What Does an Insurance Sales Agent Do?
An insurance sales agent helps individuals and businesses choose insurance policies that best meet their needs. This professional works with clients to evaluate their current financial status, future goals, and risk exposure to recommend appropriate coverage options. Depending on their area of focus, an agent may sell life, health, property, casualty, or commercial insurance policies. Agents also play a critical role in explaining complex policy details in understandable terms, guiding clients through claim processes, and answering ongoing questions related to coverage.
These professionals often work independently or as part of an agency, with a strong emphasis on prospecting new clients and building long-term relationships. They are responsible for generating leads, following up with potential buyers, and maintaining a pipeline of future business through CRM tools. Insurance sales agents must also remain compliant with state regulations, which include securing licensure and completing continuing education to stay current on changing laws and products. Their success depends on a mix of sales ability, industry knowledge, and strong interpersonal communication.
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Insurance Sales Agent Core Responsibilities
- Identify and contact potential clients through cold calling, networking, or referrals
- Assess client needs and recommend appropriate insurance coverage options
- Present and explain policy features, terms, and benefits in a clear and relatable way
- Prepare and process applications, forms, and documentation for new policies
- Maintain relationships with clients to ensure ongoing satisfaction and coverage updates
- Meet or exceed sales targets and performance metrics as defined by the agency or carrier
- Stay informed about industry trends, regulatory updates, and competitor offerings
- Use CRM platforms to track interactions, manage leads, and document client history
- Assist clients with policy renewals, claims, and coverage modifications
Required Skills and Qualifications
Hard skills
- Proficiency in CRM systems and insurance sales platforms (e.g., Salesforce, Applied Epic)
- Deep understanding of insurance products and policy structures
- Knowledge of state-specific insurance laws and licensing requirements
- Ability to prepare quotes, applications, and documentation efficiently
- Strong organizational skills to manage multiple clients and follow-ups
Soft skills
- Strong interpersonal and communication skills
- Persuasive sales techniques and objection handling
- Active listening and empathy in customer interactions
- Time management and self-motivation
- Ability to work independently or as part of a team
Education
- High school diploma or equivalent required
- Bachelor’s degree in business, finance, marketing, or related field preferred
Certifications
- State-issued insurance license (required; specific lines such as life, health, property & casualty depend on specialization)
- Continuing education courses as mandated by state regulators
- Certified Insurance Counselor (CIC), Certified Insurance Service Representative (CISR), or Life Underwriter Training Council Fellow (LUTCF) recommended
Preferred Qualifications
- Previous experience in a quota-driven sales environment
- Bilingual communication skills
- Multi-line or multi-state insurance licensing
- Familiarity with digital marketing strategies for lead generation
- Background in financial services or risk assessment
National Average Salary
Insurance sales agent salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for an Insurance Sales Agent is:
$53,466
Sample Job Description Templates for Insurance Sales Agents
Inside Sales Insurance Agent
Position Overview
An inside sales insurance agent sells insurance policies via phone, email, and virtual meetings, typically from a centralized office or contact center. These professionals manage inbound and outbound communications, guiding potential clients through coverage options and closing policies without in-person interaction. Their success depends on fast response times, product knowledge, and persuasive communication.
Responsibilities
- Contact warm and cold leads using phone, email, and CRM tools
- Qualify prospects and recommend suitable insurance products
- Guide clients through application and underwriting processes
- Meet daily, weekly, and monthly sales targets
- Use CRM software to log calls, update client records, and schedule follow-ups
- Collaborate with underwriters and senior agents to close deals efficiently
- Participate in team sales meetings and training sessions
- Stay informed on product changes and regulatory requirements
Requirements
Hard skills
- Proficiency in CRM and phone-based sales systems
- Strong understanding of insurance products and underwriting basics
- Ability to manage high call volume
- Fast typing and note-taking during live calls
Soft skills
- Persuasive and clear verbal communication
- Active listening and objection handling
- Resilience in high-pressure sales environments
- Detail-oriented record keeping
Education
- High school diploma required
- Associate or bachelor’s degree preferred
Certifications
- State insurance license (required for lines sold)
- Life Underwriter Training Council Fellow (LUTCF) recommended
Preferred Qualifications
- Previous experience in call center sales
- Bilingual communication ability
- Familiarity with multi-line policy sales
Remote Insurance Sales Agent
Position Overview
A remote insurance sales agent works from a home office or virtual setting to connect with clients, assess insurance needs, and close policy sales. These agents rely heavily on digital tools to generate leads, conduct consultations, and manage client relationships. Flexibility and tech literacy are essential to success in this role.
