Best Insurance Sales Books

Author:Shelden SmollanChief Experience Officer
Shawn Redford
Reviewed by:Shawn RedfordChief Business Development Officer
June 30, 2023
10 Minute Read

In the fast-paced and competitive world of insurance sales, staying ahead of the game is crucial for success.

Laptop and some books on a desk

In the fast-paced and competitive world of insurance sales, staying ahead of the game is crucial for success. As an insurance associate, continuously improving your skills, expanding your knowledge, and learning from industry experts is essential. Whether you’re a seasoned professional or just starting your career in insurance sales, the right books can provide valuable insights, practical tips, and proven strategies to help you excel in this dynamic field. In this article, we have compiled a list of the top twelve best books for insurance agents that every ambitious agent should read. So let’s dive in and explore these best insurance sales books you’ll ever read!

12 Best Books on Insurance Sales: Life and Health Insurance

The following list entails the top 12 books for insurance sales agents to read:

The Greatest Insurance Stories Ever Told by W. Russell Merk

1. “The Greatest Insurance Stories Ever Told” by W. Russell Merk:

While not specifically focused on sales techniques, this book offers a unique perspective by sharing inspiring stories from successful insurance agents. It provides insights into the experiences, challenges, and triumphs of industry experts, motivating readers to strive for greatness.

The Greatest Insurance Stories Ever Told – Merck, W. Russell: 9781891042034 – AbeBooks

The Wedge: How to Stop Selling and Start Winning by Randy Schwantz

2. “The Wedge: How to Stop Selling and Start Winning” by Randy Schwantz:

Randy Schwantz’s book emphasizes building relationships and trust instead of relying on traditional sales pitches. By adopting “The Wedge” strategy, insurance agents can differentiate themselves, earn credibility, and win clients without resorting to aggressive tactics.

The Wedge: How to Stop Selling and Start Winning – Randy Schwantz – Google Books

The Life Insurance Sales Management Handbook by Jack Cutler Keir

3. “The Life Insurance Sales Management Handbook” by Jack Cutler Keir:

Targeted specifically towards insurance sales managers and leaders, this comprehensive handbook covers essential topics such as recruiting, training, motivating, and managing a successful sales team. It offers valuable insights into effective sales processes and techniques for enhancing performance.

The life insurance sales management handbook: Keir, Jack Cutler: 9780135361023: Books

The Official Guide to Selling Insurance: For New Agents by David M. Duford

4. “The Official Guide to Selling Insurance: For New Agents” by David M. Duford:

For newcomers to the insurance industry, this guide serves as an invaluable resource. It provides a comprehensive overview of the insurance industry, helps readers understand different insurance coverages, and guides them through the sales process with practical advice and real-life examples.

The Official Guide To Selling Insurance For New Agents – Duford, Mr. David M.: 9781702312004 – AbeBooks

The New Life Insurance Investment Advisor by Ben Baldwin

5. “Life Insurance Investment Advisor” by Ben Baldwin:

This book explores the role of life insurance as an investment tool and teaches readers how to effectively sell insurance policies from an investment perspective. It offers insights into financial services, product knowledge, and strategies to meet clients’ investment goals.

New Life Insurance Investment Advisor – Baldwin, Ben G.: 9781557385123 – AbeBooks

The Psychology of Selling by Brian Tracy

6. “The Psychology of Selling” by Brian Tracy:

While not specific to the insurance industry, Brian Tracy’s classic book is a must-read for any sales professional. It delves into the psychology behind successful selling, equipping insurance agents with the mindset, techniques, and strategies to influence potential customers and close deals.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible by Brian Tracy | Goodreads

Fanatical Prospecting by Jeb Blount

7. “Fanatical Prospecting” by Jeb Blount:

In the financial services industry, generating leads is essential for success. Jeb Blount’s book provides valuable insights into prospecting techniques, including leveraging digital marketing, social selling, and effective communication strategies. It equips agents with the tools to fill their sales pipelines and convert potential clients into satisfied customers.

Fanatical Prospecting | Wiley

The Little Red Book of Selling by Jeffrey Gitomer

8. “The Little Red Book of Selling” by Jeffrey Gitomer:

Jeffrey Gitomer’s book is a treasure trove of practical advice, covering various aspects of successful selling. From building customer relationships and providing exceptional customer service to developing effective marketing plans, this book offers a comprehensive guide for insurance agents looking to enhance their sales skills.

The Little Red Book of Selling: 12.5 Principles of Sales Greatness by Jeffrey Gitomer | Goodreads 

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink

9. “To Sell Is Human: The Surprising Truth About Moving Others” by Daniel H. Pink:

Although not solely focused on insurance sales, this book explores the art of selling in the modern world. Daniel Pink provides a fresh perspective on the changing dynamics of sales, helping readers understand the importance of empathy, problem-solving, and persuasion in today’s market.

