21 Insurance Sales Tips for Young or Inexperienced Insurance Agents
Selling insurance is different from selling everything else.
Insurance is one of the most expensive things people buy, yet they can’t see it, touch it, or hold it. You’re selling ideas, trust, promises, and most importantly, yourself.
Why young insurance agents struggle
Many insurance salespeople quit in the first 2 years, and agents are often hesitant to hire inexperienced salespeople. I created this resource to help young insurance salespeople succeed and to encourage hiring agents to consider young, inexperienced talent.
Follow these 21 tips to be an inexperienced but insanely successful insurance salesperson:
1) Dress More Professionally
When you dress professionally, clients, coworkers, and even your boss will take you more seriously. Confidence often starts with appearance.
2) Avoid Using “Young” Slang
While it’s important to be yourself, speaking like your prospect increases your chance of earning their trust. Avoid casual slang that your prospects may not use.
3) Find Common Ground
No matter the age or background of your prospect, there’s always something in common. Discover it and focus on building a connection.
4) Ask Prospects About Their Kids
Asking about a prospect’s child or grandchild your age can shift their mindset, making them more likely to trust and buy from you.
5) Reference Combined Experience
Highlight the collective experience of your team, especially if your own experience is limited.
6) Learn From Experienced Coworkers
Don’t underestimate the wisdom of experienced agents. Learn from their success, even if they aren’t tech-savvy.
7) Be Enthusiastic
Enthusiasm is contagious. People love energy, and as a young salesperson, you can channel this naturally.
8) Follow the Markets
Even if you’re not an expert, knowing enough about the stock market to ask intelligent questions can help you relate to older, professional prospects.
9) Listen to Your Phone Voice
Record and evaluate your phone voice to ensure you sound confident and knowledgeable, not like an inexperienced rookie.
10) Sell to Other Young People
You have an advantage when selling to other young people. There are millions of them buying homes, starting families, and needing insurance. Go after them!
11) Don’t Ignore Sales Fundamentals
Social media and tech won’t replace sales fundamentals. Focus on building relationships and follow timeless sales principles.
12) Speak Less, Listen More
The more you talk, the more you reveal what you don’t know. Listen carefully to your prospects and speak only when necessary.
13) Bring Up Age First
Address any concerns about your inexperience upfront. This gives you the chance to explain why it’s not an issue.
14) Be Better Prepared
If you feel inadequate due to inexperience, compensate by preparing extensively. Know your products inside and out.
15) Expect to Live in the Trenches
Success in insurance sales comes through hard work and persistence. There’s no shortcut to becoming successful.
16) Become a Marketing Expert
Don’t rely solely on your agency for leads. Learn marketing strategies and generate your own opportunities.
17) Don’t Spew Features
Instead of overwhelming prospects with features, focus on identifying their needs and explaining how your products satisfy them.
18) Don’t Use Jargon
Avoid using industry jargon that your clients won’t understand. Relate to them as an outsider, not as an “insurance salesman.”
19) Recognize and Act on Buying Signals
Don’t talk yourself out of a sale. When a prospect is ready to buy, close the deal before offering more information.
20) Don’t Sell on Price
Selling on price alone won’t make you successful. Focus on providing value, not being the cheapest option.
21) Embrace Your Youth
Be passionate, energetic, and youthful. Inject some life into your conversations—clients will appreciate it.
Don’t just read this article:
- Make a list of strategies that will help you.
- Develop an actionable plan to follow through.
- Share this resource with other young insurance salespeople.
- Click “Like” if you want more material for new salespeople.
Good luck!
