Wearing a tie and jacket in Phoenix this time of year is not for the faint of heart.

After I got my insurance broker’s license, an acquaintance at the gym revealed to me he was a trainer for a nearby brokerage and asked me if I would stop by his place later. I did.

It was huge. He asked me if I felt intimidated. I did.

Then he asked me if I might consider coming over there to get ready for the Open Enrollment Period starting in October. I did.

But I was leery. I was new to this game and knew the high pressure. I’ve had enough failure the last few years to take me to the rapture. Remember?

The sea of desks and humanity out on the floor made me swoon. I didn’t want to get swallowed up in that.

I told him I was new to this game and already suffered enough trauma just getting licensed.

He said I would immediately stand out from the crowd. They were looking for professionals. Like me.

He said,  “You got the right stuff, Bob.”

I did?

He said, “Let’s deal with your intimidation, first.”

He told me to ditch my phone, (HIPPA) and follow him out on the floor. Then he asked me to walk down the main aisle with him.

He told me to carefully scan left and right as we passed each desk. Whoa.

When we got to the end, he looked me dead in the eye and said “Do you know what I’m talking about, Bob?”

I did.