Getting started in financial services means accessing an individual’s “natural market.” Each one of us possesses a network of relationships including relatives, friends, neighbors and acquaintances, through which new financial services representatives seek to establish a client base.

In this episode, hear from Longwood alums Dale Baake ‘07, Cory Nichols ‘08, MBA ‘10, and Clay Eanes ‘16 as they describe the challenging reality of accessing their natural markets and getting started in this popular yet demanding profession.