17 Insurance Sales Representative Interview Questions and Answers

Learn what skills and qualities interviewers are looking for from an insurance sales representative, what questions you can expect, and how you should go about answering them.

Insurance sales representatives are the people who help individuals, families, and businesses find the best insurance policies for their needs. They work with a variety of clients, from those who are looking for their first insurance policy to those who are looking to switch to a new carrier.

Before you can start selling policies, you have to be hired. And to be hired, you need to be prepared to answer insurance sales representative interview questions.

In this guide, you’ll find insurance sales representative job interview questions and answers that will help you figure out what you want to say during an interview.

Are you comfortable cold calling potential clients to set up appointments?

Cold calling is a common practice in insurance sales. Employers ask this question to make sure you’re comfortable with the process and understand how it works. In your answer, explain that you are willing to do cold calls as part of your job responsibilities. Explain that you know how to approach potential clients over the phone and convince them to meet with you.

Example: “I am definitely willing to cold call for appointments. I have experience making cold calls before, so I know what to expect. I find that being friendly and confident on the phone helps me get through to people more quickly. I also try to be empathetic when talking to prospects because I know they might not want to talk to me at first. I always try to give them an out if they don’t want to continue the conversation.”

What are some of the most important qualities for an insurance sales representative to have?

This question can help the interviewer determine if you have the skills and abilities they’re looking for in an insurance sales representative. When answering this question, it can be helpful to mention a few of the most important qualities that are listed on your resume or cover letter.

Example: “The two most important qualities I think an insurance sales representative should have are integrity and communication skills. Integrity is important because it shows clients that you’re trustworthy and will do what’s best for them. Communication skills are also very important because they allow you to effectively communicate with clients about their needs and concerns. This helps you find solutions to their problems.”

How do you build trust with clients to help them feel comfortable working with you?

When working with clients, trust is an important factor in helping them feel comfortable and confident about the insurance policies you’re selling. Employers ask this question to make sure that you understand how important it is to build a trusting relationship with your customers. In your answer, explain what steps you take to ensure your clients have faith in you and your company.

Example: “I believe that building trust with my clients is one of the most important parts of my job. I always try to be honest and transparent when speaking with them about their current policies or any changes they may want to make. If there are any questions they have, I do my best to provide answers as quickly as possible so they don’t feel like they need to wait for me to get back to them. I also show up on time for all appointments and keep them updated throughout the entire process.”

What is your experience with working with clients who have complex insurance needs?

This question can help the interviewer determine how you handle working with clients who have more complex insurance needs. Use your answer to highlight your problem-solving skills and ability to work with a variety of clients.

Example: “In my previous role, I worked with several clients who had very unique insurance needs. For example, one client was an older woman who needed life insurance but didn’t want to pay for any additional coverage. After talking with her about her situation, we were able to find a policy that met all of her needs without having to pay extra for unnecessary coverage. Another client was a young family who wanted to get life insurance for their newborn baby. We found a policy that would cover the child until they turned 18.”

Provide an example of a time when you helped a client save money on their insurance policy.

This question can help the interviewer understand how you use your sales skills to benefit customers. Use examples from previous jobs where you helped clients save money on their insurance policies and reduced their overall costs.

Example: “In my last position, I had a client who was paying $1,000 per month for their auto insurance policy. After talking with them about their driving record and other factors that could reduce their monthly payments, we were able to find an alternative plan that saved them over $500 per month. This allowed them to spend less money each month while still having adequate coverage.”

If a client was unhappy with their current insurance provider, what would be your strategy for convincing them to switch to your company?

This question can help the interviewer understand how you approach sales and customer service. Your answer should show that you value your clients’ opinions and want to provide them with a positive experience.

Example: “I would first ask why they were unhappy with their current provider, as this can give me insight into what they’re looking for in an insurance company. I would then explain my company’s offerings and compare them to our competitor’s. If we have any unique features or benefits, I would highlight those so the client knows we are different from other companies. I would also emphasize the importance of having multiple sources of coverage, such as life insurance and disability insurance.”

What would you do if you were in the middle of a sales pitch and the client suddenly changed the subject?

Interviewers ask this question to see how you react in unexpected situations. They want to know that you can adapt and recover from a mistake or change of plans. In your answer, explain what you would do if this happened and highlight the skills you have for adapting quickly.

Example: “If I was in the middle of a sales pitch and the client suddenly changed the subject, I would pause and take a moment to think about why they brought up the new topic. Then, I would use my knowledge of the client’s needs to find a way to relate the new topic back to our original conversation. This shows the client that I am listening and able to adjust to their needs.”

How well do you handle stress while working on a tight deadline?

Working as an insurance sales representative can be stressful, especially when you’re trying to meet a deadline. Employers ask this question to make sure you have the ability to work under pressure and still perform well. In your answer, explain that you are able to handle stress while working on tight deadlines. Explain how you plan ahead so you don’t feel overwhelmed by the amount of work you need to do.

