There are really only two questions that you should ask about health:
2) Are there any medical reasons to believe that you wouldn't qualify for any amount of life insurance, disability, or long-term care insurance?
Then let them talk and you can figure out what applies and what doesn't based on the companies you represent.
However, your bigger question indicates that you don't know how to either pivot to, or do a fact-find session with your prospects. If you knew how to do a fact-find, you could talk about LTC
needs, disability needs, and if special needs planning needs to come into play. That's all a part of fact-finding, not just "focusing in a niche".
I think the best training on how to do a fact-find and transition yourself from "insurance agent" to "financial consultant"... is with the Insurance Pro Shop.
I'd start with their members only site here for only $35/month: https://www.insuranceproshop.com/ins...marketing.html
There's a lot of "stuff" on there. Two major things I'd look at:
1) You can use their newsletters with your clients every month
2) Watch their online video training - that's where the GOLD is. In particular, the "advanced fact-finding training" and "trusted advisor success training".
If you want to buy a system (power point presentations, excel templates, and lots of reference material) you can, but I'd start with the members only site and go from there.
Here's an example of what they'll teach you. (Start at 4:30 and note that he doesn't go into the true fact-find introduction in this video.) This case was based on a person who originally wanted a health insurance policy and how Lew transitioned the conversation to planning and sold a permanent life insurance policy.
If you can learn to do this, all the avenues you talked about can open up to you.