To Sell is Human by Daniel H. Pink | Goodreads

The Ultimate Sales Machine by Chet Holmes

10. “The Ultimate Sales Machine” by Chet Holmes:

Chet Holmes’ book is a blueprint for achieving excellence in sales. It covers essential  topics such as setting goals, time management, effective sales techniques, and creating a winning sales culture. This book serves as a comprehensive guide for insurance agents aiming to reach the highest levels of success.

The Ultimate Sales Machine by Chet Holmes | Goodreads

The Feldman Method by Andrew Thomson

11. “The Feldman Method” by Andrew Thomson

“The Feldman Method” presents foolproof techniques that offer a step-by-step action plan leading to sales success. Ben Feldman, renowned as the greatest insurance salesman in the world, shares his working philosophy, approaches, closes, presentations, and power phrases that propelled him to unparalleled success. By following and absorbing his wisdom, insurance sales professionals can learn invaluable strategies to excel in their careers.

The Feldman Method by Andrew Thomson | WHSmith

You Can't Fall Off the Floor by Jamie Prickett

12. “You Can’t Fall Off the Floor” by Jamie Prickett

Jamie Prickett’s “You Can’t Fall Off the Floor” has earned its spot as a best seller and is highly regarded among insurance agents. With a focus on resilience and overcoming challenges, this book provides practical advice and real-life experiences that inspire and motivate readers. By delving into the pages of this book, financial agents can gain insights into building a best selling business while navigating the highs and lows of the industry. This book can be purchased on

You Can’t Fall off the Floor eBook by Jamie Prickett – EPUB Book | Rakuten Kobo United Kingdom

As an insurance agent, continuous learning and improvement are vital for achieving success in the industry. The twelve books mentioned above offer a wealth of knowledge, practical sales tips, questions and answers on life insurance, and proven strategies to help insurance agents thrive in their careers. 

From building customer relationships to enhancing sales techniques and exploring the psychology of selling, these books cover a wide range of topics that are relevant to the insurance industry. 

By investing time in reading and applying the insights gained from these timeless insurance sales books, many agents can take initiative, excel in their roles, and ultimately succeed in this highly competitive field. So grab a book, broaden your knowledge, and embark on a journey of professional growth and accomplishment in insurance.

Take Initiative and Succeed as an Insurance Agent

Taking initiative is the key to achieving success as an insurance agent and rapidly increasing your sales. It goes beyond simply waiting for clients to come to you; instead, it involves proactively seeking out new opportunities and insurance leads, and employing effective sales strategies to sell life insurance. 

Many agents understand the importance of taking charge of their own success and going the extra mile to build a thriving and successful business. Let’s explore how you can take initiative, thrive as an insurance agent, and close more sales.

Develop a Strong Work Ethic:

To succeed in insurance sales, it is essential to cultivate a strong work ethic and sales strategy. Being proactive means putting in the necessary effort, consistently following up with leads, and going above and beyond to meet clients’ needs. Successful insurance sales professionals understand that their success is directly proportional to the amount of effort they put into their work.

Become an Expert in Selling Life Insurance Policies:

Selling life insurance policies requires in-depth knowledge of the products you offer. Take the initiative to continually educate yourself about different types of life insurance, policy features, and the benefits they provide. By understanding the intricacies of life insurance, you can effectively communicate its value to potential clients and address their concerns and objections. Position yourself as an expert in the field, and clients will be more likely to trust your recommendations.

Master Effective Sales Strategies:

Successful insurance agents employ proven sales strategies to achieve their goals. Take the initiative to learn and implement these strategies to boost your sales. This includes techniques such as identifying and targeting your ideal clients, understanding their needs, and tailoring your sales approach to meet those needs. Invest time in honing your communication skills, active listening, and persuasive techniques to effectively convey the value of life insurance policies to potential clients.

Build a Strong Network:

Networking plays a crucial role in the insurance sales industry. Take the initiative to build a strong network of contacts that can introduce you to potential clients. Attend industry events, join professional organizations, and actively engage with other life insurance agents to expand your reach. Building relationships with professionals in related fields, such as financial associates or estate planners, can also lead to valuable referrals.

Embrace Technology and Digital Marketing:

In today’s digital life insurance age, embracing technology is essential for insurance sales success. Take the initiative to leverage digital insurance marketing strategies to reach a wider audience. Establish a strong online presence through a professional website, active social media profiles, and email marketing campaigns. Utilize digital tools to streamline your sales processes, track leads, grow your insurance business, and stay organized. Embracing technology demonstrates your adaptability and positions you as a modern and knowledgeable insurance agent running a successful business.

