EXPERIENCES

Art Williams: Just Do It  [Part Two]

Art Williams: Just Do It [Part Two]

By on Aug 16, 2011 in EXPERIENCES |

Williams gained momentum at W&R and became regional vice-president (RVP) the same year, having a sales force that covered 6 states. Despite the numerous benefits of working at W&R in comparison to former ITT, it became clear to Williams that with a corporate structure where the executives, not the sales force, owned the company, financial decisions would always have priority over the clients and there would be limits on how much the company could grow. On February 10, 1977 Williams and 85 associates founded their own company A.L. Williams & Associates on a simple philosophy: “Buy Term and Invest the Difference.”[4] He convinced many customers to switch from their conventional whole-life insurance to term policies. The company’s rapid growth to the largest seller of life insurance in the U.S. was enhanced by his emphasis on “pushing up” his people. He was one of the first to have weekly video conferences on the company’s private television broadcast system. This allowed him to personally speak to each of his 100,000 plus agents and to create a family feeling that inspired them to want to please him, by succeeding. Today, what was formerly ALW Marketing is now Primerica Financial Services. Art will be present at the 2011 Primerica...

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Art Williams: Just Do It  [Part One]

Art Williams: Just Do It [Part One]

By on Aug 15, 2011 in EXPERIENCES |

In 1965, Williams’ father suddenly died of a heart attack. He had a whole life insurance policy that left their family underinsured. Five years later Art Williams’ cousin Ted Harrison introduced to him the concept of term life insurance, a much cheaper and simpler alternative to whole life which at that time was almost never sold and rarely heard of outside the insurance industry. Williams was taken aback by the idea of not knowing that there was a choice when buying life insurance and described the whole conversation as “disturbing,”[3] recalling his father’s death and referring to the fact that people had no idea of such a product. Believing that families were paying too much for whole life policies that left them poor in the wallet and deeply underinsured, Williams joined his cousin at ITT Financial Services in 1970. In June 1973, six months before ITT went out of business, he left and came on board with Waddell & Reed, another BTID company that saw early success. Excerpt...

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