NAIFA: What attracted you to the industry and what
has kept you there?
John Greene: I started with Prudential when I was
20 years old. I was involved in a family business but was
looking for a different life than my father’s. One day, I
met someone who was very successful. I didn’t know what
business he was involved in so I began asking questions
and found out he was an MDRT member. He eventually
referred me to Prudential.
I was attracted to this industry because I wanted to help
people. I have been with Prudential for 29 years and have
had the privilege of working with a great company that has
grown and has allowed me to
grow with it.
The advice and counsel of
trusted financial professionals
has never been in more demand
than right now.
NAIFA: As you developed
your career, did you have a
mentor? If so, how did that re-
lationship benefit you?
Greene: I’ve had several mentors throughout my career. One carried the baton
and helped me grow and develop to a certain point in my
career, and then handed the baton over to another who
helped me reach a higher level of success. I believe mentoring is critical to your personal and professional development.
Unfortunately I have seen too many mentoring relationships that turn into social occasions. I believe good
mentors are those who sometimes make you feel a little
uncomfortable. They ask tough questions and challenge
you, talk to you about your development and take you to
places you wouldn’t have gone on your own. And as you
grow and develop, you should mentor other people. Over
the past five to seven years, I have spent an incredible
amount of time mentoring others, and I intend to continue doing so.
NAIFA: What is the most important business lesson
you would give to today’s financial professionals?
Greene: The challenge in life isn’t getting what you
want; it’s deciding what you want. The most important
business lesson I would give to today’s financial professional is to develop a well thought-out plan for your future—you cannot simply wait for it to happen. Think
about one, three, five and 10 years out. Be specific, set high
goals and memorialize them in writing.
Also, create an aggressive self-development plan. When
I first established my career path, I began by doing an inventory of my skills and abilities. In addition, I would say
to sales professionals entering
this business: Never give up.
This is a difficult business, so
ask for help. People innately
want to help other people, so
don’t be afraid to seek people
out and ask.
NAIFA: What work habits have contributed the most
to your success?
Greene: As I mentioned earlier, find a mentor or coach
who can help you develop the skills you need to reach the
next level of your career. Also, it’s almost impossible to be
successful in this business without discipline. Let me give
you an example. Early in my career, I thought you were
just lucky if you had prospects to see. But a financial professional needs discipline to make a certain number of
cold calls, get referrals, conduct interviews, etc. I look at
it this way: First you form your habits, and then your habits form you.
I also believe that in every aspect of your career, you
must act with integrity and demonstrate a commitment to
company values and principles. You should be willing to
take prudent personal and career risks in your goals. And
