The main ingredient in successfully selling insurance is having confidence in yourself. To sell insurance, you must have the belief that you and your products are helping people. People like to buy things but hate to be sold something. You should present your products as future planning to improve and protect their quality of life for them and their family. If the customer sees your product as a benefit and it is reasonable priced in their eyes, they will buy.

Life has become increasingly easier for the insurance agent because top insurance companies are now offering a multitude of products. Insurance companies offer mutual funds, annuities and retirement products. As well as a broad range of insurances. If you are a broker or an independent agent, you will also have a broad spectrum of insurance companies to offer your clients. This will increase your ability to give the customer the most beneficial and individually tailored plan for their needs.

An important item for insurance agent is to keep in touch will your clients. Be sure to respond to all calls and inquiries, regardless of how trivial they may seem. Not returning phone calls and emails is the quickest way to lose customers. Send birthday and Christmas cards to all of your clients. This keeps your name in front of them. This is a major help when one of their friends or relatives ask them, “Do you know a GOOD insurance agent?” Referrals are a major portion of an established insurance agent's future business. For every one client you sell, your client should generate 2-3 more referral sales. Then for each of those 2-3 referral sales they will generate 2-3 more sales each. There are top producers that do only referral business. Getting a referral from a previous customer is the best sales lead generation method. 

Another important source of leads is lead companies. Many of these leads come from internet inquiries seeking insurance quotes. These leads are sold to insurance agents. Prices of the leads usually vary depending on quality. I would suggest strongly, if you’re paying for a lead then I would definitely work it to the max. You should track which lead companies are giving you the best and most reasonable priced leads. These leads are costing you money. Don’t waste it.

Another source of potential leads is social networking.  Volunteer to do charity work. Veterans and charity groups are always looking for help. This is a great opportunity to do something good and meet some new friends/ prospects.  Be sure to take a pocket full of business cards to hand out. Church groups are always looking for help.  How would you like to have your Pastor recommending you to his parishioners?  I have a friend who is an Investment Advisor.  He loves to play golf.  Every Saturday he shows up a golf course to play golf by himself.  Golf courses do not allow this, they want you to play is a foursome. So he is told to wait until someone shows up with a foursome that is short a person.  My friend is paired with this group to allow them to play.  Guess What?  My friend has just been introduced to 3 new friends/prospective clients.  Business cards are exchanged during the game. Monday, he write a friendly letter stating how much he enjoyed the golf game and includes a pen, calendar or other advertising give away with his name. Email and phone number on it. 

Most insurance companies will provide some sales leads to their sales agents. They are usually distributed in a fair and equal manner. If you try to make a living on just the company leads, you will make a fair and equal salary along with the rest of the salespersons. The Top Dogs in the sales game are also working referrals, paid leads and networking contacts. This is how you get bonuses and promotions.

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