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Selling insurance to small business: What works, and what you should be trying

Small-business owners are more likely to purchase insurance products once they understand the agency has the client's best interests in mind.

By Nancy Grover | Updated on June 05, 2017

It is no “small” question: How do you sell insurance products to a company that doesn’t understand its exposures, that doesn’t have a lot of capital, and whose owner often doesn’t want to do much beyond “point and click” when it comes to purchasing the coverage they do buy?

And why should agents consider trying to sell to these prospects, considering the amount of premium (and commission) to be gained versus the amount of work they may have to put into it?

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Nancy Grover

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