The reality of the financial services business, whether on the insurance or investment side, is that it is very difficult to get started. You are talking with people about something extremely intimate — their money — and not just in terms of dollars and cents, but the emotions surrounding it. This is a high failure rate business. With perseverance you can build something meaningful; without it, you won't make it. The most important trait someone can have coming into this business is to be coachable and have a willingness to learn. That is a necessity. The world has also become exceedingly more complex, and the knowledge necessary to properly coach people through their financial affairs is truly extensive. For someone who is not dedicated to continuing education, diligent study, and strategic thinking, it will be very hard to provide the level of planning that clients deserve. That said, for those willing to go the extra mile, this same complexity opens up tremendous opportunity.