Selling insurance over the phone is an effective method for generating leads and making sales. However, the secret to successful insurance telesales lies in mastering a script that instantly connects with your potential client, ultimately leading to a sale.
From understanding your clients’ needs to presenting your services, a well-crafted phone script can make a huge difference.
Whether you’re an insurance agent looking to refine your technique or a newcomer to the industry, our how to sell insurance over the phone script guide will help with your phone-selling skills.
Become a Licensed Insurance Agent
To sell insurance over the phone or anywhere else, you must first obtain your insurance license. The specific requirements may vary slightly depending on the type of insurance you plan to sell (e.g., life insurance, health insurance, auto insurance) and the regulations in your specific state.
Below are the common steps to obtaining your insurance license.
- Pre-licensing course: Most states require the completion of a pre-licensing course. This course prepares you for the state exam and gives you an understanding of insurance laws and regulations. Check with your state’s Insurance Department website for details
- Licensing exam: After completing your pre-licensing course, you’ll have to pass a state licensing exam. This exam typically covers the types of insurance you plan to sell and the laws and regulations associated with them
- Fingerprinting and background check: In many states, before your license is issued, you’ll need to submit your fingerprints for a background check
- Apply for a license: Once you’ve passed your state’s exam, you can apply for your license. This usually involves completing an application, paying a fee, and submitting your exam scores
- Application review: The licensing state will review your application and will notify you of your status via email. Processing time may vary depending on the state
- Continuing education: You’ll need to complete continuing education courses to renew your license. These keep you updated on the latest laws, regulations, and best practices in the insurance industry
Being licensed is a fundamental requirement for an insurance agent. It assures your clients of your professionalism and competency as well as gives you legal authorization to sell insurance products, even on the phone.
Recommended Course
For all of your insurance pre-license education courses and exam prep, StateRequirement recommends:
Alternatively, you can have a look at our state-specific insurance licensing overview for more information.
Creating a Phone Sales Script
Once you’ve become licensed and ready to start making insurance sales over the phone, you need to create a phone sales script.
Effective insurance cold calling scripts contain specific elements that enable insurance agents to make a convincing pitch over the phone.
Here are common elements of a phone sales script.
- Clear and concise introduction: This includes stating your name, the company you represent, and the reason for the call. Avoid complex insurance industry jargon
- Present the value proposition: Explain what the product or service is and how it benefits your potential client. This should be tailored to address their specific needs, which you should research beforehand
- Explain benefits and features: Explain the coverage provided by the insurance plan, including protection against accidental damage, theft, or loss. You can highlight added benefits like extended warranty and 24/7 customer support. Always mention any deductibles, coverage limits, or exclusions to ensure transparency
- Discuss cost and affordability: Clearly outline the pricing options, such as whether it’s a monthly or annual premium. If applicable, mention any discounts or promotions available
- Overcome potential objections: Being met with objections is a part of insurance sales. Make sure you have well-constructed responses to them. Anticipating objections demonstrates to your client that you understand their concerns and have solutions ready
- End with a strong call-to-action (CTA): Indicate what action your client should take to sign up for the insurance coverage, such as scheduling a follow-up call, making an appointment, or closing a sale. This gives the conversation direction and provides your client with clear next steps
Below is an example of a phone sales script you can use as a guideline. We recommend adapting these in order to create several insurance-specific scripts (e.g., a life insurance sales script, etc.).
Introduction:
You: “Hello, is this [Prospect’s Name]?”
Prospect: “Yes, this is [Prospect’s Name].”
You: “Hi [Prospect’s Name], this is [Your Name] from [Your Insurance Company]. How are you today?”
Prospect: [Responds]
You: “I’m calling today because I saw that you recently inquired about our insurance services. Do you have a few minutes to talk about this?”
Identifying needs (if they agree):
You: “Fantastic! Can you share a bit about what you’re looking for in an insurance policy?”
Prospect: [Shares their needs]
Offering solutions:
You: “I appreciate your sharing that with me. Based on what you’ve mentioned, our [specific insurance product] may be a good fit for you. It offers [mention benefits relevant to their needs].”
Prospect: [Responds]
Addressing concerns:
You: [Respond to their concerns, questions, or objections. Be sure to address them honestly and completely.]
Closing:
You: “I understand that choosing an insurance policy is a big decision. Would you be open to a more detailed discussion where we can thoroughly go over your needs and options? I can also prepare a personalized quote for you.”
Setting up the next step:
Prospect: [Agrees/Disagrees]
You: “Let’s schedule a call for [suggest a time]. I will also send you some additional information about our [specific insurance product] via email so you can review it before our next conversation. Does that sound good to you?”
Confirming and ending the call:
You: “Perfect. I’ve set our appointment for [confirm time and date]. If anything changes or if you have any more questions before then, don’t hesitate to reach out to me. Thank you for your time, [Prospect’s Name]. Have a great day!”
