21 Insurance Sales Tips For Young or Inexperienced Insurance Agents

Written by John F. Carroll on . Posted in Customer Service, Sales

young-successful-insurance-salespersonSelling insurance is different from selling everything else.

Insurance is one of the most expensive things people buy and they can’t see it, touch it, or hold it.

You’re selling ideas. You’re selling trust. You’re selling promises.

You’re selling yourself.

This is such a huge challenge that most insurance salespeople quit in the first 2 years and many agents are afraid to hire inexperienced salespeople.

I hate to see young producers fail and even more, I hate seeing agents miss out on the largest pool of cheap, passionate, and open-minded talent.

That’s why I created this resource. To help young insurance salespeople be successful and encourage hiring agents to consider young and inexperienced applicants.

If you know a young insurance salesperson please pass this article along to them. And if you are one:

Follow these 21 tips to be an inexperienced but insanely successful insurance salesperson:

1) Dress More Professionally

Obviously, if you dress more professionally clients are more likely to take you seriously. I don’t need to convince you of that.

But when you’re the sharpest dressed person in the office your coworkers and your boss will take you more seriously and most importantly, you’ll take yourself more seriously!

Sometimes confidence comes from the outside in. If you look the part everyone, including yourself, will start to believe it.

2) Avoid Using “Young” Slang

Have you ever told a client or prospect that you were “all about” customer service?

Do you express agreement by saying things like, “Gotcha”, “Right on” or “For Sure”?

Don’t get me wrong, I believe in being yourself and not apologizing for it, but when you’re trying to sell, the more you speak like your prospect the better success you’ll have.

If your prospect doesn’t use those terms it’s harder to earn their trust when you do.

3) Find Common Ground

Regardless your prospect’s age or background there’s always something you have in common.

Find it.

Did you grow up in the same neighborhood? Like the same baseball team?  Shop at the same grocery store? Do you both love your family?

Ask questions and figure it out so you can focus on the commonalities and skip over the rest.

4) Ask Prospects About Their Kids

If you’re trying to sell to someone much older than you, try to find out if they have a child or grandchild your age and ask a lot of questions about him or her.

You’ll prime their brain to think about their loved one. This makes your prospect more likely to buy from you since they would want someone else to do the same for their child.

Plus, while you may be young and inexperienced, if you’re more polished than their child you’ll come off as a real professional by comparison.

5) Reference Combined Experience

Remind prospects that they’re not buying only from you.

“I passed my licensing exam 3 months ago and I’m so lucky because our office has over 45 years of insurance experience! In fact, every single policy I write is double-checked by the owner of the agency.”

If experience may be an issue for your prospect, make sure they know you’re up to your ears in it.

6) Learn From Experienced Coworkers

Technology has created a very unusual situation in the business world.

It makes younger people think they’re smarter than they are.

As a tech guy myself, I know it’s hard to take advice from someone you just watched peck away at a keyboard to write a one sentence email.

But I also know more multi-millionaire insurance agents than almost anybody and I have found almost no correlation between their tech abilities and their success.

That’ll change for your generation, but learn everything you can from those who’ve been around.

7) Be Enthusiastic

enthusiastic-young-salesmanHave you ever seen an infomercial without enthusiastic people?

Everybody likes enthusiasm and as a young salesman, you can display unbridled enthusiasm without looking like an idiot.

People will just think you’re young and have a lot of energy.

They’ll like it. And they’ll buy into it.

8) Follow the Markets

If want to relate to a more mature and professional audience, follow the stock market.

You don’t have to be an expert, just know enough to ask questions that don’t make you sound stupid.

After you’ve qualified someone by asking if they follow the market, ask something like, “What sectors do you think are going to do the best in the next quarter?”

And don’t turn into one of those Cramer wannabees who think they always know the sleeper stock. It’ll make you look inexperienced to someone who has followed the market for years.

9) Listen to Your Phone Voice

Record your voice on the phone while talking to some clients.

Do you sound smart?

Do you sound confident?

Do you sound like a little kid who picked up the phone in Daddy’s office?

10) Sell to Other Young People

There’s one group you have a huge advantage with in selling… other young people!

And guess what…

There’s millions of them!

Millions buying homes, millions getting married, starting businesses, having kids, buying expensive stuff!

Go get them!

11) Don’t Ignore Sales Fundamentals

I’m sorry to burst your bubble, but Facebook, Twitter, Text Messages and QR Codes don’t sell insurance.

People do.

Of course there are tools that can make things easier and more effective for agents, but social media will never replace the basics.

