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The Ultimate Guide To Insurance Sales Training!

David DufordDavid Duford last updated on August 12, 2020

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:

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:

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:

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:

Business Management

As the old saying goes…

The policy that STAYS, is the policy that PAYS!

That’s why learning how to maximize retention, minimize lapses, and becoming a well-organized insurance sales person is vital to your success.

See the resources below to help you do that!

Staying Motivated

While I’ve never been a huge “rah-rah” type of guy, it’s important to master yourself to master the business of selling insurance.

I tell agents to expect a time in their career where they seriously consider quitting the business because of frustration or fatigue.

Knowing how to manage yourself and staying motivated despite the circumstances is paramount to long-term success in this business.

Check out the videos below to help you stay the course:

Insurance Telesales Training

With Covid-19 making waves across the nation in the Spring of 2020, agents’ interest in telesales has increased precipitously.

While sales is sales, telesales IS different. And it’s important to prepare accordingly to sell insurance in this unique medium.

See the resource links below for more information on final expense telesales:

Would you like to contribute a helpful article, video, or podcast to this page? 

As long as the resource is helpful to agents, I will be happy to include it.

Simply reach out to me here.

Hope my insurance sales training resource guide helps!

Keep Reading
How To Craft The PERFECT Insurance Presentation!
Final Expense Telesales Mastery Workshop
How To Rebuttal The 3 Most Common Insurance Sales Objections (Audio Examples Included)
About David Duford
About David Duford
David Duford specializes in recruiting and training new and experienced insurance agents to become top producers utilizing proven sales and marketing systems in Final Expense, Annuities, Mortgage Protection, Medicare Supplement, or Medicare Advantage. He is the author of 3 best-selling insurance sales training books - The Official Guide To Selling Final Expense Insurance, Interviews With Top Producing Insurance Agents, and The Official Guide To Selling Insurance For New Agents. He has sold insurance since 2011, recruited more than 1,000 agents since 2013, and has helped develop many of them into six-figure income earners.
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