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Writing the Perfect Elevator Pitch for Insurance Agents

Posted on: Monday, January 31 2022 | by QuoteWizard

Writing the Perfect Elevator Pitch for Insurance Agents

Can you explain what you do and the benefits of your business in 60 seconds or less? Insurance sales opportunities are everywhere, and success always favors the prepared. When you’re in a position to pitch your business to new insurance leads , a polished and succinct elevator pitch is crucial.

“What do you do for a living?”

Avoid replying, “I’m an insurance agent.” Let’s be honest, insurance agents don’t typically top the “cool” list when it comes to the average person’s interest in what you do. But that doesn’t mean you have to be boring about it. Answering that question with much more color builds new contacts for your business. It’s not like “buying” insurance leads where you know the person you’re talking with is already informed and aware of what they are looking for. The idea of selling insurance to new contacts is about creating a desire to know more and continue the conversation — your elevator pitch is designed to do just that.

What is an Elevator Sales Pitch?

Very briefly, it’s a persuasive, planned, and succinct (30–60 second) speech designed to highlight what you do, how you do it, and what benefits the listener will gain from your business. As the name implies, elevator pitches should take roughly the time to recite as it takes to ride in an elevator, say 20 to 60 seconds.

How many times have you had a brief exchange with a person, a decision maker, company CEO, or a stranger who turns out to be an ideal insurance lead? Were you able to say everything you needed to in a short timeframe to capture their attention? It’s important to know ahead of time how you’ll choose to present yourself by constructing, practicing, and tweaking your pitch.

Why They’re Essential

”I’m an insurance agent.” Great! The Bureau of Labor Statistics reports that over 507,000 other people are, too. What makes you stand out from the crowd? Remember, this is a planned “speech” you can memorize and use on anyone (with minor adjustments). Write it, learn it, memorize it. The better you know it, the better you’ll be able to adjust the details to the person you’re speaking with based on their needs.

Without a planned elevator speech, you’ll resort to answering in a way that doesn’t engage further conversation. To help construct these pitches, take a moment to reflect. What does an average month of selling insurance look like to you? There are many things you probably do across a given month that will be a great point to highlight in your sales pitch. Writing these out ahead of time will help highlight your service.

Parts of a Solid Pitch

The standard format of an elevator pitch should go something like this:

  • Define the goal of your sales pitch
  • Explain what you do
  • Explain your unique service proposition
  • Engage with a question

Defining your goal

Without a goal, you might as well just say “I’m an insurance agent.” The goal defines what you want your audience to understand or take action on. It can be unique for different audiences but ultimately the goal will be to learn more and capture their interest.

  • Are you trying to get the listener interested in your business?
  • Do you have a new product or service you’d like to announce?
  • Did you recently help someone that you’d like to highlight that success?
  • What do you want each person to walk away knowing about your agency?

Explain your agency

  • How long have you been an insurance agent or advisor?
  • What lines do you write and/or what carriers do you represent?
  • Do you work locally, regionally, nationally, worldwide?

[ Example: At XYZ agency, we’ve been helping protect assets and managing risk for growing families and individuals for over 15 years.]

Describe your USP

Your Unique Selling Proposition (USP) is where the rubber meets the road. This is where you can offer information about what makes you unique and tell the person why they should keep listening.

  • What value do you bring to new clients?
  • Why does a person seek your insurance expertise?
  • What makes your customers loyal?

[ Example: We guide customers through a wide-range of insurance products to construct a life-long plan that seeks to protect their most valued assets and manage risk effectively.]

Ask a question

  • Why do your clients choose to do business with you versus your competitors?
  • What is the most pressing issue confronting the lead you’re speaking with?
  • How does this person view their personal liabilities and risk?
  • Be direct: just come right out and ask!

[ Example: Are you interested in learning how I can help you reduce your risk exposure and protect your life’s work? (or) Would you mind if I shared my business card with you in case you or someone you know would benefit from a risk assessment? (or) What is your biggest risk that I might be able to help mitigate for you?]

The Insurance Sales Pitch

Now let’s pull this information together in a short sales pitch that’s quick enough to memorize whilst offering specific details of your value to insurance customers. Using the example above it would look something like this:

“At XYZ agency, we’ve been helping protect assets and managing risk for growing families and individuals for over 15 years. We guide customers through a wide-range of insurance products to construct a life-long plan that seeks to protect their most valued assets and manage risk effectively. Are you interested in learning how I can help you reduce your risk exposure and protect your life’s work?”

A word of caution on “canned” statements. They can come across as too “boxed” or stale. Practice this and it will become second nature, taking note that if you’re selling insurance with your polished pitch it may come off as “robotic” if it appears at all unnatural. Make it conversational (with pauses) and it will be one of your best, new assets.

Practice and Execution

Watch yourself in the mirror as you speak. What does your body language reflect? The way you look and carry yourself defines how people interpret your words. How does the pitch flow? Do you mumble over a few awkwardly written words?

One final note: when you’re confident with your elevator pitch, adjust it to match the needs of the person you’re speaking with. If they’ve spoken first, you may be able to gauge what his needs are and present the pitch in a way to show you’re the ideal person to meet his needs. Be creative! Don’t just stick to the old tried and true. You might be surprised by what people will respond to.

That’s it. Now go out there are start turning those new introductions and casual conversations into new business!

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  • 15 Super-effective Insurance Sales Script Samples

You can also download the pdf to share with your friends or refer to the script later.

15 best insurance sales scripts for agents

Cold calling may look old-school, but  69%  of the buyers have accepted calls from salespersons in the last 12 months. In the life insurance sector, phone calls are the most effective way of initiating conversations with prospective customers.

Thus, phone calls for prospecting still work, and people also like to talk to a human to address their queries.

In this article, we will disclose 15 super-effective  insurance sales scripts  that seasoned professionals use.

15 best insurance sales scripts for agents

You can also download the pdf to share with friends or refer to the script later.

15 Engaging insurance sales script samples

Case 1: when you have only a few seconds to explain your product..

