How to Increase Insurance Sales

Author:Shelden SmollanChief Experience Officer
Shawn Redford
Reviewed by:Shawn RedfordChief Business Development Officer
June 16, 2023
9 Minute Read

With competition and current policy rates increasing, it's essential to know how to increase sales opportunities.

With competition and current policy rates increasing, it’s essential to know how to increase sales opportunities. Insurance sales professionals need to build strong relationships with customers, establish trust, and offer quality customer service. In this blog, we will explore the best strategies to increase sales, including cross-selling and up-selling, incorporating testimonials, using social media, and more.

What Does An Insurance Sales Agent Do?

Insurance sales agents help potential clients purchase insurance. They provide information on insurance products and help clients select the best policy for their needs. Insurance sales agents also work with current clients to renew their policies, make updates to existing policies, and provide support when policyholders need to make claims.

How Insurance Agents Manage Existing Insurance Leads

For existing insurance leads, insurance agents need to focus on building relationships with their current customers. Building strong relationships with current clients will help you retain them and generate new business through referrals for prospective clients.

Here are some tips on how to work the insurance leads you already have:

  1. Stay in touch regularly: One of the most important aspects of maintaining strong relationships with current clients is regular communication. Stay in touch with your clients through email, phone calls, or newsletters. Be sure to check in periodically to see how they are doing and whether their insurance needs have changed.
  2. Provide excellent customer service: When clients reach out to you, be sure to respond promptly and provide excellent customer service. Address their concerns and answer their questions thoroughly. This will help build trust and rapport, which can lead to long-term relationships and referrals.
  3. Offer policy reviews: Offer your clients regular policy reviews to ensure that their coverage is up-to-date and meets their requirements. This is a great opportunity to identify any gaps in their coverage to make sure they have all they need.
  4. Ask for referrals: When you have a positive interaction with a client, don’t be afraid to ask for referrals. Satisfied customers are often happy to recommend you to their friends and family.
  5. Use technology to stay organized: Use a customer relationship management (CRM) system to keep track of your interactions with clients, their policy information, and any follow-up tasks. This will help you stay organized and ensure that you don’t miss any important opportunities.

How To Improve Insurance Sales

To improve sales, insurance agents or an insurance company need to focus on generating new customers, increasing lead generation, establishing partnerships, and enhancing marketing efforts. In a highly competitive industry, it’s crucial to stay ahead of the curve and constantly seek out new opportunities to expand your client base. 

In this section, we’ll explore some key strategies to sell insurance:

1. Focus On Your Existing Clients

One of the best ways to increase your sales is to focus on your current insurance clients. It’s easier to sell additional policies to existing customers than to find new ones. You can offer them different insurance products that match their changing needs. 

For example, if you sell life insurance policies, you can suggest adding disability or long-term care insurance if you see a need for it. Make sure to educate your customers about the benefits of having these policies and how it can save insurance clients money in the long run.

2. Maximize Your Conversions in Insurance Sales

Conversions refer to the number of potential customers that become actual customers. Maximizing your conversions means that you have a higher rate of success to sell insurance. Here are some tips on how to increase your conversions:

  • Make sure to ask open-ended questions to clients to understand their needs and preferences.
  • Explain the features and benefits of each policy in simple terms.
  • Address any objections the potential customer may have and offer solutions.
  • Provide multiple payment options, such as monthly or annual payments.
  • Provide excellent customer service to establish trust and credibility.

3. Cross-Selling & Up-Selling Strategies

Cross and up-selling strategies are essential for increasing your sales. Cross-selling means selling additional policies to existing clients, while up-selling means selling a more expensive policy to a potential customer. 

Here are some tips on how to effectively use cross sell and up-selling strategies:

  • Analyze your customers’ profiles and identify the additional policies that they may need.
  • Offer personalized recommendations based on the customer’s lifestyle and needs.
  • Make sure there is a need and you are doing right by them at all times. The customer knows if you are doing it for them or the money. It’s business they know you get paid, but they need to know you care first and they can trust you.

4. Incorporate Testimonials & Reviews

Incorporating testimonials and reviews from satisfied customers can be a powerful marketing tool to increase insurance sales. Potential customers are more likely to buy from insurance providers that have positive feedback from their current clients. 

Here are some tips on how to incorporate testimonials and reviews:

  • Reach out to your clients and ask for feedback on their experience with your company.
  • Use their feedback to create compelling testimonials that highlight the benefits of your insurance policies.
  • Display your testimonials and reviews on your website and social media platforms.
  • Share your testimonials and reviews with prospective clients during the sales process.

5. Use Social Media to Increase Sales

Social media can be an effective way to generate sales and new leads. 

Here are some tips on how to use social media effectively:

  • Identify your targeted markets and use social media platforms that your potential customers use.
  • Create engaging content that provides value to your followers, such as tips on how to save money when buying insurance.
  • Use paid advertising for lead generation to target potential customers who are likely to buy insurance policies.
  • Engage with your followers by responding to their comments and questions promptly.

Other effective ways to grow sales include email marketing, content marketing, and digital marketing. These marketing strategies can help you generate leads, build customer relationships, and improve your retention rates.