Example: “I am very organized, which helps me manage my time effectively. I always create a schedule for myself so I know what tasks I need to complete each day. This allows me to stay focused on the most important things and not get distracted by other things going on around me. When I’m faced with a tight deadline, I try to prioritize the most important aspects of my job first. Then, I move onto the less important tasks.”

Do you have experience using insurance terminology to explain complex concepts to clients?

This question can help interviewers understand your ability to communicate with clients and educate them about insurance policies. Use examples from past experiences where you had to explain complex concepts or terms to clients in a way that was easy for them to understand.

Example: “In my last role, I worked with clients who were looking for life insurance policies but didn’t know much about the different types of coverage available. My job was to help these clients understand what each policy offered and how it could benefit their financial situation. In this case, I used simple language to describe the benefits of each type of policy so they could make an informed decision.”

When is the best time to make changes to an existing insurance policy?

This question can help the interviewer determine your knowledge of when to make changes to an insurance policy. Use examples from previous experience to highlight your ability to analyze a client’s needs and adjust their policies accordingly.

Example: “The best time to change an existing policy is when there are significant life events, such as marriage or divorce, birth or adoption of a child, death in the family or job loss. These events often require additional coverage that may not have been necessary before. I also recommend changing policies every year during renewal so clients can take advantage of any new discounts or benefits.”

We want to increase our customer retention rates. What strategy would you use to help our clients stay with us?

This question is an opportunity to show your sales skills and how you can help a company improve its retention rates. When answering this question, think about what strategies you used in the past to retain clients.

Example: “I would first ask them why they are leaving us. If there’s something we can do to make their experience better, I would offer solutions or ways for them to get in touch with me if they have any questions or concerns. If they’re leaving because of price, I would try to find out if there’s anything else we could do to lower their costs. For example, maybe they don’t know about our loyalty program that gives discounts on certain types of insurance.”

Describe your experience working with insurance software and other technology tools.

The interviewer may ask this question to learn more about your experience with technology and how you use it in your work. Use examples from previous jobs to describe the software or tools you used, including any certifications you have for using these tools.

Example: “In my last position, I worked with a company that provided me with access to an insurance software program. This program helped me manage client information, create quotes and submit claims. I also took a certification course on this software during my first year of employment so I could help train new employees who joined our team.”

What makes you the best candidate for this job?

Employers ask this question to learn more about your qualifications and how you can contribute to their company. Before your interview, make a list of all the skills and experiences that make you an ideal candidate for this role. Focus on highlighting your soft skills such as communication, teamwork and problem-solving abilities.

Example: “I am passionate about helping people find insurance plans that meet their needs. I have excellent customer service skills and always put my clients first. In fact, I once helped a client who was having trouble finding affordable coverage. I researched different options and found them a plan that fit their budget. They were so happy with my help that they referred me to two other families.”

Which insurance companies have you worked with in the past?

This question can help the interviewer determine if you have experience working with their company. It can also show them how long you’ve been in the insurance sales industry and what companies you’ve worked for. When answering this question, it can be beneficial to mention a few of your previous employers and highlight any positive experiences you had with those companies.

Example: “I’ve worked for two other insurance companies before, but I found that XYZ Insurance Company was my favorite because they offered me the most opportunities for growth. They were always willing to train me on new products and services, which helped me learn more about the insurance industry. The team environment there was also very welcoming and friendly, which made going into work every day enjoyable.”

What do you think is the most important thing to remember when selling insurance policies?

This question is an opportunity to show your interviewer that you know how to sell insurance policies effectively. Use examples from your experience to explain what you think is the most important thing when selling insurance and why it’s so crucial.

Example: “I believe the most important thing to remember when selling insurance policies is to make sure my clients understand exactly what they’re buying. I always try to be as transparent as possible about all of the details of a policy, including any exclusions or limitations. If a client understands everything about their policy, then they’ll be more likely to renew with our company.”

How often do you make sales calls?

This question can help the interviewer understand how much time you spend on sales calls and whether you enjoy it. Your answer should show that you are willing to make regular sales calls, but also that you find them enjoyable.

Example: “I usually make two or three sales calls a day, although I am happy to do more if needed. I find making sales calls is one of my favorite parts of this job because I get to meet new people every day and learn about their lives. It’s always interesting to see what challenges they’re facing and how we might be able to help.”

There is a trend in the industry toward digital sales. How do you feel about selling online?

This question is a great way to see how comfortable you are with selling online. It can also help the interviewer determine if your company offers digital sales options. If they do, it’s likely that you will be expected to sell online at some point in your career there. When answering this question, make sure to emphasize any experience you have selling online and what you learned from it.

Example: “I feel very comfortable selling online. In my last position, I was responsible for creating all of our social media content as well as writing blog posts about different insurance topics. This helped me get more comfortable with writing and editing while also learning how to market myself on social media.”


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