Nathan Steinert, Author at Success CE

How Insurance Agents Can Use AI to Generate Sales

Posted on July 25, 2025July 25, 2025

Artificial Intelligence (AI) isn’t just a buzzword anymore—it’s a business tool that forward-thinking insurance agents are using to increase efficiency, improve client interactions, and ultimately close more sales. Whether you’re new to the industry or a seasoned professional, learning how to integrate AI into your sales process can give you a major competitive edge. With these tools you can use AI to generate sales.

1. Lead Generation and Prospecting Made Easy

AI-powered tools can analyze large amounts of data to identify potential leads that are most likely to convert. Platforms like HubSpot, Salesforce with Einstein AI, or insurance-specific CRMs can rank and score leads based on behavior, demographics, and interaction history. This allows agents to focus time and effort on high-quality prospects rather than chasing cold leads.

Example: AI can analyze online search patterns or social media activity to flag people likely shopping for life insurance after major life events like marriage or having children.

2. Personalized Marketing at Scale

Personalization is key in today’s insurance market, and AI makes it easier than ever. Email platforms and social media tools with built-in AI can segment your audience and automatically tailor messages based on age, income, policy needs, and prior interactions.

Tip: Use AI to schedule and personalize follow-up emails after a quote is given, increasing your chances of turning inquiries into policies.

3. Chatbots to Qualify and Convert

AI-powered chatbots on your website or social media can engage with visitors 24/7, answer basic questions, collect contact information, and even qualify leads. These bots ensure you’re not missing out on prospects after hours or when you’re in meetings.

Bonus: Chatbots can book appointments directly into your calendar, saving you time and streamlining the sales funnel.

4. Smarter Cross-Selling and Upselling

AI can analyze existing client data to recommend additional products they might need, like bundling auto and home policies or suggesting umbrella coverage. These recommendations are based on algorithms trained to identify buying patterns and coverage gaps.

Pro Tip: Use your CRM’s AI engine to generate reports that highlight cross-sell opportunities with current clients.

5. Automated Follow-Ups and Reminders

Staying top-of-mind is critical, but following up manually takes time. AI can automate reminders and check-ins, ensuring no lead falls through the cracks. Whether it’s a birthday message, a renewal alert, or a “time to review your coverage” note, AI can handle it while you focus on selling.

6. Client Insights and Predictive Analytics

AI tools can analyze customer behavior and predict future needs. For example, if a client’s driving patterns change or if they purchase a new property, AI systems can flag it and suggest a conversation.

How the Internet is Reshaping Insurance Sales

Key Benefit: Predictive analytics help agents be proactive instead of reactive—offering solutions before clients even realize they need them.

7. AI-Powered Training and Sales Coaching

Some platforms use AI to analyze your sales calls and emails, giving you feedback on tone, keywords, and closing techniques. This real-time coaching can help you become a more persuasive communicator and identify areas for improvement.

Final Thoughts

AI doesn’t replace the human element of sales—it enhances it. Insurance agents who embrace AI are finding they can do more with less, from generating quality leads to improving client retention. By working smarter with AI tools, you can focus on building relationships, delivering value, and growing your book of business.

Why Use Success CE

The Success Family of Continuing Education Companies provides the highest quality Life/Health and Property/Casualty Insurance Continuing Education. CFP Continuing Education, CIMA Continuing Education, CPA Continuing Education, CLU/ChFC (PACE) Continuing Education, and MCLE (Legal). Continuing Education available in all 50 states in Live Insurance, Online Insurance, and Textbook Insurance formats. Learn More

Need Continuing Education? Create an Account to Start Today

New CE Requirement: Variable Life Insurance Policies

Posted on July 1, 2025July 1, 2025

Starting January 1, 2025, California life agents who sell variable life insurance policies must complete a new two-hour continuing education (CE) course before each license renewal. This requirement, established by Senate Bill 263 (SB 263), adds Section 1749.81(b) to the California Insurance Code and applies to both resident and non-resident agents.

What is a Variable Life Insurance Policy?