You:  Hello, Mary. My name is Jack Black. I from  XYZ  insurance company/agency. We are expanding our insurance coverage to your area. Do you have a few seconds for me to tell you about our services? Because I think we can save you money on insurance premiums.   Mary:  I have some work to rush to, but I can give you 15 seconds. 

Here you can include either of the two elevator sales pitches .

You:  Thanks, Mary. On average, we have saved our customers $100 per year on insurance, and we have many five-star reviews from our customers. If you want, I can send you the custom quote over email. 

You:  Thanks, Mary. Our insurance program lets you combine your XYZ insurance with your  PQR  insurance renewal. By combining these insurance policies, we can lower your policy costs and provide a quicker turn around for your claims. You know, we are the only insurance provider in Minnesota that currently offers this policy combination and savings. If I could have your email address, I can send you all the details. Also, I would love to set up a 10-minute call to discuss our insurance policies and how our firm can save you money. How about tomorrow? Mary:  Sure, you can give me a call tomorrow.

Touch the pain point of your insurance prospect for a successful cold call. In insurance, it is usually about saving money!

A successful elevator pitch has four parts:

  • Hook your prospect with a strong opening sentence : It should address the needs of customers and why do they need insurance. 
  • Address their pain points : Most insurance customers tend to have common questions, and these are usually their concerns. It may include the premium amount, coverage, and even claims. 
  • Illustrate the benefits of your insurance policy : It may include pricing, special offer, buying process, and claims settlement. 
  • USP : Highlight what differentiates you from your competitors. 

Case 2: Cold calling insurance sales script to offer a free quote

You: Hi, am I speaking to Mary? Mary: Yes. You: Hi Mary, my name is Jack Black, and I am from  XYZ  insurance company. I am calling to let you know that our company is offering free custom quotes on many policies.  Of course, there is no obligation to buy. It is just so that you can see what insurance options are available to you and your family. We have already saved our customers over $100 each per year on insurance. Would this be of any interest to you? If the prospect says yes but does not have the time to discuss, you can offer to send an email and set an appointment for a later day. If the prospect is willing to continue the call, continue with your sales proposition.

You can also  download the pdf  to share with friends or refer to the script later.

Case 3: Insurance call script for cross-selling

If you use  CRM software , then based on some triggers, the system will notify you about an opportunity to cross-sell to an existing customer. For example, if your customer is searching for car insurance, updating his social media status about his plan to buy a new car, then you can call the customer and pitch your product. 

You:  Hi, Mary. My name is Jack Black, and I am calling to thank you for being a valued client. Do you have a couple of minutes to talk? Mary:  I have some work to get to, so not right now, please. You:  I understand. Shall I give you a call tomorrow, or what time suits you? Mary:  Okay, tomorrow works.  If the answer is yes, then you can continue with the pitch.  You:  Do you currently have car insurance? Mary:  Yes. If the customer already has an insurance policy, ask him when the expiry date is and follow up accordingly. However, you can use the following pitch to hook them on for a future purchase. If the customer does not have the other insurance policy, it is the best time to pitch your product immediately.

Case 4: value pitch

You: Hello Mary. My name is Jack Black, and I am from  XYZ  insurance company. You may have heard that we cannot beat  ABC  insurance company’s rates, but in fact, we do not want to. XYZ Insurance customers value our ability and quick measures to take care of everything from the moment you call us with a claim. Plus, we will take care of: >>Getting you a loaner car >>Scheduling an adjustor immediately >>Dealing directly with a qualified auto repair service station on your behalf >>Returning your vehicle as soon as possible. >>We strongly believe in the value of our service. To prove it, we offer a 30-days money-back guarantee.  Mary: Okay, send me the details. You: Thank you, Mary. I will email you the details asap. 

Case 5: objection handling sales script for insurance agents

Overcoming objections is a vital skill for sales success. Successful sellers also concentrate on objection prevention apart from cutting down the number of objections. The following are some of the common objections from customers during the call.

  • I don’t think I need insurance right now.
  • I have already shortlisted another insurance firm.
  • I am extremely busy this week.
  • I am unable to decide which insurance policy is best for me.
  • I do not think I can really afford insurance.
  • Money is a little tight right now for an insurance policy.
  • I do not know if my budget can accommodate an insurance plan.

The following insurance sales scripts can prepare you for handling such objections.

You: Hi, Mary there? Mary: Yes, speaking. You: Mary, I am Jack Black from XYZ Insurance. This call is with regards to your query on our website. Mary: Yes, but I am not interested right now. You: Sure, but let me tell you – there is no application fee, and you can get a 20% discount on insurance premium today. I only need some information to offer the best deal. So, you said you live in California with your husband and two children. Am I right? By offering a benefit, you can cut the objection and continue the discussion with the prospect. 

You:  Out of these three insurance policies, which one fits your needs the best? Mary:  3rd one. You:  I agree with you. That was my pick as well. Your neighbor Alicia also bought the same policy and is happy with it. I just need some information to process the application for you. So, you spell your name as MARY?

Other types of objections that insurance salespeople often face are:

  • I have to run this through my wife/husband/partner.
  • I need to recheck with my manager (seeking advice from someone they trust).

You: Absolutely, no problem. So, I will send you the details by email so that your friend will have all the information he needs. Meanwhile, if you can help me with some basic information, I can also arrange a personalized quote as well. So, your date of birth is?

Case 6: Call script for business insurance

You : Hello, am I speaking to Mary? Mary : Yes. You : Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been? Mary : Good.  You : That’s great, Mary. The reason I am calling today is to talk about your business insurance. Can you tell me a bit about your current business insurance cover? Mary : I am happy with my current plan. You : That’s awesome. Would you consider a total insurance policy review and audit? We will be able to tell you where you are covered right now if anything goes wrong, and what better options our insurance company can offer in the same price range. We can also provide a competitive quote on your business/commercial insurance, even for when it renews.   If the prospect seems even slightly interested, continue your pitch. If the time is a constraint, book a follow-up appointment, and never forget to send an email with all the details.

