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Insurance Agent Career Guide

What is an insurance agent?

An insurance agent is a professional who works with individuals and businesses to sell various types of insurance policies. They aim to safeguard their clients’ assets and financial well-being by offering protective measures against potential risks. They provide personalized recommendations on the right type of insurance coverage that suits individual client needs. These agents contribute to the insurance industry’s operation by assisting and guiding clients in making informed decisions on their insurance coverage

Duties and responsibilities

Insurance agents are responsible for various tasks designed to connect potential customers with the insurance products that best meet their needs. They explain the features of various insurance policy options, offering advice about the advantages and disadvantages of different types of coverage and helping clients determine which policy is right for them. Agents also generate new business through referrals and networking and maintain client relationships with ongoing services and policy updates. Another key responsibility is to prepare and maintain records and documentation related to sales and policy changes.

Work environment

The work environment for an insurance agent can vary based on the type of insurance being sold and the agency’s size. Many agents spend a significant amount of time in an office environment speaking to clients on the phone or meeting with them in person. Visits to clients’ homes or businesses are also common, particularly for agents selling certain types of policies, such as auto or home insurance. They may also attend community events or local business gatherings for networking and advertising purposes. The work can be stressful at times, particularly during busy periods or when dealing with complex policies.

Typical work hours

Insurance agents typically work standard business hours, from 9 a.m. to 5 p.m., Monday through Friday. However, overtime may be expected during peak periods such as policy renewal seasons or when pursuing new clients. They may need to adjust their schedules to meet with potential clients in the evenings or on weekends when those clients are available. Flexibility is often an essential aspect of this profession, allowing agents to work with clients when it’s most convenient for them.

How to become an insurance agent

This career guide section outlines how to become an insurance agent. Steps include training, licensure, education, and the necessary skills and experiences.

Step 1: Earn a high school diploma

The initial educational requirement is a high school diploma. The subjects you study should ideally reflect the skills needed in the insurance industry, such as math, economics, and business. This foundation can prepare you for the training and courses you will encounter as you proceed in your career.

Step 2: Obtain a bachelor’s degree (optional)

Although not required, many pursue a bachelor’s degree to enhance their prospects. Relevant study fields include finance, economics, business, and marketing. These courses will broaden your understanding of the always-evolving financial market and can help boost your credentials.

Step 3: Take pre-licensing courses

Most states require agents to complete pre-licensing courses and pass examinations. These courses equip you with knowledge of insurance laws and ethics and the practice of selling insurance. Make sure to research the specific course requirements in your state. Once the course is complete, you will need to pass the associated exam to acquire a license to sell insurance in your state.

Step 4: Obtain a state license

Once you’ve passed the pre-licensing examination, obtaining a state insurance license is next. This license is compulsory to sell insurance legally. The type of insurance you wish to sell (e.g., life, health, property, and casualty) may affect the license you need to obtain. As regulations vary by state, verify the specific licensing requirements in your market.

Step 5: Consider certification

Certification is not mandatory, but it can enhance your credibility and expand your client base in the insurance market. Certifications are available from different professional organizations and can be acquired through exam-based programs. Regular continuing education courses may be required to retain certification.

Step 6: Apply for an insurance agent position

With the necessary credentials and license, you are ready to apply for jobs. Depending on your preferences, you can seek employment with an insurance brokerage firm or a direct insurance carrier or opt to work independently. Early on, you may work under the guidance of an experienced agent to better understand the practical aspects of the job.

How much do insurance agents make?

Insurance agent salaries will vary by experience, industry, education, location, and organization size. The level of commission earned from selling insurance policies and the type of insurance they specialize in, such as life, health, or property insurance, greatly impacts their compensation.

Highest paying industries

  • Securities and Commodity Contracts – $102,860
  • Outpatient Care Centers – $98,980
  • Residential Intellectual and Developmental Disability, Mental Health, and Substance Abuse Facilities – $98,180
  • Offices of Physicians – $97,870
  • Other Ambulatory Health Care Services – $96,760

Highest paying states

  • Massachusetts – $79,710
  • Georgia – $78,430
  • Rhode Island – $77,890
  • Delaware – $77,370
  • New York – $75,320

Browse insurance agent salary data by market

Types of insurance agents

Below, we explore common career types and areas of specialization for insurance agents.

