About 20 years ago, Gregory Large faced an uncertain financial future because his family lacked adequate life insurance. Today, he is using insurance and other financial services to protect his family and clients from life’s uncertainties and in the process, has built a career that has taken him straight to the Million Dollar Round Table’s (MDRT) Top of the Table.
Large, CLU, ChFC, CLTC, a member of New York City AIFA, entered the business in 1990 when he started to work for his primary carrier, MassMutual, through its New York Cowan Agency. He achieved success early, thanks in part to a special disability income specialist who served as his mentor.
In 1995, he realized that selling multilife DI insurance was a great way to reach his target market, so he and his partner began to seek the endorsement of major firms. They secured a Fortune 100 company as a client, and this success made them realize they could not possibly see hundreds of prospects. So they developed the process of working as teams to enroll companies.
“FOR US, THE PARTNERSHIP MODEL IS THE BEST WAY TO GROW AND SUCCEED.”
Today Large is a managing partner and founding member of Lenox Advisors Inc., a national Financial Partners Company, and in charge of marketing and implementing benefit programs for the firm’s Fortune 500 corporate clients. This hard work has paid off handsomely for him. He has achieved Court of the Table and Top of the Table status, has won numerous industry awards, has been extensively quoted in the financial press and has appeared on Bloomberg TV and CNNfn.
There are many reasons for Large’s rapid rise to the top, including fear of failure and a desire to help his partners succeed. But the real-life story he shared with us perhaps best explains why he is driven to do what he does every day.
Just before it was time for him to go to college, his father, a former professional athlete, died suddenly, leaving little insurance. Everything in his life was disrupted, and he might not have attended college if he had not won an athletic scholarship.
This experience instilled in him the desire to make sure others do not experience what he went through because they were not fortunate enough to benefit from the services of a financial advisor. Consequently, he always tells his colleagues to remember that the biggest difference they can make is in the lives of people who do not even know them. “In our office,” he says, “we are passionate about making a difference in the lives of our clients and those they love.”
Large also believes passionately in working as a team. In fact, his advice for new advisors is to work with a mentor and find partners who offer strength in areas where they are weak. “We built everything on the philosophy of working as a team for the ultimate goal of helping our clients,” he says. “It has never been about me; it has always been about ‘we.’”
Setting a standard
This idea of “smart partnering” is important to Large. He is confident his firm will continue to grow and set the standard for a partnership type of structure within the financial services industry.
“Our business is very complicated, and we are constantly faced with new compliance issues, products and technologies,” he says. “In this type of environment, it is almost impossible for an independent producer to run his business and be all things to all people. For us, the partnership model is the best way to grow and succeed.”