When it comes to selling insurance, there are two main approaches: the hard-closing pitchman and the consultative advisor. Some agents thrive on making the sale happen right away, while others take a more methodical approach, gathering information and building trust before closing the deal. Which style works best? That depends on both your personality and the type of insurance you’re selling.

Are You a Pitchman or a Consultant?

Think of the classic infomercial salesperson—the ShamWow guy, for example. He’s energetic, persuasive, and laser-focused on closing the sale immediately. This approach works well for some insurance products, particularly those that require a quick decision.

On the other hand, some agents take a more consultative approach. They dig deep into a client’s situation, uncovering their needs and concerns before offering a solution. This style is often better suited for more complex products where trust and education play a bigger role in the decision-making process.

Let’s break down these two styles and how they apply to different types of insurance sales.

The Fast-Paced, Hard-Closing Approach: Perfect for Final Expense

At The DIG Agency, we specialize in final expense insurance, which leans heavily on a fast-close strategy. Why? Because in this market, if you don’t close on the first call, you probably never will. About 99% of the time, if a final expense prospect doesn’t buy on the initial conversation, they won’t come back later.

This means final expense agents need to be comfortable handling objections on the spot, overcoming hesitation, and confidently pushing for a decision. The ability to think on your feet and guide a conversation toward a close is essential. Fortunately, this is a skill that can be trained and refined over time.

For agents who enjoy fast-paced interactions, controlling the conversation, and making sales on the first call, this style can be incredibly rewarding. However, not everyone is wired this way.

The Consultative Approach: Best for Complex, Multi-Step Sales

Some agents are naturally more comfortable taking their time with clients, gathering details, and building relationships before making a recommendation. This consultative approach is better suited for insurance products that require more explanation, comparison, or financial planning.

For example, Medicare, ACA health insurance, and annuities often benefit from a consultative approach. These products tend to involve more moving parts, regulations, and financial considerations, which means clients appreciate a deeper conversation before making a commitment.

A consultative insurance agent focuses on fact-finding, uncovering pain points, and helping clients understand the best options available to them. This process can take multiple meetings or follow-ups, but it can lead to a stronger long-term client relationship and higher retention rates.

Which Selling Style Is More Successful?

The truth is, both styles can be effective, depending on the product and the agent’s strengths. In general:

• Fast-closing, pitch-driven sales work best for products like final expense, where urgency and simplicity drive the decision.
• Consultative sales are more effective for complex, multi-step insurance products like annuities and Medicare, where education and trust-building matter.
• Hybrid approaches exist, where an agent uses both styles depending on the client and situation.

At The DIG Agency, we incorporate elements of consultative selling into our process, but at the core, our method is geared toward getting the sale done on the first call. We train agents to overcome objections quickly while still listening to the client’s concerns.

Finding Your Best Selling Style

If you’re an insurance agent (or considering becoming one), the key is to recognize your strengths and align them with the right type of insurance product. Some agents thrive in high-energy, fast-closing sales environments. Others prefer a slower, more consultative approach. There’s no one-size-fits-all answer—only the best fit for you.

No matter which style you choose, mastering the fundamentals of sales, overcoming objections, and understanding client psychology will make you a more effective and profitable insurance agent. The best agents know when to push for a close and when to step back and let the consultative process work its magic.

At the end of the day, it’s all about connecting with clients in a way that feels natural to you—and making sure you’re selling a product in a way that maximizes your strengths.

Thank You For Reading

Thank you for reading. In addition to growing our team, my company also offers products and services to help independent insurance agents increase their production and profitability.

If You’re Looking to Join an Agency

The DIG Agency specializes in helping agents become top producers selling final expense life insurance 100% from home using our free lead system. We provide high-quality training, expert coaching, and the technology tools you need to succeed — whether you want to work part-time or build a full-time career.

As your skills grow, you’ll have the option to transition into a broker role, where you can buy your own leads, earn higher commissions, and even build your own team — all without any forced recruiting or MLM gimmicks.

If you’re serious about building a real career in final expense sales, visit https://www.davidduford.com to learn more. Watch the Overview Video on the homepage to see exactly how our system works.

If You’re Already an Agent and Want Better Leads and Tools

Whether you’re independent or already working with another agency, we can help you get more high-quality leads and streamline your sales process. Here’s what we offer:

• FE Leads Direct
  Order exclusive final expense leads at wholesale pricing through our done-for-you lead management system. These are the same leads our top producers work every day. Learn more at https://www.GetFELeads.com.
• DIG Dialer
  Designed for insurance agents selling any product, the DIG Dialer helps maximize your calling efforts. It’s the same dialer we use at The DIG Agency and has boosted our presentation rate by up to 300% compared to other dialers. If you want more presentations and more sales, visit https://www.digdialer.com for details.
• Final Expense CRM
  If you’re a final expense agent looking for a field-tested CRM to manage your leads and clients, check out Final Expense CRM. Designed specifically for remote sales, it features Grace AI to help pre-set appointments and automate follow-ups to increase your sales opportunities. Try it for free for 14 days at https://www.finalexpensecrm.com.

Wherever you are in your career — new agent, experienced producer, or independent broker — we’ve got the tools, training, and resources to help you sell more, earn more, and build the business you want.