Note: While having a script acts as a guide, it’s best to maintain a natural and conversational tone throughout your call. Be ready to go off-script when necessary, as flexibility and personalization are key to creating a positive and genuine customer experience.
Using CRM Technology to Create a Phone Script
A customer relationship management (CRM) system can be extremely valuable for insurance agents. CRM helps you keep track of your leads, contacts, clients, their interactions with your company, and their specific needs, or interests.
Remember, different states have various laws regarding recording, data privacy, telemarketing, spam, and so on. Make sure you research, understand, and follow these laws before making that call.
For example, you need to comply with the Telephone Consumer Protection Act (TCPA), the Do-Not-Call Implementation Act, and the California Consumer Privacy Act (CCPA) if you’re based in California.
Here is a sample script that incorporates information from a CRM:
Introduction:
You: “Hello, is this [Prospect’s Name]?”
Prospect: “Yes, this is [Prospect’s Name].”
You: “Hi [Prospect’s Name], this is [Your Name] from [Your Insurance Company]. How are you today?”
Prospect: [Responds]
You: “I’m reaching out today because I noticed in our system that you’ve shown interest in [product or service] on our website. Do you have a few minutes to discuss this?”
Identifying needs (if they agree):
You: “Fantastic! We noticed that you were interested in [specific insurance product]. Could you share more about what you’re looking for in an insurance policy?”
Prospect: [Shares their needs]
Offering solutions:
You: “Thank you for sharing that. Based on your interest in [specific insurance product] and your needs, I believe our [specific insurance product] could be a great fit for you. It provides [mention benefits relevant to their needs].”
Prospect: [Responds]
Addressing objections:
You: [Respond to their concerns, questions, or objections. Use data from the CRM to personalize your responses, referring to their past interactions, specific interests, or needs.]
Closing:
You: “Choosing an insurance policy is a big decision. Would you be open to scheduling a more detailed discussion where we can thoroughly go over your specific needs and the benefits of our [specific insurance product]?”
Next step:
Prospect: [Agrees/Disagrees]
You: “Let’s arrange a call for [suggest a time]. I’ll also send you additional information about our [specific insurance product] via email for you to review before our next conversation. How does that sound?”
Ending the call:
You: “Perfect. I’ve set our appointment for [confirm time and date]. If anything changes or if you have any more questions before then, feel free to reach out to me. Thank you for your time, [Prospect’s Name]. Have a great day!”
Note: Remember to update the CRM after each interaction to ensure all information is current for future calls or interactions.
For a more in-depth look at how to use digital tools (like CRMs) to sell insurance, check out our Insurance Agent Marketing page.
Using Digital Marketing Platforms to Develop Phone Scripts
Understanding your audience’s behaviors, needs, and interests through digital platforms can make your approach more personalized and successful.
When it comes to digital marketing, you attract prospects to reach out to you, not the other way around. That said, here’s how you can leverage these platforms to create phone scripts.
Social Media
By referencing shared or liked posts, comments, or interactions from social media, you can personalize the conversation to your prospect’s interests and needs.
However, do not randomly call prospects on social media. They will message and possibly call you if they show interest.
You can refer to this guide on your introductory call.
You: Hello [Prospect’s Name], I hope you’re having a great day. My name is [Your Name], and I saw your message about your interest in our insurance services.
Prospect: Hi [Your Name], yes, I was looking at your services online.
You: That’s great! Before we delve into the specifics, may I know what type of insurance you’re interested in? Life, health, home, auto, or something else?
Prospect: [Responds with the type of insurance they’re interested in]
You: Great, [type of insurance] is indeed important. Now, could you kindly share what particular aspects you’re looking at in your insurance? Is it coverage, premium cost, claim process, or any specific features?
Prospect: [Shares what they’re looking for in their insurance]
You: Thank you for sharing that, [Prospect’s Name]. Based on what you’ve mentioned, I can suggest a few policies that may fit your needs. [Proceed to give a brief overview of suitable policies]. Would you like a more detailed explanation on any of these or do you have any specific questions?
Prospect: [Asks further questions or shows interest in one/more policies]
You: [Responds to prospect’s questions, giving further details about the policy/policies]
You: How does that sound, [Prospect’s Name]? I’m here to ensure you find the best fit for your needs. If you’re comfortable, we can arrange a more in-depth discussion at your convenience. We could meet in person, or have a chat over a phone call or a video call, whatever suits you best.
Prospect: [Responds]
You: Thank you, [Prospect’s Name]. I’m looking forward to our discussion. In the meantime, please feel free to reach out to me if you have any other questions or concerns. Enjoy your day!
Note: Before contacting potential clients on social media, make sure they allow you their consent to use their contact information.
Recommended Service:
As an independent insurance agent, we recommend working with Arrow; Arrow uses AI in order to offer up to five personalized posts a week, online traffic boosts, and weekly reporting. Get Arrow Now ($49 per month).
