5 Proven Techniques for Closing Insurance Sales

In the competitive world of insurance sales, closing the deal is often the most challenging yet rewarding part of the process. Whether you’re a seasoned producer or just starting out, having a strong closing strategy can make all the difference in your success. Below, we’ll walk through five proven techniques that will help you improve your closing rates and secure more clients.

1. Build Trust Through Education, Not Just Selling

Clients don’t want to feel like they’re being "sold to." Instead, they want to be guided by a trusted expert. Focus on educating your prospects about their options rather than pushing them toward a sale. Break down complex terms into simple, relatable explanations and position yourself as a resource they can rely on. When clients feel informed and empowered, they are more likely to make a confident decision with you.

Pro Tip: Use storytelling to illustrate the importance of the right program. Share a real-life example of how having the right health care solution helped a client avoid financial hardship.

2. Ask the Right Questions to Uncover Needs

The best insurance producers know that selling is about solving problems. To do this effectively, ask open-ended questions that help you uncover the client's true needs. Some examples include:

• "What are your biggest concerns when it comes to health care?"
• "Have you ever had an experience where you felt like you weren’t protected?"
• "What’s most important to you when choosing a program?"

By guiding the conversation with thoughtful questions, you create a dialogue that leads the client toward recognizing the value of what you offer.

3. Create a Sense of Urgency (But Be Ethical)

Clients often hesitate to make decisions, but a sense of urgency can help them commit. Highlight time-sensitive factors like price increases, enrollment deadlines, or the financial risks of going uninsured. However, be careful to remain ethical—avoid scare tactics and instead focus on the real benefits of making a timely decision.

Example: “I totally understand wanting to think it over. Just keep in mind that rates can change, and waiting could mean losing access to a program that fits your needs. If you’re comfortable, let’s lock in your option now.”

4. Overcome Objections With Confidence

Objections are a natural part of the sales process. Instead of viewing them as roadblocks, treat them as opportunities to provide clarity. Here are a few common objections and how to handle them:

• “It’s too expensive.” → “I hear you. Let’s take a look at the value you’re getting. This option actually saves you money in the long run compared to unexpected medical bills.”
• “I need to think about it.” → “I completely understand. What specific concerns are on your mind? Maybe I can help clarify.”
• “I want to check other options.” → “That’s a great idea! I can actually help compare for you. Let’s make sure you’re getting the best fit.”

When you acknowledge concerns and provide solutions, clients feel heard and respected, making them more likely to move forward.

5. Offer an Alternative When Traditional Insurance Isn’t a Fit

Sometimes, a prospect just isn’t the right fit for traditional health insurance. Maybe they’re self-employed, between jobs, or simply looking for a more affordable alternative. This is where having an outside option—like a Health Care Sharing Ministry—can help you close every time.

What is Health Care Sharing? A Health Care Sharing Ministry is a community-driven approach where Members share eligible medical expenses. Unlike insurance, these programs are faith-based and often come with lower monthly costs, making them a great option for those who don’t qualify for or can’t afford traditional insurance.

Why Consider OneShare Health? OneShare Health is a recognized Health Care Sharing Ministry offering flexible, affordable options for individuals and families. With access to programs starting as low as $50.99 per month​, Members can enjoy a range of health care sharing benefits, including:

• Access to over a million top providers and facilities through the First Health Network.
• 24/7/365 Virtual Urgent Care at no additional cost.
• Mental health support with licensed therapists, physicians, and peer-groups. 
• Free or heavily discounted prescriptions with mail order delivery with Rx Valet​.
• Preventive care and wellness visits​ to stay on top of your health.
• Virtual Primary Care and Virtual Vet visits so the whole family is taken care of.

If your client isn’t a fit for traditional insurance, offering an alternative like OneShare Health can help you close the deal and ensure they still get the protection they need.

Ready to Expand Your Sales Opportunities?

By incorporating Health Care Sharing into your portfolio, you can close more sales, provide value to a wider audience, and earn ongoing commissions. OneShare Health makes it easy for licensed agents to become Producers, offering:

✅ Level commissions for the life of the program
✅ Nationwide availability (with just a resident license)
✅ Quick 5-minute enrollment with a Spanish translation option

Don’t lose another sale—become a OneShare Health Producer today! Start offering your clients more options and increase your earning potential. Learn More About Becoming a Producer.