A military veteran building his or her practice as an insurance and financial advisor can reach out to former military colleagues the same way they would to any other potential clients, long-time NAIFA member and NAIFA-Minnesota President Scott Wolf told LifeHealthPro.

“If you want anybody to understand the living benefits of life insurance, you must first do excellent fact finding to determine what they want to do in their life and what’s important to them,” said Wolf, who served in the United States Air Force before becoming an advisor. “It may be to supplement retirement income or it may be education funding, and usually there’s a story behind that.”

Wolf adds that there a number of qualities developed in the military that an advisor can draw on to be successful, including: leadership, adaptability, resourcefulness and discipline.