To The Editor:

It struck me while reading the March 24 issue of National Underwriter that ran through two articles and the letter from Larry Cox, CLU.

That thread is the importance of commitment (some might call it “religion”) that a successful agent might bring to his work.

In Jack Bobos excellent column, he speaks of the newer agents lack of interest in our industry organizations. Larry Cox speaks of the preoccupation in the industry with “number-crunching” instead of the mission everyone should have to “fully insure everyone who was insurable.” And, I will add keeping them insured adequately through continuing service.

The third piece of the thread is the article about the “middle market” needing life insurance guidance. How true! The confusion is rampant and those among us with knowledge, sincerity and commitment (religion?) can make a tremendous difference for these people.

All of these issues, it seems to me, reflect a “sea change” going on around us. Some newer agents are more focused on doing business than building a clientele. Financial pressures on them are great, but they need to be reminded how wonderful it is to have a file drawer full of clients and not customers. Clients stay with you long term. Customers may not.

By participating in industry affairs and enhancing our knowledge and commitment to our profession, we become better every day. We believe in what we do, and we are better able to help people in any “market”–middle, upper, business or whatever.

Thomas K. Leach, CLU, ChFC
Langdon Ford Financial
Ridgewood, N.J.


Reproduced from National Underwriter Edition, April 14, 2003. Copyright 2003 by The National Underwriter Company in the serial publication. All rights reserved. Copyright in this article as an independent work may be held by the author.