WHAT DOES AN INSURANCE SALES AGENT DO?

Published: Sep 26, 2025 - The Insurance Sales Agent is responsible for achieving sales targets by actively prospecting new clients and securing referrals across personal, commercial, and farm insurance lines. This role involves conducting thorough, needs-based policy reviews and delivering tailored insurance proposals to ensure an exceptional customer experience. The Agent also collaborates closely with underwriting teams to assess risks, maintains a high level of daily outreach, and thrives independently with a proactive, goal-oriented mindset.

A Review of Professional Skills and Functions for Insurance Sales Agent

1. Insurance Sales Agent Details and Accountabilities

  • Sales Goals: Achieve sales goals for volume of quality new business quoted and written within company guidelines.
  • Client Prospecting: Prospect new clients via telephone sales, lead generation, referrals, and through professional business partner referral sources.
  • Lead Identification: Identify prospective customers using established lead methodologies for new business.
  • Networking Events: Regularly attend local networking and leads events, which may be before, during, or after business hours.
  • Client Relationships: Build, develop, and maintain client relationships within local communities.
  • Partner Relations: Establish and maintain relationships with new business referral partners.
  • Lead Conversion: Follow the established process and use the assigned systems to convert new leads into customers.
  • Follow-Up Tasks: Complete follow-up tasks on time and with accuracy to support customers through the process of establishing a new policy.
  • Insurance Sales: Sell Auto, Home, and Commercial Insurance to individuals using consultative sales techniques.
  • Insurance Advising: Counsel and advise prospects and policyholders on matters of insurance coverage tailored to their specific situations.
  • Customer Connection: Connect with all customers in a way that makes them feel welcome and confident throughout the process.
  • Coverage Knowledge: Understand complex coverage details and underwriting guidelines.
  • Task Adaptability: Adapt to changing tasks while staying on top of all responsibilities.
  • Deadline Management: Achieve all deadlines with great attention to detail.
  • Continuous Learning: Proactively learn to remain knowledgeable about the industry and at the top of their position.

2. Insurance Sales Agent General Responsibilities

  • CRM Management: Utilize CRM on a daily basis to track client contacts and update client information.
  • Policy Sales: Write and sell new policies nationwide on behalf of the company and other clients.
  • Database Management: Produce letters, maintain and update the current database information, and create new database information for new businesses.
  • Policy Processing: Process endorsements and cancellations of policies for the in-house agency.
  • Call Routing: Receive and routing of phone calls.
  • Customer Service: Receive phone calls and service insureds for the in-house agency.
  • Relationship Building: Develop strong long-term relationships.
  • Performance Management: Achieve desired production and profitability results by developing individual performance objectives and commitments for each agent-partner and/or private label MGA/Carrier.

3. Insurance Sales Agent Roles and Responsibilities

  • Sales Goals: Achieve monthly, quarterly, and yearly sales goals through prospecting and referrals.
  • Policy Reviews: Provide comprehensive policy reviews and proposals to businesses and households.
  • Needs Assessment: Conduct needs-based customer policy reviews.
  • Customer Experience: Ensure a positive, memorable customer experience.
  • Organizational Skills: Responsible for organizing and executing efficiently, with a strong sense of urgency.
  • Risk Identification: Work daily with the underwriting team to identify proper risks.
  • Prospecting Activity: Maintain a high level of daily prospecting activity (farm, commercial, personal lines).
  • Field Underwriting: Conduct field underwriting on businesses and farms.
  • Independent Work: Confident self-starter who works well independently.
  • Positive Attitude: Maintain a positive and self-motivated attitude.

4. Insurance Sales Agent Duties and Roles

  • Networking Skills: Drive to different mortgage loan and realtor offices to network and gain their trust so they will send their clients to you for a quote.
  • Client Communication: Answer inbound calls, make outbound calls to gather information, and present insurance quotes to potential clients.
  • Quote Processing: Run insurance quotes through affiliated insurance carriers via EZLynx and individual carriers' quoting systems.
  • Customer Support: Respond to client inquiries and requests related to insurance products promptly.
  • System Management: Document and complete changes within the Agency Management System, in adherence to agency policies and procedures.
  • Insurance Knowledge: Maintain and grow knowledge in all personal lines of insurance, including but not limited to home, auto, flood, and umbrella insurance.
  • Appointment Setting: Take lead responses from potential clients, call the client to set an appointment, then meet them in their home to help choose the best insurance plan that fits their budget.
  • Financial Products: Utilize premium financial products to help people save for retirement or protect their current retirement accounts (e.g., 401K and IRAs) from losing money in the market.
  • Product Representation: Represent over a dozen major companies, such as Mutual of Omaha, Transamerica, AIG, Foresters, etc., to provide the highest quality product line.

5. Insurance Sales Agent Details

  • Insurance Sales: Sell Life Insurance and Property/Casualty Insurance products.
  • Lead Generation: Seek out leads and new clients.
  • Financial Consultation: Discuss the financial concerns and needs of individuals.
  • Client Service: Service new and existing clients.
  • Professional Development: Develop professional skills and knowledge.
  • Networking Skills: Meet new people in the area.
  • Sales Goals: Meet and exceed sales and quote goals.
  • Policy Quality: Attempt to sell good-quality policies that will yield optimal retention.
  • Quality Standards: Adhere to company quality standards.
  • Sales Advising: Leverage sales tactics as well as product/carrier knowledge to advise customers in their best interest.
  • Work Ethic: Show up on time for the shift and work 40 hours per week.
Relevant Information
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