However, keeping a track of all these activities, making notes, and revisiting them from time to time can be a daunting task. It is very common to miss follow-ups with leads and prospects. Therefore, you must consider a solution that automates these tasks. Take for instance, LeadSquared Insurance CRM software. Using this, you can automate task reminders, schedule emails, and more. It also integrates with  RingCentral ,  CallTrackingMetrics , and other telephony/cloud calling solutions to enable one-touch calls from the CRM portal itself.

Case 8: Call script for mortgage protection insurance

You : Hello, am I speaking to Mary? Mary : Yes. You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been? Mary : Good.  You : That’s great. I am calling you because I saw that you have recently purchased a property. Congratulations! I was interested to know if you have already taken out a mortgage protection insurance. Wait for the response from the prospect. If the prospective customer says no, then go ahead with the sale closure. However, if they reply that they already have mortgage protection insurance with another carrier, continue with the below script. You : It is great to know that you already have insurance in place. Could I ask how long your mortgage is? Depending on the term, I can check what type of insurance policy would benefit you the most and where you could save some money.

If the prospect wants to continue the conversation, then you can follow this script.

You : Nice. Well, it is always great to explore more options for informed and better decisions, especially when you are a new property owner. I do know that paying the mortgage is your main priority right now. So, based on the information, the XYZ policy can help you better. And you can elaborate on the policy benefits, savings for customers, and ask for closure. 

Case 9: Calling a lead generated from the website

You : Hello, am I speaking to Mary? Mary : Yes. You: Hi Mary, my name is Jack Black, and I am from XYZ insurance company. How have you been? Mary : Good.  You : That’s great. I am calling with regards to the health insurance information you recently requested online.  I am looking at the information you submitted here, and it seems that you are considering a [x] policy with [x] number of years and an [x] amount of benefit. Is that correct? Mary : That’s correct.  You can ask for further details, the process to buy insurance, verification/eKYC process, and other details that you need to close the sale.

Many insurance firms also use CRM for capturing leads from websites, ads, marketplaces, and other network sites. These systems automatically distribute the leads with complete information about the prospect. Thus, you don’t have to ask for the details again. All you need is to verify the details.

Digital Insurance

Case 10: Promotional sales script for insurance agents

There are times when insurance carriers suddenly release new rates with discounts up to 50% on new sign-ups. These are simple to handle, and the objections are also less. It is because everyone would want to save on their premiums.  

You:  Hi, I am Jack Black from XYZ Insurance. I am calling to let you know that the XYZ insurance company has just released new rates that can save you up to 50% on your health insurance premiums. Can I explain further? Prospect : Sure. Go ahead, provide the information, and try for a closure. If the prospect is busy at the moment, then ask for an email address. You : No problem, can we send you the information via email? Prospect : Sure. You : Great, please help me with your email address. Also, can I call you tomorrow to go over all the insurance plans and the new prices?

Case 11: Raising curiosity

You : Hi Mary. Jack Black this side from XYZ insurance.  Mary, I know you are busy. So I will be quick. Last month we saved PQR company $10000 on their group insurance policy for employees. I thought you would also be interested in saving on premiums. With your permission, can we talk for a few minutes to understand your requirements, coverage from existing policies, and what we can do to save you dollars annually?

If the prospect chose to talk, then you can continue your pitch. Or else you can ask for an appointment someday soon to continue the discussion.

Case 12: Call script for auto insurance

You : Hi there, is this Mary? Jack Black this side from XYZ insurance. Mary : Hi Jack. I am busy right now; can you call later? You : I understand. The reason I am calling is to let you know that we are offering very competitive quotes that could save you lots of money. Do you have a quick 30 seconds to hear about our service? Mary : Okay. You : Thanks, Mary. With the new rates we’re offering, we have saved our customers about $325 per year on auto insurance. We have hundreds of five-star reviews on Google. You can see what others have to say. I know you’re in a hurry, but if I could have your email address, I could send you more details. Would you be open to that?

After receiving the email address, you can ask to schedule a call over the weekend or some other convenient time to stay in the mind of the customer for faster closure.

Case 13: script for selling income protection insurance

You : Hi there, is this Mary? Jack Black this side from XYZ insurance. Mary : Hi Jack. Tell me.  You : Mary, the reason for my call is to talk about how you can protect yourself and your family if something happened that stopped you from working. We all know that life can be unpredictable. Sometimes an unexpected injury or illness can keep you from working for weeks or maybe even months . Income protection insurance can ensure that you still receive your income during such times. It lets you and your family focus on your recovery without worrying about finances. Would you be open to learning more about this insurance? Mary : I need time to think about it. You : Sure, Mary. I understand. Our consultation calls only take a few minutes. In this, we walk you through all your options and rates. There is no commitment for you to sign up. If you’re free sometime in the evening tomorrow, can I schedule a call?

Insurance sales calling best practices

I hope these insurance sales scripts gave you an idea about how the calls should be. Remember, people do not appreciate sales-y, elaborate calls. You will have hardly two minutes to win or lose the customer. Therefore, you need to sound confident and make the best first impression. 

  • Make your intro to-the-point. Briefly introduce yourself, your company, and the reason for your call. 
  • Tell the benefits of your insurance policy to the customer and their peers who have bought your insurance policy. 
  • Know when to call. Usually, the best times for insurance calls are during lunch hours. 
  • Practice your script. Record your call to check how you sound. Are you using too many stop-words like so, that is, etc.? Do you need to work on pronunciation? Do you need to speak faster or slower? Rehearsing your script will make you sound more confident.
  • Be flexible with the script. Go with the flow and show empathy to the prospect. 

Keeping these points in mind, you can always win customers and build a healthy, long-lasting relationship with them. More in this series:

15 Highly Effective Customer Service Scripts to Practice  

1. Understand your product offerings:  Before using the scripts, thoroughly understand the features and benefits of the specific insurance products you’re selling. This allows you to tailor your pitch to highlight the most relevant advantages for each customer. 2. Research your target audience:  Identify your ideal customer profile and their pain points. Adapt the scripts to address their specific needs and concerns with your insurance products. 3. Practice active listening:  Don’t just recite a script. Pay close attention to what the customer is saying and adapt your responses accordingly to build rapport and demonstrate genuine interest in their situation.