A woman holding her hands in the shape of a roof over a miniature house

Best Ways To Gain New Clients For Your Insurance Business

Generating new leads is crucial for insurance professionals to increase their customer base and grow their business. 

Here are some of the best ways to get more clients and identify opportunities for your insurance business:

  1. Referrals – Encourage your existing clients to refer their friends and family to your insurance agency. Word-of-mouth recommendations are a powerful way to generate new business and increase revenue.
  2. Networking – Attend local business events and join professional organizations to meet potential clients and build relationships with other professionals in your industry.
  3. Cold calling – Although it may not be the most popular method, cold calling can be an effective way to reach out to potential clients and generating leads. Make sure to have a script and practice your pitch before making any calls.
  4. Direct mail – Send targeted mailers to potential customers in your area. Make sure your message is clear and your offer is compelling.
  5. Online marketing – Use digital marketing strategies such as search engine optimization (SEO), pay-per-click (PPC) advertising, and social media marketing to gain new business.
  6. Partner with independent agents – Partnering with independent agents who specialize in different insurance products can help you expand your customer base and offer a wider range of insurance products to your clients.

By using different approaches to generate leads and build strong relationships with potential clients, insurance sales professionals can increase their customer base and grow their business.

In summary, increasing insurance sales requires a combination of skills and strategies, including building strong customer relationships, maximizing conversions, cross-selling and up-selling when appropriate, using social media, and incorporating testimonials and reviews. By implementing these strategies and continually learning more about the insurance industry and sales processes, insurance sales professionals can generate new opportunities and increase their sales. Remember, providing quality customer service, establishing trust, and building long-term relationships with customers are the keys to success in the insurance industry.

Grow Your Insurance Agent Career with Experior Financial Group

Experior Financial Group is an excellent option for insurance agents looking to build their careers and expand their customer base. With unparalleled support and access to resources, Experior is dedicated to helping agents succeed. 

Our state-of-the-art proprietary technology is designed to help clients find the right insurance policy to meet their financial goals, making it easier for agents to connect with more prospects and close more sales. 

We also offer extensive marketing support and other tools to help agents sell insurance and build their reputation. With Experior, agents can stay a step ahead of their competitors and take advantage of key factors for success in the insurance industry.


How do you promote insurance sales?

As an insurance agent, you can promote insurance sales through various marketing tools such as online advertising, email marketing, content marketing, social media marketing, and direct mail. It’s also important to build strong customer relationships and offer excellent customer service to encourage word-of-mouth recommendations and repeat business.

How to sell insurance effectively?

Selling insurance effectively requires developing strong communication and customer service skills, understanding the products you sell, building trust with potential clients, and being persistent in following up with leads.

How can I increase my insurance sales as an insurance agent?

To increase your insurance sales, focus on your existing clients, maximize your conversions, implement cross and up-selling strategies, incorporate testimonials and reviews, and use social media to promote your insurance products.

How do you convince customers to buy insurance?

In order to help clients buy insurance, you’ll need to identify their needs and demonstrate how your insurance policy can meet those needs. Provide clear and concise information about your insurance products, answer their questions, and offer excellent customer service. Lead them without being aggressive or pushy to a place where you know as the professional is a good place for them and their loved ones.

How can I make more sales in health insurance?

To make more sales in health insurance, understand the features and benefits of your health insurance plans, identify the specific needs of potential clients, and provide personalized recommendations that meet those needs.

What is one of the biggest challenges in selling insurance?

One of the biggest challenges is establishing trust with potential clients who may be skeptical or have had negative experiences with insurance providers and financial associates in the past.

How do you motivate an insurance sales team?

Motivate your team by helping them to set clear goals, providing regular feedback, offering incentives and rewards for meeting or exceeding targets, and providing ongoing sales training and support.

How do you achieve sales targets in insurance?

To achieve sales targets in insurance, it’s important to set specific and measurable goals, create a sales plan that outlines the steps needed to achieve those goals, monitor progress regularly, and adjust the plan as needed. Additionally, focus on generating new leads and opportunities, building strong relationships with potential and existing clients, and continually improving sales processes and strategies.

Is insurance sales a tough job?

Being an insurance agent can be a tough job as it requires a lot of hard work, consistency, and strong communication and customer service skills. However, with the right training, tools, and support, it can be a rewarding and profitable career.

How do I succeed in life insurance sales?

To succeed in the insurance industry, it’s important to develop a strong understanding of the products you sell, identify the needs and concerns of potential clients, and build trust and rapport with them. Additionally, continually improve your sales skills and strategies, stay up-to-date with industry trends, and provide excellent ongoing customer service.

Is selling life insurance a good business to get into?

The life insurance industry can be a good business to get into if you have a passion for helping people protect their families and assets. It can also be a lucrative career with high earning potential, especially if you build a team of agents and train them to do what you do. 

However, it does require a lot of hard work, dedication, and ongoing education and training to stay competitive in the industry. As with any business, it’s important to carefully research and understand the market, competition, and potential risks and rewards before making the decision to pursue a career in insurance sales.

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.