David L. Spinner, CEP, CLTC, has been in the insurance business since 1972. Currently, his main focus is helping his clients and prospects with their retirement planning, using what he refers to as the four-legged stool, which consists of income, essentials, medical and discretionary.
LHP: What are the benefits and challenges of working out of your home?
DS: Working from home is convenient, but it takes a certain amount of discipline. I’ve done it since 1978 and the only time I’ve watched TV during the workday was 9/11/2001. The drawback is that in fact you are insulated even with all of the electronics. The biggest challenge is scheduling — setting a time to be in your office and a time to get out and see people. The other challenge is that your office is never closed.
LHP: How do you adjust your discussions, marketing and other aspects of your practice based on different types of clients?
DS: I know my clientele — I understand what they want and I am willing to do the grunt work to make sure that they are kept informed. I’m a good listener, and I have found out, over the years, that my clientele will tell me what they want. And they know I will do what I can to help them achieve their goals.