Read “How To Win Friends and Influence People” by Dale Carnegie. It was written in 1936 and teaches you how Teddy Roosevelt, Henry Ford, Benjamin Franklin and a lot of other old people become successful long before Mark Zuckerburg.

Everything in that book is just as relevant today as it was 75 years ago.

12) Speak Less, Listen More

sales-listening-skillsAs a young or inexperienced salesperson, there’s always an impulse to demonstrate your knowledge.

You want prospects to see you know your stuff because you’re a bit worried about it yourself.

The more you talk or explain things they didn’t ask about, the more obvious it is how much you don’t know.

And the more likely you’ll elicit a question you can’t answer!

13) Bring Up Age First

The best way to avoid an objection is to bring it up and overcome it before the prospect has a chance to.

Make a joke about your inexperience and be open about it.

Once you’ve brought it up, you have the excuse to explain why your prospect shouldn’t be concerned.

(you’re well-trained, you’re licensed, you ask questions when you don’t know answers, etc)

Here’s the greatest example ever.

14) Be Better Prepared

If your inexperience makes you feel inadequate as a salesperson then find a way to get around it.

Work harder, work longer, learn more about your products. Have an answer for every possible question.

Read books about sales, listen to sales audio tapes, go to seminars about sales.

Get in front of a mirror, a colleague, or a friend and practice your sales scripts, practice your rebuttals, your closes.

Nothing comes to you. Prepare yourself and go get it.

15) Expect to Live In the Trenches

Selling insurance is hard, hard work.

Insurance agents you see with big houses and nice cars playing golf around the world didn’t get there overnight.

They sold and sold and sold.

And sold more.

It’s the only way to become super successful in this business and if you want to be successful you’re going to have to do it too.

16) Become a Marketing Expert

sales-motivationYou can’t rely on the agency or carrier you work for to come up with all the marketing ideas and generate leads.

Here’s a few marketing resources to get you started:

You’re not just a salesperson, you are a marketer.

17) Don’t Spew Features

When you’re new to selling it’s common to focus on product features rather than benefits.

At some point you learned all 10 features of a product and you’re anxious to prove your knowledge by telling customers about all 10 of them.

Unfortunately they don’t care about all of them.

There’s maybe one or two features that interest them and  you’re better off asking questions to identify the client’s needs so you can explain how your products will satisfy those needs than trying to explain everything.

Don’t spew features on your clients; identify their needs and satisfy them.

18) Don’t Use Jargon

Nothing says “bad salesperson” more than using jargon to someone that doesn’t understand it.

There is no better way to show prospects you don’t give a %&#! about them than by using terminology no one outside your industry should know!

When you’re new, you have a unique advantage of being able to relate to clients as an outsider. People will actually relate better to you if they feel like you’re still on their side. You haven’t crossed over to the “insurance salesman” side.

Don’t use jargon, it only makes you look like you’re hiding something.

19) Recognize and Act on Buying Signals

I’ve witnessed a lot of new salespeople shoot themselves in the foot because they didn’t know when to shut up.

When someone is ready to buy, let them do it.

If it’s that important to explain everything then go ahead and do it… after you get their signature and a check!

20) Don’t Sell on Price

I get it… people are shopping on price, they’re comparing on price, and they’re buying on price.

You buy everything on price too, right?

Wrong.

Here’s the bottom line:

If you honestly believe people only buy on price then quit today. You’re in the wrong business and the industry doesn’t need you.

We’re not going to survive with a bunch of price-checkers. The entire industry will suffer if you don’t get out now.

Need some ideas for selling value?  Read this.

21) Embrace Your Youth

Be crazy. Be reckless. Be passionate. Be young!

No one ever had a mid-life crisis and became an insurance salesman. Don’t be afraid to breathe some life into this business!

Smile. Laugh. Be fun.

Who would you rather spend an hour talking about insurance with?

selling-insurance-funny-or-serious

Don’t Just Read This Article:

  1. Make a list of strategies that are going to help you.
  2. Develop an ACTIONABLE plan to follow through.
  3. Share this resource with every insurance school classmate or young co-worker so they’ll owe you a favor.
  4. And click “Like” to show me you want more material for new salespeople.

Good Luck!

 

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John F. Carroll

John F. Carroll is the founder and CEO of InsuranceSplash. For years, John has consulted insurance agencies with internet marketing and sales strategy and he is dedicated to making insurance marketing easy and effective for all insurance agents. If you're an agent, connect with John on LinkedIn, he wants to connect with you!

Comments (136)

  • Jason Terry

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    John, great article! Very helpful to someone starting out in the insurance industry!

