 Believing that families were paying too much for whole life policies that left them poor in the wallet and deeply underinsured, Williams joined his cousin at ITT Financial Services in 1970.In June 1973, six months before ITT went out of business, he left and went on board with Waddell & Reed, another Buy term and invest the difference (BTID) company that saw early success.Williams gained momentum at W&R and became regional vice-president (RVP) the same year, with a sales force that covered 6 states.