Sales Tips for New Life & Health Insurance Agents

Becoming a PALIG life and health insurance agent is a terrific career choice. You’ve chosen an always-interesting profession where you’re in control of your own success—and have countless opportunities to help those around you.

What you have to offer is both invaluable and intangible: family protection, financial security, brighter futures. That’s why a key part of your job entails engaging and educating people on your offerings and the forces behind them: you, your agency, us.

But before you know it, you will develop your own unique sales style. Your agency will help, and so will we. In that spirit, consider our top sales tips for new agents.

Speak Less, Listen More

The first rule of successful insurance sales is offering clients what they want and need, but you can’t unless they tell you what they are.

So, skip the spiel and ask questions first. What are your goals? Fears? Tell me about your family and job…why do you need insurance as part of your financial plan?

Listen closely, and build your response accordingly. Learn more about leading these conversations.

Dress for Success

Dress professionally, and that’s how people will see you—which is especially important when you’re establishing yourself. While business dress has become more casual, keep that for your in-office days. Dress to impress!

Tip: Take your cue from other producers in your agency. Aim to dress like the sharpest-dressed among them.

Don’t Sell—Educate

Surprise: some of the our most successful agents do very little actual “selling.” Instead, they educate people on how specific insurance policies work and can enhance their client’s situation.

Keep in mind: many consumers lack a good understanding of life, health and personal accident insurance. Prospects want to learn, not hear a hard sell.

Watch Your Language

Avoid using industry jargon, because few consumers understand it. Similarly, avoid using slang and, of course, profanity; these can be off-putting.

Tip: When you use insurance terms to explain how coverage works, take a second to define them.

Learn Your Product Line

You’re raring to get out in the field—and that’s terrific. Just make sure you know what you’re offering first.

Take advantage of every training opportunity that comes your way, through your agency, PALIG, and professional associations. Attend webinars and classes. And read product-focused content, like this.

You have an obligation to provide accurate information—plus, as your knowledge deepens, you’ll become more confident and persuasive.

Take an Upbeat Approach

Chances are, you’re a naturally friendly, outgoing person, and that’s part of what drew you to this profession. Use it! After all, some consumers are bored by, or wary of, insurance, but a smiling, enthusiastic ambassador can break down barriers—so, lean into it.

Tip: Over time, you’re likely to become genuinely passionate about the products you sell. Sharing that passion with your potential clients can be very compelling; don’t hold back.

Get to Know Your Markets

Every prospect is an individual (or individual business). But each demographic has common features, and knowing what they are can help you connect with them more effectively.

For example, your agency likely has firsthand intelligence about your local market; leverage it. And take advantage of PALIG’s research on prospect groups, such as Millennials, Gen Z and small employers. Knowledge is power.

Take Stock of Yourself

It’s hard to know how we come off to other people.

While speaking with a client, ask yourself if you look and sound professional. Are you talking too much, too little, or too fast? Seek opportunities to improve your presentation but resist the impulse to be too critical of yourself.

Leverage Omnichannel Marketing

Right now, it’s in your interest to connect with people as many ways as you can. That means engaging via multiple communication vehicles—i.e., omnichannel marketing.

For example, if you’re comfortable on social media, put that skill to work, building a professional presence across various platforms. Post regularly, perhaps adding videos to enliven your posts.

And see what your agency has to offer in terms of email marketing templates, webinar slides, and phone scripts. Find more ideas here.

Learn from Your Colleagues

What you learn online is valuable. But one of the best resources available to you is the collective wisdom of the other agents around you—and of course, your agency’s owner(s).

Observe them closely. How do they manage their time? What are their various sales styles? Do they have favorite products/niche markets? You can learn quite a bit this way, as well as by asking questions.

Tip: Want to learn more about a fellow agent’s sales take? Invite them to lunch—your treat. It will show that you respect their time and value their insights; while helping you build connections.

Cultivate Relationships, Not Transactions

A happy client is a gift that keeps on giving. After the policy is delivered, nurture that valuable relationship.

Cultivating long-term relationships pays off in the form of additional policy purchases and glowing referrals—while allowing you to be there for your clients on a human-to-human basis.

So, conduct annual policy reviews. Stay in touch on social media or via email. And provide outstanding service every chance you get.

Should a client suffer a loss, be there for them—just like the life insurance they purchased. Every agent should know how to support a grieving client; get some insights here.

Say “We,” Not “I”

Sometimes, new agents face skepticism due to their lack of experience. A simple way to overcome this is to leverage the strength and standing of your agency, as well as PALIG.

For example, share the many years of experience your agency has in the community—and PALIG’s impressive 110+-year track record and stellar ratings. The great thing is, the facts are in your favor; find more talking points here.

Yes, there’s a bit of a learning curve. But your agency has your back, and so do we. You’re going to love this, and you’re going to succeed!

To learn about solutions available for your clients,