    Reply

    • John F. Carroll

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      Thanks Jason. If it’s your first time on the site, have a look around. I’m sure you’ll find more helpful stuff. Thanks! -John

      Reply

  • Michelle

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    Nice use of Tom Haverford, I like it! The tips were also wonderful!

    Reply

  • sher

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    thanks a lot

    Reply

    • chandika

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      yes this articleis very helpful for me thanks for the poster..

      Reply

  • Iceviking

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    Genious website. I hope you’re getting compensated somehow. Keep up the fantastic work!

    Reply

  • M.Lall

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    This helps John! Starting out in the industry and getting a ton of ideas just from your articles!

    Do you do any videos? I’ve been trying to search for a good video demonstrating the sales process of selling P&C policies.

    Thanks so much – Already put this site on my list of daily visits!

    Reply

    • John F. Carroll

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      You’re very welcome. I haven’t done any videos like that but that’s a good idea. Thank you!
      -John

      Reply

      • henry

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        I know this post is a year old, but thanks. I have an interview tmmrw and this gave me some insight,

        Reply

  • Ed Mauricio

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    This article is amazing. I’m 21, started in the insurance industry at 18 but came back now after college. I’ll need all the advice I can possibly have! Thanks John.

    Reply

    • John F. Carroll

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      Welcome back to insurance Ed!

      At your age and with your experience you’ve got an opportunity a lot of folks in the industry would kill for.

      Keep learning and pushing forward and you’ll have your own successful agency when all your buddies are still trying to figure out how to get a job!

      Good luck,
      John

      Reply

  • Jennifer

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    I’m new to the industry. The article is helpful. Thank You for posting it.

    Reply

    • John F. Carroll

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      Welcome to teh business! Glad you liked the article. There’s a lot more here on the site that can probably provide value too if you browse around! Good Luck! – John

      Reply

  • M.Daniyal Safdar

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    Great knowledge about insurance.

    Reply

  • NITYANAND KOLI

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    Respected sir,
    No Words to say excepts Thank you very mutch.
    It’s help full in my career.
    Nityanand koli-LIC OF INDIA
    MDRT.

    Reply

    • John F. Carroll

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      Very glad to see this is helping people on the other side of the world. You’re very welcome!

      Reply

  • Victoria

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    I sell life insurance and this article is amazing. Was actually looking for some online courage to start making my calls and book appointments. So thanks :)

    Reply

  • Addison

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    The Ronald Reagan reference is great. Great quote at the end of the video! Thank you John!

    Reply

    • John F. Carroll

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      You’re very welcome Addison. It’s definitely a funny video, with a couple great points. Even your weaknesses can be turned into strengths and overcome the objections before they come.

      Reply

  • Jonas Caughey

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    Hi John, Yes this article is wonderful for me as well… I am new in the insurance industry and i have my own agency.

    I just want to ask you that how can i start talk about insurance with known and unknown people’s…?

    Thanks!!!

    Reply

    • John F. Carroll

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      Good question Jonas! It’s hard to answer right here but if you shoot me an email through the contact page on this site with a bit more background and information I’ll try to share a few ideas. Thanks!

      Reply

  • Alex

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    Hi John!

    I have read your article regarding on how to be effective in selling insurance and all I can say is it’s perfectly awesome. I am not a licensed insurance agent but I worked as one of the Appointment Setter in an insurance agency. My job is to generate prospect clients for my insurance agent by simply cold calling them to offer a comparison quotation for auto insurance and transfer the prospect to my insurance agent so they can be able to speak with the client. And that is my common problem. I am having a hard time to get the prospect stay on the line while I do the warm transfer.

    I am hoping you could help me out or give me some techniques on how can I possibly make the prospect get interested to get a quote though they have insurance company already. My goal is to do a warm transfer so we can quote them right away.

    Thank you and more powers!

    Kind Regards,
    Alex

    Reply

    • John F. Carroll

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      Hi Alex. For most people with this question I’d say to focus less on getting immediate quotes and more on getting an x date and developing a relationship but it looks like you’re a telemarketer that needs to transfer the call to make the sale so that’s a bit different. Off the top of my head, the best idea I can think of is to confirm their phone number before you attempt the transfer and explain that if you get disconnected you’ll keep calling them back. That way they know if they hang up they’re opening the door to a bunch more calls from you… I have no idea if that’d work but it’s worth a try. Good Luck!

      Reply

  • jennifer holt

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    Thankyou, this article is very informative.

    Reply

  • Peter Johnsville

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    Great article, thank you for sharing.