1. Anticipate common objections:  Prepare for common reasons why customers might hesitate, such as cost concerns, lack of perceived need, or negative experiences with insurance in the past. 2. Respond with empathy and knowledge:  Acknowledge the customer’s concerns and address them with empathy and clear explanations. Use your product knowledge to address their specific objections and demonstrate the value your insurance offers. 3. Focus on building trust:  Let the customer know you’re there to help them make informed decisions. Avoid being pushy or overly sales-oriented.

1. Industry publications and online resources:  Subscribe to insurance industry publications or online resources to stay informed about market trends, product updates, and new sales techniques. 2. Sales training and workshops:  Invest in ongoing sales training to refine your communication skills, learn from industry experts, and stay ahead of the curve. 3. Mentorship programs:  Seek mentorship from experienced insurance salespeople to gain valuable insights and guidance.

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Nidhi is a content writer/editor at LeadSquared. She works closely with sales professionals and senior management to bring their outlook into her write-ups. Connect with her on LinkedIn or write to her at [email protected].

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elevator speech health insurance


  • Shawn Wilmoth
  • Mar 30, 2014
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The perfect insurance agent pitch in 60 seconds – Working the chamber breakfast.

Note that I sometimes refer to the 60-second pitch as an “elevator speech” as others have said that it should take no longer than a short elevator ride to deliver. Check out https://burniva.com/

The first step of the process, or course, is having a platform from which to talk to folks.  There are a lot of great options including:

Chamber of Commerce, BNI, and Rotary Meetings –

While each of these venues has a different personality and mission, they are all great options for speaking to large groups, shaking hands, and handing out a few business cards.  Networking meetings are important because they get you in front of people who understand the value of networking, folks with their own rehearsed elevator speeches and 60-second pitches.  Not only will they understand your plight, as brothers in arms they are likely to give you their business once you forge a relationship.  Go ahead, random sports terms join your local Chamber or Rotary Club, You’ll find the interpersonal opportunities phenomenal and you’ll become better known among business owners and leaders in your community.

Professional Association Meetings—

If you aren’t sure where to begin with this category, ask yourself about the industries you serve.  Do you provide auto insurance?  Life Insurance?  Travel Insurance?  Determine which people in your city are most likely to need the products and services you provide as an insurance agent. Who do you want to reach with your elevator speech or 60-second insurance agent pitch?  Look for professional association meetings where these people congregate and join in as soon as you can.  You don’t have to be a member of the industry to participate in most association meetings.  If you provide a service or gandom product that the members of a professional association could use, you will likely be welcomed with open arms.

Community Gatherings–

Are you headed to a Little League game this weekend?  Could you sponsor a volunteer appreciation event for a local non-profit?  Is a local school or scout troop hosting a spaghetti dinner for a great cause?  It’s time to show up and support the good things happening wherever you live and do business.  In the process, you’ll have the opportunity to introduce yourself to others attending and to give your best insurance agent 60-second pitch in the process.  In fact, this may be one of the best times in the world to give your signature elevator speech as it is certain to come as more natural and conversational in a relaxed setting where you’re speaking to folks one-on-one.

Alright then, now that you have an idea of where you’re going to deliver your 60-second pitch as an insurance agent, let’s discuss what makes a pitch the most effective.

There are a few things that every great insurance agent’s elevator pitch has in common:

The pitch is conversational.

Don’t talk at your audience, talk to them.  No one is really interested in a speech, but many people are willing to get to know you and what is important to you.  Focus on these things when crafting your 60-second pitch.

The pitch is short.

When I use the term, “60-second insurance agent pitch,” I mean 60-SECOND insurance agent pitch.   Shorter is better.  Go more than a minute and you will lose your audience in almost every situation.  If you ramble, you’re defeating your own purpose.

The pitch has a hook.

I know a fellow who always introduces himself with, “I’m John Smith and I’m a helluva guy.”  Every Chamber meeting, every special event, every association meeting –“I’m John Smith and I’m a helluva guy.”  It’s different and a little obnoxious, but it’s a hook, and people remember it.  Most folks get over the obnoxious part, some people even find him funny, but I promise that everyone in the meeting will nod later if you ask them if they met John Smith.  Some will also relate that he is, “A helluva guy.”

Your hook should be different and memorable. If you have an unusual last name, give your audience a way to remember it.  I know a doctor who tells patients his name (Dew) is like the soft drink Mountain Dew. They never forget.

Your hook can also describe what you do in a cool way.  For instance, an optician friend of mine tells people she’ll help them, “See in style.” Her target audience is women aged 24-64 and it works like a charm.

Whatever it is, make a connection and communicate it well.

The pitch offers up strong visuals.

If you can paint a picture with driveway design tips , you’ll be better off.  A lawyer that tells people he’s a bulldog and loves to fight gives a picture of what’s likely to happen when you hire him.  A salesman who lets people he’s a successful distributor for ice to polar territories is certain to make an impression.

The pitch is relatable.  

Make sure your 60-second insurance agent pitch gives your audience a sense of value.  Make it something that evokes sympathy or empathy.  Offer up scenarios in which your audience could picture themselves.  When something of your pitch is relatable, your audience is more likely to come back for more information later.

Now, once you’ve crafted your pitch and it contains all the elements above, you’re ready to deliver it to the people that you meet while out and about—you’ll tweak it, you’ll adjust it to fit each situation, you’ll add to it and pare it down over time… until your elevator speech is nothing short of perfect —and every time you give it, you’ll feel a little more comfortable.

Remember, though, that the most important part of an elevator pitch is following up. How can you follow up on a 60-second elevator pitch?  Here are some ideas about how to end your pitch well:

Ask for a business card.

End your conversation with the audience–whether it be an audience of one or one hundred– with a business card request.  If you’re asking for cards from a large group, say something like, “I appreciate your attention, please stop by after this meeting and introduce yourself to me and give me your card.  I look forward to getting to know about the businesses of others in this group.”

