As the world becomes more digital and flexible working conditions are increasingly becoming the norm, there has never been a better time to explore opportunities like selling health insurance from home.

Whether you’re seeking a career change, a supplemental income source, or you’re an insurance professional looking to pivot into a more flexible role, this guide will walk you through everything you need to know in order to sell health insurance from home.

From the first steps of obtaining a license, understanding the various health insurance products, setting up a productive home office, and implementing effective marketing strategies, this comprehensive guide will be your roadmap to getting started.

Getting Started as an Insurance Agent

In order to embark on your journey to sell health insurance from home, there are several, fundamental steps you need to undertake. This section will guide you through the initial stages that set the foundation for your home-based insurance business.

Becoming Licensed

Before you can sell health insurance from home, obtaining a license is mandatory. The licensing process may vary from state to state, but generally follows a similar path:

• Educational requirements: Typically, a high school diploma or its equivalent is required to become an insurance agent. However, your state may have additional requirements, so it’s important to consult with your state’s insurance commission to see if this is the case
• Pre-licensing courses: These courses are essential to gain the knowledge necessary to pass the insurance licensing exam. They cover the fundamentals of insurance, including insurance laws, types of policies and coverage, ethics, and consumer protections. Most states require a certain number of pre-licensing education hours, which can be completed online or in person
• Licensing exam: Once you complete your pre-licensing education, you’ll need to pass a state licensing exam. This exam will test your knowledge of insurance policies and procedures. While challenging, with adequate preparation and study, it’s certainly passable. Upon passing, you will be granted your license to sell health insurance

While it’s not always mandatory to take a pre-licensing course before your exam, it’s highly recommended as it significantly boosts your chances of passing the licensing exam on your first attempt.

Building a Home Office

Working from home provides great flexibility, but it also requires self-discipline and a well-equipped workspace.

We’ve included some tips below to help you when putting together a productive home office:

• Dedicated space: Select a quiet, distraction-free area in your house to be your office. It doesn’t have to be an entire room — a corner in the living room or bedroom can suffice. It should, however, be a place that signals to you and others that you’re “at work” when you’re there
• Essential equipment: At a minimum, you’ll need a computer or laptop with a reliable internet connection and a phone for making calls. You may also want to consider getting a printer, scanner, and shredder
• Software and applications: As a health insurance agent, you’ll need software to manage your clients’ data and maintain your schedule. Customer Relationship Management (CRM) software can streamline your work by organizing client information, tracking interactions, and setting reminders for follow-ups
• Comfortable and ergonomic furniture: Since you’ll be spending a lot of time in your home office, invest in furniture that’s both comfortable and ergonomic. An office chair with good back support and a desk at the right height will help prevent physical strain

Understanding Health Insurance Products

Understanding the products you’re selling is crucial to your success as a health insurance agent. Your clients will look to you for advice, and your ability to guide them will depend on your understanding of health insurance.

The following areas are some of the most important to be aware of to ensure you’re able to effectively help your clients with any query or issue they may have:

• Health insurance basics: Grasp the fundamental concepts and terms of health insurance, like premium, deductible, out-of-pocket maximum, and co-payment, as you’ll use these terms frequently in your interactions with clients
• Types of health insurance plans: Become familiar with the main types of health insurance plans, including Health Maintenance Organizations (HMOs), Preferred Provider Organizations (PPOs), and Exclusive Provider Organizations (EPOs) plans. Understanding the unique features, advantages, and disadvantages of these will help you match clients with the right option
• Specialty insurance: Besides general health insurance, there are special policies for specific needs, such as vision insurance, dental insurance, and long-term care insurance. It’s important to be aware of such policies as some clients may require these additional coverages
• Government programs: Familiarize yourself with government-provided health insurance programs like Medicaid and Medicare. Even if you don’t sell these, understanding them helps you advise clients who might be eligible

Effective Marketing Strategies

Now that you’ve set up your home office and have a solid understanding of health insurance, it’s time to attract clients.

In the digital age, effective marketing strategies extend beyond traditional methods. Here, we’ve delineated several modern marketing strategies that can help you reach a wider audience:

Content Marketing

Content marketing involves creating and sharing valuable content to attract and engage your target audience. This marketing strategy not only drives traffic to your website but also establishes you as an authority in your field.

• Blog posts: Regularly post blog articles on your website that provide information about health insurance. This could be news about changes in insurance laws, tips for choosing a health insurance plan, or explanations of complex insurance concepts
• Ebooks and guides: Write comprehensive ebooks or guides on health insurance that potential clients can download from your website, such as a guide on “How to Choose the Right Health Insurance Plan”
• Infographics: Infographics simplify complex information into easily digestible visual content. They can be particularly useful for explaining the different types of health insurance plans, for example

Building a Professional Website

Your website serves as the face of your insurance business online, so it’s important to make a good impression. Here are some key elements of a professional website:

• User-friendly design: Your website should be easy to navigate, with clear menus and a logical structure. A site search feature can also enhance usability
• Informative and relevant content: Your website should clearly explain the services you offer, your qualifications, and how you can help potential clients. It’s also a good place to display testimonials from satisfied clients
• Visible contact information: Visitors to your site should be able to quickly find your contact information. Include multiple ways of contact, such as phone, email, and a contact form

Utilizing Social Media

Social media platforms offer an excellent way to reach out to potential clients and engage with them.

• Platform selection: Not all social media platforms will be beneficial to your business. Choose the platforms that best match your target demographic. For example, if you’re targeting young adults, Instagram or TikTok may be a good choice. For older adults, Facebook or LinkedIn might be more effective
• Content creation: Post content that is both relevant and interesting. This can include short tips, facts about health insurance, infographics, or personal stories about how the right health insurance made a difference in someone’s life
• Engagement: Social media is a two-way street. Make sure to respond to comments on your posts and engage with your followers. This interaction makes your business more personable and trustworthy

Due to the amount of time and expertise required to effectively manage a corporate social media account, many independent insurance agents prefer to hire a third-party service to do this for them.

Pay-Per-Click Advertising

Pay-per-click (PPC) marketing is a method of advertising where you pay a fee each time someone clicks on your ad. It’s a way to essentially buy visits to your site, rather than gaining those visits organically.

In particular, when designing your PPC ads, try to focus on:

• Keyword selection: Research to find keywords that potential clients might use when looking for health insurance. These keywords are used to show your ads to those who are most likely to be interested in your services
• Compelling ad copy: Write clear and attractive ad copy to encourage people to click on your ad. The ad should succinctly convey what you offer and what the potential client will gain by clicking
• Budget management: PPC marketing can be expensive, so it’s important to monitor your campaigns closely to ensure that you’re getting a good return on your investment. Adjust your strategies as needed

Email Marketing Strategies

Email marketing remains one of the most effective online marketing strategies. Here’s how to make the most of it:

• Building an email list: Encourage visitors to your website to sign up for your newsletter. Offer an incentive, such as a free ebook or guide, to increase sign-ups.
• Creating valuable content: Your email newsletters should offer value, not just sales pitches. Provide useful content, such as articles about health insurance, tips for saving money on premiums, or news about changes in the health insurance industry.
• Using calls-to-action (CTA): Every email should include a clear call-to-action, encouraging the reader to do something, like request a quote, read a blog post, or refer a friend.

It is strongly recommended that you focus on email marketing over sales calls to reach new clients, as the latter is both tricky and time-consuming to engage in.