How to Sell Business Insurance


It takes a real trooper to make money selling business insurance. Many small businesses don’t yet see the need for business insurance so it is up to you to inform them. Medium to large sized businesses tend to already have long time arrangements with certain insurance companies. Insurance sales is a very competitive market that is highly saturated, so if you are going to do well at selling business insurance, you need an edge. Take these steps to assure that your insurance selling operation is successful.

Get Your Certification

Research the programs in your state that can help you get certified to sell insurance. You may be able to just buy a study guide to prepare for your certification test. Contact your state insurance office to find out when the next insurance certification test is being administered and what you will need to pay.

Study thoroughly for your state’s insurance exam to assure that you will not have to retake the exam again.

Pass your insurance test, get your certification paperwork, and start looking for a company that will allow you to sell business insurance on their behalf.

Set Up Your Office

Decide where you want to set up shop to sell business insurance. You can either set up a home office, sell from your company’s office, or set up your own office if you will be working as an independent dealer.

Purchase all of the supplies you need to sell business insurance, including office equipment, fax machines, printers, phones, and advertising materials.

Set up your phone service, voice mail and email. Establish your presence in that area as a business insurance salesperson by putting up signage and fliers in your local library, post office and supermarket.

Decide on Sales and Marketing Strategies

Buy professional business cards clearly printed with your name and direct phone number.

Invest in additional courses to learn how to gain a competitive advantage over other business insurance salespeople.

Take classes and sales seminars that teach you how to sell effectively to other business people.

Regularly attend networking events that are full of business people.

Set up a website to advertise your business services and hire an SEO content writer to build your site up with relevant content for the small and medium business owners in your area.

Buy lists of fresh leads who are on the market for business insurance products.

Send direct mail to new businesses who may need to buy business insurance soon.

Take in new customers, maintain their accounts (if applicable), and always treat your customers like gold.

Tips & Warnings

  • Invest money in gaining new knowledge so that you can outperform the competition; insurance sales is a very competitive market. Upsell when possible. Be constantly on the look out for new business and new opportunities to grow your business.
  • Don't sit around waiting for business to come to you---you have to go out and get it. Don't waste money on rent for an outside office if you can work from home. Take your insurance exam seriously so that you will only have to take it once.

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