Many health insurance agents believe that running a quote is enough to close a deal. They plug in the numbers, send the information to the client, and wait for the sale to happen—only to be disappointed when another agent swoops in and wins the business. If you’re wondering why this keeps happening, the answer is simple: you’re not putting in the work beyond the quote.

If you want to stop losing clients to agents who actually put in the effort, follow these essential steps to convert quotes into sales and long-term relationships.

1. Stop Acting Like a Quoting Machine

If all you do is run a quote and email it to the client, you’re no different from an online comparison tool. Clients don’t need an agent for that—they need someone who will walk them through the options, explain the details, and help them make an informed decision.

What to Do Instead:

  • Take time to understand your client’s specific needs before generating a quote.
  • Offer a personalized consultation instead of just sending numbers.
  • Highlight the benefits of the plans, not just the price.

 

2. Follow Up Like a Professional

A single email with a quote isn’t a follow-up. If you don’t check in with your client, another agent will. People get busy, distracted, and overwhelmed with choices—your job is to keep them engaged.

What to Do Instead:

  • Call within 24-48 hours of sending the quote to answer any questions.
  • Send an email with additional insights, client testimonials, or industry updates.
  • Offer a follow-up meeting to go over the best options based on their needs.

 

3. Educate Your Clients

Most clients don’t fully understand health insurance. If you don’t take the time to explain deductibles, networks, and benefits, another agent will—and they’ll be the one who earns the client’s trust.

What to Do Instead:

  • Break down the details of the plans in simple, relatable terms.
  • Create educational materials (videos, blog posts, FAQs) to help clients understand their options.
  • Position yourself as a trusted advisor, not just a salesperson.

 

4. Build Relationships, Not Just Transactions

Clients aren’t just looking for an agent—they’re looking for someone they can trust long-term. If you disappear after sending a quote, they won’t remember you when it’s time to buy.

What to Do Instead:

  • Stay in touch, even if they don’t buy right away.
  • Send periodic check-ins, industry news, or personalized messages.
  • Show genuine interest in their well-being beyond just selling a policy.

 

5. Differentiate Yourself from the Competition

If you’re not winning clients, it’s because another agent is doing something you’re not. What makes you different from the competition?

What to Do Instead:

  • Offer a higher level of service, such as help with claims or policy reviews.
  • Be proactive in solving problems before they arise.
  • Use social proof—testimonials and referrals go a long way.

 

6. Use Social Media & Digital Marketing to Stay Relevant

Your clients are on social media, researching their options long before they reach out. If you’re not actively present online, you’re missing opportunities.

What to Do Instead:

  • Post helpful tips, client success stories, and industry updates.
  • Engage with potential clients by answering questions and providing value.
  • Run targeted ads to stay visible and position yourself as the go-to agent.

 

7. Master the Art of Closing

Many agents fail to close the deal simply because they don’t ask for the sale. Clients need guidance, and they appreciate a confident recommendation.

What to Do Instead:

  • Clearly outline the next steps and create urgency.
  • Ask questions that lead to a commitment, such as “Which option do you feel most comfortable with?”
  • Handle objections with confidence and reassurance.

 

Final Thoughts

If you’re just running quotes and hoping for the best, you’re setting yourself up for failure. Clients don’t choose agents based on numbers alone—they choose agents who provide guidance, follow up, and genuinely care.

Step up your game, go beyond the quote, and start winning more clients today!