Nobody woke up today hoping for a sales pitch, and not many grew up saying, “One day, I’m going to sell group health plans and home policies like a boss.” Some stumbled into insurance looking for stability, while others saw the earning potential.
But once you’re in, it doesn’t take long to realize that the traditional high-pressure scripts with fake urgency and cheesy “What’s it going to take to get you covered today?” vibes feel gross. The good news is you can sell a LOT of insurance without ever feeling like a salesperson by doing the following:
Help First, Sell Later
It’s not about flipping policies but solving problems. You’re before a couple who just had a baby and are trying to determine if their current health plan makes sense for their new family.
Don’t launch into a sales pitch, but ask, “What are you worried about most right now?” Listen and follow up with more questions in a relaxed conversation with new friends.
When you suggest a policy solution, it’s not a “pitch” but a recommendation based on what the couple says it needs. You’re not selling but helping them solve a problem the couple gladly buys.
Speak Like a Human
If you’ve ever said, “Let’s review the coverage gaps in your policy and determine appropriate risk mitigation strategies,” stop and take a breath. Your clients aren’t insurance nerds, so ditch the jargon and use real words.
Explain things using everyday conversational words like:
- “This is the out-of-pocket part, like your deductible and copays.”
- “This plan’s more expensive monthly but cheaper if you visit the doctor often.”
- “Think of this like the safety net underneath your highwire act.”
People don’t buy what they don’t understand, so make it understandable so they trust you more.
Ditch the Scripts, Keep Curiosity
One of the worst things you can do is sound like a robot running through a checklist. Nobody wants to be “handled.”
Instead of memorizing lines, be curious by asking questions like:
- “What’s got you looking at coverage now?”
- “Has anything changed for you this year?”
- “What’s most important to you, cost, flexibility, doctors in-network?”
Then, just really listen, and you’ll be shocked at how much easier sales become. Success comes when you stop trying to convince and start trying to understand.
Follow Up Without Being Annoying
Follow-up isn’t about “checking in” or “circling back” but about serving people what they need by saying things like this:
- “Hey [Name], I found a plan that saves you some money without changing much. Would you like me to send it over?”
- “I thought of you because another client asked the same question you had about XYZ. Can I quickly send you the answer I gave them?”
Be helpful, relevant, and someone they’re glad to hear from instead of someone they want to ghost.
Play the Long Game
Not every lead buys today, and that’s okay. The goal isn’t to close everyone now but to be the agent they remember when they are ready.
Send helpful emails with valuable content to stay visible but not annoying. Be the agent who educates, not just the one who pesters.
People will call you from out of the blue two years after a conversation because you sent a helpful article or remembered their kid’s name. This thoughtfulness sticks.
Be Yourself
Not everyone will relate to your style, and that’s fine. The good news is that when you stop trying to sound like “what a professional salesperson should sound like” and start being yourself, clients will relate to you and show up.
You want people who like the way you explain things, who trust you, and who think, “This is my agent.” Those are the people who refer, renew, and make this business worth it.
You Don’t Have to Be Pushy to Be Profitable
Forget the slick scripts, pressure tactics, and “closer” energy. You’re not here to sell but to serve. When you do that consistently and educate, guide, and care, the sales take care of themselves.
Agility market managers and product specialists are licensed insurance agents with personal insurance selling experience. They use these selling techniques to maximize your closing rates and policy revenue.
They’re ready to share this expertise with each of you to sell insurance without feeling like a salesperson. Contact the market manager near you or the Agility product specialist you need.
Contact Agility at (866) 590-9771 or email support@enrollinsurance.com to reach the agent support team for answers on any insurance related question. Let Agility use our sales peers’ experience on your behalf to provide more honest, zero-fluff tips like this in your inbox each week.