    It’s a shame people are buying insurance based on price and not protection
    Unfortunately I have fallen down the same path and I am starting to believe price is what sells insurance, WRONG time to change.

    Thank you have waken me up
    Peter

    Reply

  • Gigi

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    Would love to read more articles And any more advice you can give a new agent! Like How to anticipate less and to overcome anxiety/fear when marketing as a new female agent.
    Thanks!

    Reply

    • John F. Carroll

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      Thanks for the great content ideas. I think time and experience will help, but I’ll think about it some more and try to put something together in the future. thanks!

      Reply

  • Trevor Buffi

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    Hey John,

    I truely appreciate you taking the time to share your knowledge with all of us. I’m 22 years old, an Army vet, and I just started selling insurance for Aflac. This is super beneficial to read and I’ll make sure to apply these tecniques to my new job!

    Trevor Buffi

    Reply

    • John F. Carroll

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      Glad to hear Trevor. I appreciate the comment but nowhere near as much as I appreciate your selfless service to our country! Good luck in the new position and thank you.

      Reply

  • Joshua Douglass

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    This is very informative. I am currently unemployed and setting up an interview with a Ins.Company I get my ins.from. At 34 and no insurance experience I’m well behind the ball. On the other hand I am a hard worker and driven to accomplish what I set my mind to. These are going to be some great tools to use. Thank you.

    Reply

    • John F. Carroll

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      Good Luck Joshua! Remember that at the end of the day, the only thing anyone hiring an insurance agent cares about is whether you’ll make sales. Convince them you will and the job is yours. Good luck!

      Reply

  • venkat

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    Thanks for great article john. It’s very very useful to me. Thankyou so much.
    Venkat
    Exide Life Insurance India

    Reply

    • John F. Carroll

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      You’re very welcome Venkat! Glad this could be useful for you!

      Reply

  • Cynthia

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    Thanks for this material, I am new to insurance and also to marketing and I’m from Nigeria but I strongly believe I can become successful at it. Thanks for this tips, I’ll put them to good use

    Reply

  • Sheriff Ademola

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    Thank you for all your advise, am just four month in the insurance industry here in Lagos Nigeria and am facing a lot of chalenge on the feed but with what i just read i believe is going to help me a lot. Thanks…

    Reply

  • karisa

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    I failed at my job interview today to be a car insurance salesman. I was just lost for words when they started to hit me with the big questions but reading this. I feel confident to March into that building tomatoes and show them that I am ready to learn and work hard for the company! I am only 18 and they think that I’m just a kid off of the street trying to play to play businesswoman. This really helped me alot!

    Reply

  • Trident Williams

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    I am in my first week providing accident and sickness insurance and I’ve found that the cold calling was difficult. I have recently moved to a new area and dont know anyone, I found the marketing tips very helpful. Thanks John
    look foward to seeing a video someday.

    Reply

  • Sandra Norbert

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    Hi John, i love your tips. It thus did help to motivate me more on my insurance career which i have been on since October 2013. I started as an inexperienced but because i had to be enthusiastic about the job and put up my best, am actually the best top sales insurance consultant and the company (MANSARD INSURANCE PLC) never cease to appreciate me.
    I have tried cold calls, sending series of text messages, whatsapp messages, BlackBerry messages, Facebook messages to all my contacts….hmmm! It all yeilded to nothing. What i realized that has been working for me in this job is face to face interaction with clients. And from the sales i closed, i get refferals also. Indeed John, if one truly love what he or she does for a living, no matter how peanut the income may be, u sure will succeed.
    PortHarcourt, Nigeria.

    Reply

    • John F. Carroll

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      Thanks Ms. Norbert. Glad to see this content helping people all over the world… Keep up the great work! -John

      Reply

  • veronica

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    Thank you,this tips helped me build my self confidence,I was about to quit but I regained my conscious.Thanks a lot.

    Reply

  • Luisa Velasquez

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    Hi John.
    Thank you for this article. It has been a challenge for me to work at this industry since english is not my first language. I was looking online for insurance sales tips and this is very helpful. I already bought the book :) I can’t wait to start reading it
    Where can I get more information, ideas, videos, blogs…??
    Thank you!!

    Reply

  • jennifer

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    The article is very helpful especially that am having an interview tomorrow.

    Regards.

    Reply

  • Matthew Gehrman

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    Excellent article, reminds me of when I first started in the industry. One of my regional managers always said “When you start you’re over-worked under-paid, once you retire you’re under-worked and severely over-paid.”

    Since I started in insurance I haven’t worked a day in my life, I love what I do and you will to.