Life insurance agent

Focusing on policies that provide financial benefits upon the policyholder’s death, life insurance agents often work closely with individuals and families. They help clients understand different policy types and choose what best suits their needs. Excellent communication skills and understanding of financial planning are critical for success in this role.

Health insurance agent

In this specialty, the agents primarily sell health-related insurance policies. They guide individuals, families, and businesses in choosing the right insurance to cover healthcare expenses. These professionals should have a robust knowledge of health policies, coverage, and industry regulations.

Property and casualty insurance agent

Selling insurance that protects clients against property damage or loss due to theft, fires, or natural disasters falls under this specialization. They also cover policyholders’ liabilities if someone gets injured on their property. Knowledge of real estate, home values, and natural disaster risk assessment would be advantageous for this role.

Commercial lines insurance agent

Commercial lines agents focus on insurance for businesses. They specialize in policies such as workers’ compensation, commercial auto insurance, business interruption insurance, and others. Proficiency in understanding business-related risks and analyzing various industry-specific hazards is vital for this role.

Personal lines insurance agent

These agents focus on providing insurance services to individuals or families rather than businesses. They sell policies such as auto, home, renters, and personal liability insurance. A good understanding of individual needs and personal finance is important in this area of specialization.

Top skills for insurance agents

This career guide section outlines the skills and abilities that will help you find success as an insurance agent. Insurance sales is a fast-paced field that requires excellent communication skills, in-depth product knowledge, and the ability to connect with customers.

Communication skills

Reaching out to potential clients, explaining complex insurance policies, and persuading them to buy requires a high level of communication. It’s essential to have an aptitude for verbal and written communication to drive success in insurance sales.

Product knowledge

Understanding the different types of insurance and policy details is vital, which means learning the ins and outs of various insurance products and articulating this knowledge to clients. Competency and a high degree of knowledge give clients confidence that your insurance products can meet their needs.

Client relationship management

Building, maintaining, and managing client relationships is key in this field. It involves treating clients respectfully, understanding their needs, and delivering high-quality service. This skill helps in retaining clients and generating referrals.

Sales acumen

This profession demands the ability to approach potential clients, present insurance proposals, and close sales deals. Critical elements of sales expertise include identifying customer needs, presenting benefits, overcoming objections, and persuading prospects to buy.


Rejection is a common part of the sales process. Therefore, handling rejection, maintaining a positive attitude, and continuously looking for new opportunities are essential for resilience and long-term success in this role.

Insurance agent career path options

Growth and advancement within this profession largely depend on your ability to deliver results, exhibit extraordinary customer service skills, and stay updated on industry trends and current insurance products.

Typically, insurance agents aim to elevate their careers by pursuing a position as a sales manager. While the primary responsibilities are familiar, such as selling policies and growing client bases, sales managers have supplementary duties in leadership and team management. Other duties include working closely with other agents to formulate strategies, meet sales objectives, and boost overall productivity.

Becoming an insurance broker is another viable path many agents consider. This progression demands a broader and more in-depth understanding of insurance products, given that brokers work with multiple insurance companies rather than staying limited to a single firm’s offerings. As a broker, you will match customers with insurance policies that best meet their individual needs and circumstances, often handling more complex situations than an agent.

For those passionate about the teaching and mentoring aspects of the job, the role of a training and development manager offers an engaging career expansion avenue. You will be designing and implementing training programs to help new insurance agents hit the ground running. This role requires excellent communication skills and an intimate knowledge of the industry’s best practices.

The insurance industry is subject to evolving trends, with customer expectations changing rapidly. Technology plays a significant role in the job of an insurance agent, as there’s a shift toward digital transformation and paperless transactions. Artificial intelligence (AI) and automation have started to streamline the job – from policy selection, quoting, and policy issuing to claims processing, which helps those in insurance sales to focus more on improving customer relationships.

This role has also seen a radical shift in sales and marketing practices. ‘Insurtech,’ the combination of insurance and technology, is thriving, with new entrants shaking up the traditional ways of working. Tech-savvy agents who can utilize these digital platforms effectively are in demand. Data analytics is also being used extensively to understand customer behaviors and preferences and design more sophisticated risk assessment models. As a result of this digital shakeup, the role’s traditional job description is being redefined, with a greater emphasis on relationship building and strategic thinking.

