My insurance business has expanded a great deal over the past few years. I'm trying to set up meetings three to four times per year in modules. There are also irrevocable life insurance trusts. I also talk to clients about using the excesses they pay on a mortgage every month and moving it into insurance. There's a real prejudice against insurance salesmen.
Insurance is a big part of the holistic plan.
Without insurance there's a big gaping hole. I use Financial Profiles software to aid the planning process. Kettley software has lots of educational material to help educate clients. I address insurance over time. I create a financial plan first and then work my way into it.