They need all they can get to support themselves and their family early in their careers, for which reason, straight life insurance cover is usually the most they can afford. However, as they get older, their income increases and they have more money to spare. What is more, they start to think a little bit more about the future. At that time it is probably a good idea to start approaching them about insurance policies which have an element of investment involved for the future. Obviously, as they get older still the thought of retirement and whether they are going to be sufficiently equipped to cope with it become not merely of interest, but downright critical to them.
Pension plans are an appropriate subject.
Older people also start worrying about what will happen when they die. A good instance of the relevance of this is the Save the Children letter . Put that together with the knowledge you have about what you're selling and you are two-thirds of the way to success. If you pretest your product with consumers, and pretest your advertising, you will do well in the marketplace.