Remember when you were studying to get your life insurance license? You learned about term, whole life, UL and IUL. We gained the basic understanding of how these types of insurances worked. There were even some hypothetic situations where you had to choose which product best server the client’s situation.
What we didn’t learn was case design to meet clients’ needs. You have an idea of which product, but that is where, for most agents, the knowledge ends. This is where you reach out to your manager or the marketing departments of the carriers or both.