brochures on Vancouver so that a
client can plan his family’s trip for the
2010 winter Olympics? Of course. All
in a day’s work. “I feel responsible for
what happens to them,” says Mueller.
This empathy, this concern for
others, he says, grew out of his own
childhood, one of deprivation, lived on
the edge of poverty. Mueller, a NAIFA
member, has come a long way since
then, qualifying for the last 18 years
for MDRT’s Top of the Table.
But back to David’s new insurance.
It’s all in place and will be just a third of
what he thought he would be paying.
Thirty thousand dollars or $10,000 a
year? Thanks to Mueller, it’s the latter
figure. And since David and his wife are
taking a brief escape from the Wisconsin winter in just two days, Mueller’s
assistant, Laurie, has volunteered to pick
up the first premium payment on her
way to work to ensure that the policy
is in force before they leave. Laurie,
he says, is an integral part of
his success. “I make the
promises, and she makes
the promises come true,”
he says, adding that his
business couldn’t function
properly without her.
dining room table, I learn that this
gesture comes from a conservative
man, one who Mueller addresses
formally by his last name. At 78,
Mueller’s client says that he has all he
needs. He owns his two-story home,
which is snuggled amidst similar
homes in a solidly middle-class neighborhood. It is decorated sparely, but
with a woman’s touch—that of his
wife, Lee, who died just a year ago.
Mueller has come to make sense out
of bits of joint financial paperwork
What makes Mueller’s visit somewhat unusual is that Fred’s son, John,
is also an advisor. But after John
invited his father to hear Mueller speak
two decades ago, there has been no
other choice for an advisor. “I yielded
Mueller’s Methods for
Making it to the
At ease with annuities
The next appointment is with
Fred, who gives Mueller a big
hug. As we sit with Fred at his
Treat your clients like family. Take care of them,
and they will take care of you.
If you build a good business, you’ll do well in
good times and in bad.
You don’t have to be right 100 percent of the
time; just be honest 100 percent of the time.
Educate your clients (and yourself) about the
new financial paradigm.
Don’t take the easy way out. Use as many
products as you need to do the job right.
Have your elevator speech ready to use at any
time, in any place and with anyone.
If you’re not out in front of people, you aren’t