Selling insurance over the phone remains a vital part of the insurance industry, providing a direct, personal connection between insurance agents and potential clients.

To sell insurance over the phone, you need a combination of communication skills, product knowledge, and sales strategies.

This article offers insights and practical techniques on how to sell insurance over the phone. Whether you’re a seasoned agent or a newcomer to the industry, you’ll find beneficial strategies to help with your phone-selling skills.

Common Types of Insurance Sold Over the Phone

Different insurance types can cater to various customer needs, increasing the chances of making a sale. There are several types of insurance that are commonly sold over the phone due to their widespread applicability and ease of understanding.

• Selling life insurance: This type of insurance provides financial protection to the policyholder’s beneficiaries in the event of the policyholder’s death. It’s often sold over the phone because the conversation allows for an in-depth explanation of policy terms, riders, and benefits. To sell life insurance over the phone, you must have a life insurance license
• Selling health insurance: Health insurance policies can cover a variety of medical expenses, including doctor visits, hospital stays, and prescription drugs. Due to the complexity of health insurance plans, phone sales allow agents to explain the details and answer any questions a potential client might have. The life insurance license is tied closely with the health insurance license. However, to sell health insurance over the phone, you need a health license
• Selling property and casualty (P&C) insurance: This type of insurance includes selling several types of coverage, such as homeowners insurance, car insurance, and commercial property insurance. For example, if you are going to be selling car insurance over the phone you will need a P&C insurance license

Note: To sell insurance over the phone, you must have strong communication skills, deep knowledge of the products, and a good understanding of your client’s needs. By offering a range of insurance products over the phone, you cater to a larger market.

Become a Licensed Insurance Agent

Before selling insurance over the phone (or anywhere), you will need to obtain a license and become an insurance agent in your state.

Below are the general steps to take to obtain your insurance license.

• Complete pre-license education: Many states require pre-license education courses to ensure you have a basic understanding of insurance concepts and ethics. These courses can often be completed online or in person, and their length and cost can vary by state and by the type of insurance you plan to sell
• Pass the licensing exam: After completing the required pre-license education, you will need to pass a state licensing exam. This exam will test your knowledge of insurance principles, regulations, and the type of insurance you plan to sell
• Get a fingerprint-based background check: Most states require license applicants to undergo a fingerprint-based background check. There will be a state-contracted fingerprint vendor and you will pay a fingerprinting fee
• Apply for a state insurance license: Once you pass your exam, you can apply for an insurance license through your state’s insurance department. You will submit your exam results, pay the application fee, send in your background check results, and other required documents
• Application review: The state will review your application and background check. The processing time for each state varies. You will receive notification of your licensing status usually via email
• Complete continuing education (CE): Once you’re licensed, you’ll need to maintain your license by completing CE requirements and renewing your license as required by your state’s regulations

Note: Each state has its own rules and regulations regarding insurance licensing, so check with your state’s insurance department to ensure you’re following the correct step-by-step process.

Using CRM Technology to Sell Insurance Over the Phone

Given the increasing importance of remote work, technology can help with support and flexibility. Agents can make calls from anywhere provided they have access to the internet and the right software, whether they’re selling insurance part time or full time, in the office, or from home.

Customer relationship management (CRM) software aids the sales process by systematically organizing and managing customer information and interactions.

Here’s how a CRM system works to facilitate insurance sales over the phone.

• Centralized database: CRM software provides a centralized database for storing customer information. This could include contact details, previous interactions, purchased policies, claims history, and more. With this information readily accessible, insurance agents can quickly familiarize themselves with a customer’s history before making a call
• Task management: CRMs include task management features. Agents can schedule calls, follow-ups, and reminders, ensuring no potential sales opportunities are missed
• Automated processes: Various routine tasks can be automated, such as sending out reminders for policy renewals or payment due dates. This leaves more time for agents to focus on selling policies
• Personalized communication: These systems can track customer preferences, needs, and behaviors. This enables you to tailor your conversation and approach, increasing customer experience and the likelihood of a sale
• Lead management: A CRM can help manage and score insurance leads, showing which are most likely to convert. It can also track the source of leads, showing which marketing efforts are most effective
• Analysis and reporting: CRMs typically have reporting and analytics capabilities. They can track sales performance, agent productivity, and conversion rates, which can be used to refine sales strategies
• Integration with other tools: CRMs can integrate with other tools, such as email systems, social media platforms, or phone systems to streamline processes and improve efficiency
• Improved customer service: By having a record of all customer interactions, you can feel more confident when making calls because you are more informed. This can greatly improve your customer satisfaction, retention, and ultimately, sales

A CRM system essentially becomes the backbone of the sales process, keeping all customer-related information in one place and providing valuable insights to improve telesales performance.