    Reply

  • jennifer

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    wow…john dz is really an insightful piece just started on my training today as a sale person n this piece really boast my ego cos I was wandering if I could handle it n how to go about it…tanx a million.
    Jennifer from Lagos Nigeria

    Reply

  • venkat prabhu

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    Great . nice tips and accessible easily. Thank you john. I recommend my agents to read it.prabhu. Reliance life insurance. Trichy. Tamilnadu.India

    Reply

  • costly henry

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    thanks John sir, im’new to the industry though still finding it hard to know how to ask my first questions on insurance in Nigeria. Its not easy but i know i can make it. I believe with you as my coach i can make it.

    Reply

  • Helen

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    Hello,

    Thank you for the fabulous read I recently started a position as an insurance rep for home and auto I’m nervous yet excited about this new career path I just turned 40 and wanted a challenge I appreciate your time that you’ve given to empower educate and empathize with everyone as it’s very inspiring and motivational everyone needs encouragement and your positivity is infectious!

    Thank you so kindly!

    Helen

    Reply

  • Levi

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    I’m just about to take my leap of faith into the life insurance business, this artical is by far the best thing I’ve read into. I can’t thank you enough.

    Reply

  • Ananya Sarkar

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    Thanks for giving such a helpful article…I think I can really do it now. Just a little problem that my seniors tell me to have fun with clients. I am not able to understand that as I haven’t done this before. I want to rise in this industry. Please help me with that

    Reply

  • Rakesh

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    Dear Mr John,

    Its just happend for me through ur edition. I am thankful to god who disguise in u helping people like me who r desperant but not a self starter. Ur publication is like boon to me.

    I always feel selling life insurance veru cumbersome and difficult.

    But now i am confident and passinate.

    Reply

    • John F. Carroll

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      The power was inside of you the entire time Rakesh! Good luck!

      Reply

  • X10

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    Great article just want I need to get into the insurance biz,thankz alot.

    Reply

  • nnenna

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    Hello John, I came across ur write up by chance , I just got a job with an insurance company and I have been dreading being posted to the sales dept, but reading your post has made me see sales in a different light.

    I an still in training school for work at the moment but could you just assure me that a novice like me can sell if am posted to sales?

    And I always wonder how possible it is to just walk up to someone or go to offices yo sell insurance.

    The Nigerian market is quite resistant to insurance.

    Please assist.

    Thank you

    Reply

    • John F. Carroll

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      The best advice I can give is to figure out who in your organization is really good at selling. Pay attention to everything they do and copy it.

      Reply

  • Phong lam

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    Thank you for this article. I am a graduate student from U of WA in bio n psychology and struggling to get a foot hold with a job but now I’m getting to a second round interview with New York Life. This article has given me much hope despite many negativity surrounding the industry from alot of reviews. I am more confident going into my second two hours interview and I have a greater belief in the future this industry would bring to me and my fiancée. Thank you thank you so much again for this. I was scared at such low retention rate but I believe I’m a bright and smart young adult to be successful in the long run. Once again thank you for your help.

    Reply

  • Rakesh kumar

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    Thanks for giving such a helpful article … I
    think I can really do it now .

    Reply

  • KatieKate

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    This article truly highlights some seemingly obvious sales/marketing tactics and behavior. After reading the article I realized I fall into a few of the categories. Great article to better oneself as a licensed, yet inexperienced, insurance agent…in Georgia! “You’re in Good Hands” ;)

    Reply

  • seon

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    Excellent article. Excellent

    Reply

  • Josh

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    Awesome articles. I learned a lot. Hoping for more

    Reply

  • Stella

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    John, you are definitely a bomb!! I was just offered a job in an insurance company here in Nigeria and your tips are quite excellent. Am definitely going to apply them daily. Thanks and God bless you!!

    Reply

  • prachi sangai

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    I have joint an insurancr company and .this article has helped me a lot…now I clearly know how to handle my clients… Thank so So soo much!!…I just wanted to know…that which book should I read to grow my knowledge in this insurance field…???… Waiting for reply!! :) :)

    Reply

  • anoop raj

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    Hello..This article is very very helpful thanks for sharing this. ..i am from india and i recently join insurance industry..can u tell us how to devlop a healthy prospects list and some encouraging tips

    Reply

  • SAM

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    just on time , tips keep up the goody goody john. FROM
    ABK NIGERIA

    Reply

  • Tejal Patil

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    Hell sir, Article is very good knowledge providing.This will really help me.Thank you.

