Abram Interstate Insurance Services, Inc., CMGA

Helping Independent Insurance Agents Since 1996

5 Steps to More Sales | Business Tips for insurance Agents

Published on January 12, 2017


If you are an independent Insurance Agent, no matter whether you sell Personal Lines Insurance or Commercial Lines Insurance the goal is the same: grow leads and increase sales.

Here are 5 tips to closing more insurance sales:

1. Listen More

As much as you may want to dive in, talking about the differences and benefits of the insurance coverage you can offer a potential customer, the best thing you can do is let the customer drive the conversation. Instead of pitching insurance, ask questions about their lifestyle, their needs, their hesitations, their questions. Let them tell you what they are looking for. When they’re not sure what their looking for, then you can step in and offer options, redirecting them back into the driver seat in the conversation. At the end of the day, your sales are not about how great your product is, they’re about how well that product (and your helpful guidance) meet the customers’ needs.

2. Don’t Pitch Products, Provide Solutions

When the customer isn’t sure what they’re looking for, then you can step in and offer options. When you explain how what you’re offering can help solve their current problem, or a future problem they might not have already foreseen, you’re keeping the focus on them.  At the end of the day, your sales are not about how great your product is, they’re about how well that product (and your helpful guidance) meet the customers’ needs. And you’ll only be able to speak into that once you’ve followed the first rule of listening more.

3. Highlight Benefits over Features

Instead of focusing on the technical aspects of an insurance policy (though you will want to make sure your customer clearly understands this prior to purchase), first talk them through how having insurance will help them in specific, yet everyday terms. For example, explain how their homeowners policy won’t just provide the market value of their home in case of a total loss, but will provide the actual cost needed to replace the home to get them back where they used to be prior to their loss. Keep the customer and their needs as the focus of the conversation. Always.

4. Leave Something to Remember You By

Most times in the insurance agency, you will not close a policy sale on first contact. Make sure you are prepared with specific company or product literature that you can give to potential customers. At the very minimum, give them a business card, because customers who do decide to place their business with you want to know how to get a hold of you later if they have any questions.

5. Ask for Referrals & Reviews

Have a happy prospect that you’ve helped in the past? Don’t be afraid to ask for referrals to their friends and family, and for an online review. A personal recommendation still goes a long way, and an online recommendation/review can help other potential customers find you easier and feel better about reaching out for a quote, or at least to talk about options.

And of course, when you’re ready to quote, you can quote online with Abram for Personal Lines, Commercial Lines, and Agribusiness risks. We’re your wholesale insurance broker, and we’re here to help you now.

Quote Online HERE Now.

Have a quick question? Chat with us online HERE now.


Abram Interstate Insurance Services, Inc. is a California wholesale insurance broker (CMGA) that has licensing and expertise to place business in both admitted and non-admitted markets for personal lines insurance and commercial lines insurance in California and surrounding areas.

Quote Online Today.