Content
Content marketing can be a good approach to educate your prospect and demonstrate your expertise, before directly selling.
Prospects who have read your blog or seen your podcasts or other types of content will reach out to you. When they call you, make your introductions and what you’re offering clear and concise.
Below is a script that uses this approach on your introductory call:
Prospect: Hi, [Your Name]. My name is [Prospect’s Name]. I was reading your recent blog post about insurance, and I have a few questions.
You: Hi, [Prospect’s Name]. I’m glad you found my blog post. I’d be happy to answer your questions. What would you like to know?
Prospect: [Responds about the blog post and asks you to explain more about it].
You: [Explains the insurance policy, including features and benefits].
Prospect: [Responds and asks for advice on what insurance policy/plan/coverage to consider]
You: [Provides advice] I could assist you more accurately if we have a detailed discussion about your financial situation and potential risk factors. I would be more than happy to discuss it with you. Let’s find a time that suits us both. Are there any particular days or times that work best for you?
Prospect: [Responds]
You: I can schedule our meeting for [date of meeting]. We can go over your needs and determine the best business insurance solution for you.
Prospect: [Responds]
You: Thank you for reaching out, and I’m looking forward to our conversation. Have a great day.
Note: Mentioning a common interest or interaction from a blog post or other content can help build rapport and make the conversation more engaging for your potential client. It provides a natural icebreaker and can help you establish a connection faster.
Recommended: If you are interested in boost-starting your content marketing campaign, have a look at Sitetrail’s premium press release services.
When you use data gathered from email interactions to inform your phone script, you’re able to align your conversation to your prospect’s interests and needs. Just make sure that your email prospects have given you their consent to use their contact information.
Below is a sample script integrating insights from email marketing. Use it on your introductory call:
You: Good afternoon, this is [Your Name]. How can I assist you today?
Prospect: Hi, [Your Name]. My name is [Prospect’s Name]. I recently read your email newsletter about the [Services or Products That Your Insurance Company Is Offering]. [Prospect is intrigued]
You: Hi, [Prospect’s Name]. It’s great to hear from you. I’m delighted that you have subscribed to our newsletter and found it informative. How can I assist you further with our new products?
Prospect: [Responds and asks for more details about an insurance policy’s’ features and benefits].
You: [Provides a detailed explanation). The primary benefits of this product (e.g., income protection insurance, etc.) are… (explains the benefits). Do you have any specific requirements or considerations we should be aware of?
Prospect: [Responds]
You: I would be happy to arrange a meeting to discuss this further. We’ll ensure to cover all your concerns and provide a detailed quote on [Insurance Product Name]. Would you be comfortable if we can arrange a meeting, in person, or have a chat over a phone call or a video call, whatever suits you best.
Prospect: [Responds]
You: That’s great. I look forward to our meeting. Again, thank you for reaching out to us. Take care. Have a wonderful day.
Note: Use information gathered from email interactions (such as opens, clicks, and replies) to craft a personalized phone script.
Website
Build a user-friendly and responsive website with an easily accessible Contact Us Page. In addition, using tools like Google Analytics can help you analyze what content your prospect engaged with, which can help create a more tailored phone script.
By referencing this in your call, you’re showing that you’re paying attention to their interests and providing relevant information.
Note: Like all digital platforms, never call someone unexpectedly. Wait for these prospects to reach out to you and they will provide you their contact information if they are interested in making a purchase.
Recommended Software
We recommend the GoDaddy Website Builder for a small insurance agent company. GoDaddy meets most small business needs while providing an extremely straightforward user experience.
How to Sell Insurance Over the Phone Script FAQ
How do you pitch an insurance cold calling script?
Pitching insurance cold calling scripts requires effective communication skills and the ability to convey the value and benefits of the insurance product to potential customers. Practice your pitch, be empathetic, and focus on building trust and delivering value. For more information, visit our How to Sell Insurance Over the Phone.
How do I convince customers to call for insurance?
To convince clients to call for insurance, you need to effectively communicate the benefits and value they can gain from discussing their insurance needs with you. For example, you’re selling mortgage protection insurance. Create a sense of urgency by offering limited-time promotions or special discounts to motivate them to take action.
How do you start a conversation selling insurance?
Starting a conversation to sell insurance requires a personalized approach, whether you’re engaging on social media, emails, in person, or over the phone. Always properly identify yourself and your company (if applicable) at the beginning. Mention any relevant information about your potential client since this shows that you are genuinely interested in addressing their needs. See our How to Sell Insurance Over the Phone Script article for more information.
How to sell insurance over the phone without being pushy?
The key to making insurance sales over the phone is to adopt a consultative and educational approach. This way you can engage prospective clients in a meaningful conversation and help them make informed decisions about their insurance needs. Note: In order to sell insurance, you will need to obtain an insurance license.
Featured Articles
For all related articles, have a look at our How to Sell Insurance Over the Phone page.