How to find more insurance solutions for clients

When Brian H. Langford, CFP, CRPC, thought about the dignity of insurance, he became even more motivated to create a system to help clients purchase as much of it as possible to protect themselves and their loved ones. Accountability became the cornerstone of his system.

Accountability allows him to use the combined expertise of several people to provide the best possible solutions for clients. This works two ways for him.

Internal accountability

On a weekly basis, Langford talks with the four other financial advisors in his practice about what insurance solutions might work for similar clients. “We would look out at three or four weeks of upcoming meetings to see if there were solutions that fit into our clients’ financial plans,” said Langford, a six-year MDRT member and Top of the Table qualifier. They then keep track of those possible solutions on a simple spreadsheet.  

External accountability

“I’ve spent most of my career hiding from wholesalers — ignoring their phone calls, avoiding their emails,” said Langford, of Richardson, Texas. “But I started to talk to them about products, solutions, other forms of support and specific cases.”

A good external wholesaler wants to be an accountability partner, and it’s part of their infrastructure, Langford said. “I decided to take advantage of their infrastructure.” He met every three weeks with one of his primary insurance providers, alternating between face-to-face and phone meetings. The wholesaler brought new ideas to the meeting to help Langford’s clients and prospects. If needed, the wholesaler would even participate in client meetings.

“Wholesalers will run as many insurance illustrations as you request,” Langford said. “And if there is a limit to what a wholesaler will do for you, I have not yet found it.”

From Langford’s 2016 presentation, “Top of the Table 365” (For MDRT members only)

For more ideas for success, try

• “5 habits of highly effective salespeople”
• “Build a lasting business”
• “Thrive vs. survive”