Using Digital Marketing Strategies to Boost Phone Sales

Incorporating insurance marketing strategies into insurance telesales offers an efficient and effective approach to reaching potential customers, nurturing leads, and ultimately, closing sales over the phone.

Social Media

Use social media platforms to promote your products, interact with customers, answer queries, and generate leads. It’s a great way to build trust with potential customers and guide them toward making a call to your sales team.

• Brand awareness: Use social media platforms to raise awareness about your brand and the insurance products you offer. Include regular posts about your services, educational content, client testimonials, and contact info so potential clients can reach you
• Lead generation: Social media platforms have targeting options that allow you to reach the right audience. Include your contact number in your social media ads or lead them to a landing page where they can request a phone consultation
• Customer interaction: Respond promptly to comments, messages, and reviews. Regular interaction with your audience helps build relationships and trust, making them more likely to consider and call you when they need insurance
• Promotions and events: Promote special deals, discounts, or events on your social media platforms. This can encourage potential customers to call you for more information
• Live Q&A sessions: Host live sessions on platforms where you answer questions from potential customers through calls
• Direct contact: Some social media platforms allow for direct calling or messaging, which can be used to facilitate instant communication with interested prospects
• Use of chatbots: Implement AI-driven chatbots on your social media pages to engage with visitors, answer basic questions, and schedule phone calls

Using social media for selling insurance over the phone allows for direct interaction with clients, which fosters relationships, and builds trust. This makes social media an essential part of your modern insurance sales strategy.

Content Marketing

With content marketing, you create and share relevant and consistent content to attract and engage your audience, with the ultimate goal of driving profitable customer action (like contacting you for a policy).

• Educational blog posts: Write blog posts that educate your audience. At the end of each post, include a call to action (CTA) that encourages readers to call for more information or a quote
• Ebooks and guides: Create ebooks or guides on insurance-related topics. These can be offered for free in exchange for the user’s contact information, which can then be used for follow-up calls
• Webinars and videos: Host webinars and videos on various insurance topics where attendees can ask questions. These can be an excellent opportunity to demonstrate your expertise and encourage viewers to reach out to you over the phone for more personalized information
• Infographics: These can be a great way to simplify complex information about insurance policies and make it easily digestible. Infographics are highly shareable and can be a good way to direct traffic to your website or prompt calls
• Case studies and success stories: Sharing success stories and case studies can illustrate how your insurance products have helped people in the past. This can build trust with potential clients and encourage them to reach out
• Search engine optimization (SEO) strategy: Optimizing all your content for search engines can help you attract organic traffic. Use keywords that your target audience is likely to use when searching for insurance information

Note: By providing useful and educational content, you help potential clients answer their questions on insurance. This makes them more likely to see the value in your products and more willing to discuss insurance over the phone.

Email Marketing

Sending email newsletters to subscribers can generate leads, nurture potential clients, and keep your products top of mind.

Incorporate email marketing into your insurance telesales strategy.

• Build a subscriber list: The first step is to build a list of subscribers. You can do this through your website by offering valuable content in exchange for visitors’ email addresses. You can also add clients and prospects who have given you their contact information
• Include CTAs: Every email should include a CTA, such as “Call us for a free quote” or “Schedule a phone consultation.” This encourages subscribers to take the next step and get in touch with you over the phone
• Use automation: Email automation tools can help you send targeted emails based on specific triggers or actions, such as a welcome email when someone subscribes to your list, or a follow-up email when someone downloads your content
• Comply with data privacy rules: Make sure to follow data privacy rules and regulations. Your subscribers should know how their data is collected. Never use contact information without a client’s consent

Email is a direct and personal way to reach potential customers. It allows you to send tailored messages to those who have already shown an interest in your insurance products and services.

Pay-Per-Click Advertising

Pay-per-click (PPC) advertising can be highly effective for driving phone sales of insurance products.