    Reply

  • Sanj

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    Hello some one forward this link and read this it’s very informative and appreciate the efforts
    I work with one of the largest broker dealer in North America and have business in USA WA and Canada and expanding very rapidly
    If someone is interested to start in industry part time to see if this is something they want to work as career there is flexibility to come ful time with us I though to share this
    We have excellent system to start brand new into an business owner in this industry as independent broker

    Reply

  • Barbara

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    Wow!! Very helpful!! I have been licensed tor about 4 yrs now. I recently started working for a very well known company. I am having somewhat of a difficult time adjusting to the aggressiveness that they use. Every company is different with how they sell and close. Hoping I can catch on and not get replaced. :( This is great to help us push through! Thanks so much!!

    Reply

  • Bernice

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    Hi John, thank you for sharing this article with us. im actually new in the insurance business and i’ve been turned down quite a lot in my first month.i blamed my inexperience, young age and ssocial status since im poor for it but i just realize now im jwa just making excuses, so thank you. i hope to read more of your articles in insurance sellling.

    Reply

    • John F. Carroll

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      Hi Bernice, Thanks for the feedback and I wish you the best of luck in the business! Good luck!

      Reply

  • Steven Ward

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    This is a great read! I have decided to change proffesions and this gave me more confidence of my choice.

    Reply

  • Linda Ekeh

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    Thanks for this wonderful piece. its an interesting one and I hope I will b able to practice all .thanks once more

    Reply

  • Sagar Nathwani

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    How to convince people to become a insurance agent ???

    Reply

  • Uba

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    i just got into policy sales, i am a lawyer. ive always been afraid of how to prospect a client and market. but this article gave me a buzz. thanks alot

    Reply

  • Adam Lozier

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    This was a great read, thank you. So I received a call from Aflac about an interview. I like sales, am not too shabby at it, but I don’t have professional experience. I really hope it can be a profitable career respectful of my college classes at night.

    Reply

  • Jonathan Deese

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    I would buy your insurance right now… Name the price!!! :P Great read. I’ve had the young agent concerns for weeks now. This was a huge confidence boost. Thanks!

    Reply

  • Aneisha Lashley

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    Very detailed information exactly what i was looking for. This article will be useful as I’ve just started training with Pan American insurance company in Trinidad, where I’m from.

    Reply

  • Richard

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    Great article… in car going to have my first training with this insurance company in Ghana… and i want to say the article has taught me alot… thanks

    Reply

  • Veronica Nakoka

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    I have just started today and I was regretting sighing the contract but now I feel better after reading this article THANK YOU

    Reply

  • Philile

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    Hi John

    Thank you so much, I’m 25 years and I started selling insurance this year on March therefore its been so hard for me that I was thinking of quiting, I’ve read through your tips and I would like to thank you so much… I’m going to definitely use these wonderful tips and succeed in business.

    Reply

  • Sanjeev kumar

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    Thanks a lot to sharing your experience..Now I’m very confident to sell insurance policy to anyone…

    Reply

  • Iresha

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    WOW!!! This article is awesome. It was a great help when i was doing my sales planning and operations module in campus.

    Reply

  • Kanayo Ugbor

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    I do not have experience in marketing insurance product.Your tips are quite helpful and I am looking forward to more tips especially for middle aged people who are venturing into the insurance business in third world countries like Nigeria.

    Reply

  • Madeline Brown

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    Thanks for the tips,
    They were very informative.

    Reply

  • Dennis Archilla

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    I disagree with your observation here: “No one ever had a mid-life crisis and became an insurance salesman”. I am 42 and have been looking for a career change after 17 years in a manufacturing management position. I have been recruited, and have completed two of three interviews with a prominent Insurance company as an advisor. I am extremely excited for the opportunity, and believe deeply that I can bring just as much excitement and verve to this position if I land it. I do not have any experience in this field but my prospective employer seems to see something they like in what I do have to bring to the table. I just wanted to rebut your idea of the mid-life crisis thought processes. However, I have found your website extremely helpful and informative. Keep up the great work.

    Reply

  • Mark Santas

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    I find not only the article fascinating but the comments as well. I would add #22, continues improvement. I think this goes beyond #14. I find a lot of young people are not students of the business. This business is always changing. You can only spend about 5% of your presentation as a consultant and 95% would apply to the #21 sales tips described. Which is the main reason this article is so valuable. If you are not successful in that short time you have to assure your prospect you are trustworthy it can hurt chances down the road to get a second interview or future opportunity.

