No! You'll find quickly that most seniors you call on, except for low income, have some sort of life insurance, have a pre-paid funeral plan, or are fortunate to have some savings in place. Final Expense is a niche that is better served by buying leads. And Medsupp prospecting doesn't work if you're in an area with a high MA penetration rate.
If your cold calling/knocking... and focusing on the senior market, the most important thing to think about is...
What are seniors most concerned about? What problems are they trying to solve?
Saving money on healthcare costs?
Outliving their retirement income?
Long term care expenses?
Here's one problem, and a good place to start. Medicare doesn't cover everything. This leaves opportunities, especially in areas with lots of MA plans to offer supplemental products, like Hospital Idemnity, Dental, Vision, & Hearing, Short-Term Care, Cancer plans, etc.
As you gain more experience, you can cross-sell med-supps, LTC, fixed annuities, and FE for the occasional broke senior you come across.
The biggest thing I changed with my approach is, I'm no longer leading with one product. I don't know even know if they have a problem yet! Now, I sell the need to do a complete "insurance needs analysis", then make recommendations, based off that!
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