Jaydev R. Patel

Jay Patel is the most productive agent in New York Life history. In a career spanning more than 50 years, Patel collected nearly every award available. Most significantly, he was named the 1983 Council President, a once-in-a-career honor awarded to the top-producing agent each year.

"You can't buy credibility. You have to earn it by being scrupulously honest, by working on your clients' behalf, and by being concerned about clients and their financial problems. Once you've earned that trust, they will listen to your recommendations,” says Patel. He followed New York Life’s training and grew a business of more than 5,000 clients across 30 states. Along the way, he discovered what so many agents before him learned: He can do well by doing good.

“No one else can do our job. Agents create credibility, respect and trust. We build lasting relationships. We educate prospects about how for a small price they can protect their family, their business, their children’s education, their financial independence,” says Patel.

Finding purpose and success

Born in 1942 in the village of Sojitra, Gurarat, India, Patel lived in Kenya and Canada before immigrating to United States in 1968. Unable to find permanent work as a chemist, the newly married Patel sought economic stability. He was convinced New York Life was the best path.

Patel signed his contract on Sept. 21, 1973, the same day his son Sachin was born. He wrote his first policy on him.

In his first month, Patel sold 50 policies totaling $1 million in protection for his new clients. In nine months, he paid more than $3,000,000 and qualified for the President’s Council. By the end of his first year, he had protected 158 lives, creating more than $4 million in death benefits.

“After that first month," says Patel, “I realized I had the ability to sell. Knowing that kept me going.” He also began his streaks of qualifying for the Million Dollar Round Table (MDRT) and soon after that Top of the Table, streaks he continues to extend year after year.

Long distance relationship-building

Identifying an untapped market in Asian Indian motel and hotel owners, Patel hit the road, traveling more than 100,000 air miles and 30,000 road miles. On weekends he logged on average 15 hours of phone time. During a typical year he would be on the road for eight months. He averaged more than 250 policies per year and qualified for the initial Chairman's Council in 1976 and every year thereafter. He also qualified for every Chairman’s Cabinet since it was introduced in 1995.

By 1981, only his eighth year in the business, he had earned the Council Vice Presidency. In 1983, Patel attained the Council Presidency, the highest honor a New York Life agent can achieve.