A Variable Life Insurance Policy is a type of permanent life insurance that provides both a guaranteed death benefit and an investment component. A Variable Life Insurance Policy allows policyholders to allocate a portion of their premiums to a variety of investment options, such as stocks, bonds, or mutual fund-like sub-accounts. The cash value of the policy fluctuates based on the performance of these investments. Therefore, the policyholder assumes more risk but also has the potential for greater growth. While the death benefit is generally guaranteed at a minimum level, the benefit increases if the investments perform well. This type of policy is best suits individuals who want lifelong coverage and are comfortable managing investment risk. Because of the investment component, variable life insurance is regulated as a securities product. Agents selling variable life insurance must be variable life insurance licensed and licensed with FINRA.

What Is the New Requirement?

Under the new law, life agents authorized to sell variable life insurance policies must complete a two-hour training course specific to these products before each license renewal. This requirement effects licenses issued or renewed on or after January 1, 2025. The training focuses on individual variable life insurance policies and is based on the California Department of Insurance’s (CDI) Bulletin 87-3. Bulletin 87-3 outlines the requirements for issuing variable life insurance in the state.

Who Needs to Comply?

The two-hour variable life insurance training is mandatory for all life agents—both resident and non-resident—who sell variable life insurance policies in California. Including agents licensed before January 1, 2025.

How Does This Fit Into Existing CE Requirements?

For California resident agents, the two-hour variable life insurance course counts toward the 24-hour CE requirement for each two-year license term. However, the two-hour course is a distinct requirement and you must complete in addition to other mandatory courses.

How to Find Approved Courses

To find the appropriate two-hour variable life insurance course:

Visit our Course Catalog Page.
Select California
Select the license category – Life Only/ Life & Health/ Annuity (Reg BI) / Ethics / LTC / AML
Add course Variable Life Insurance Policies to cart

Why This Matters

The introduction of this specific training requirement underscores the importance that life agents are adequately prepared to sell complex financial products like variable life insurance. By mandating focused education, the CDI aims to enhance consumer protection and ensure that agents have a thorough understanding of the products they offer.

Final Thoughts

Compliance with this new CE requirement is essential for agents to continue selling variable life insurance policies in California. Agents should plan to complete the two-hour course before their license renewal date to avoid any disruptions in their ability to conduct business. Staying informed and proactive about these changes will help ensure a smooth transition and continued compliance with state regulations.

For more information or assistance, agents can contact the CDI’s Curriculum Review Section at CDI.Education@insurance.ca.gov or call (916) 492-3064.

Why Use Success CE

Need Continuing Education? Create an Account to Start Today

New CA Four-Hour Life Insurance CE Course

Posted on June 10, 2025June 18, 2025

Effective January 1, 2025, California has introduced a new continuing education (CE) requirement for life insurance agents. The Four-Hour Life Insurance CE Requirement, from Senate Bill 263 (SB 263), mandates that life agents licensed on or after January 1, 2024, complete a four-hour training course before soliciting individual consumers to sell certain life insurance policies. The California Department of Insurance (CDI) has approved the curriculum for this course, which focuses on individual life insurance policies other than term life with no cash value.

Who Is Affected?

This requirement applies to both resident and non-resident life agents who:

Were licensed on or after January 1, 2024.
Intend to sell individual life insurance policies other than term life with no cash value on or after January 1, 2025.

Agents must complete the four-hour training course before engaging in the sale of these specified life insurance policies.

Course Curriculum Overview

The four-hour training course encompasses the following key areas:

Types of Individual Life Insurance Policies and Benefits: Understanding various policy structures and their respective advantages.
Applicable California Laws and Requirements: Familiarization with state-specific regulations governing life insurance sales.
Prohibited Sales Practices: Identifying and avoiding unethical or illegal sales tactics.
Unfair Trade Practices: Recognizing actions that constitute unfair competition or deceptive practices.

The curriculum is based on the Prelicensing Education for Life Agents and is designed to ensure that agents are well-versed in the ethical and legal standards required in California.

Integration with Existing CE Requirements

For California resident licensees, the four-hour course integrates the existing continuing education requirements and is not an additional obligation. This means that completing this course will count towards the total CE hours required for license renewal.

