Consider your target market when choosing products and carriers

The insurance company and products you choose depends on the target market you will be trying to work with. If you will be working with your existing Medicare clientele (age 65+), they may be interested in insurance that will provide for final expenses, like funeral and burial costs. They may also be concerned with their legacy and estate planning needs, such as maximizing tax-free inheritance to families or charities. In this case, companies that specialize in whole life insurance would be a key consideration.

Younger clients, with young families, are typically concerned with replacing income and providing for their family in the event of death as a primary need. Utilizing life insurance as a tax-efficient savings vehicle for asset accumulation may also be a secondary goal. If you are going to expand your target market and sell to a younger clientele, beyond your Medicare audience, then companies with product lines specializing in term life and long-term cash accumulation vehicles will be needed.