Critics often say that much of this industry is founded on risk. But what isn't without risk?
Every day we take risk; walking across the street, stepping into the shower, getting behind the wheel of a car. It's all a risk, and yet somehow, day in and day out we manage to face them, unscathed. Now imagine yourself as one of those unlucky individuals whose daily routine is in the blink of an eye, tragically interrupted. You are never really prepared when fate intervenes, but when it does the result can be life altering. Mitchell Storfer is one such individual whose life has been forever changed. Changed not just in an instant, but by a series of events that would destroy the life of just about anyone.

Eleven years ago, Mitchell was a victim of a severe hit-and-run automobile accident. Having worked for years in the medical field, engineering and fitting prosthetics to patients with serious injuries, Mitchell was well aware of how serious his injuries were. In fact, his injuries were so extensive he was not expected to survive. Miraculously he did, but was left paralyzed from the neck down. Again, through his innate sense of determination, Mitchell recovered from his paralysis, but the wear and tear on his body had taken its toll. As a result, it was impossible for him to return to his career in the medical field. Ever resilient, Mitchell made the commitment to himself and his family to move forward.

Fast forward six years, and to another life-changing event. The Storfer family endured the most devastating loss imaginable; the death of a child. Mitchell and his wife, Kim, lost their eldest daughter to cancer at the age of 15. Such a loss could have easily destroyed him and his family, but not Mitchell. Determination once again became his mantra, and tenacity a way of life. With the love and support of his wife and four children, the family survived their loss. Still, nothing could prepare Mitchell, or the world, for the next life-altering event in store.

A native New Yorker, Mitchell like most Americans was grief-stricken by the events of September 11th. When the World Trade Center towers came down, Mitchell lost a number of friends. As devastating as this senseless act was, it had yet another life-changing effect on Mitchell. It became a catalyst to Mitchell, helping him make the decision to focus his attention on the financial service industry. That coupled with a desire to make a difference in the lives of his clients after the post-911 stock market downturn, led him into what has proven to be the career he was meant for.

Last year, Mitchell in his Vero Beach Florida based company, Senior Financial International, wrote $15 million in premium. This year he is on course to write $25 million in premium. In spite of all the adversity and heartache he has endured, Mitchell is indeed a success story. In this competitive industry, Mitchell Storfer is not only at the top of his game; he has rewritten the rule book.

The following are excerpts from a discussion Mitchell had where he sheds some light on what it takes to become a $25 million dollar producer in today's competitive market, and where he sees the industry heading from here.

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Interview with Mitchell Storfer

Q: Mitchell, tell us a bit about your background.

MS. I grew up in Northport, Long Island a true New Yorker. The hit-and-run accident occurred in 1998, when my wife, Kim, was pregnant with our fifth child. After a year of physical therapy, I was able to walk again. We lost our eldest daughter, Ashley to cancer, and survived two devastating hurricanes that almost leveled our town in Florida. All those events would level most families, but not ours!

Q: You chose to focus your business on the Stretch IRA market. Why is that?

MS: Retirees are misinformed by their brokers, bankers and financial advisors on how to correctly invest, use, and pass on their IRA's. So I focused on getting as much education as I could and became an expert on tax laws pertaining to IRA's before, during and after retirement.

Q: Your success has been meteoric. What advice do you offer to other advisors?

MS: Always listen to your clients and do the right thing by them. Be passionate about what you are doing. Try putting yourself in their shoes; if you were your client, how would you envision the future of your retirement.

Q: As we mentioned, you wrote $15 million in premium last year, and you are on track to do $25 million this year. To what do you attribute your success?

MS: Education is the key. I study up on my product knowledge, so I know what product will be the best fit for each client. I also make sure I'm up to date on any old laws and especially any new laws pertaining to IRA's and taxes. I rely heavily on the marketing and sales support of my team to help me with innovative case design that helps me close cases. It's amazing how helpful they are and how it feels like a “Big Family.”

Q: Well thank you Mitchell. Sum it up for us; what is your philosophy that
keeps you so focused and positive?

MS: If everyone would wake up every morning totally enjoying what they do for a living like I do, they would never feel that a day of work was a “day of work” ever again!