Tom Schmidt, CFBS CLTC LACP’s story is one of resilience, adaptability, and unwavering dedication. From an unconventional start in the life insurance business to becoming a highly successful financial professional, Tom has navigated a career filled with challenges and triumphs. Over the decades, he has built enduring relationships with clients, many of whom have been with him for over 30 years.

Tom entered the financial services industry in February 1988, stepping into a career he hadn’t anticipated. Leaving behind a job at Amoco, Tom was enticed by the promise of a more rewarding future in financial services. However, he quickly discovered that the role centered on life insurance, something he hadn’t been aware of beforehand. Despite the initial shock and challenges of working on straight commission, Tom leaned into his natural work ethic, his extensive network, and his determination to succeed. He shares, “For a newbie in the business, I had pretty good success right off the bat. But it wasn’t easy—I learned quickly that building trust and relationships was everything in this industry.”

Tom’s perseverance paid off, and over time he cultivated a thriving client base. Many of his first clients remain with him today, a testament to the loyalty and trust he inspires.

A Lifelong Connection with NAIFA
Tom’s journey with NAIFA (then known as NALU) began within his first week in the business. His mentor invited him to lunch at a local NALU meeting, famously telling him to bring his checkbook. Over lunch, his mentor emphasized that joining the organization wasn’t optional if Tom wanted to succeed. Despite being new and operating on a limited income, Tom made the monthly commitment and joined.

At that first meeting, Tom heard sales strategies and connected with peers who would help shape his approach to the industry. Over the years, he came to see NAIFA as more than an organization—it became a vital partner in his professional journey. The experience left an impression that solidified his belief in NAIFA’s value, and he’s been a member ever since. Even during periods of personal and professional hardship, Tom ensured his dues were always paid, often attributing his resilience to the support, resources, and advocacy NAIFA provided. “If you’re going to be in an industry that makes your living, you owe it to yourself and your clients to be part of the association that supports it,” Tom says. “Even if all you do is pay your dues, you’re helping row the boat. NAIFA’s advocacy protects us and our clients from threats that could undermine everything we work for.”

Overcoming Setbacks
Tom’s career hasn’t been without challenges, but his ability to navigate adversity is a defining feature of his success.

When Tom was just three and a half years old, his father suffered a severe workplace injury that required him to spend 12 months in a body cast. Despite this, his father refused to accept Social Security disability benefits, instead choosing to forge a new path to support his family. Living in a small town in Kansas with four young children under the age of six, Tom’s father opened a flower shop—a bold and unconventional decision at the time.

Tom played a significant role in the family business, learning the intricacies of the floral trade and stepping in when needed. Just before his senior year of college, his father suffered a heart attack, and Tom temporarily left school to manage the shop. Overseeing five flower shop locations and 15 employees, he ensured the business continued to thrive until his father recovered. These experiences instilled in Tom a sense of responsibility, resilience, and the value of hard work. The skills and memories from those years remain a part of Tom’s life. He is still making wreaths for clients and recently did all of the floral arrangements for his son’s wedding.

Early in his second year in the business, Tom was involved in a four-car pileup, leaving him in physical therapy for 16 weeks. Unable to work and with no income coming in, he learned firsthand the importance of short-term disability insurance. Despite the financial strain, Tom’s persistence and savings helped him weather the storm. He also leaned on his faith and a chance introduction to new clients, which allowed him to rebuild his practice.

Tom faced another setback in 1995 when he underwent emergency gallbladder surgery and later developed a life-threatening blood clot. This led to weeks in the hospital and months of debilitating recovery, during which he couldn’t physically leave his home. Yet, true to his work ethic, Tom turned his hospital bed into an office, selling disability insurance and life policies to nurses and doctors around him.

While attending the 2014 MDRT meeting in Toronto, Tom suffered a massive heart attack shortly after a main-stage session. Rushed to Toronto General Hospital, he underwent two emergency heart procedures and spent eight days recovering far from home. Despite the physical and emotional toll, Tom credits his clients and family for motivating him to return to work. Remarkably, his business has since tripled, and he’s become a top-performing financial professional, achieving Court of the Table status annually and nearing Top of the Table.

NAIFA’s Role in Advocacy and Growth
For Tom, NAIFA has been more than an association—it’s been a cornerstone of his career. He has actively participated in its advocacy efforts, lobbying both on Capitol Hill and at the state level. One of his proudest accomplishments was working with a group of NAIFA members in 1992 to pass legislation in Oklahoma that made life insurance cash values, annuities, and death benefits exempt from creditors, judgments, and bankruptcy claims.

He strongly believes in the power of NAIFA to protect the profession and its clients from detrimental legislation. Tom often tells others, especially those hesitant about membership, that being part of NAIFA is a non-negotiable investment in their business and their clients’ futures. “Somebody needs to fight the battles that keep us off the dinner plate,” Tom explains. “It’s one thing to be on the menu; it’s another to be on the plate. And NAIFA ensures we stay in control of our industry’s future.”

Legacy of Resilience and Dedication
Tom’s career path reflects resilience, adaptability, and a deep commitment to his clients. From a surprise introduction to the life insurance industry to overcoming personal hardships and professional challenges, he has built a career grounded in relationships and service. Many of his clients have been with him for decades, with some relationships spanning multiple generations.

NAIFA, with its resources, advocacy, and community, has been a constant throughout Tom’s journey. It’s a partnership he credits with shaping his success and reinforcing his commitment to his clients and the industry he loves. Tom also credits the unwavering support of his wife, Terri, and their son Michael for his success. Without their support, none of this would have been possible. Tom continues to inspire others with his story of perseverance and his belief in the transformative power of the financial services profession.

Tom Schmidt is a registered representative of and offers securities through MML Investors Services, LLC. Member SIPC. (www.sipc.org) OSJ 14241 Dallas Parkway, Suite 1200, Dallas, TX 75254 (972) 348-6300.
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