#45 | On Persistency

My grandfather has done some pretty amazing things. He beat undiagnosed dyslexia to graduate at the top of his class in Engineering at Auburn, sat on the Charlotte School Board during desegregation, became an accomplished potter at the ripe age of 60 and had four kids who have grown up to be leaders in vocations from organic farming to real estate brokerage to politics. He was also an incredibly successful life insurance agent for a very long time. Success in insurance, to him, was about a lot more than making money. He loves to tell me that he led General American for a few years but his crowning achievement was having the best persistency in the company. Unfortunately, persistency has become a dirty word in our business. And like all dirty words, it tends to not be discussed as often as it should.