Ask for your audience to reciprocate. 

Especially if you’re talking to an individual or small group, ask that the people who have just heard your elevator speech tell you more about themselves and their business bombtech golf .  Not only is this considerate, most people will genuinely appreciate the opportunity and will remember you better in the future simply because you turned your 60-second insurance agent pitch into a real conversation.

Offer a firm handshake and ask for another meeting. 

If you end a one-on-one delivery of your 60-second pitch with a handshake and a request to follow up and learn more about the person who’s just heard you out, you may be delighted by the results.  “I’ve talked so much about me and I know we’re short on time; I’d love to get together for coffee Monday so you can tell me more about what you do.”  It’s as simple as that – and you’re beginning to establish a relationship with your potential client.

Yes, there’s amazing value in the 60-second insurance agent pitch.  Craft yours well and you’re certain to enjoy the rewards of a business with more prospects.  We’d love to know what works best in your experience.  What makes your 60-second insurance agent pitch head and shoulders above the competition?

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How to Create Your “Elevator Pitch”

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Imagine this: you’ve just finished a meeting with a prospect, who has agreed to become a new client. As you leave his or her office, you board the elevator to go to lobby, where you can access shops and the parking area for the building. You decide to stop in the first floor coffee shop for a refreshing beverage to treat yourself. The person in line in front of you looks vaguely familiar, but you’re not close enough to know for sure. After a moment or two, you realize she’s the owner of a local company you’re been anxious to meet with to pitch your employee benefits advisory services.

That is where your elevator pitch comes in.

What’s in an Elevator Pitch?

There are some critical things to consider as you put together the draft of your elevator pitch:

  • It should last 30-60 seconds or 75 words (Your elevator ride may be short, so you cannot realistically expect to be able to speak for a long time. Use your cell phone’s stopwatch to time your completed pitch.)
  • Start by introducing yourself (“Hi, I’m _________; it’s very nice to meet you.”)
  • You want to demonstrate your professional skills, strengths, and aptitude, so briefly summarize what you do (“I’m an employee benefits agent with XX years of experience . . . “)
  • Explain your Unique Selling Proposition – and what value you bring to the table (“I help employers determine their employee benefits budget and shop for insurance coverage that delivers the most choice to employees at the best value.”)
  • End with your planned next step (“I would love to call you next Monday to discuss how I can help you expand your employees’ benefits, while still controlling your costs.”)

The job search website Indeed offers other guidance and examples in this article from 2020.

Developing Your USP

Your Unique Selling Proposition (USP) is a vital element of your elevator pitch. If you’re unfamiliar with a USP, it’s what makes you, your agency, or your service unique – what sets you apart from your competition. For example, “I help employers shop for and compare employee benefits options for their businesses.” It’s succinct, but not all that unique or descriptive. A better example might be, “I work with employers to help them define their employee benefits budget, and then identify programs available that can help them maximize their benefits dollars to offer the greatest choices available to their employees.”

After sharing your USP, ask an open-ended question (one that can’t be answered “yes” or “no”) to engage your prospect. One example might be, “How often does your organization review its employee benefits options to ensure it’s getting the most value for what you’re spending?”

Practice Makes Perfect

The old adage really applies here. How you say it is just as important as what you say. You need to feel comfortable with what you plan to say, and you want to avoid talking too fast. The more you practice, the more natural you’ll be in delivering your pitch. Consider rehearsing with a friend or relative, or recording your message.

Smile, be positive, avoid rambling, and always have a business card handy to share at end of your conversation. Or, use your smartphone to share your contact information. (Someone you just met may or may not be comfortable with this sort of information exchange.)

Once you’ve practiced at your office or at home, it’s time to take your show on the road. Get on an empty elevator and practice your pitch (to yourself). You may find the ride is not as long as you expected, so some reformatting of your remarks may be required.

Not Just an Elevator Speech

While it is called an Elevator Speech, you may encounter other opportunities to use it. We already described using it during a chance meeting at a coffee shop. You can also use it in the boarding area at the airport, on public transportation (like a subway), etc.

The idea is that you create interest in you, what you do, and how it can benefit the person with whom you’re talking. Not every opportunity will be the same, so it’s good to have multiple versions of your pitch for different circumstances. If you’re job hunting, you can use a variation of your pitch as an opening to your interview meeting. What’s key is that you be authentic, and what you say is not too much of an aggressive sales pitch that sounds overly rehearsed (even though it may be).

For other tips, read Perfect Pitch: How to Nail Your Elevator Speech on the website of The Muse.

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How To Create A Perfect Insurance Agent Elevator Pitch

Imagine you could secure a new client in about the time it takes to ride an elevator, from the top floor to the bottom. An elevator pitch lets you do exactly that. It’s a brief synopsis of your background, skills, and experience in the insurance sector. Do it right, and you’ll win over a new client in about 30 seconds or less. Here are some useful tips to help perfect your elevator pitch:

1.   Keep It Short

Unless you’re riding the elevator at the Empire State Building, the average elevator ride is just 30 seconds. That’s about 75 spoken words. That’s not a lot of time to get your message across. Still, the beauty of the elevator pitch is in its simplicity. You will need to convey the most amount of information in the quickest amount of time.

2. Have a Strong Beginning

Research shows that you only have  8 seconds  to make a good first impression. That’s about a quarter of the length of your elevator pitch, so cut out the waffle and get straight to the point. Your beginning needs to be strong. Don’t bother with a lengthy introduction. Just state your name and a quick fact to generate interest.

Here’s an example: “Hi. I’m James Smith, and I’ve just won the award for the best insurance agent in Long Island, New York.”

3. Tell the World About Your Clients

You will want to position yourself as an experienced insurance agent, even if you have only recently graduated from a  training program . In your elevator pitch, briefly explain which clients you have worked with. If you have lots of experience, you won’t have time to name them all, but then nobody likes a gloater anyway, right? Pick two or three of your most important clients and include these in your pitch.

