The Top 10 best Insurance Sales Books

Insurance Sales

What are the top best Insurance Sales books? One thing is certain: in order to succeed in the insurance industry, you must be able to sell. You are not only selling insurance, but also your personal brand. So, how can you be the kind of agent that people can rely on and want to work with? Learn from those who have gone before you (and succeeded).

In this article, we’ll go over the top ten must-read books in the insurance industry to boost your productivity and bottom line. These books contain the secrets of successful insurance sales, practical advice, and inspiring business stories.

10 Books to Help You Become a Better Insurance Agent

  1. Richard Fenton and Andrea Waltz’s – Go for No!

Dealing with rejection and customer objections is without a doubt one of the most difficult aspects of an insurance sales career.

Salesman Richard Fenton and professional speaker Andrea Waltz teach readers how to embrace the “nos” and failures along the way to success.

Choose No! Yes is the destination, but No is how you get there. There is a short informational book written in the style of a novel that reviewers claim was a true game changer (even a life changer) in their careers.

Fenton claims that less than 20% of all salespeople who are capable of failing move beyond a willingness to fail and learn to develop a “wanting to fail” that eventually leads to success.

Related reading: Best insurance career path

It’s a brief but highly motivating work that can help anyone who is feeling down in the insurance industry.

The book provides practical advice, but more importantly, it assists you in shifting your mindset so that you can approach cold calling and asking for the close with confidence.

  1. Power Position Your Agency – by Troy Korsgaden

Farmers Insurance Group named Roy Korsgaden All Lines Agent of the Year twice, an impressive feat considering he was chosen from over 14,000 insurance agents in the country.

Korsgaden has taught tens of thousands of agents, brokers, and insurance agency employees how to sell with common sense.

Power Position Your Agency: A Guide to Insurance Agency Success is his book. Success delves deeply into the mindset that propelled him to the top of the insurance industry.

Korsgaden doesn’t mince words, instead presenting the facts about what it takes to succeed in the insurance industry.

He believes that focusing on personal development for yourself and your agency staff naturally leads to business growth. He believes that agency owners should strive to “replace themselves” in most areas of their business in order to scale up.

Power Position Your Agency covers everything you need to know to be a successful insurance agent, and it’s an excellent book for anyone just starting out.

  1. Josh Kaufman’s -The Personal MBA

The Personal MBA by Josh Kaufman is a #1 international bestseller as well as #1 in business training and business management on Amazon.

In one book, Kaufman provides a lifetime of valuable business insights, and it is even recommended by people who already have an MBA.

Kaufman, on the other hand, believes that you don’t need to go to business school to learn the fundamentals of modern business. His book will teach you how to make sound business decisions, increase productivity, manage uncertainty, and conduct experiments to validate your ideas.

The Personal MBA is packed with useful business tools and concepts, such as “10 Ways to Evaluate a Market” and “The Pricing Uncertainty Principle.”

The Personal MBA can help anyone who is ready to jump in and start their own business without the high cost of business school.

  1. Robert B. Cialdini, Ph.D.’s – Influence: The Psychology of Persuasion

Communication and persuasion are essential skills for any salesperson. It is your responsibility to cultivate client relationships and eventually persuade enough of them to say “yes” so that your business can thrive.

But what if you lack natural persuasion skills? The good news is that you are not required to be. Robert Cialdini is a psychologist who has spent years researching how people come to say “yes.” Influence: The Psychology of Persuasion, his New York Times bestselling book, summarizes his findings.

Cialdini’s book teaches you the six principles of persuasion (or “weapons of influence,” as he refers to them) that are supported by over 30 years of evidence-based research.

His book is chock-full of examples from business and other real-life relationships.

As an added bonus, Cialdini demonstrates how to avoid being persuaded by others who may attempt to manipulate you in a business relationship. His book is a must-read for anyone in the insurance industry looking to increase their sales call close rates.

  1. Brian Tracy’s – The Psychology of Selling

If you’ve been in the industry for a while, or even if you’re just getting started, you’re probably aware that sales training doesn’t stop once you start working.

The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible by international bestselling author Brian Tracy can help you take your sales to the next level.

Tracy’s successful career includes serving as COO of a $265 million development firm before founding Brian Tracy International, a company that specializes in developing individuals and organizations. Tracy explains that the top 20% of any field typically begin in the bottom 80% (even Babe Ruth), but they use failure and obstacles to develop strategies that propel them to the top.

The Psychology of Selling is one of the best books for gaining insights into your business that you can immediately apply, such as the value of open-ended questions (who doesn’t love an open-ended question?) and getting to know your “non-customer.”

Tracy’s strategies are psychological in nature, but he also provides practical sales advice to help you turn his insights into profits.

  1. Rory Sutherland’s -Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life

Is it more of a dark art than a science to run a successful business? Perhaps. But that doesn’t mean Rory Sutherland’s book Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life doesn’t have a scientific foundation.

The New York Times dubbed Rory Sutherland, the legendary Vice Chairman of Ogilvy, the “don of modern advertising.” Alchemy, his hilarious and wildly entertaining book, uses scientific research and case studies from some of the world’s most successful businesses to help you become a marketing and sales whiz. Sutherland’s unconventional branding approach and charming storytelling will have you forgetting you’re reading a business book. However, you will gain valuable insights into human decision-making and the factors that influence it.

