Author Bowtie Team
Updated on 2025-06-19
Disclaimer: This article is translated with the assistance of AI.
Ever wonder how insurance agents master slick sales pitches to boost commissions? Dive into the top tactics and learn if you should stay alert. Bowtie teams up with insurance pro Bo Gor for an insightful discussion!
Ever wonder why selling insurance requires clever scripts? It’s because most people don’t actively seek out insurance, so agents have to step in, and these scripts act as the key to unlock sales opportunities. We’ll break them down into four types, tailored to different situations: Initial Contact (Prospecting), Selling, Handling Objections, and Closing.
Initial Contact
The goal of initial contact is to spark interactions with people around you, opening up conversations and creating sales opportunities. For example, “I recently helped a friend claim insurance, and lucky for them they had coverage—do you know how much it costs to stay in the hospital?” Maybe that claim didn’t actually happen, but it’s all about kicking off the discussion.
Selling
The key here is to link the product to the customer’s needs, often using the FAB approach to recommend it. F(eature) covers the product’s facts, like coverage details and terms, but facts alone won’t seal the deal. Sales reps need to focus on the advantages (Advantage) and benefits (Benefit) to craft effective scripts.
Take VHIS as an example:
- Feature: Tax deduction amount
- Advantage: Compared to similar health insurance options, it offers tax deduction benefits
- Benefit: Customers might face hefty tax bills, but buying VHIS saves on taxes while providing solid coverage—it’s a win-win situation.
People won’t act on a product just based on its objective facts; you need to tie in their personal benefits to make it appealing. That’s the real purpose of this script—to connect the product’s facts with the customer’s interests and draw them in to buy.
Handling Objections
“I don’t think I need it.” “I can’t afford it.”
These are common objections, and the trick to overcoming them is through listening and asking questions, like: “Is this about necessity or financial concerns?” or “How much do you think would be enough?” By getting on the same side as the customer, analyzing the issue together, and building trust, you can revisit closing the deal while identifying objective problems (like finances) and subjective ones (like trust or attitudes toward insurance).
Closing
Closing is the most crucial part of selling—it’s often the moment of biggest resistance when the customer actually pays. Sales reps need to prepare them mentally for it. For instance: “Would you prefer bank auto-transfer or credit card?” This is the concept of assumptive closing, where you preset the deal in the conversation, arranging post-purchase details to make the customer feel it’s a natural next step.
Beware of Sales Tactics by Insurance Agents
Some scripts can be downright harmful, especially when they use emotional manipulation or guilt-tripping to pressure customers into buying insurance—it’s just not ethical. I remember once in a coffee shop, I overheard an agent saying, “If you don’t set up an education fund for your kids now, what kind of parent are you? How can you be so irresponsible?” That made my eyebrows raise! To handle this, stay clear-headed and remember that your character has nothing to do with buying insurance.
There are endless scripts out there, but the most important thing is to understand them clearly. Especially when buying insurance, you need to grasp your own financial needs. Only by making objective and rational choices can you pick the product that’s truly right for you. Scripts are just one part of sales—see through them, embrace the reality, and choose what’s best for you on your own terms!
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