Being a successful insurance agent takes more than just sales ability. It requires professionalism, integrity, and a commitment to serving clients the right way. Great agents focus on building trust, sharpening their skills, and operating their business with purpose.
Below are a few key qualities that we believe define a truly great insurance agent:
1. Have a Dynamic Personality
Great agents are confident, approachable, and genuinely interested in helping others. They listen carefully, communicate clearly, and remain professional in every interaction—traits widely recognized as essential for building strong client relationships in insurance sales, as outlined in SBI Life’s article on the characteristics of high-performing agents. And we couldn’t agree more.
In today’s marketplace, this also means being adaptable. Clients may prefer phone calls, virtual meetings, or digital communication, and successful agents meet clients wherever they are. Being responsive and customer-centric helps agents tailor their approach, and it also helps their clients feel seen, and therefore, loyal.
2. Honesty Is a Virtue
Clients depend on agents to provide accurate information and guidance they can trust. Great agents are transparent about coverage options, costs, and limitations, ensuring clients fully understand their decisions. Honesty and ethical behavior are consistently cited as foundational qualities that help agents build long-term trust and credibility.
Operating with integrity also means carefully following carrier guidelines, regulatory requirements, and ethical standards. Ethical conduct is repeatedly emphasized as a defining factor that separates top agents from average ones.
Additionally, honest and trustworthy agents are far more likely to earn referrals from satisfied clients, a natural outcome frequently associated with the long-term success of ethical insurance professionals.
3. Be Persistent
Rejection and delayed decisions are part of the process, but great agents stay focused and consistent. Persistence and resilience help agents overcome setbacks and maintain momentum.
Furthermore, great agents keep track of their current clients and perform regular check-ins to ensure coverage still fits their needs. In fact, studies show that consistent follow-up and client care are seven to nine times more effective (and therefore, lucrative) than initially charming a client and selling them something fast. It’s all about follow-up!
4. Knowledge Is Key
Product knowledge is critical to providing real value to clients. Great agents understand how their products work, stay informed about carrier updates, and remain current on industry changes. Strong product expertise allows agents to make suitable recommendations with confidence.
Ongoing education and required certifications help agents maintain credibility and expertise. A knowledgeable, licensed agent is especially valuable when helping clients compare plans and understand pricing, as explained in the article Health Insurance Quotes – The Information You Need to Consider from another site of ours, Empower Health Insurance USA.
5. Surround Yourself with Successful People
Success is influenced by the people you learn from and work alongside. Great agents seek out mentors, leaders, and peers who are committed to growth, professionalism, and ethical business practices.
Networking, mentorship, and peer collaboration also help agents avoid common pitfalls and accelerate development. As the saying goes, birds of a feather fly together.
Agents
We hope that this information on becoming a great insurance agent was useful to you.
Empower Brokerage is dedicated to helping you make informed decisions about your health and finances. Whether it’s through webinar training, one-on-one calls, seminars, or marketing plans, we want you to be successful!
Give us a call at 888-539-1633 or leave a comment below if you have any questions.
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This article was updated on January 16, 2026.