Insurance Sales/Business

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For those in the life & Health side of the business...what do you think about specializing in the senior market? It appears to be marketed heavily now with companies who generate leads. I just spoke with a company who is requesting a fee of a few hundred dollars to get started for them to provide leads & appointments. I'll be new to the industry after I pass the exam soon and am a bit skeptical knowing the turnover in this industry. Also, I'm about to pay ~150+ to get licsensed. Do you think this is worth paying OR ridiculous for a company to ask after speaking with someone for less than an hour with no local operations?