“You should mention the type of people, or companies, with whom you want to work or with whom you already have alliances,” says Sentry . “This way, you make it clear to the listener the client profile you are looking for, and they will be able to identify with you.”

4. Provide a Solution to a Problem

Clients will want to know about the problems you have solved in the past. After all, they already understand the  issues in the insurance sector  — high premiums, competition, inflation, economic instability, etc. Tell them how you provided a previous client with a solution — even if it was just finding the perfect policy that saved them hundreds of dollars on their auto insurance.

5. Maintain Curiosity

Don’t bore your clients. You will want to maintain a level of curiosity throughout your elevator pitch so people ask you questions and check out your website and social profiles. Elevator pitches belong at the top of the sales funnel — long before you nurture leads and turn them into customers.

You can also hand out a copy of your resume after your pitch, which will include much more detail about your background, skills, and experience.

“Want to make sure they remember you? Offering your resume is a great follow-up to a solid elevator pitch,”  says Monster . “For example, after you deliver your pitch, you can say, ‘I’d love to send you my resume if you’re interested.’”

A good elevator pitch will make or break your career as an insurance agent. Whether you have recently passed your  insurance agent training course  or have years and years of experience, an elevator pitch will increase engagement and generate new leads. Include all of the things above in your pitch.

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10 Ways to Perfect Your Insurance Agent Elevator Pitch

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How To Write A Perfect Elevator Pitch?

Write Perfact Elevator Pitch

Penetrating in an overcrowded insurance marketplace with your business is indeed a big challenge already, especially when insurance agents hardly have any understanding about the insurance agent elevator pitch. This scenario will explain it all. When you suddenly come across a person standing next to you and you certainly have the opportunity to stimulate his or her interest in your services. Well, it is always a great idea to have something planned for such occasions – perfectly curated elevator pitch for agents.

How to give elevator pitch? Vital guidelines to be followed:

Firstly, one should make sure to create an intriguing headline. Something, short, precise and unusual may work best. Headline for sales elevator pitch example would be “I have a niche business.” or “You will not believe me if I tell you what I did.” This is a unique way to initiate conversation.

Another important thing is to explain who you work with. You can share details about the characteristic of the people you like to work with. This will help the listener to get some precise idea about your ideal client base. Examples can include “I work with those who own businesses and homes in these areas” or “My clients are those who own more than one home”

Apart from, you may need to have exemplify how you solve a problem. Listener would be more interested in your brand and its services when he or she receives a short example of how you solved a client’s problem. You may want to start a conversation with sentences such as “recently, I helped one of my clients manage….” You should realize that the statement must not be more than three sentences. The listener should feel that you are indulging him or her into some interesting conversation.

Now, the next stage is to explain the insurance part. You can now clearly mention you are in the insurance business . All these steps are taken carefully so as to explain your business in a way that makes the listener curious.

Wondering how to write a perfect elevator pitch? Well, you need to brainstorm about what makes up your perfect clients and what problems your business solves for them. It is advisable to create several statements beforehand to grab the every opportunity possible. And the next important step is – practice, practice and practice.

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Finance Guide

The insurance agency elevator pitch.

A short summary of your insurance agency’s products and services is called an elevator pitch. Your agency’s unique value proposition should be included. It must be presented in the elevator ride time of 30-60 seconds. It can be more difficult than most agents realize. This should be written, vetted and rehearsed and timed. Your insurance agency’s marketing strategy and prospecting efforts will be dominated by the elevator pitch.

Asking agents and agency executives to share their agency’s elevator pitch is a great exercise. You shouldn’t be surprised to see that the pitch can vary from one person to another. Is the pitch clear and concise? Is it clear about the agency’s expertise and products? The pitches did they even sound alike?

A few years back, I had the opportunity to meet with the senior management and executive team of a small business that employed less than 100 people. Each of the twelve people I met asked me to give me an elevator pitch about their company. Some were completely taken by surprise. Others were taken by surprise and sat thinking, unable to articulate an elevator pitch or describe their value proposition. There were many pitches that I heard.

Agency elevator pitches are a valuable digital asset. These pitches should be carefully vetted and scripted. They should also be practiced and preached. It is an asset because it is essential to the marketing of any agency. Every member of an insurance agency should be able, from receptionist to agent to customer service representative and executive team, to deliver their elevator pitch professionally and promptly.

A well-articulated and repeatable value proposition is the foundation of all your sales and marketing efforts. It should be a microcosm in your elevator pitch. You should not be able to communicate your value proposition in 30 seconds or more, and you should rehearse the idea before sharing it with others in your agency. After you have completed your value proposition, create a 30- to 60-second elevator pitch. You can practice makes perfect. Repeat both of these steps in your monthly sales meetings. It’s important that you note that your elevator pitch may differ depending on the target niche (e.g., P&C or Group Benefits).

These are some best practices for your elevator pitch about insurance.

Let’s take a look at a sample pitch. It would last between 30 and 40 seconds, depending on the cadence.

Since over 50 years, we have been helping trucking companies with all their insurance and risk-related needs. Our agency has trucking experts in all areas, including specialty cargo, hazmat, group health, certificate fulfillment, HOS and owner operator services. We are able to offer creative coverages at the most competitive rates and protect our clients’ bottom lines due to our industry knowledge and extensive market access. Trucking insurance is one your most significant expenditures. Our creative coverage approach will meet your needs. We would be happy to meet with you for a 15-minute meeting to discuss your needs.

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Business Development / BLOG

How to Perfect Your Elevator Pitch

By  Senior Market Advisors  on June 20, 2018

Whether you’re meeting with clients or attempting to build partnerships with providers, it’s important for you to develop a 30-second or less elevator pitch on who you are, what you do, and why the person you’re speaking with should be interested. It’s hard to fit everything you do into that short of a time frame, but if you speak longer than that you’ll lose people’s attention.

It’s called an “elevator pitch” because of this scenario: you walk into an elevator, and someone is already there. They say, “Hi, what do you do?” You only have a few seconds before the person reaches their floor and has to decide whether or not to hand you their business card. Treat your introductions as though you are in an elevator and are going to lose the person’s attention in just 30 seconds.

