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my advice is simple: Test, test, and test...
I'd add focus, focus, and focus. Make sure you begin with a very clear and direct path from the keywords >> your ad >> landing page. Narrow things down as much as possible and USE NEGATIVE MATCH KEYWORDS. If you feel like things are too narrow and you want more leads, don't make the campaign broader; make more campaigns.
I think Metlife does a really good job on the life side. Study their campaigns. They do a good job of making the ad match the search. Search for $500k life insurance and they show you a rate for $500k in term coverage. Search for "affordable life insurance" and they show you an add featuring "low cost" plans.
Take a look at these two examples:
You won't see their ads showing up on things like "life insurance sales" or "life insurance training", and you can bet the headline on the landing page matches the search and the ad. Click on the $500k ad and the landing page is an app for $500k in coverage. Click on the "low cost" page and the landing page is an app for a $13/month plan.