The Ultimate Guide To Insurance Sales Training!

David Duford last updated on July 21, 2021

Looking for a comprehensive resource to help you master insurance sales training?

If so, you have found the right blog post!

In today’s article, I detail a variety of free insurance sales training resources, dedicated to helping you become a top producing insurance professional.

We’ll provide in-depth resources for the following insurance sales training subjects:

Why Sell Insurance
Leads
Appointment Setting
Presentation Training
Building Rapport
Fact Finding
Closing
Business Management
Staying Motivated

Without further ado, let’s begin!

Why Sell Insurance?

Selling insurance is one of the most lucrative businesses an individual can undertake.

Here are a few reasons why you should seriously consider entering the insurance business:

The Corporate Financial Services Institute ranks insurance sales as one of the top five highest paying jobs in the Financial Sector.
US News ranks insurance sales as the #2 Best Sales And Marketing Jobs and #11 Highest Paying Jobs Without A Degree
The average insurance agent is 59 years old, with many likely retiring over the next 10 to 20 years, leaving a huge opportunity for licensed and newly-licensed agents to grow their clientele.
American population is slated to grow by 50 million from 2020 to 2040. Literally all Americans are prospects to sell insurance to.
It’s relatively simple to get started selling insurance. Get your insurance license, take the test, and find a reputable insurance agency that will train you how to sell.

Here’s a resource list of podcasts, videos, and other websites that will help you expand your understanding and excitement of the long-term opportunities insurance sales provides its agents:

Lead Generation

Generating insurance leads is the lifeblood of all agents, regardless of what line they sell.

As an agent, you must find a paid or free lead generation strategy that predictably produces interested prospects on a frequent basis, if you want a chance of succeeding.

Embracing lead generation early on as a new agent is vital. Below are resources that will help you understand more about insurance lead generating:

https://www.youtube.com/watch?v=xPUAAamNPoc

Appointment Setting Training

Setting appointments via phone or door knocks is a critical insurance sales training skill to develop.

As many top producers will say, much of the success comes from the ability to set a high volume of appointments from the leads they generate.

Below, you’ll find a complete list of resources to better understand how to set appointments like a pro (over the phone, face-to-face, with or without a lead), as well as sample scripts to help you along:

4-Part Presentation Training (include telesales training as well)

Rapport and Trust-Building

When starting your insurance sales training, you must embrace the importance of building a strong relationship with your future client.

In fact, you must intentionally build rapport to differentiate yourself from the typical salesperson, while simultaneously building trust, so the prospect can rest assured your recommendations are to enhance her needs, not yours.

Below are a list of resources that will help you understand how to build both rapport and trust effectively:

Pre-Qualifying/Fact-Finding

Bottom line, there is no more important sales skill than learning how to effectively pre-qualify your prospect and to gather facts on the client.

The more information you know about your client, the more rapport and trust you develop, not to mention the better position you’re in to offer a great insurance policy matched exactly to his needs.

Below you’ll find a list of resources that better describe both pre-qualifying your client as well as fact-finding:

Presentation And Positioning

An effective presentation positions yourself and your product as the obviously best choice for your client to select.

In its truest form, a solid insurance sales presentation does not use high pressure.

Instead, it is a low-key, educational presentation that informs the client of his options, and provides sensible solutions.

The best presentations solidify trust and perceived expertise, paving the way to closing the sale effortlessly.

Learn more about different insurance sales presentation strategies below:

Closing

Traditionally, the closing and objection-handling stage in presentations was considered the most important part of the sale.

Nowadays, with the advancement of advisor-based sales strategies, most insurance agents including myself think closing isn’t nearly as important.

However, you do need to understand the basics of asking for the sale, as well as how to overcome the most common sales objections with a simple process.

Check out the resources below to help you with closing and objection-rebuttaling: