What Insurance Sales Agents Do
Insurance sales agents commonly sell one or more types of insurance, such as property and casualty, life, health, and long-term care.
Insurance sales agents contact potential customers and sell one or more types of insurance. Insurance sales agents explain various insurance policies and help clients choose plans that suit them.
Insurance sales agents typically do the following:
- Call potential clients in order to expand their own customer base
- Interview prospective clients to get information about their financial resources and discuss existing coverage
- Explain the features of various policies
- Analyze clients’ current insurance policies and suggest additions or other changes
- Customize insurance programs to suit individual clients
- Handle policy renewals
- Maintain electronic and paper records
Insurance sales agents commonly sell one or more types of insurance, such as property and casualty, life, health, and long-term care insurance.
Property and casualty insurance agents sell policies that protect people and businesses from financial loss resulting from automobile accidents, fire, theft, and other events that can damage property. For businesses, property and casualty insurance also covers workers’ compensation claims, product liability claims, or medical malpractice claims.
Life insurance agents specialize in selling policies that pay beneficiaries when a policyholder dies. Life insurance agents also sell annuities that promise a retirement income.
Health and long-term care insurance agents sell policies that cover the costs of medical care and assisted-living services in old age. They also may sell dental insurance and short-term and long-term disability insurance.
Agents may specialize in any one of these products or function as generalists providing multiple products.
An increasing number of insurance sales agents offer their clients—especially those approaching retirement—comprehensive financial-planning services. Such services include retirement planning, estate planning, and help in setting up pension plans for businesses. In addition to offering insurance, these agents may become licensed to sell mutual funds, variable annuities, and other securities. This practice is most common with life insurance agents who already sell annuities, but many property and casualty agents also sell financial products. For more information on agents who sell financial products, see the profile on securities, commodities, and financial services sales agents.
Many agents spend a lot of time marketing their services and creating their own base of clients. They do this in a variety of ways, including making “cold” sales calls to people who are not current clients.
Potential clients often use comparison shopping tools online to learn about different policies and obtain information from insurance companies. Clients can either purchase a policy directly from the website or contact the company to speak with a sales agent.
Insurance agents also find new clients through referrals by current clients. Keeping clients happy so that they recommend the agent to others is a key to success for insurance sales agents.
Insurance agents may work for a single insurance company or an insurance brokerage.
Captive agents are insurance sales agents who work exclusively for one insurance company. They can only sell policies provided by the company that employs them.
Independent insurance agents work for insurance brokerages, selling the policies of several companies. They match insurance policies for their clients with the company that offers the best rate and coverage.