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A guide to making insurance sales

The insurance profession has always been considered one of the toughest professions to master. The Independent insurance agent may take on a number of roles including door to door sales, cold calling, sending letters or emails to prospects. It isn’t uncommon to find business slow, as you may obtain several sales within one week and little to none the next. Read this article to learn more about making insurance sales.

What will be required as an insurance agent?

As an insurance agent, you may be required to sell policies for a number of insurance agencies, adjusting which one is presented to your customer by the nature of their needs. In addition to just insurance policies, many independent jobs in sales also offer annuities, mutual funds, 401Ks and other products. This allows you to keep talking to the customer to inquire what may be needed as opposed to leaving when you get the first no. If your target audience is for the elderly and soon to be retirees, you'll need to take on an additional role as an advisor. In a life insurance sales position, you'll want to ask your customer what their plans are for pensions, retirement and/or estate planning. Training and education All jobs hiring you to sell insurance, require a license issued by the state you wish to sell insurance in. Because state laws and regulations vary based on region, naturally license requirements vary as well. College degrees are preferred (specifically in economics or business), however many companies will hire you in telesales jobs and earn the ability to work your way up. To sell any additional products such as annuities, mutual funds or pensions, a Series 6 or Series 7 exam must be passed. This exam is issued by the NASD (National Association of Securities Dealers).

Be personable with your products and approach

It is often said that a customer buys you, before they buy anything from you. This is especially true with all careers insurance related, whether you're presenting an offer by phone or in person. Before you mention the product or service for sale, most people make up their mind whether or not they'll buy from you. Be sure to take a warm and friendly yet informative approach, since most insurance agent salesmen become the person who handles customers' accounts when they have questions. Seldom do customers want to call a company to deal with an automated system or a new rep who only uses what's pulled up on a computer to answer questions. Have a business card available for the prospect should any questions arrive, this include your full name, phone number and e-mail to make access easier.

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