005.”
“Working with the African-American market is important to me because I have the opportunity to make a positive impact. I personally spend a lot of time with women because they are often the key players in making financial decisions in the household. Also, they are often the ones that are left without adequate financial resources after the husband passes. I feel that I am making a real difference in my community by providing this education and guidance to my clients.”
“Consistency and persistency are keys to success as an agent. Whether it is making your set number of calls, setting and making your number of appointments, or writing the number of cases you need to get done, it is consistent and persistent planning, follow through and tracking that are invaluable in this business. This is a basic formula we learn at New York Life.”
“I feel I am making a difference in my community.”
William Johnson, Greater Chicago General Office
Years at NYL: 17
Highest Council: President’s Council
Times at Council: 17
Life Insurance in Force: $86 Million
William has been a New York Life agent for seventeen years. He is an Executive Council agent with clients such as the Ancient Free and Accepted Masons, a president from one of the large Baptist Conventions and various gospel singers. Active in the African-American community, he sits on the board of Chicago’s Home and Life Community Development Corporation and the Community Christian Academy.
“The industry needs more African-Americans and Hispanic agents,” says William. That’s why he started a training institute with a 10-week program to recruit more minority agents into the insurance field. “We pay for the books, the teacher, the license. All the recruit has to do is sit in class and pass the tests. We even place them.” William’s flagship program has placed over 65 new agents at various insurance agencies, with several joining New York Life. William’s goals is to expand the certified training program throughout Illinois and to Wisconsin, Michigan, Georgia and Missouri.
“My job is to educate people about life insurance. It’s not just about purchasing the minimum death benefit. It’s about leaving a legacy behind to help provide the quality of life you want for your children,” explained William. One client of William’s purchased a $500,000 policy. Six months later, her seemingly healthy, thirty-seven year-old husband died of a sudden heart attack. “The woman couldn’t believe that, after the required investigation, New York Life paid the claim. She was able to grieve with dignity knowing that her retirement and children’s education were provided for.”
“Ninety-nine percent of people will buy insurance from you because of who you are, and not just because of the product you’re selling. They’re motivated by the trust they have in you,” observed William Johnson.
“The industry needs more African-Americans.”
Guy Walker, Central Coast General Office
Years at NYL: 15
Highest Council: President’s Council
Times at Council: 4
Life Insurance in Force: $87 Million
While working as an accountant at a local hospital, Guy decided he wanted to look for a more challenging career opportunity. A friend who worked as a New York Life agent suggested that he talk to a manager in his General Office. Eight months later, Guy began his career with New York Life as an agent in the Central Coast General Office. Fifteen years later, Guy is still a New York life agent. He works with his wife, who is the office administrator, and an agent whom he is mentoring.
“If you don’t make it home one night, what impact will that have on your family?” That is the question that turned one of Guy’s clients around. “My client did well—earned around $200,000 a year—but because he was diabetic, his premiums were higher than average and he was concerned about cost. I had given him a lot of practical business reasons for buying a policy, but it wasn’t until he visualized the impact not having insurance would have on his family that he finally signed the paperwork.”
“I am committed to the African-American market. We need to raise awareness in the African-American community about the importance of life insurance. If your parents and grandparents didn’t own life insurance, it may not be part of the financial literacy in your family. But it’s necessary so people can create a legacy for their children.”
“It’s critical to identify a mentor. Team up with someone early—it reduces the learning curve and you’ll understand the nuances of the business faster.”
“I am committed to the African-American market.”
Gus Bowers, Greater Chicago General Office
Years at NYL: 37
Highest Council:: Chairman’s Council
Times at Council: 37
Life Insurance in Force: $109 Million
Gus is no stranger to life insurance. In many ways, he was destined for New York Life, since his parents worked for, and named him after, New York Life agent Gus Bertner. Now with New York Life for thirty-seven years, Gus is a member of New York Life’s President’s Council, has won numerous industry awards and even works with some of the children and grandchildren of his first clients.
