Five Principles for Life Insurance Selling Success

I was recently asked by a broker on a social media site how she could distinguish herself as a life insurance sales person. I identified five principles that serve as the foundation for my own practice. They are described below.

I’ve also included explanations as to how my strategic partnership with the Hardersen Group/Crump helps me apply these principles and build my practice for maximum success.

  1. First of all, selling life insurance is a business. You have to maximize your profit. This means running your business as efficiently as possible. It also means maximizing your personal time invested. You have to do what you do best, and delegate the rest.

Strategic partner insight: this is why I utilize the Underwriting Team. They will complete my paperwork for me, so I can move on to the next client.

  1. Second of all, specialize. Too many financial representatives are a jack of all trades and master of none. Sell only life insurance and make sure you know the product, the underwriting, and the marketplace better than anybody else.

Strategic partner insight: this is why I like the Consulting Team. Their professionals will cross-sell other products to my clients for me, while I stay true to my core product.

  1. Third of all, design your operation to maximize the potential to help the most people. Get yourself access to every carrier and product in the brokerage marketplace. Become an expert at field underwriting so you can help virtually anybody get a policy – even the higher-risk candidates. Set up a service model in which every potential applicant gets prequalified for coverage, so you can assure them of an approval at the rate quoted.

Strategic partner insight: the brokerage gives me access to virtually every company and product in the brokerage marketplace. They also know how to prequalify candidates to give me both competitive and reliable quotes.

  1. Four, personalize yourself. Show your clients, prospects, and referral centers what kind of person you are. I use a personal blog for this. It distinguishes me from all the millions of other people selling life insurance out there.

Strategic partner insight: I take full advantage of the Concierge Services. I rely on the expertise of the advanced underwriters, financial planners, and attorneys that are available at no charge. This way I am free to simply engage my clients and advocate on their behalf.

  1. Lastly, don’t be afraid to grow, but do it with your feet on the ground. Adapt to the times, but stay true to your path. I grew up in this business learning the kitchen table sale in which you met with mom and dad in their kitchen, with illustrations and an application. To a large extent, those days are over. Now I conduct business remotely with people all over the country. I’m still a life insurance guy; I just have to find new ways to connect with people.

Strategic partner insight: it was a big change for me to become part of a national organization. Like many life insurance sales people, I have been part of a family business. But the fact of the matter is that the mom-and-pop model is really only good for running a local business and promoting your personal production. To survive, your business has to continue past you. It has to grow larger than yourself. Affiliating with a national operation can help you do that.


This week’s seminar will take place on Thursday, December 28th, 3 p.m. to 3:30 p.m. EST.

“Five Principles for Life Insurance Selling Success”

A sales seminar with Steve Kobrin, LUTCF, principal and founder of The Kobrin Agency.
Steve has been in the life insurance business for over 25 years. He’ll discuss the most important principles he uses for his own practice in addition to how his strategic partnership with the Hardersent Group/Crump helps him apply these principles for maximum success.


Very important note: only brokers who have signed up with Crump and are participating in our strategic partnership will be given access. If you have not yet filed your paperwork with Darren, please do so now! If you have any questions, please feel free to contact me.


Come join our LinkedIn group!


“How to make your strategic insurance partnership hum with activity!”


This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.