    Reply

  • Nambago emmanuel

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    dea sir
    thanks for the advice.
    i have a seriouse problem on my side that i have failled to meet my expectation in the way that the people i meet dont buy so pleas,
    1.how do i get the potatial prospects
    2.how can i know the potatial person to buy?
    which questions can i ask the client?
    3.insurance is expessive that it needs airtime to call the prospects and move to their places in case of dis ussion how do i handle that
    4.how do i start a coversation to atrract the persons attetion.
    thanks
    hope you will help me.

    Reply

  • Victoria Chiazor

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    Thank you for these rich and helpful tips. I have been in life insurance sales for a few years now and am really enjoying it. I had long used these and many other tips in my earlier years in the field and they helped me to become an outstanding producer. It is good to seek knowledge and most of all, apply what your mentors tell you to do. They had been there before you.

    Reply

  • Russell Valentine

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    Awesome find, gold nuggets of advice about the job! I’m 1 1/2 yrs into this industry and I can relate to your 21 points. After finishing my military career this is definitely a new environment, but I’m up for the challenge. I’m very interested in reading more information that you have provided. Must success to you in what you do John.

    Reply

  • Barry Taul

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    Jon,
    As always, a tremendous source of information. No matter what stage of one’s career. Thanks so much for sharing your knowledge and encouragement.

    Reply

  • Solly Silinda

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    Hi John, thank you very much for the tips they really helped me a lot. i was shy, actually i was inexperienced but throughout your tips, i receive more than 10 signatures a day. thanks a lot John. am in Durban – South Africa.

    Reply

  • praveena

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    Thanks a lot to sharing your experience..Now I’m very confident to sell insurance policy to anyone……looking forward to more tips

    Reply

  • Sten Charles

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    New agent thanks alot the tips were very useful

    Reply

  • Mohamad Hasrin Jais

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    Hi. I’m Hasrin frm Malaysia and I just joint in as an agent. Your writing is really entertaining and helpful. An intereresting contents and tips. Really help a lot to start.

    Reply

  • abayomi Adenola

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    Thanks,I shall introduce this to our new marketing agents

    Reply

  • Sewela

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    Thanks so much for the article,it is my third year in insurance and the article made me feel like a starter.

    Reply

  • Immaculate

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    Thanks so much for the quote, have sold insurance for 1 year now but it’s flexible and interesting. I just love my job.

    Keep it up.

    Reply

  • Shel

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    “No one has a mid life crisis and decides to sell insurance” haha! I’m 38 and just getting into it. I’ve been in restaurant management and the restaurant just closed! I was looking for a new career and insurance found me :) Very helpful article, thank you!!!

    Reply

  • zack

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    Thanks for the tips john…!!!!

    Reply

  • Kayla

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    I’m the youngest agent in my office, (20) and still pretty new. Everyone calls me, “the baby” haha but I love this article and find it very helpful. Thank you!

    Reply

  • Jyotsna

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    Sir i my self jyotsna. I have read your article it is very nice but i have some questions. I hve joined life insueance business 8n march 2016. I have done only 1 policy till now. I have done coldcalling but they do not give me positive response. I am worried what should i do plz advise me

    Reply

  • Chris

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    Nice article, really need this. Im an IT guy and selling insurance is my sideline and Im new in a world insurance business.

    Thank you very John! You really have a heart on helping others like me.

    Reply

  • Paulina

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    Thanks!! Just started in the insurance industry and this article has help me a lot.

    Reply

  • GEOFFREY KIBET

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    Hello John,
    I have read through your article and found out that it is very helpful.My problem is closing the deal after a presentation.I don’t know what to do after the client has has said that he/she is interested with one of my products

    Reply

  • Mike

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    Thanks for the insight..although not a young man but new to sales. I’ve used this insight along with my 20 plus years in the army to help start my career…great information

    Reply

  • chidiebere

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    Thanks John for the tips,I will really put them into practice and hope it works for me too.

    Reply

  • sarathi chatterjee

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    It’s really fantabulous tips . I really appreciate and recognize. My humble request to all sales professionals please following these tips.
    Wishing all the Best.
    Regards Sarathi

    Reply

  • Raghavendra B

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    I am new to insurance industry. It was much helpful basic tips for me. Give some more ideas to develop my selling skills.
    Thank you..

    Reply

  • Kenny

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    Beautiful article just going into insurance marketing business but am afraid to face people.

    Reply

  • Fern

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    Hi John,
    Thank GOD!
    This is what I need right now. I’m doing this as job as my part time job for three years…and now it’s the last quarter of the year and I have not yet reach my quota…It’s give me pressure and stress.
    I know that I love this job.

    Please correct me and advice.

    Thank you in advance.

