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Selling insurance requires good customer service skills, high energy, and a knowledge of insurance products among other things. As an insurance agent, you may work independently and earn big commissions, but it isn’t an easy job. You can expect a lot of rejection, stress, and attrition. But if you have the core qualities listed below, you may thrive in your career.
Key Takeaways
- Becoming an insurance agent may come with a flexible schedule with potentially a high salary.
- Insurance sales are highly stressful with little pay guarantee and a high turnover rate.
- To be successful, new agents should understand the skills and attributes that are common among top producers, including good customer service skills and product knowledge.
1. Putting the Client’s Needs First
An agent who is only out to earn a commission, regardless of the needs of the client, is not likely to last long in the business. Agents and brokers who listen carefully to what their clients and prospects say will be able to earn their trust, which is the hardest part of their job.
When learning how to be a successful insurance agent, it’s critical to know that agents who are willing to put their clients into a product that pays a lower commission because it better fits their needs are much more likely to retain customers.
2. Good Customer Service
Customers who can easily contact their agents when they need them are much more likely to stay happy and reassured. A timely response to inquiries and phone calls is a must, which means you must be able to do what you say you will do, when you say you will do it, or at least have a good reason as to why you can’t. Put simply, be available (within reason) and accommodate your client requests as much as you can.
3. Emotional Intelligence
Emotional intelligence is the ability to listen and empathize with clients on a deeper level to discern what they want and need. A good agent is tactful and knows how to help a client see financial reality clearly, even when the client is dead set against it.
Being aware of your own emotions can also help you become more successful as a salesperson. It can help you manage your stress and establish strong relationships with your clients.
Important
One of the major complaints of those who buy life insurance policies is that there is no one around to answer their questions after they have purchased the policy.
4. High Energy Level
One of the most important traits of a good insurance agent is that they appear engaged at all times. A worn-down or dreary disposition will immediately rub off on clients and discourage them from buying anything. This shows that you’re willing to build a rapport and that you’re enthusiastic about their business.
Having a good disposition also demonstrates that you’re willing to go above and beyond for the customer. It also encourages you to follow-up even when you’re facing rejection.
5. Persistence
This is perhaps the most vital quality of any good insurance agent. Those who work in this field must be able to handle rejection over their careers every day and do it with a smile. Good insurance agents understand that each rejection only brings them closer to someone who will sign up for a policy.
6. Honesty
Insurance agents who use deception to close business seldom stay with the same company for very long—and can end up behind bars in some cases. A good agent knows that telling the truth upfront will win them clients’ respect and trust and is likely to lead to repeat business over time.
7. Product Knowledge
As the old saying goes, if all you have to work with is a hammer, then everything in the world looks like a nail. A good insurance agent will be able to offer a comprehensive selection of products and services that can meet any reasonable need a client might have.
How Much Do Insurance Agents Earn?
According to the Bureau of Labor Statistics (BLS), the median annual salary for insurance sales agents was $60,370 in 2024. That translates to $29.02 per hour. The agency reported that the lowest 10% earned $36,390 per year while the highest 10% earned more than $135,660 annually.
8. Technical Know-How
A good insurance agent knows much more than how to sell a policy. The agent must understand the tax and legal aspects of the products they sell and how they are designed to fit into a client’s overall financial situation.
Many agents earn financial planning designations such as the Certified Financial Planner®, Chartered Financial Counselor, or other credentials. Some agents practice financial planning, income tax preparation, or some other avenue of financial service as their primary profession, and then additional insurance business when it becomes necessary.
What Is the Job Outlook for Insurance Agents?
The job outlook for insurance agents is expected to grow by 6% during the 10-year period from 2023 to 2033, which is faster than average for all occupations, according to the Bureau of Labor Statistics. The agency projects the industry to grow by about 47,000 positions each year over the decade.
What Are Some of the Types of Insurance that Agents Can Sell?
Insurance agents have a wide range of products they can sell, including home, auto, life, and health insurance. They can also sell annuities, which are contracts sold by insurance companies used by individuals for retirement income.
The Bottom Line
These items above are just some of the qualities that life insurance agents must possess in order to be successful. The life insurance business can be very challenging and immensely rewarding for those who are willing to learn the necessary skills to build their business.
For more information on how to become a successful insurance agent, contact the recruiting offices of a few different agencies or a headhunter who works with insurance agents.
