Any agent that has worked in the senior insurance market knows that it is a completely different ballgame than other lines and requires a unique approach when consulting prospects. Senior prospects generally have a lot more time available and will want and typically require you to spend more time talking and explaining the details before giving you their business. They respond to more traditional advertising and lead generation methods. Internet generated leads are low volume but the ones that do come through are typically good. Yes, the senior market requires more legwork than other areas of insurance but at the same time business is good. With the baby boomer generation moving into their golden years there is high demand for senior products which has a lot of agents following the money. This market offers several unique lines that complement each other for cross-selling purposes so we are combining them into their own section of the guide.