The times are a changing. If you don’t change with it your ability to connect with prospects in a meaningful way will suffer. Know your market; be up-to-date on current events that are impacting your potential clients.
If you are working mortgage protection; how was the area you are working affected from the housing debacle of 2008? A basic fear is losing what they have spent time building up again. Should they suffer an unplanned event (either passing away prematurely or a catastrophic illness) how will their surviving families keep their home?