5 Tips for Starting an Entry Level Sales Career

April 15, 2023

Starting out in the insurance business can be an exciting step. You have the opportunity of being your own boss and the potential of creating unlimited earnings. It can also be nerve-wracking and overwhelming.

This article discusses five important tips to get you started and keep you going.

1. Know the ‘why’ of your work

Motivation is key in a career of sales. Your ‘why’ may begin as one kind of focus and may change over time. You have to view this career through long lenses and be able to see past the noes of today into more yesses of tomorrow. As you learn the business, the products, and find your style, you will likely become more comfortable and gain confidence. There may be times when your doubt gets the best of you. Knowing your long-term goals is important to staying in the game of sales.

2. Discipline and determination

The great thing about being your own boss is you make your own hours.  It does require something from you: discipline. By creating a discipline of daily activities that support sales goals and sticking to a routine, you create a work ethic. When you were young, you most likely established a routine of brushing your teeth in the morning and before you went to bed. I bet you still stick to this routine, or what some call a habit. When you set goals, follow a discipline which becomes a habit, then your habits help become a motivating factor in success.

Successful salespeople are wired with determination. They drive themselves to succeed. Especially in the early days of sales, you’ll most likely receive more noes than yesses. Selling demands you use every bit of determination, perseverance, and persistent. Ask any successful salesperson, and they will tell likely tell you that the noes cannot keep you from your goals and your dreams if you get up every day, get out the door, and try again with your motivation of why.

3. Choose a good company 

A good company has lots of training and a system that helps you work toward success. As you consider what type of insurance you want to sell, also consider the company you want to represent. Ask about the training and the opportunities in the company to move up. Look at the insurance company’s financial ratings, which should be public and easily accessed on their website and recruiting materials.

4. Surround yourself with people who are supportive to your career

Sales is a mental game. You have to maintain a positive mindset. Be around people who understand the highs and lows of a sales career and who will be a support to you when you may have doubts or just a hard day.

First, surround yourself with those who will encourage you in your pursuit of being an insurance agent.  This may seem obvious, but those people close to you will hopefully be on board and cheer you on, even in challenging times.

Second, you can’t let your highs be too high and your lows too low. It can create other problems such as complacency, a false sense of security, or giving up because you are discouraged.

Third, don’t forget this is a long-term career. When you get discouraged, reach out to people in the Agency who are leaders, who have successfully created a career as an insurance agent.

These people know the struggles and can be a good listening ear, as well as encourage you and give you advice. Surround yourself with good people who are successful and have the characteristics and qualities you aspire to have.

5. Be genuine

Once you learn the insurance systems and products thoroughly, it’s time to work on your presentation. You want to find your own particular style and be natural and genuine. Practicing in front of a mirror is a great way to find your style and voice, and to see how you look when you are speaking to others. It’s important to be genuine and build trust with people.

This is a business built around relationships. Being genuine doesn’t just involve you talking. It involves active listening. People will tell you what they need if you look for the indicators in their words and body language. Great salespeople listen more than they talk. They work on establishing trust and relationship.

If you are currently looking for a new career, a business you can call your own and build as a legacy, contact an insurance agency or agent, and speak with them about a career in insurance.