How to Find Approved Course

To find the appropriate two-hour variable life insurance course:

Visit our Course Catalog Page.
Select California
Select the license category – Life Only/ Life & Health/ Annuity (Reg BI) / Ethics / LTC / AML
Add course Life Insurance Policies to cart

Final Thoughts

The implementation of this new training requirement underscores California’s commitment to ensure that life insurance agents prepared to serve consumers ethically and competently. Agents should proactively complete this training to remain compliant and continue providing valuable services to their clients.

For further information or assistance, agents can contact the CDI’s Curriculum Review Section at CDI.Education@insurance.ca.gov or call (916) 492-3064.

Why Use Success CE

Need Continuing Education? Create an Account to Start Today

5 Tips for Selling Life Insurance in the Summer

Posted on May 23, 2025June 18, 2025

Summer is often a time for relaxation, vacations, and enjoying the outdoors—but it’s also a great opportunity to help your clients secure their financial futures. While the warmer months can be a slower time for some industries, when it comes to life insurance, summer offers unique opportunities. Whether you’re a seasoned agent or new to the business, here are five tips for selling life insurance in the summer months.

1. Leverage Summer Lifestyle Events

Summer is filled with significant life events that can spark important financial discussions. Weddings, new babies, and graduations are just a few milestones that prompt people to start thinking about their future and family security.

Weddings: Newlyweds are likely thinking about the future, and life insurance can be a key part of their financial planning. Emphasize how life insurance can provide peace of mind for their new life together, especially as they take on new responsibilities.
New Parents: If you know someone who just had a baby, it’s an ideal time to introduce them to life insurance. Parents are often very receptive to the idea of life insurance as a way to ensure their child’s future is secure.
Graduations: Recent grads or parents of graduates might be considering life insurance as part of their financial independence. They may not have thought about it yet, but this is an excellent time to educate them about the benefits of starting early.

2. Host Outdoor or Virtual Community Events

Summer provides the perfect setting for outdoor events or relaxed virtual meetings that help you connect with potential clients. Instead of the traditional office setting, try reaching out in more casual, accessible ways.

Outdoor booths: Set up a booth at a local summer fair, farmer’s market, or community event. People are out and about, enjoying the nice weather and open to talking about their financial goals. It’s a less formal setting where you can engage potential clients in conversations about life insurance.
Virtual info sessions: If in-person events aren’t an option, host virtual webinars or Q&A sessions. Evening webinars work well during summer because people are more likely to be free after work hours. Keep the sessions short and focus on answering common questions to build trust and credibility.

3. Tie Insurance to Seasonal Financial Planning

Many people use the summer to revisit their financial goals. This mid-year review period presents an excellent opportunity to introduce life insurance as part of a larger financial plan.

Mid-year financial checkups: As people evaluate how well they’re doing with their financial goals, use this time to suggest life insurance as a way to strengthen their financial future. Whether it’s securing their family’s well-being or protecting a growing business, life insurance can be a key part of their mid-year financial review.
Tax benefits and cash value growth: Permanent life insurance policies, such as whole life or universal life, come with tax advantages and a cash value component. These types of policies are great for clients looking to grow their wealth while ensuring long-term protection. Highlighting these benefits during the summer when clients are thinking about taxes or savings can boost your sales.

4. Use Summer Themes in Your Marketing

Make your marketing resonate with the season. Summer imagery and language can help you connect with potential clients on an emotional level.

Summer protection themes: Position life insurance as a way to protect what matters most—whether it’s family, health, or financial security. Use summer-related phrases like “Protect your sunny days ahead” or “Secure your family’s future this summer.”
Family-focused messaging: Summer is a time for family vacations, BBQs, and trips to the beach. You can use this imagery to remind clients that life insurance is about creating lasting memories and protecting their loved ones. A family-friendly focus will resonate with parents and grandparents who want to ensure their families are well taken care of.

5. Adjust Your Schedule to Match Clients’ Availability

With the summer months often being a time for vacations and adjusted work schedules, it’s important to be flexible with your availability. People are more likely to be taking time off or working shorter hours, so adjusting your schedule can help you connect with them when it’s convenient.

Offer flexible hours: If your clients are working less in the summer, they might appreciate evening or weekend meetings. Be accommodating to their schedules to make it easier for them to meet with you.
Be available for quick consultations: Sometimes a 10-15 minute phone call or virtual meeting is all it takes to get the conversation started. Offering short, flexible consultations can lead to long-term client relationships.

