A recent study of shows that most consumers in the mass affluent market are underinsured--35% relying on term insurance.  Trevor Thomas gives a complete rundown on this study's findings, as well as giving some good advice based on it.  

Thomas quotes from someone associated with the study, "The most relevant piece of advice to advisors on reaching the mass affluent market is to establish a marketing plan and to work your plan...It is still an industry that’s driven by seeing clients and asking for referrals...Do the best work you can for your clients and constantly be on point looking for more clients. To have access to the mass affluent, you must be out there to make contact on a consistent basis."

Click here to read the entire article, "Study Finds Mass Affluent Need More Life Insurance" at National Underwriter.