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Although most employers require agents to have a high school diploma, many agents have a bachelor’s degree. Agents must be licensed in the states where they work.Education
A high school diploma is the typical requirement for insurance sales agents, although a bachelor’s degree can improve one’s job prospects. Public-speaking classes can be useful in improving sales techniques, and often agents will have taken courses in business, finance, or economics. Business knowledge is also helpful for sales agents hoping to advance to a managerial position.Training
Insurance sales agents learn many of their job duties on the job from other agents. Many employers have new agents shadow an experienced agent. This practice allows the new agent to learn how to conduct the company’s business and to understand how the agency interacts with clients.
Employers also are increasingly placing greater emphasis on continuing professional education as the variety of financial products sold by insurance sales agents grows. Changes in tax laws, government benefits programs, and other state and federal regulations can affect the insurance needs of clients and the way in which agents conduct business. Agents can enhance their selling skills and broaden their knowledge of insurance and other financial services by taking courses at colleges and universities or by attending conferences and seminars sponsored by insurance organizations.Licenses, Certifications, and Registrations
Insurance sales agents must have a license in the states where they work. Separate licenses are required for agents to sell life and health insurance and property and casualty insurance. In most states, licenses are issued only to applicants who complete specified courses and who pass state exams covering insurance fundamentals and state insurance laws. Most state licensing authorities also require agents to take continuing education courses focusing on insurance laws, consumer protection, ethics, and the technical details of various insurance policies.
As the demand for financial-planning services increases, many agents also choose to get licensed and certified to sell securities and other financial products. Licensing and certification requires substantial study time to pass an additional exam—either the Series 6 or Series 7 licensing exam, both of which are administered by the Financial Industry Regulatory Authority (FINRA). The Series 6 exam is for agents who want to sell only mutual funds and variable annuities. The Series 7 exam is the main FINRA series license, which qualifies agents as general securities sales representatives.
A number of organizations offer certifications that show an agent’s expertise in insurance specialties. These certifications are not required for employment, but they can give job candidates an advantage over other applicants. Certifications also can be a source of continuing education credit. For details on specific designations, contact The Institutes and The American College of Financial Services.Important Qualities
Analytical skills. Insurance sales agents must evaluate the characteristics of each client to determine the appropriate insurance policy.
Communication skills. Insurance sales agents must be able to communicate effectively with customers by listening to their requests and suggesting suitable policies.
Initiative. Insurance sales agents need to actively seek out new customers to maintain a flow of commissions.
Self-confidence. Insurance sales agents should be confident when making “cold” calls (calls to prospective customers who have not been contacted before). They must speak clearly and persuasively and maintain their composure if rejected.
Average Length of Employment
Top Careers Before Extension Agent
Top Careers After Extension Agent
Hispanic or Latino7.9%
Black or African American0.9%
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West Virginia University8.6%
Mississippi State University7.6%
University of Florida6.7%
University of Tennessee - Martin5.7%
North Carolina State University4.8%
University of Kentucky4.8%
Ohio State University4.8%
Virginia Polytechnic Institute and State University4.8%
Tennessee Technological University4.8%
University of Georgia4.8%
New Mexico State University3.8%
University of North Carolina at Greensboro3.8%
Murray State University3.8%
University of Oregon3.8%
Colorado State University3.8%
Unfortunately we don’t have enough data for this section.
|Job Title||Company||Location||Start Date||Salary|
|Junior Extension Agent||University of Hawaii||Hilo, HI||Feb 05, 2016||$60,852|
|Extension Agent I||University of Florida||Homestead, FL||Oct 11, 2016||$60,031|
|Extension Agent I||University of Florida||Homestead, FL||Sep 11, 2015||$58,261|
|Extension Agent I||University of Florida||Homestead, FL||Jun 13, 2014||$58,261|
|Extension Agent II||University of Florida||Gainesville, FL||Jan 01, 2013||$52,416|
|Regional Extension Agent I||Auburn University||Abbeville, AL||Aug 01, 2015||$49,000|
|Extension Agent II, Commercial Horticulture||University of Florida||Gainesville, FL||Jan 01, 2010||$48,448|
|Commercial Ornamental Horticulture Extension Agent||University of Florida||Homestead, FL||Jun 13, 2011||$48,000|
|Extension Agent||Prairie View A&M University||TX||Jul 11, 2015||$46,800|
|Extension Agent I||University of Florida||Ocala, FL||Aug 10, 2015||$46,500|
|Extension Agent I||University of Florida||Ocala, FL||Oct 20, 2016||$46,500|
|Extension Agent I, Agriculture/Natural Resources||University of Florida||Live Oak, FL||Aug 19, 2011||$45,591|
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