It is always a challenge to fill your sales pipeline — regardless of the product you are marketing. We have all been there at one time (or more) during our careers. It takes a lot of focus and effort, so you want to try to find a strategy that ultimately becomes self-sustaining, or at least manageable without having to continue all of that up-front heavy lifting.
You have already identified the first strategy advisors working in health insurance need to consider in today’s environment: diversification. Adding Medicare (and perhaps other senior-market products as you grow) gives you a huge market and the opportunity for a number of strategies to find qualified prospects.