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Become A Licensed Sales Producer

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Working As A Licensed Sales Producer

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Performing for or Working Directly with the Public
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Deal with People

  • Mostly Sitting

  • Make Decisions

  • $73,000

    Average Salary

What Does A Licensed Sales Producer Do

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:

  • 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.

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How To Become A Licensed Sales Producer

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.

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Licensed Sales Producer Career Paths

Licensed Sales Producer
Account Executive Account Manager
Senior Account Manager
7 Yearsyrs
Account Executive Sales Manager Regional Sales Manager
National Sales Manager
9 Yearsyrs
Account Executive Sales Manager Director Of Sales
Sales Vice President
12 Yearsyrs
Sales Producer Sales Manager
Sales And Marketing Manager
6 Yearsyrs
Sales Producer Office Manager Account Manager
Sales Account Manager
6 Yearsyrs
Sales Producer Office Manager General Manager
Territory Manager
7 Yearsyrs
Sales Person Team Leader Account Manager
Regional Accounts Manager
8 Yearsyrs
Sales Person Team Leader Operations Manager
Sales And Operations Manager
7 Yearsyrs
Sales Person Team Leader Store Manager
Territory Sales Manager
7 Yearsyrs
Executive Assistant Store Manager Regional Sales Manager
Regional Sales Director
11 Yearsyrs
Executive Assistant Manager Branch Manager
Relationship Manager
6 Yearsyrs
Executive Assistant Office Manager Owner
Owner And Sales
7 Yearsyrs
Licensed Sales Agent Sales Agent Broker
Vice President, Business Development
13 Yearsyrs
Licensed Sales Agent Sales Consultant Internet Sales Consultant
Internet Sales Manager
6 Yearsyrs
Licensed Sales Agent Sales Consultant Sales And Marketing Consultant
Senior Sales Executive
8 Yearsyrs
Claims Adjuster Estimator Customer Service Manager
Inside Sales Manager
6 Yearsyrs
Claims Adjuster Operations Manager Senior Account Manager
Manager, Account Executive
5 Yearsyrs
Claims Adjuster Store Manager Territory Sales Manager
Commercial Account Manager
8 Yearsyrs
Coordinator Marketing Coordinator Marketing Executive
Lead Generator
5 Yearsyrs
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Do you work as a Licensed Sales Producer?

Help others decide if this is a good career for them

Average Length of Employment
Insurance Broker 3.6 years
Commercial Agent 2.9 years
Sales Producer 2.7 years
Insurance Agent 2.7 years
Licensed Agent 2.5 years
Direct Sales Agent 2.3 years
Insurance Producer 2.1 years
Sales Agent 2.0 years
Inside Sales Agent 2.0 years
Phone Sales 1.6 years
Top Careers Before Licensed Sales Producer
Cashier 6.4%
Manager 3.7%
Internship 2.6%
Server 2.6%
Agent 2.4%
Owner 2.2%
Top Careers After Licensed Sales Producer
Cashier 5.8%
Agent 4.3%
Owner 3.0%
Server 2.8%
Manager 2.4%

Do you work as a Licensed Sales Producer?

How Would You Rate The Salary Of a Licensed Sales Producer?

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Top Skills for A Licensed Sales Producer

  1. Customer Service
  2. Allstate
  3. New Clients
You can check out examples of real life uses of top skills on resumes here:
  • Delivered attentive and excellent customer service to concerned customers, while capitalizing on cross-sell opportunities.
  • Obtained Binding Authority through Allstate Insurance
  • Created extensive relationships with new clients to analyze and pinpoint property and casualty, life and retirement planning needs.
  • Treat each customer contact as a cross and up-sell opportunity including financial products.
  • Oversee daily operations encouraging all employees to continuously practice high standards of customer service to meet or exceed sales goals.

Licensed Sales Producer Resume Examples And Tips

The average resume reviewer spends between 5 to 7 seconds looking at a single resume, which leaves the average job applier with roughly six seconds to make a killer first impression. Thanks to this, a single typo or error on your resume can disqualify you right out of the gate. At Zippia, we went through over 2,061 Licensed Sales Producer resumes and compiled some information about how best to optimize them. Here are some suggestions based on what we found, divided by the individual sections of the resume itself.

Learn How To Create A Top Notch Licensed Sales Producer Resume

View Resume Examples

Licensed Sales Producer Demographics

Gender

Female

55.3%

Male

34.8%

Unknown

9.9%
Ethnicity

White

60.9%

Hispanic or Latino

17.6%

Black or African American

12.0%

Asian

6.4%

Unknown

3.2%
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Foreign Languages Spoken

Spanish

77.6%

Carrier

4.5%

Vietnamese

3.0%

Arabic

3.0%

Portuguese

1.5%

Filipino

1.5%

Chinese

1.5%

German

1.5%

Mandarin

1.5%

Hmong

1.5%

Polish

1.5%

Italian

1.5%
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Licensed Sales Producer Education

Schools

University of Phoenix

25.0%

Kaplan University

10.9%

University of Alabama

5.4%

Arizona State University

4.9%

Illinois State University

3.8%

Texas A&M University

3.8%

Auburn University

3.8%

Southern New Hampshire University

3.8%

Liberty University

3.8%

Sam Houston State University

3.8%

Oakland University

3.8%

Michigan State University

3.3%

Ashford University

3.3%

West Virginia University

3.3%

University of Central Florida

3.3%

University of Illinois at Chicago

3.3%

University of Connecticut

2.7%

Wayne State University

2.7%

Hondros College of Business

2.7%

Macomb Community College

2.7%
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Majors

Business

36.3%

Insurance

8.4%

Psychology

6.4%

Communication

5.5%

Accounting

5.5%

Finance

4.5%

Marketing

4.5%

Criminal Justice

4.4%

General Studies

3.7%

Health Care Administration

3.2%

Management

2.3%

Political Science

2.2%

Human Resources Management

1.9%

Education

1.7%

Liberal Arts

1.7%

General Education, Specific Areas

1.7%

Elementary Education

1.6%

English

1.6%

Medical Assisting Services

1.5%

History

1.5%
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Degrees

Bachelors

42.7%

Other

27.2%

Associate

13.7%

Masters

6.3%

Certificate

4.5%

License

4.1%

Diploma

1.0%

Doctorate

0.6%
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