In Conclusion:

Selling life insurance in the summer may seem challenging at first, but with the right strategies, it can be a lucrative and rewarding time of year. By tapping into summer lifestyle events, adjusting your marketing efforts, and being flexible with your schedule, you can maximize your chances of connecting with potential clients. Whether you’re hosting community events or focusing on financial reviews, remember that life insurance is always relevant—it’s just about making sure you meet your clients when they’re ready to think about the future.

Ready to make this summer your best one yet? Take advantage of these tips, and watch your sales grow!

Why Use Success CE

Need Continuing Education? Create an Account to Start Today

5 Tips for Starting Your Career in Life Insurance

Posted on April 14, 2025June 18, 2025

Starting your career in life insurance sales is a big step, and while the industry offers great earning potential and the chance to make a difference in people’s lives, it also requires dedication, a strong work ethic, and a willingness to learn. Whether you’re just getting licensed or trying to find your first client, these five tips can help you lay a strong foundation for a successful career in life insurance sales.

1. Understand What You’re Selling—and Why It Matters

Life insurance isn’t a one-size-fits-all product. As a new agent, it’s critical to understand the different types of life insurance—such as term life, whole life, and universal life—and what each is designed to do. Term life may be ideal for young families on a budget, while whole life offers permanent protection with a cash value component.

But beyond the technical details, the real value of life insurance is in what it provides: financial protection, peace of mind, and a safety net for loved ones. When you approach each sale with that deeper purpose in mind, your conversations with clients will be more meaningful—and they’ll be more likely to trust your recommendations.

2. Get Licensed—and Commit to Ongoing Learning

Your first step is getting licensed in your state, which involves completing pre-licensing education and passing a state exam. While this can feel like a hurdle, it’s your gateway into the profession—and the beginning of a lifelong learning journey.

Once you’re licensed, don’t stop there. The insurance industry is constantly evolving, with changes in products, regulations, and customer expectations. Make continuing education a habit. Attend workshops, watch webinars, and read industry publications. The more you know, the more confident you’ll feel in front of clients—and the better you’ll be at recommending the right coverage.

3. Develop a Consistent Prospecting Strategy

One of the biggest challenges in life insurance sales—especially early on—is finding clients. While your personal network is a great place to start, you’ll need to build a system that generates new leads consistently. This could include cold calling, networking at local events, building a social media presence, or joining community organizations.

Set weekly goals for outreach activity and hold yourself accountable. Over time, your pipeline will grow—but only if you stay disciplined and keep planting seeds. Remember, prospecting is not just about selling. It’s about building relationships, understanding people’s needs, and being there when they’re ready to buy. Developing prospects is one of the most important aspects to starting your career in life insurance.

4. Learn to Communicate Clearly and Build Trust

Insurance can be confusing for clients, especially if they’ve never purchased life coverage before. As a new agent, your job is to make it simple. Avoid industry jargon and instead use clear, relatable language. Practice explaining different types of policies in ways that connect with people’s real-life situations.

Equally important is your ability to listen. Ask thoughtful questions about your client’s family, goals, and concerns. When clients feel heard, they’re more likely to trust your guidance. Don’t worry about trying to “close” every conversation. Focus on helping, not selling—and the business will come.

5. Find a Mentor or Join a Supportive Team

Starting out on your own can feel overwhelming. That’s why finding a mentor or joining a supportive agency can make a huge difference. A good mentor can help you refine your sales skills, navigate tough conversations, and stay motivated when things get hard. Look for someone who’s experienced, approachable, and willing to invest time in your growth.

If you’re working independently, seek out professional groups, networking events, or online communities for life insurance agents. Being around others who are on the same path can provide encouragement, accountability, and valuable insights you won’t find in a textbook.

Grow Your Business Through Networking

Final Thoughts

Life insurance sales is not just a job—it’s a career that allows you to help families protect their financial futures. While the first year can be tough, the habits and relationships you build now will shape your success for years to come. Stay committed to learning, keep showing up for your clients, and remember why you started.

Every conversation is a chance to make a difference.

Why Use Success CE

Need Continuing Education? Create an Account to Start Today