Start with a list

Take out a notebook and pen. Write down between ten and fifteen different things that you do every day. Your list can include everything from driving to appointments to closing sales. Then, circle the items that you find most important. You should be left with anywhere from three to six items. For a typical salesman, this may include items like “put together marketing materials,” and “speak to clients.”

Answer the “5 ‘W’s”

Below your list, write down the answers to the following questions: Who are you? What do you do? Why do you do it? Where do you do it? When do you do it?

Turn it into a sentence form

Take your shortened list and your Q&A and turn them into a small speech. For example, using the person from the previous example, your pitch might read “I’m a Medicare agent in Nashville. Every day, I visit beneficiaries who need help with healthcare. I hand them brochures and go over the information with them, then help them select the best health plan for their needs.”

Add an attention-grabber

Add something to your pitch that really makes people want to listen. Using our previous example, we might add and change, “I’m a Medicare agent in Nashville. As you probably know, Medicare is confusing. So, every day, I visit beneficiaries who need help with healthcare. I hand them brochures and go over the information with them, then help them select the best health plan for their needs.” The person you’re speaking with will likely relate to the idea of Medicare being confusing. Adding a touch of humor or something relatable can really grab your listener’s attention.

Practice your pitch

Repeat your new pitch to yourself a few times. It will help you memorize it and feel more comfortable. If you aren’t sure about it, record it on your phone and play it back. Make sure you sound confident in what you’re saying.

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Perfect Pitch: How to Nail Your Elevator Speech

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You ride the subway, grab a coffee, and get to the office. It’s your typical Monday morning—until, bam ! You step in the elevator and find yourself face-to-face with the CEO of your dream company or the client you’ve been dying to land.

She smiles and says, “Hi. What do you do?”

Scary? Absolutely. But it could happen to you—tomorrow—and you’ll want to be prepared.

The aptly named “elevator speech” or “elevator pitch” is a concise, compelling introduction that can be communicated in the amount of time it takes someone to ride the elevator to her floor.

Even if you’re never caught heading up to the 39th with someone important, this is a good skill to master when you’re introducing yourself during an interview, a sales pitch, or a networking event. People are busy, and being able to communicate who you are and what you do quickly and effectively will ensure that you get your most important points across, no matter how short the conversation.

Not quite ready for the elevator ride of your life? Check out our step-by-step guide to crafting—and perfecting—your pitch.

1. Start With a Blank Canvas

Take a blank piece of paper and number it from one to 10. Then, fill in the most important bits of information that you want to convey about yourself, your service or product, or your company.

What, exactly, do you do? What have you achieved, and what are your goals? Who does your company serve and why? Focus on the most interesting or memorable facts—the ones that really make you stand out from others.

2. Red Pen It

Using a different color pen, edit what you’ve drafted with a critical eye. Eliminate any redundancies, unnecessary or unclear information, and broad business jargon .

More importantly, hone and enhance the good stuff. “I’m great at sales” isn’t likely to pique anyone’s interest, but “I’ve exceeded my sales goals every quarter for the last two years” sure might.

3. Pick a Card

Grab five index cards, and label them “Who I Am,” “What I Do,” “How I Do It,” “Why I Do It,” and “Who I Do It For.” Add each item on the list you’ve created to the card where it fits best.

Ideally, you’ll have two compelling sentences underneath each heading, so fill in any gaps if you need to.

4. Get in Order

Organize the cards in a logical order, making sure the most important information is first.

Remember, you often only have a few seconds to communicate with someone. If you get cut off, what would you want her to walk away remembering?

5. Add an Attention-Getter

Add an interesting fact or stat to use at the beginning of your speech. Your goal is to immediately engage someone so that he or she is intrigued and wants to learn more.

6. Practice!

Recite your pitch to someone close who can be objective, and ask for constructive feedback (although we love our friends and families, sometimes they think we can do no wrong!).

What may seem clear in your mind might come across as convoluted, long-winded, or fragmented to an outside observer.

7. Record Your Pitch

Once you’ve gotten feedback and honed your pitch even further, record yourself saying it. Listen to your tone—make sure it’s friendly, non-threatening, and that you’re not talking a mile a minute (knowing you only have a few moments to speak may subconsciously increase your pace).

Really listen to what you’re saying—make sure you’re not repeating words and that you’re sending the message you really want to convey.

8. Ride the Elevator

The next time you ride an elevator (alone), practice your speech .

First, give yourself some time by going to the highest floor. Then, try giving your pitch from a middle floor and from the first to the third floor, too. Having to make just a few brief moments count will help you to hone the words you need and scrap the ones you don’t!

This week, set aside some time to craft your elevator pitch (or dust off the one you’ve used before). You just never know who you might face tomorrow morning.

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Life Health > Life Insurance

The reverse elevator speech: A test of authenticity

By Maria Ferrante-Schepis

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Thank you for sharing.

One of the first things that people in professional sales are taught is that they must perfect their elevator speech, or the short narrative that exactly conveys their value proposition. This applies to both individuals and companies.

The term gets its name from the challenge of describing what you do to someone in a short amount of time (e.g., an elevator ride). The perfect elevator speech is one that you can recite consistently, on demand, with just a sentence or two.

These conditions met, your elevator speech may still not be perfect. The only way to have a perfect elevator speech is to also have a perfect reverse elevator speech.

To wit: a short narrative that people in the elevator would say to describe the value proposition they heard from you — after you leave the elevator. The speech thus describes what people say about you when you are not around.

Ideally, the elevator speech and the reverse elevator speech should match, not necessarily in words but in the meaning and attitude behind them. For example, let’s say an agent in the life insurance business has this elevator speech:

“I help families and businesses achieve and protect their financial dreams, using a powerful, proven process.”

The reverse elevator speech might sound like this: “Sounds like an insurance agent.”

While that might seem like a “match” (because technically it is), you cannot ignore the attitude of sarcasm. This isn’t good because the listener was left with an impression that the agent was not genuine.

