Knowing the difference is difficult for some of the best insurance recruiting managers to distinguish. Most have very few clues on what makes the senior market agent unique, The agents they are pursuing are hidden deep among a licensing list loaded with those not in radar range for selling senior products. It is only by uncovering the substantial dissimilarities can these agent be found. Using this guide, is a map to making this mission successful.

Here are 15 general characteristics which make senior market sales specialists unique:

1. They are likely to live not in big cities, but in farther out metropolitan suburbs and especially rural areas.

2. Their highest amount of clients also live primarily in outer suburbs, rural areas, plus retirement communities.

3. It is very unusual for these agents to belong to any or the local or national insurance associations.

4. Few of these pros show interest in subscribing to or reading insurance trade magazine articles.

5. They don't normally answer the phone. The recorder in on, as they are out working or relaxing.

6. The work vehicle they drive is more likely to be a pickup than a Cadillac.

7. Instead of appointments 10 miles away, many are in a very far off in a distant town, often crossing state boundaries.

8. Unsolicited faxes from recruiters go directly to file 13.

9. "Appointments" often mean driving up and knocking unannounced on the senior citizen's door.

10. Emails sent out by recruiters trying to save recruiting money are considered spam.

11. You won't catch them selling with portable computers or lugging briefcases. A folder/binder just large enough to carry a large yellow notepad and government and product brochures are sufficient.

12. These agents are not known for working evenings, during snowstorms, or conducting business more than 4 days a week.

13. No two-part presentations are given, unless it is to deliver a policy or write more business.

14. Compared to other agents and brokers, they are 3 times as loyal to the firm or company that recruited them. That is, if they are treated right. Meaning like the professional they are.

15. For many, their income and renewals double that of the regular agent, and rival that of highly educated financial planners.

By senior market specialist, we mean agents actively selling long term care insurance also known as ltc, Medicare supplements, Medicare Advantage, supplemental health, or small life insurance policies.