When you begin working as a health insurance sales professional, many agents and brokers find it helpful to carve out their own niche in the business. To help you get started, ask yourself these questions:
1: What problems are you passionate about solving?
Think about the challenges in health insurance. Which ones resonate with you most? Maybe it’s helping small businesses or families? Maybe it’s working with specific industries? What are you doing – or can you do – to position yourself as the go-to expert?
2: Who do you relate to best?
Consider your own background, interests, and experiences. With whom do you connect more easily? Young professionals? Retirees? Entrepreneurs? Business owners? Your personal story can help shape your niche.
3: What is missing in your local market?
What opportunities are there locally? What markets are not being served right now? Are there gaps in coverage or services that you could help fill? If you’re unsure, you can research underserved demographics or industries in your area.
4: What products and/or services do you understand inside and out?
Think about the types of insurance you are more knowledgeable about or excited about learning? It could be Group Health, Medicare, Individual & Family Plans (IFP), or Ancillary or supplemental insurance? You can build your niche around these products.
5: What’s trending in insurance right now?
Are there emerging trends of interest to you? These might be mental health, wellness, or specific care conditions. Could you develop a niche focused on one or more of these?
6: Who is already a part of your network?
Look at your current connections. Consider your friends, family, and professional contacts. Are there industries or groups that offer you opportunities for building your client base further?
7: How can you build unique value for your clients and prospects?
Is there something in your background that can help you in your role as an advisor to your clients and prospects?
Answering these questions can you narrow your focus – and build your future. Or, perhaps, you want to focus more broadly on insurance sales – with no niche? That’s okay. The decision and choice are yours.
Word & Brown can help, too. Talk with your W&B representative about the valuable products, services, and counsel available to you as part of your partnership with us. If you’re not already doing business with us, it’s easy to get started. Call 800-869-6989 or register online today.
