Starting and growing an insurance agency requires more than just selling policies, it’s about building a team of high-performing agents who can drive your business forward. If you’re wondering how to sell insurance effectively and build a successful agency, EMG Insurance Brokerage provides the tools, resources, and support you need to help your agents succeed and grow your agency’s revenue.
This guide offers practical tips for agencies looking to recruit, onboard, and support new insurance agents, making it easier for them to start selling and making their mark in the industry.
What You’ll Learn:
- How your agency can help new agents choose the right insurance products and maximize their commissions.
- How to sell insurance effectively, whether face-to-face or remotely, and provide ongoing support for your team.
- Tools like EMG’s e-complete portal help agencies track agent performance and streamline sales processes for faster growth.
Ready to dive in? Let’s break it all down.
The Insurance Industry at a Glance: An Opportunity for Agencies to Grow
Before diving into agent recruitment, it’s important to understand the potential of the insurance market you’re entering. Selling insurance is not just about helping individuals, it’s about establishing long-term relationships with clients and building a strong agent team to serve their needs.
Here’s a quick look at the numbers:
- The median pay for insurance agents is around $60,000 per year, with many earning much more through commissions.
- The U.S. Bureau of Labor Statistics estimates about 47,000 new insurance sales agent openings each year, indicating a steady demand for skilled agents.
- Nearly 63% of independent insurance agents work remotely, creating opportunities for your agency to build a team of agents from various locations.
Pick the Right Product: What Your Agents Can Sell
As you recruit new agents, helping them choose the right insurance product to specialize in will set them up for success. Different types of insurance offer varying commissions and client demographics. Knowing what products your agents will sell, and training them accordingly, will be key to driving sales and boosting revenue.
Here’s a quick breakdown of the most common insurance products for agents and what your agency should know:
| Type | License Needed | Typical Clients | Commission Range |
|---|---|---|---|
| Life Insurance | State life license | Young families, retirees | 40%–90% first-year value |
| Health Insurance | Health license + ACA training | Individuals, small businesses | $50–$100 per sale |
| Annuities | Life license + possible FINRA | Pre-retirement professionals | 3%–6% upfront |
| Disability/LTC Plans | Life or health insurance license | Self-employed, high earners | Varies by product |
As an agency, you can help agents specialize in high-demand areas, such as disability coverage or Medicare, which often have higher growth potential and less competition.
How to Sell Insurance: Choosing How Your Agents Will Work
Your agency can support your agents by offering flexible sales models that match their skill sets and lifestyles. Whether they prefer working face-to-face, over the phone, or remotely, there are many ways for agents to connect with clients.
Here’s how your agency can help new agents tailor their sales approach:
- In-Person Meetings: Help agents build local relationships through face-to-face meetings, especially in communities where trust and rapport matter.
- Phone or Video Sales: Train agents to work remotely, helping them sell policies effectively from home while still maintaining strong client connections.
- Online Sales: With tools like EMG’s e-complete portal, agents can sell policies online and generate leads at any time of day.
With EMG Insurance Brokerage’s platform, your agents can access sales tools, quoting systems, and lead management software to make remote sales and handle client interactions efficiently.
Key Skills to Help Your Agents Succeed in Insurance Sales
As an agency owner, you need to provide training and guidance to your agents to ensure they build strong client relationships and sell successfully. Help them focus on these key skills to succeed:
- Listening with Purpose: Teach agents to understand clients’ needs and ask open-ended questions to guide them toward the right solutions.
- Explaining Clearly: Simplify complex insurance options into clear, understandable solutions that resonate with clients.
- Staying Consistent: Encourage agents to follow up and stay persistent in nurturing leads, as building a client base takes time.
- Using Smart Tools: Equip agents with the right tools, such as CRM software and digital quoting platforms, to save time and streamline their sales processes.
How to Sell Insurance: Simple Ways to Find Clients
To help your agents succeed, you’ll need to teach them how to find clients. Here are four effective strategies to help agents start building their client base:
- Ask for Referrals: Encourage your agents to ask for referrals from satisfied clients.
- Attend Networking Events: Send your agents to industry events, local business meetings, and community gatherings to meet potential clients.
- Use Social Media: Show agents how to build a professional online presence by sharing helpful content on social media.
- Leverage Digital Tools: Use EMG’s e-complete system to automate lead generation, follow-up emails, and client tracking.
How to Present and Close Insurance Sales Without the Pressure
When your agents have a solid prospect, it’s important to teach them how to present and close the deal. Help them focus on providing value, asking thoughtful questions, and simplifying the process for the client.
- Ask Clear Questions: Have agents understand the client’s situation before jumping into product features.
- Present the Right Plan: Focus on the client’s needs, not just the price. Show how the plan solves real problems.
- Handle Hesitations: Teach agents to answer concerns patiently without being pushy.
- Make It Easy to Close: Use EMG’s submission platform to streamline the process and get paperwork done quickly.
How to Sell Insurance: FAQs for Agencies
How can EMG help my agency recruit new agents?
EMG Insurance Brokerage helps your agency recruit top-performing agents by offering access to a wide range of insurance products and market insights. Our e-complete portal streamlines the recruitment and onboarding process, helping you attract qualified agents and get them up and running quickly.
Can I offer insurance products across multiple states through EMG?
Yes, EMG Insurance Brokerage supports multi-state licensing, so your agency can expand its reach. We assist agents in obtaining both resident and non-resident licenses and provide ongoing support to help them stay compliant with state-specific requirements.
What kind of training does EMG provide for new agents?
EMG offers comprehensive training to ensure that agents understand how to sell insurance effectively. This includes product knowledge, compliance training, and how to use tools like our e-complete portal to streamline the sales process.
How can EMG help my agents close more sales?
EMG Insurance Brokerage provides your agents with tools like our e-complete portal, which simplifies quoting, submission, and policy management. We also offer ongoing support, ensuring your agents have the resources they need to close deals efficiently and grow their client base.
Can my agency work with multiple carriers through EMG?
Yes, EMG Insurance Brokerage partners with a wide network of carriers, giving your agents the ability to offer a variety of insurance products to meet clients’ needs. This flexibility allows your agency to serve diverse markets and provide comprehensive coverage options.
Conclusion: Partner with EMG Insurance Brokerage to Build a Thriving Sales Team
Selling insurance requires the right skills, tools, and support. By partnering with EMG Insurance Brokerage, your agency can recruit, license, and train top-performing agents who will drive sales and help your business grow. Our e-complete platform, combined with ongoing training, makes it easier for your agents to succeed.
Ready to get started? Contact us today and get a head start in selling tailored insurance solutions to clients.