“Many years ago, one of my clients was a very successful construction contractor. Although he had several existing policies, they were all tied to trusts. I suggested he buy a policy outside the trusts. That way, if anything happened to him, his family would have access to funds almost immediately. Tragically, he crashed his private plane and died. But because he had taken my advice, I was able to give his wife a check from New York Life for $800,000. She was so grateful. She told me I saved her dignity because she had money to pay for day-to-day expenses and much more.”
“African-American agents must have a mentor. Someone who has walked through the fire to tell them, this is what you should do, and these are the pitfalls to avoid. Meeting as many people as you can is really the key to selling life insurance. It’s about exposure, and sharing the value of life insurance with everyone you meet. That is what leads me to writing 10 applications per month.”
In the NYLIC Review - Read more about Gus Bowers’ career and outlook on page 2 of the 2005 Third Quarter issue of The NYLIC Review.
“Meeting people is the key to selling insurance.”
Carol McCook-Dixon, South Florida General Office
Years at NYL: 4
Highest Council :Executive Council
Times at Council: 3
Life Insurance in Force: $49 Million
To South Florida agent Carol Dixon, the inspiring quote on her agency voice- mail, “When the going gets rough, look for the rainbow” has taken on new meaning. Recently, Carol struggled with so many others in the wake of Hurricane Katrina. For almost three weeks, power was down and business was on hold. But despite the disruptions and destruction around her, she continued to “look for the rainbow.” Thankfully, life is getting back to normal in South Florida, and Carol will be there to help her clients. Carol started as a New York Life agent four years ago after being referred by her brother, an agent with New York Life for seventeen years. She works with many African- American professional women and families, including many from Jamaica— her native country. Carol is currently completing her MBA.
“About two years ago, I wrote a million-dollar term policy for a couple. Unexpectedly, the man lost his job and called me saying he wanted to cancel his policy. I told him that I would not be a good agent if I did not explain his options. With a partial conversion, at least his family would have some coverage if something were to happen to him. Well, I made an appointment to meet with him, but he never showed. The next morning, I received a message from his wife saying he had passed away. She sounded hysterical. But because he didn’t cancel the policy, I was able to give the wife a check from New York Life for $1,321,000. That was a landmark career moment for me.”
“Personally, being an agent allows me to earn what I want—the sky’s the limit. Not to mention the flexible work schedule. But my favorite part of the business is helping to give people peace-of-mind. As an agent, we’re able to provide individuals with financial information so they can take care of themselves and their families in the future. That’s a wonderful gift.”
“When the going gets rough, look for the rainbow.”
Larry D. Massey, Greater Atlanta General Office
Years at NYL: 21
Highest Council:President’s Council
Times at Council: 18
Life Insurance in Force: $117 Million
Larry became a New York Life agent twenty-one years ago because, “My future wife’s father would not become a client of mine unless I did.” Larry is still a New York Life agent—and his now father-in-law is still a loyal client. Larry has earned a long list of agent awards, ranking consistently in the top 15 percent of agents in his General Office. He has achieved Council 18 times, has been fifteen-time winner of the National Sales Achievement Award, ten-time recipient of the National Quality Award, won Established Paid Life Case Leader Agent Award five years in a row and has been Centurion 19 times.
Larry has paid out some large claims over the course of his career. But he soon realized that some people have no idea what to do when they receive a large amount of money. Instead of just handing over a check, he will educate his clients and set up a Continuing Interest Account. “With a CIA, the money resides safely in a holding account. This gives the agent time to educate the beneficiary about what to do with that money—for example, purchase an annuity or additional life insurance.”
“When you’re an agent, you can develop a work/family balance that’s right for you.” Larry and his wife, a teacher, are active in their church and community, often speaking out on social and civil rights issues. He coaches his son’s youth football and basketball teams and runs in The Annual Peachtree Road Race 10K in Atlanta.
“Many agents are now coming to New York Life from other careers. I try to encourage them to find their natural market in the background they’re coming from. For example, if someone’s worked in the banking, teaching, or hospital industry, they are familiar with that professional jargon.” Larry sums up his secret to success with, “Never give up.”
“Never give up.”
If you are interested in becoming a New York Life agent and have not yet been in contact with a New York Life recruiter, apply here today.
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