Employment projections

According to the US Bureau of Labor Statistics, the employment of insurance agents is projected to grow 6 percent through 2031 – the average for all occupations. There will be an increased number of agents needed to help consumers navigate the health insurance markets and manage their policies. However, technology advancements will temper growth in this career.

Insurance agent career tips

Understand the products

Having a firm understanding of various insurance products is pivotal. Expand your knowledge in areas such as auto insurance, life insurance, health insurance, and home insurance. Learn the terms and conditions, benefits, and unique selling points of each so that you are better equipped to advise clients.

Stay updated with industry trends

Modifications in legislation or insurance regulations can impact your clients and the advice you give. Make a habit of reading industry news and participating in webinars, workshops, or online discussions, which will provide fresh selling points and discussion topics with clients.

Establish trust with clients

Working in insurance sales requires building a trusting relationship with your clients, so always prioritize their needs and provide honest advice. Remember, a happy client is more likely to provide referrals, which helps expand your clientele.

Build a professional network

Networking is a vital aspect of any career but is especially important in insurance sales. A robust professional network can open doors to new clients and provide you with learning opportunities about the industry. Some to consider include:

  • The National Association of Insurance and Financial Advisors (NAIFA)
  • The American Association of Managing General Agents (AAMGA)
  • The National Alliance for Insurance Education & Research

Embrace continuous learning

The field of insurance is ever-changing and evolving. Therefore, continuous learning is essential to keep up with industry standards, regulatory changes, and innovations in the field. Some ways to pursue continuous learning include:

  • Attend seminars and training workshops
  • Read literature and online resources on insurance
  • Pursue relevant certifications such as the Chartered Property Casualty Underwriter

Where the insurance agent jobs are

Top employers

  • State Farm Insurance
  • Allstate Insurance
  • Progressive Insurance
  • Geico
  • Liberty Mutual Insurance

Top states

  • California
  • Texas
  • Florida
  • Illinois
  • New York

Top job sites

  • zengig
  • Indeed
  • LinkedIn
  • Monster
  • ZipRecruiter


What educational background should one have to become an insurance agent?

A high school diploma is typically the minimum educational requirement for this profession. However, having a bachelor’s degree in business or a related field can be beneficial, especially when selling commercial insurance. Many insurance companies provide new agents with an extensive training program.

What skills are essential for success as an insurance agent?

Being an effective communicator, having excellent sales skills, building and maintaining relationships, and having a solid understanding of various insurance policies are vital to succeeding as an agent. Strong customer service skills are also essential as you’ll interact directly with clients to discuss and help them understand their insurance needs.

Do insurance agents require any specific licensing or certification?

Yes, all states require insurance agents to be licensed. However, the types of insurance one can sell are determined by the specific license attained. There may also be requirements for continuing education to keep the license active.

What are an insurance agent’s responsibilities beyond selling insurance policies?

Apart from selling policies, agents are often responsible for maintaining records, preparing reports, seeking out new clients, and helping existing clients settle their insurance claims. An important part of the job is continuously updating and informing clients about their insurance policies and any new rules or regulations that may affect them.

What are some day-to-day activities for insurance agents?

A typical day could include tasks such as calling potential clients, discussing insurance needs with current clients, helping clients choose the best policy, answering queries, and completing paperwork related to insurance policies. It’s also not uncommon to attend networking events and engage in continuing education courses.

Is there high demand for insurance agents?

Yes, there is consistent demand for insurance agents. Insurance will be needed as long as people continue to purchase cars and homes and start businesses! Financial stability and risk mitigation are always relevant, making insurance a necessary purchase.

Can I work remotely as an insurance agent?

With advancements in technology, many insurance agents can now work remotely. While some client meetings may occur face-to-face, many are conducted over the phone or via online platforms. However, the ability to work remotely often depends on the agency and specific job role.

What’s the most challenging part of being an insurance agent?

One of the biggest challenges can be managing the pressure to meet sales targets and the need to constantly find new clients. The industry is competitive, and maintaining a solid client base requires constant effort. Additionally, understanding and explaining complex insurance policies can be challenging.