Selling life insurance to high net-worth clients sounds fun and glamorous, all yacht clubs and golf tournaments. Selling life insurance to your mailman? Well, it lacks bling.
However, there are way more mailmen than magnates out there, and they need life insurance just as much as, if not more than, their wealthy counterparts. The infographic below highlights just how big a sales opportunity the middle market represents for life insurance producers these days. (See also: The dangers of ignoring the middle market)
In fact, agents smart enough to serve this market could someday find themselves enjoying their own yachts and golf tournaments, no prospect schmoozing necessary.