How to Sell Auto & Home Insurance

Selling auto and home insurance requires experience and people skills.

Selling auto and home insurance is a rewarding career if you have natural sales ability and can stick with it to build a client base. Many people start in an administrative or customer service role within an insurance company or agency before moving to sales. Often, agents have a college degree, but all require licensure in the state in which they sell insurance products. Because most states mandate automobile insurance and most mortgage companies require homeowner's insurance, there will always be a market for these products.

Things You'll Need

• Phone
• Computer
• Internet

Instructions

1. Learn the licensing requirements in your state for selling auto and home insurance. Visit your state's department of insurance website to find these requirements. To sell auto and home insurance, you will probably need a property and casualty license. You must obtain licensure in each state where you plan to sell insurance. Most states offer a reciprocity in which you can obtain equivalent licensure as a nonresident after obtaining licensure in the your home state.

2. Complete the education requirements and take the licensing exam. Upon passing, you have earned the ability to sell auto and home insurance in that state. Your state's department of insurance website will have information about approved classes and testing centers.

3. Obtain appointment with the insurance companies where you want to sell their products. If you work at an agency, they will help you with this process. If not, follow the application procedures listed on the carrier's website. Most carriers require appointment to sell their products.

4. Get a job working at an insurance company or brokerage. Learn how to prospect clients and close sales. You may start at an entry-level position, working the telephones and dealing with callers. This gives you the opportunity to learn how to talk to customers when explaining insurance products and encouraging them to buy your services. Many auto and home insurers advertise heavily so customers will often contact the company directly, eliminating the need to cold-call customers for sales as you might other insurance products.

5. Learn the advantages of multi-product discounts and the specifics of auto and homeowners insurance policies, which are often sold together. Many insurers offer umbrella policies at a discount for consumers who buy both. To best advise customers, study auto market guides to understand a car's value and how much coverage they should buy. Learn how and why specific dollar amounts get attached to each homeowners policy's schedule.

6. Market your services by creating a website advertising your business and join insurance associations, attend network events and ask everyone you know for referrals to find new customers.

Tips & Warnings

• Mentor with a seasoned agent if you get the opportunity. They will show you the ropes on how to close the sale and effectively answer customers' questions.

• Customers will feel more comfortable purchasing insurance from you if you are knowledgeable about coverage limits and how much insurance they may need for their auto and home.

• To best help customers, learn how factors such as customer location and claims history can impact auto and homeowners' rates.

References

• U.S. Department of Labor Bureau of Labor Statistics: Insurance Sales Agents
• National Association of Insurance Commissioners: spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer spacer Map of NAIC States & Jurisdictions
• Maryland Insurance Administration: Initial Producer Licensing