Continuously Improve and Adapt:

The insurance sales industry is dynamic, with trends and customer preferences constantly evolving. Successful insurance sales professionals take the initiative to stay updated on industry changes, emerging technologies, and new sales techniques. Attend seminars, participate in training programs, and read industry publications to stay ahead of the curve. Adaptability is key in this industry, so be open to learning, unlearning, and implementing new strategies that can give you a competitive edge.

Increase your Life Insurance Sales: Become an Experior Agent

Experior Financial Group Logo

Becoming an Experior Financial Group agent can be a game-changer when it comes to increasing your life insurance sales. Experior offers a comprehensive platform that equips insurance agents with the tools, sales training, and support necessary to excel in the industry. 

Top-Notch Sales Training and Ongoing Support:

Experior understands the importance of continuous learning and skill development. As an Experior Financial Group agent, you’ll have access to top-notch training programs that cover various aspects of insurance sales, from prospecting and relationship building to product knowledge and effective sales techniques. 

Furthermore, Experior provides ongoing support through mentorship and coaching, ensuring that you have the guidance you need throughout your journey.

Motivational Leaders to Drive Success:

At Experior, you’ll be surrounded by top leaders who are committed to helping you build a successful insurance agency. These leaders have a wealth of industry experience and knowledge, and they are dedicated to supporting and inspiring you to reach your full potential. They instill a positive mental attitude and provide insights into proven strategies that have helped top agents achieve exceptional results.

Emphasis on Relationship Building and Sales Prospecting:

Experior recognizes that relationship building and effective sales prospecting are essential for driving life insurance sales. The company provides agents with secrets of successful insurance sales, the tools and resources to cultivate strong client relationships based on trust and understanding. 

With Experior’s support, you’ll learn how to identify and target potential clients, communicate the value of specific insurance products, and build long-lasting connections. These relationship-building skills will enable you to attract and retain clients, leading to increased life insurance sales and business growth.

Diverse Insurance Products for Market Success:

Experior is partnered with many life insurance companies that offer a wide range of insurance products that cater to different market segments. This diverse product portfolio gives you the flexibility to meet the unique needs of your clients and tap into various market opportunities. Having access to a range of insurance products allows you to provide comprehensive coverage options for great sales, making you a trusted associate for your clients’ insurance needs. 

With top-notch training, ongoing support, motivational leaders, a focus on relationship building and sales prospecting, and a diverse range of insurance products, Experior empowers you to become an exceptional agent in your insurance agency. By joining Experior, you’ll have the resources and guidance needed to excel in the industry and achieve your goals. Embrace this opportunity to enhance your skills, drive sales growth, and join the ranks of top agents in the field.

FAQ – Frequently Asked Questions and Answers on Life Insurance Sales

What type of insurance sales makes the most money for insurance agents?

Selling commercial insurance typically yields higher commissions and income for insurance agents.

How do I become successful at building an insurance business?

To build a successful insurance business, focus on networking, prospecting, providing exceptional customer service, continuous learning, leveraging technology for efficient operations and reading sales books for insurance agents.

What is the hardest type of insurance to sell?

Selling long-term care insurance can be challenging due to its complex nature and the need to educate clients about its importance and benefits.

How profitable is selling insurance?

Selling insurance can be highly profitable, as it offers the opportunity for recurring commissions, upselling, and building a loyal customer base.

How stressful is insurance sales?

Insurance sales can be demanding and stressful due to the competitive nature of the industry, meeting sales targets, and dealing with client rejections. However, effective time management, strong communication skills, and a positive mindset can help mitigate stress.

Which type of insurance agent has the best commission?

Independent insurance agents typically have more flexibility and higher commission rates compared to agents working exclusively for one insurance carrier. However, commission structures can vary among carriers and types of insurance.

Why should insurance agents read sales books?

Insurance agents should read sales books to improve their sales skills, learn new strategies, and stay updated with the latest trends in the insurance industry.

How can sales books help insurance agents build a successful business?

Sales books provide valuable insights, tips, and techniques that help insurance agents effectively generate leads, close deals, and build a successful insurance business.

Are there any digital life insurance books available for agents?

Yes, there are digital life insurance books available for agents that provide insights on leveraging digital platforms to enhance sales and reach target audiences effectively.

Shelden Smollan
Shelden Smollan, Experior Financial Group's Chief Experience Officer, has spent more than 45 years working in the fields of Life Insurance and finance. He is an excellent insurance sales and management executive with exceptional strategic thinking, marketing, and leadership abilities. He has been Experior Financial Group Inc.'s Chief Experience Officer for the past six years, and his vision and expertise have been instrumental in the company's growth and development. By arranging meetings between agents and carriers so that our team of associates can learn from them and draw inspiration from them, he has assisted our IMO in expanding.