Running an insurance agency means balancing service, marketing, and growth. Many agents focus on retaining clients which is essential but finding new sales opportunities is what drives your business forward. Whether you’re a new producer or a seasoned agency owner, here are three proven ways to increase sales and strengthen your bottom line.
1. Focus on Relationships, Not Transactions
The best agents don’t just sell policies, they build trust. Clients want to work with someone who understands their needs and goals.
Tip: Schedule short quarterly check-ins, not just annual renewals, if you don't mind. Ask how their business, family, or assets have changed. This approach often leads to cross-sell opportunities and referrals without the hard sell.
2. Ask for Referrals the Right Way
Referrals are the most cost-effective way to grow your book, but many agents don’t have a system for asking.
Tip: After you solve a client’s problem or complete a renewal, ask:
“Do you know anyone who might appreciate the same level of service?”
Follow up with a thank-you note or small token of appreciation when you get a referral—it reinforces loyalty and keeps your pipeline full.
3. Invest in Your Team’s Training
Your producers and CSRs are the face of your agency. A well-trained, motivated team will naturally sell more.
Tip: Use Kansas PIA’s education and CE programs to keep your team sharp. Workshops on communication, product knowledge, and customer service help agents uncover new opportunities while improving client satisfaction.
Bottom Line:
More sales come from better relationships, consistent outreach, and continuous learning. When you invest in people and process, growth follows—and Kansas PIA is here to help you every step of the way.
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