Perhaps he was hiding something? He spoke in language that wasn’t the way real people speak with one another. His elevator speech was inauthentic.

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But what about this elevator speech:

“I help families and businesses determine the right kinds of insurance they need, at a price that’s right for them.”

Even if the reverse elevator speech sounds like “He’s an insurance agent,” the note of sarcasm would be gone. Why? Because the second elevator speech has more elements of authenticity than the first.

Let’s examine each of these in the context of the six elements of authentic communication.

Easy to understand — Using common, everyday words. Both of the elevator speeches do that well.

Down to earth — Being approachable and painting a picture that seems attainable. The second wins because so many people are not progressing towards their financial dreams; therefore it could feel unattainable.

Memorable — It sticks. The use of the word “right” twice in the second speech makes a stickier sound bite.

Credible — Trustworthy and in the listener’s best interests. The second one does a better job because it’s clear that it’s about what’s right for them as it relates to coverage and price. The first sounds like the process could be more for the agent’s benefit and that insurance is being hidden .

Positive — Warm and comforting. Both are about the same on this dimension.

Relevant — It applies to the listener. The second one does the best job here, again because the value is clear. Protecting dreams is not very clear as to what it means.

The second elevator speech beats the first on four out of six dimensions, at least in one person’s opinion. This is a start to understanding how to improve the way we communicate.

Of course, the best results come from a variety of opinions. If you have an elevator speech, consider ways you might find out how well it matches your reverse elevator speech. Ask people what they took away. You will definitely learn something valuable.

Ultimately, what the insurance industry needs is to shift its thinking from outputs to outcomes. The elevator speech is an output.

The reverse elevator speech is an outcome. This is critical to improving perceptions of our industry and designing the customer experiences of the future.

Are you making that shift?


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‘Trump Too Small’ Trademark Case Morphs Into Free Speech Debate

Laura Heymann

The US Supreme Court’s June 13 decision in the “Trump Too Small” trademark case revealed a potential rift among the justices on First Amendment jurisprudence but did little to advance intellectual property law.

Steve Elster wanted to register “Trump Too Small” as a trademark for shirts and hats but didn’t have the consent of former president Donald Trump. US trademark law prohibits registration of a trademark incorporating a name “identifying a particular living individual except by his written consent,” and so Elster’s application was refused. Elster claimed the prohibition improperly restricted speech and thus violated the First Amendment.

The Supreme Court, unsurprisingly to anyone following the case, rejected Elster’s argument and held that the provision (what it referred to as the “names clause”) was constitutional. But the various opinions in Vidal v. Elster turned out to be less about trademark law and more about the justices’ diverging approaches to First Amendment analysis.

The justices did agree on some things. They all agreed the names clause regulated content but not viewpoint, so the court’s prior decisions in Matal v. Tam and Iancu v. Brunetti , striking down other provisions of federal trademark law as impermissibly viewpoint-based, weren’t applicable here.

And they all seemed to agree that even though content-based regulations of speech are typically subject to a high level of scrutiny, that shouldn’t be the case here. Trademark law, after all, regulates speech based on its content. If the names clause were subject to a high level of scrutiny, the justices seemed to be saying, all of trademark law would be.

So with the court’s more relaxed approach, the question then became: How do we know when a trademark law is, in fact, a First Amendment problem?

According to the majority, in an opinion by Justice Clarence Thomas, the names clause wasn’t a First Amendment problem because courts in several older cases, mostly from the late 1800s, barred the registration of personal names as trademarks, “grounded in the notion that a person has ownership over his own name.” And this “history and tradition”—not, the majority seemed to imply, an application of the principles arising from those cases—were enough in this “relatively simple case” to establish that the names clause didn’t violate the First Amendment.

Justices Amy Coney Barrett, Ketanji Brown Jackson, Elena Kagan, and Sonia Sotomayor agreed that the names clause was constitutional but pushed back strongly on the majority’s history tourism, advancing instead a framework focused on trademark law’s purpose.

Trademark law, the Supreme Court has said in prior cases, is primarily about two goals: preventing confusion among consumers by ensuring accurate source identification and preserving trademark owners’ reputation and goodwill. For these justices, the names clause passed muster because prohibiting the registration of personal names without consent was self-evidently reasonable in light of these purposes; no further analysis was required.

In the end, the once-over-lightly approach of all the opinions in the case treated the statute at issue as barely worth mentioning. The justices only gestured at what seems to be the motivation for the names clause: the belief that people have property rights in their names. (Note, for example, that the text of the names clause appears to permit registration when the individual whose name is being used has consented to registration, regardless if they are the source of the goods or service with which the trademark will be used.)

The characterization of the names clause as furthering an interest in preventing consumer confusion might have come as a surprise to the US Patent and Trademark Office, which explains the name clause’s prohibition by stating that individuals “have a right to privacy and a right to control how their name, likeness, and identity is used.” Whether protecting these rights is an appropriate goal of trademark law was left unresolved by the court.

The fact that a true analysis of the names clause never really surfaced in the debate between “history and tradition” and doctrinal goals ultimately suggests the takeaway from this opinion isn’t about trademark law but about a developing split among the justices on how to conduct a First Amendment analysis.

What that means for intellectual property law—or for speech regulation more generally—will have to await another case.

The case is Vidal v. Elster , US, No. 22–704, 6/13/24.

This article does not necessarily reflect the opinion of Bloomberg Industry Group, Inc., the publisher of Bloomberg Law and Bloomberg Tax, or its owners.

Author Information

Laura A. Heymann teaches and writes on copyright law and trademark law, among other topics, at William & Mary Law School.

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To contact the editors responsible for this story: Jessie Kokrda Kamens at [email protected] ; Alison Lake at [email protected]

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  • Moscow Oblast
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State Housing Inspectorate of the Moscow Region

Phone 8 (496) 575-02-20 8 (496) 575-02-20

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City:  Orlovo, Moskovskaya, Russian Federation (Russia)
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Latitude: 55�32'58"N (55.549444)
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