Responsibilities
- Conduct virtual meetings and phone consultations with prospective clients
- Utilize digital marketing platforms and social media to generate leads
- Submit electronic applications and coordinate underwriting
- Maintain compliance with remote work regulations and carrier protocols
- Manage workflow through cloud-based CRM and communication tools
- Follow up with clients for renewals, referrals, and cross-selling opportunities
- Remain current with insurance products, state licensing rules, and digital tools
Requirements
Hard skills
- High proficiency with digital sales platforms, CRM, and video conferencing tools
- Working knowledge of cloud-based policy management systems
- Familiarity with online quoting software
- Reliable high-speed internet and secure home workspace
Soft skills
- Self-discipline and motivation in a remote setting
- Digital communication fluency
- Customer empathy and service-minded selling
- Time management and prioritization
Education
- High school diploma required
- Bachelor’s degree preferred
Certifications
- State insurance license (required for resident state; non-resident licenses may be needed for multi-state selling)
- Certified Insurance Service Representative (CISR) recommended
Preferred Qualifications
- Experience in remote customer service or virtual sales
- Ability to work across time zones
- Experience using lead generation automation tools
B2B Insurance Sales Agent
Position Overview
A B2B insurance sales agent focuses on selling insurance policies and benefits packages to businesses and organizations. This role often involves longer sales cycles, larger premiums, and the need to tailor offerings to company-specific risks. Agents must be skilled in consultative selling and capable of presenting complex policies to decision-makers.
Responsibilities
- Identify and engage business prospects through networking, cold outreach, and referrals
- Evaluate company risks and coverage needs through consultation
- Develop and present tailored insurance proposals to executives and HR leaders
- Navigate commercial underwriting processes and submit applications
- Manage renewals and expansions of group policies
- Attend industry conferences and maintain business contacts
- Maintain CRM records and forecasting reports
Requirements
Hard skills
- Deep knowledge of commercial insurance lines (e.g., liability, E&O, workers’ comp)
- Proposal development and contract negotiation
- Presentation skills using tools like PowerPoint or proposal software
- Understanding of industry verticals and risk profiles
Soft skills
- Strong business communication and executive presence
- Consultative sales mindset
- Negotiation and relationship management skills
- Patience and persistence with complex sales cycles
Education
- Bachelor’s degree in business, finance, or related field preferred
Certifications
- State insurance license (required for commercial lines)
- Certified Insurance Counselor (CIC) recommended
Preferred Qualifications
- Previous experience selling B2B financial or insurance products
- Background in underwriting or risk management
- Familiarity with enterprise CRM platforms (e.g., Salesforce, Zoho CRM)
Independent Insurance Sales Agent
Position Overview
An independent insurance sales agent operates as a self-employed producer or works through a brokerage, offering products from multiple insurance carriers. These agents have more flexibility in what they sell and to whom but take on the responsibility of prospecting, marketing, and carrier relationship management.
Responsibilities
- Build a personal book of business through referrals, networking, and community outreach
- Evaluate multiple carriers to match clients with the best policies
- Manage all aspects of the sales process, from quotes to onboarding
- Establish relationships with carrier reps to access a broad product range
- Maintain client files and renewal records independently
- Stay compliant with licensing and carrier appointment requirements
- Set and manage personal business goals
Requirements
Hard skills
- Multi-carrier product knowledge and comparison expertise
- Familiarity with insurance brokerage management systems
- Ability to market and brand oneself locally or online
- Contracting and appointment management across carriers
Soft skills
- Entrepreneurial drive and independence
- Excellent interpersonal relationship skills
- Client-first consultative mindset
- Resourcefulness and adaptability
Education
- High school diploma required
- College degree preferred
Certifications
- Active state insurance license(s) (required)
- Registered Health Underwriter (RHU) and LUTCF recommended
Preferred Qualifications
- Prior experience in independent or brokered sales
- Established local client base
- Ability to cross-sell multiple lines