Below are some ways to use PPC for selling insurance over the phone:

• Create ads: Your ad copy should be compelling and include a strong and clear CTA. Encourage users to call for a quote or more information
• Use call extensions: Many PPC platforms, like Google Ads, offer call extensions that display your phone number directly in your ads. Users can click the number to call your business directly from the ad, which can significantly increase your call volume
• Geo-targeting: Use geo-targeting to show your ads to people in specific locations where your services are offered. This can help you attract more relevant leads
• Ad scheduling: Schedule your ads to run during business hours when you’re available to take calls
• Landing pages: Direct your PPC ads to dedicated landing pages that provide more information about your insurance products and services. Include a clear CTA urging visitors to call for more information or a quote
• Call tracking: Use call tracking to monitor the calls you get from your PPC ads. This can provide valuable insights into which ads and keywords are driving the most calls
• Remarketing: Remarketing allows you to show ads to people who have previously visited your website but didn’t make a call or purchase. This can be a great way to get potential customers to make that call

The key to a successful PPC campaign lies in continuous testing and optimization. Regularly review your ad copy, keywords, and landing pages to ensure they’re effectively driving calls and helping you sell insurance over the phone.

Build a Website

If you want to start selling insurance over the phone, you will need to invest in a business website.

This will need to have a good design, persuasive content, and strong CTAs.

Here’s a step-by-step guide on how to create such a website.

• Choose a platform: Select a platform that matches your technical abilities, budget, and the functionality you need for your site, like GoDaddy
• Design your homepage: Your homepage is often the first point of contact for potential customers. It should quickly communicate who you are, what types of insurance you offer, and how visitors can contact you (i.e., your phone number)
• Create a services page: Detail the types of insurance you sell on a dedicated services page. For each type, provide information on coverage, benefits, and who might need it
• Include a contact page: This should have all the information a potential client needs to get in touch with you. Include your phone number, email address, office location (if applicable), and hours of operation
• Include a lead capture strategy: Offer valuable content such as free quotes, ebooks, or newsletters in exchange for visitors’ contact information. You can use these leads for email marketing and follow-up calls
• Add testimonials and reviews: Social proof can build trust and convince potential customers to choose your services. Display testimonials or reviews from satisfied customers on your website
• Utilize SEO: Use keywords relevant to your services throughout your site to improve your search engine rankings. SEO will help potential customers find your site when they search for insurance services
• Make it mobile-friendly: Many people browse the web on their phones, so your site needs to be mobile-friendly. This includes having a responsive design and click-to-call phone numbers
• Install analytics: Tools like Google Analytics can help you understand how users interact with your site, allowing you to make necessary improvements over time

Note: Your website should encourage visitors to call you for more information or a quote. Make sure your phone number is visible on every page and that you regularly update your site with fresh, relevant content.

Tips for Selling Insurance Over the Phone

Navigating the insurance industry can be challenging, especially when it comes to insurance telesales.

Read on below for tips that aim to enhance your approach, improve communication skills, and ultimately increase your sales.

• Preparation is key: Understand the products you’re selling. This includes knowing all the features, benefits, and potential objections to your insurance products. You should be able to explain complex policies in simple, understandable language

• Set a positive tone: Your tone of voice plays a crucial role in phone sales. Be energetic, positive, and friendly to make a good impression and engage your potential client
• Listen actively: It’s not just about what you say; it’s also about how well you listen. Pay attention to the customer’s needs, concerns, and objections. Show empathy and understanding
• Ask open-ended questions: These types of questions require more than a “yes” or “no” response and help you understand your potential client’s needs better. They also keep the conversation flowing
• Address objections gracefully: Don’t dismiss objections. Instead, use them as an opportunity to provide more information and show how your insurance product is a solution
• Use a script but personalize it: A script can guide your conversation but don’t just read it word for word. Personalize the interaction based on your prospect’s responses. To know more about how to use a script for your phone sales, head over to our How to Sell Insurance Over the Phone Script guide
• Continuous training: Continually improve your product knowledge and sales techniques. Before you continue calling prospects, we recommend taking a break and reviewing your call recordings in order to identify areas of improvement

Note: When you are talking to prospective clients over the phone, make sure that you use simple and succinct language (i.e., avoid using industry specific jargon that may confuse your prospects).