Alchemy is a must-read for anyone in business, especially if you want to improve your marketing and build a personal brand.

  1. Dale Carnegie’s – How to Win Friends and Influence People

No matter what you’re selling, people skills are essential for salespeople and customer service representatives.

Dale Carnegie’s best-selling How to Win Friends and Influence People, first published in 1936, continues to captivate millions of readers today.

This comprehensive guide to interacting with others includes six ways to make people like you, nine ways to change people without creating resentment, and 12 ways to persuade people to agree with you.

Carnegie contends that there is no way to win an argument, and that genuine, sincere appreciation gets you much further than criticizing and being correct.

This book has sold over 30 million copies and has truly stood the test of time, ranking 19th on Time Magazine’s list of the most influential books of 2011. It’s one of the best-selling books of all time, and there are still a few gems in there for anyone looking to improve their relationship-building and sales skills today.

  1. John Hall’s Top of Mind

Staying top of mind with your customers is essential for success in any industry, including the insurance industry.

In Top of Mind: Content Strategy, John Hall, co-founder of Influence & Co., discusses his noteworthy content strategy. Use Content to Expand Your Influence and Engage Those Who Are Important to You.

You’ve probably noticed that the insurance industry is extremely competitive. It is insufficient to go through your cold call list every day. In fact, Hall claims that it now takes seven to thirteen touches to convert and close a customer.

Business is all about relationships, and Hall teaches you how to establish yourself as a valuable, trustworthy partner to your clients in Top of Mind. His attract, convert, close, and delight process will assist you in developing an authentic brand image and connecting with customers.

While the focus of this book is on personal brands and online influence, insurance agents can learn from Hall’s example of transforming trust, consistency, and content into a profitable lead generation strategy.

  1. Michael J. Sandel’s – What Money Can’t Buy

Michael J. Sandel is a Harvard University political philosophy professor. He is also considered to be one of the most influential modern philosophers. So, how does he help you, the insurance agent?

Sandel deciphers the psychology of human decisions and how incentives, penalties, and advertising influence them. What Money Can’t Buy: The Moral Limits of Markets, his New York Times bestselling book.

Assume you’re attempting to forecast how a customer will react to bundling other services (such as hourly payroll) with insurance. Learning more about how people typically react to these types of offers can help you determine whether or not this sales strategy would benefit your company (hint: it will!).

Sandel’s findings are occasionally surprising. A study, for example, discovered that fining parents for picking up their preschool children late increased late pickups.

This is a highly recommended and thought-provoking read for the philosophical insurance agent.

  1. 10. Harry Beckwith’s – Selling the Invisible

Beckwith Advertising and Marketing was founded in 1988 by Harry Beckwith, a Stanford University graduate. Selling the Invisible: A Field Guide to Modern Marketing, his book, provides a comprehensive guide to marketing any type of service.

Beckwith’s New York Times Business bestseller provides a concise but thorough examination of the nuances involved in sales.

The book is chock-full of incredible insights and sales strategies for anyone speaking with customers, with chapters like “Let Your Clients Set Your Standards” and “Brands in a Microwave World.”

Beckwith teaches marketers how to use psychology to improve their sales skills. “Services are human,” he claims. Their success is dependent on interpersonal relationships… However, there are some patterns in people.”

Selling the Invisible will assist you in developing a compelling value proposition and learning to identify your customers’ true needs, allowing you to close more deals.

Get Out There and Make a Name for Yourself in the Insurance Industry

According to the US Bureau of Labor Statistics, insurance sales agents earn an average of $52,180 per year. The top ten percent of earners earned more than $125,500 per year, with auto insurance, home insurance, and life insurance being the most popular insurance products.

However, success in the industry necessitates extensive product knowledge as well as a specific skill set. For those who truly want to build a successful business, a mindset shift is also required—one that is primed for sales success, understands how people think, and is tough enough to keep going in the face of rejection.

Aim to develop the following skills to achieve your industry objectives: Sales mindset, excellent customer service, product knowledge, perseverance, emotional intelligence People abilities.


In short, you must understand sales, people, and your products.

Reading the stories of those who have gone before you can teach you how to build a thriving book of business, open an agency, and develop your team. What remains to be done? Get out there and expand your business.

Frequently Asked Questions

[sc_fs_multi_faq headline-0=”h3″ question-0=”What is the most important thing a life insurance salesperson needs to succeed?” answer-0=”Persistence. This is possibly the most important characteristic of a good insurance agent. Those who work in this field must be able to handle rejection on a daily basis and do so with a smile throughout their careers.” image-0=”” headline-1=”h3″ question-1=” On a daily basis, what does an insurance agent do?” answer-1=”An insurance agent’s typical day Ensure that all paperwork is completed and properly filed before implementing policies. Customize insurance policies to meet the needs of your clients. Ensure that all policy requirements are met. Inspect properties to assess current conditions and make decisions on potential purchases.” image-1=”” headline-2=”h3″ question-2=”What is the most crucial aspect of an insurance agent’s job?” answer-2=”The most important aspect of an insurance agent’s job is to sell the client what they need, so avoid recommending policies that will not benefit them. Insurance companies stay competitive by providing better policies to potential customers.” image-2=”” count=”3″ html=”true” css_class=””]


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The Top 10 best Insurance Sales Books

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