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Deal with People
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.Duties
Insurance sales agents typically do the following:
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.
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 Insurance Sales Agent
Top Careers After Insurance Sales Agent
Hispanic or Latino13.4%
Black or African American0.8%
Insurance Sales Agent
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University of Phoenix23.5%
University of South Florida4.3%
University of Central Florida4.3%
Arizona State University4.0%
Southern New Hampshire University4.0%
Grand Canyon University4.0%
University of Louisiana at Lafayette3.6%
University of Tennessee - Knoxville3.2%
Texas State University3.2%
West Virginia University3.2%
Central Connecticut State University3.2%
Iowa State University3.2%
Colorado Technical University3.2%
Hillsborough Community College3.2%
University of Alabama2.9%
San Diego State University2.9%
Insurance Sales Agent
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|Job Title||Company||Location||Start Date||Salary|
|Insurance Sales Agents||Willis of New York, Inc.||New York, NY||Jan 20, 2011||$149,250|
|Insurance Sales Agents||Swett & Crawford||Miami, FL||Dec 04, 2012||$101,000|
|Insurance Sales Agents||Willis of Tennessee, Inc.||Nashville, TN||Mar 06, 2008||$95,000|
|Insurance Sales Agents||Marsh Inc.||Chicago, IL||Jan 12, 2010||$91,500|
|Insurance Sales Agents||Willis Americas Administration, Inc.||Morristown, NJ||Aug 15, 2014||$76,669 -
|Insurance Sales Agent||Ames & Gough Insurance/Risk Management, Inc.||Atlanta, GA||Jun 04, 2010||$75,000|
|Insurance Sales Agents||Willis of New York, Inc.||New York, NY||May 14, 2008||$73,000|
|Insurance Sales Agent||Foundation Insurance Group, Inc.||Arlington, VA||Mar 29, 2010||$70,075|
|Insurance Sales Agents||Speedlane Insurance||Montebello, CA||Mar 01, 2013||$66,972|
|Insurance Sales Agents||American Best Agency Inc.||Las Vegas, NV||Dec 30, 2010||$60,000|
|Insurance Sales Agents||Aspen Holdings Inc.||Henderson, NV||Mar 04, 2010||$59,897|
|Insurances Sales Agents||Sumitomo Life Insurance Agency America, Inc.||New York, NY||Apr 04, 2011||$57,685|
|Insurance Sales Agents||Actinver Securities, Inc.||San Antonio, TX||May 22, 2012||$56,389 -
|Insurance Sales Agent||Cosmos Services (America) Inc.||New York, NY||Jul 20, 2009||$53,810|
|Insurance Sales Agent||BGK Insurance Services Inc.||National City, CA||Dec 08, 2009||$52,592|
|Insurance Sales Agent||Revival Auto Insurance Sales||Pico Rivera, CA||Oct 26, 2007||$52,175|
|Insurance Sales Agents||Holmes Murphy & Associates||West Des Moines, IA||Mar 26, 2010||$51,293|
|Insurance Sales Agent||Advance Insurance & Benefits Nv Inc.||Las Vegas, NV||Sep 17, 2008||$46,853|
|Insurance Sales Agent||Vivianna Lee, LLC||Blue Bell, PA||Sep 05, 2015||$44,349|
|Insurance Sales Agent||Vivianna Lee, LLC||Blue Bell, PA||Mar 09, 2016||$44,349|
|Insurance Sales Agent||Charlotte Insurance||Charlotte, NC||Sep 04, 2008||$42,702|
|Insurance Sales Agents||Sumitomo Life Insurance Agency America, Inc.||New York, NY||Jul 07, 2014||$42,702|
|Insurance Sales Agents||Gwynn Vaughan Insurance, Inc.||Columbus, OH||Apr 21, 2011||$42,661|
|Insurance Sales Agent||Keen Insurance Associates LLC||Ocean City, MD||Sep 15, 2016||$40,768|
|Insurance Sales Agents||RAPO and Jepsen Insurance Services||Framingham, MA||Sep 24, 2013||$40,000|
|Insurance Sales Agent||KRH Enterprises, Inc.||Newark, DE||Sep 08, 2015||$40,000|
|Insurance Sales Agent||Somerset Benefits, LLC||Berwyn, PA||Sep 16, 2014||$40,000|
|Independent Insurance Sales Agent||The Roebuck Group, LLC||Chesapeake, VA||Dec 01, 2010||$40,000 -
|Insurance Sales Agents||Chrash Insurance SVCS Inc., DBA||Boxborough, MA||Jan 28, 2011||$35,448|
|Insurance Sales Agents||United Insurance Agencies||Marion, IA||Aug 05, 2013||$35,000|
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