Sales Tips for Insurance in 2025

2025 is already shaping up to be another challenging year for insurance producers, but it’s also full of opportunities for agencies ready to adapt. With economic fluctuations, evolving consumer expectations, and rapid technology changes, producers must rethink how they build relationships and grow their books of business.

This guide will show you how to align your sales strategy with the realities of today’s insurance market and equip your team to thrive.

Prospect List and Qualification: Start With Better Data

Your prospect list is the foundation of your success. But is it current? Many businesses have shifted operations, changed decision-makers, or even shuttered since your last outreach.

Imagine two agencies: one using an outdated prospect list, the other investing time to requalify theirs. The first spends weeks chasing closed businesses or outdated contacts, burning through marketing dollars with little to show for it. The second focuses on updated, high-value accounts aligned with their ideal client profile and consistently lands meetings with decision-makers ready to talk. In 2025, when many industries are still reshaping amid rising interest rates and economic instability, failing to requalify your list is the fastest way to inflate costs and stall your pipeline.

Actionable Tips for 2025:

• Audit your list for accuracy and relevance using tools like ZoomInfo or LinkedIn Sales Navigator.
• Focus on Top 100 accounts that align with your agency’s ideal client profile (consider annual premium thresholds, geographic reach, and industries showing resilience in 2025 like healthcare, logistics, and renewable energy).
• Incorporate intent data to prioritize prospects actively researching insurance solutions.
• Before calling, research key decision-makers to personalize your outreach. Amanda often reminds producers: “You can’t afford to waste a call on the wrong person in 2025’s fast-moving market.”

Embrace a Multi-Channel Approach to Stand Out

In 2025, single-channel prospecting feels invisible. Multi-channel marketing isn’t just an option; it’s essential.

Think of multi-channel marketing as insurance for your prospecting efforts. A producer relying solely on cold calls may succeed with older, phone-friendly demographics but miss digitally native buyers who prefer LinkedIn or email. Conversely, agencies over-relying on email often get lost in cluttered inboxes. The best agencies layer channels—direct mail sparks curiosity, LinkedIn builds credibility, and calls close the gap. Agencies that skip this step often leave large swaths of their target audience untouched, while multi-channel adopters report up to 35% higher engagement rates.

Monthly Newsletters

A poorly executed newsletter—overloaded with text and generic content—becomes another unopened email in a crowded inbox. But an engaging newsletter with sharp visuals, concise content, and actionable insights positions your agency as a thought leader. For example, an agency that sent a cyber risk checklist during a spike in ransomware attacks saw a surge of inbound inquiries. In contrast, one that blasted outdated property insurance promos was flagged as spam and saw its domain blacklisted.

• Develop concise, visually engaging newsletters tailored to industry-specific pain points.
• Include interactive content like polls or mini-assessments to drive engagement.
• Use marketing automation platforms to schedule and personalize newsletters.

Appointment Setting

Skipping appointment setting is like fishing without bait—you’ll cast a lot but catch little. Agencies relying only on inbound leads often experience long dry spells, especially in soft markets. By contrast, one MarketReach client implemented a disciplined appointment setting campaign and grew their book of business by 28% in a single year. The difference? Targeted outbound calls helped them prequalify leads and focus only on prospects showing genuine interest, dramatically increasing their producers’ close rates.

Outbound calls remain vital. Amanda has seen agencies increase their meeting-to-close ratio by 30% after consistently dedicating time blocks for calls each week.

• Equip callers with updated scripts that acknowledge current challenges (e.g., rising cyber insurance premiums).
• Use AI-powered dialers and scheduling tools like Chili Piper to reduce admin time.

Direct Mail

Surprise your prospects by going analog in a digital world. Personalized mailers with a QR code linking to a landing page can spark curiosity.

Direct mail can feel old-school, but consider the current digital overload. One agency sent a personalized mailer with a QR code leading to a short video introduction and booked 12 appointments in two weeks. Contrast that with another agency running an expensive display ad campaign online, only to get lost in banner blindness. In a world of crowded screens, tactile, high-quality direct mail pieces stand out and resonate, particularly with small businesses and traditional industries.

• Target small businesses or older demographics who prefer tangible materials.
• Consider premium, branded items in mailers for key accounts.

Blogs, Press, and Social Content

Original thought leadership content positions your agency as a trusted advisor.

Agencies ignoring content marketing miss a crucial trust-building opportunity. Imagine a prospect Googling “best commercial insurance for manufacturers” and finding a competitor’s blog offering valuable insights—they’ve just lost a potential lead. Meanwhile, agencies publishing useful articles, then repurposing them into LinkedIn posts or infographics, keep prospects engaged and return higher organic traffic. One worst-case scenario: relying entirely on outbound without a digital presence leaves your agency invisible to modern buyers researching online.

• Translate blogs into short videos or LinkedIn carousels to maximize reach.
• Address trending insurance topics like ESG compliance and climate risk adaptation.

Read MarketReach insights on multi-channel marketing

Build Strategic Alliances to Multiply Your Reach

Partnerships with complementary businesses (accountants, financial advisors, HR firms) can become referral engines for your agency.

Best case: You partner with a local accounting firm that refers three high-value clients every quarter, generating a steady revenue stream. Worst case: You operate in a silo, missing out on low-cost, high-trust introductions from professionals your prospects already know. In 2025, forming alliances with complementary service providers—like HR consultants for benefits brokers or IT firms for cyber insurance—offers a powerful multiplier effect for your prospecting efforts. It’s no longer optional in competitive markets.

2025 Focus Areas:

• Explore alliances with technology providers offering cybersecurity solutions—cyber coverage is a hot topic.
• Use LinkedIn to co-host webinars or virtual roundtables with partners.
• Leverage CRM tools to track and nurture alliance-generated leads.

Learn how MarketReach helps agencies form meaningful partnerships

Practical 2025 Solutions for Insurance Sales Challenges

• Hybrid Work Realities: With decision-makers harder to reach in hybrid offices, use LinkedIn messaging and calendar links to improve meeting rates.
• Economic Uncertainty: Offer coverage solutions and value-based conversations that emphasize ROI and risk reduction.
• AI Integration: Adopt AI chatbots for initial prospect engagement, freeing producers for high-touch conversations.

Amanda’s experience shows that agencies willing to innovate—even modestly—outperform peers clinging to 2019 tactics.

Final Thoughts: Adapt and Win in 2025

The insurance landscape continues to evolve, but fundamentals like strong relationships and consistent outreach remain timeless. By layering in modern tactics and tools, producers can stand out and grow—even in turbulent times.

Need support to build momentum this year? Contact MarketReach for expertise in prospect pre-qualification, appointment setting, and multi-channel marketing strategies that deliver results.