Consumers are no longer willing to settle for a product just because a life insurance professional says it's a good choice. Most customers these days aren't necessarily looking for products at all.

"Any customer can have a car painted any color that he wants, so long as it is black."

This famous quote by Henry Ford reveals his strategy for mass producing the Model T and launching the great industrial juggernaut of the early 20^th century. For almost 100 years, this attitude also defined the baseline strategy of most life insurance sales organizations.