    Reply

  • Anne G

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    Hi John, this is my first time to read from your site. Funny it is, you mention my favorite book “How to Win friends and influence people”. This book really help me a lot interacting to others since i am a shy type, quiet person.

    I am looking for some help on how to grow my sales in Life Insurance. I feel that I have a lot of great ideas but the moment i will launch and ask for appointment, that is where i will back-off, i feel that my materials, knowledge and confidence are not enough. I will follow your advice… i will make plans and strategies to do this. :)

    By the way, thank you for the links. :)

    Reply

  • sseremba hassan

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    John
    Is eye contact so vital as well in selling insurance? Sometimes it gets irritating..help!

    Reply

  • mehdi

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    Hi John. your article was preciously informative, by the way I would be really thankful if you let me know some tips in a way that help me to be a top_achiever in this industry that I have recently started it

    Reply

  • Usalo Felix

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    Wonderfull.you just gave me tips on how to build new great sales men for my unit.appreciate.

    Reply

  • Musah Abdul Majeed

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    Hi John,I have really enjoyed every single part of your article as a fresh Sales Agent in the general insurance business. I found it very refreshing and I will like you to keep on transforming life through your amazing ideas.

    Reply

  • k narayanan iyer

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    Thank you, John

    Reply

  • Christian

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    bravo Sir. that was a rich article for all my colleagues. sales Representative.

    Reply

  • Daniel Wambua

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    Great articles there. Im starting the insurance business based in Kenya. Looking foward to more from thus site.

    Reply

  • Gospel Azubuike

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    Thanks a lot John. I appreciate your sincerity in laying out all that is needed for one to succeed in this career.
    It hasn’t been easy selling insurance policies here in Nigeria.
    I see this as a new support.

    Reply

  • Mohammed khan

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    Great ideas you shared for saling insurance policy i really impressed

    Reply

  • Samuel

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    In fact this a good article concerning insurance salesperson.

    Reply

  • Dammy

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    After reading this article, my inner man is renewed. Thanks I now have tips on how to make it in the industry as a young marketer.

    Reply

  • Sandy Rhodes

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    Hello…excellent article! I worked in insurance years ago as a CSR. I’m now in my 50′s and thinking about getting my P&C license and going after a second career. Any advice to a mature worker, or should I forget about this, this late in life? I am aware that the competition can be brutal, but I love a challenge!

    Reply

  • Sabina Gomes

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    Hey John,

    That’s an amazing article or let me say advice. It gives me alot of information how to go about selling policies. I just joined LIC 6 months back. I am doing well with selling policies to clients who are known to me but I am having a hard time selling it to strangers. I get disheartened pretty soon then. Some clients don’t even tend to answer your calls after some time. I don’t know how to attract clients who are not known to me and business people who usually tend to turn you down. I am just 21yrs old so I feel strangers find it difficult to trust me.

    Reply

  • Simon Koh Liang Meng

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    Selling is hard if u talk & impose your beliefs.

    Try to understand whether the product or service fits into the buyer’s need or want.

    Will u buy something that does not give u value ?

    Reply

  • SK.Mahaboob Basha

    |

    Thanks john

    Basha from Birla sunlife

    Reply

  • Nadeem

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    Hi.all points are good Nadeem I am sure it works . My way is slightly different. I always offered my Clients ” pls design ur plan as u like and we will make it for u . First I offered my tribute to all insurance sellers in the World . Keep well Nadeem safe . See u in MDRT 2017 Orlando USA .

    Reply

  • michael Johnson

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    This is really awesome and wonderful,I feel so glad after I had glanced through all the needed tips of selling insurance policy..this will help me a lot,I’m an executive in insurance and my boss is expecting much from me but I’ve not been really doing well,I feel this articles has given me an insight on how to go about it…..thanks so very much for this…I look forward to watching videos about it too..thanks again..

    Reply

  • Sriparna Guharoy

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    Dear Mr John,
    I have a special respect for Insurance industry and proud to join this industry.
    The article has helped me to concentrate with more focus in future for my own development .
    Sriparna Guha Roy
    Agency Associate
    Kotak Life Insurance
    India

    Reply

  • maryanne

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    Am new in this bussines how will i start how will i get clients just need serious help i want to be a succesfull marketer

    Reply

  • Jay

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    I am 33 year old soon will be 34 in few months I will be studying for insurance license next year and by tine I get license I will be 35 do you think it’s still young age to be in insurance . My ambition to be rich as an insurance agent if I work hard learn skills do u think I will start earning 6 figure salaries before I hit 40 ?

    Reply

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