How to Sell Property and Casualty Insurance

Written by: Nik Ventouris

Last updated:

Embarking on a journey in the property and casualty insurance industry can be a daunting task. But with the right blend of strategies and an adventurous mindset, this journey can turn into a lucrative career.

This comprehensive guide will walk you through the most effective methods of how to sell property and casualty insurance, provide insightful sales tips, and outline the steps to becoming a successful property and casualty insurance agent.

How to Sell Property and Casualty Insurance Successfully

The key to excelling in selling property and casualty insurance lies in balancing personal selling skills with the use of modern marketing techniques.

Some of the most effective digital marketing methods that you can take advantage of today have been explored below.

Social Media

Social media platforms such as Facebook, Instagram, and LinkedIn have become the new-age marketplace for insurance agencies. With millions of users active daily, these platforms offer an enormous opportunity to connect with potential clients.

Here are a few simple, yet effective steps to follow to fully leverage the power of social media:

  • Create a business profile: Having a professional profile separate from your personal profile helps keep things organized and lends great credibility to your business
  • Maintain consistency: Consistency in posting valuable content helps keep your brand in the memory of your followers. A sporadic presence may cause your audience to forget about your services
  • Engage with your audience: Building relationships with your followers is crucial. Responding to their comments, messages, and even their posts can help in fostering trust, which is vital in the insurance business

Maintaining dynamic and engaging social media profiles for your business, filled with content that resonates with your audience, demands considerable time and substantial experience.

Consequently, many property and casualty insurance agents delegate this task to specialized social media management services. This affords them more time to invest in other areas of their business.

Recommended Service

As a property and casualty 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.

4.5 out of 5 starsArrow Now ($49 per month)

Content Marketing

Content marketing refers to the strategic marketing approach of creating and distributing valuable and consistent content aimed at attracting and retaining a clearly defined audience that ultimately drives profitable customer action.

Here are some of the ways that many insurance companies utilize content marketing:

  • Blog posts: Regularly write and share blog posts about various aspects of property and casualty insurance. This not only helps to educate your clients but also positions you as an expert in your field
  • Infographics: Infographics are a visually appealing tool that can make complex insurance concepts easy to understand. Be sure to use them on your website, social media platforms, or email newsletters
  • Email newsletters: Regular updates about the latest trends and offerings in insurance, helpful tips, and new blog posts, when shared through newsletters, can keep your clients engaged with your business

Recommended: If you are interested in boost-starting your content marketing campaign, have a look at Sitetrail’s premium press release services.

Pay-Per-Click Advertising

Pay-per-click (PPC) advertising helps to bring more traffic to your website, which increases the chances of generating leads.

Some guidance on how to use PPC advertising effectively has been included below:

  • Identify relevant keywords: Keywords are the terms and phrases that your potential clients use when searching for insurance services online. Using the right keywords can help your ads reach the right audience
  • Create compelling advertisements: The effectiveness of your PPC campaign heavily relies on the quality of your advertisements. An effective ad is the one that is clear, concise, and provides a compelling reason for the user to click on it
  • Set a budget: Before starting a PPC campaign, decide how much you are willing to spend on each click. It’s crucial to manage your marketing budget effectively to prevent overspending


Use tools like Google Analytics to reveal insights into how your ads are performing. By analyzing this data, you can identify which are performing well and which ones aren’t — which allows you to adjust your campaign and ensure your PPC efforts deliver the best possible return on investment (ROI).

Building a Website

In today’s digital world, a website is a must for any business. It not only helps in showcasing your services to the world but also lends credibility to your business.

When building your website, make sure to abide by the following design principles:

  • Ensure ease of navigation: A user-friendly website helps visitors find the required information easily and quickly. Users are likely to be considering multiple carriers, you need to immediately convince them you’re the one to go with
  • Highlight contact information: Your website should clearly display your contact information. This will encourage potential clients to reach out to you
  • Keep it updated: Regularly updating your website with fresh content, such as blog posts, new offerings, and customer testimonials, can show that your business is active and up-to-date

Recommended Software

We recommend the GoDaddy Website Builder as a small insurance agent company. GoDaddy meets most small business needs while providing an extremely straightforward user experience.

Tips for Selling Property and Casualty Insurance

Now that we have discussed the marketing techniques, let’s dive into some practical tips to help your property and casualty insurance agency sell insurance:

  • Know your product: Having a deep understanding of the insurance policies you are selling is crucial. This knowledge not only helps in addressing any queries your clients may have, but it also instills a sense of trust in your clients
  • Listen to your clients: Every client has different needs and concerns. Listening to your clients carefully can help you provide them with the best solutions
  • Follow up with potential clients: The journey of converting a lead into a client often requires consistent and thoughtful follow-ups. Keeping in touch with potential clients can keep you in their consideration set

For more information, have a look at our How to Sell Insurance article.

How to Become a Property and Casualty Insurance Agent

If you aren’t licensed in your state, you will need to do this before you start selling property and casualty insurance products.

Even though the specific process for this can vary from state to state, you will generally need to complete the following steps in order to get a property and casualty insurance license:

  • Complete a pre-licensing education course in your state: This is a legal requirement in most states. Even where it is not required, we recommend purchasing a course in order to ensure that you pass your exam on your first attempt. This can end up saving you both money and time
  • Take your state’s property and casualty licensing exam: State insurance exams are generally administered by Pearson VUE, PSI, or Prometric. Line-specific outlines are offered to help with your preparation
  • Get a fingerprinting and/or background check: The exact fee for this depends on your state but is generally less than $100
  • File an official license application: You can usually do this with your state’s Department of Insurance. (This can also be known as the Division of Insurance, depending on your location)

Recommended: For more information, we recommend having a look at our state-specific How to Become an Insurance Agent article.

How to Sell Property and Casualty Insurance FAQ

How to become a property and casualty insurance agent?

Generally, you will need to complete some form of pre-exam education, before passing the state licensing exam and submitting an application to your state’s Division of Insurance to become a property and casualty insurance carrier. We explore your state’s specific licensing requirements in more detail in our How to Get Your Insurance License article.

What’s the difference between life and casualty insurance?

Life insurance provides financial protection to the policyholder’s dependents in case of their untimely death. It is a contract between the policyholder and the insurer to pay a sum of money upon the policyholder’s death. On the other hand, casualty insurance provides coverage for losses caused by injuries to other people or damages to their properties, not related to life insurance.

How hard is the property and casualty licensing exam?

The property and casualty insurance licensing exam’s difficulty will depend on the individual sitting the test. A candidate who has diligently prepared, using study guides and pre-licensing courses, typically finds the exam manageable. To read more about you can ensure you’re prepared, be sure to read our Property and Casualty License (P&C License) article.

How to sell property and casualty insurance?

Selling insurance involves more than just hearing the client’s needs and trying to remember your sales training. Moreover, the approach you adopt can’t be identical to how you would sell life insurance or car insurance — it needs to be tailored to property and casualty. Be sure to refer to our How Do Insurance Companies Make Money article for a more in-depth look into the strategies you can use to boost your insurance sales.

What is included in property and casualty insurance?

Property and casualty insurance covers losses related to personal property and legal liabilities. The property component protects against damages to personal property, such as a house or car, from risks like fire, theft, or natural disasters. The casualty component offers liability coverage for harm or damage caused to others, either directly or indirectly by the policyholder.