6 Books Every Insurance Agent Should Read

As one of the most widespread and longstanding industries, insurance offers a unique combination of stability and opportunity. Its size and scope allow for unparalleled personal and professional growth, but only for those willing to go above and beyond to achieve it. Insurance is a crowded space and agents must continually work to stand out among their competition by differentiating themselves with a personal brand that exudes knowledge, ability, and a little bit of individuality.   To succeed in our industry, you need to sell not only insurance policies, but also yourself. And who could teach that skill better than those who’ve mastered it? Fortunately, there are countless resources written and presented from individuals who have mastered the art of insurance sales and built a personal brand centered on experience, trust, and likability.   Below we have included six of the top books that every insurance agent should read if they want to truly master their trade. So, whether these are the starting point in your literary journey, or welcome additions to your already expansive collection, we encourage you to use these resources to become the most successful agent you can be.   And for those of you who don’t have the time to devour these must-read books in the comfort of your home (or local coffee shop), why not consider enjoying the audio version on your morning commute, afternoon walk, or evening ride? No matter how you experience them, these books will boost your productivity, broaden your perspective, and enhance your career.  

1. Influence: The Psychology of Persuasion by Dr. Robert B. Cialdini

This book explores why people are inclined to say “yes,” and how the reader can use this knowledge to their advantage. Based on over 35 years of research and experimentation, this work earned widespread fame for its captivating language and ground breaking discoveries. Cialdini offers readers six universal principles of psychology and teaches them how to become skillfully persuasive while protecting themselves from other masters of persuasion. This book is invaluable for those looking to become stronger sellers, marketers, and influencers. By learning the art of persuasion, you will undoubtedly capture more clients and grow your portfolio exponentially. The revised paperback version is available for purchase today here.  

2. Go for No! Yes is the Destination, No is How You Get There by Richard Fent

On the other hand, this easy ready explores the question, “What if the word “no” didn’t discourage you?” Fenton teaches readers to embrace obstacles as necessary stops on the road to achievement, and claims that less than 20% of salespeople possess the desire to fail that ultimately leads a person to succeed. This book not only provides tips and tricks, but most importantly demonstrates how shifting your mindset can help you approach growth opportunities without fear. Buy it here today.

3. The End of Insurance As We Know It: How Millennials, Insurtech, and Venture Capital Will Disrupt the Ecosystem by Rob Galbraith, CPCU, CLU, ChFC

This consistent international bestseller has been described as a “one-in-a-generation book” that delves into the unprecedented foundational changes happening in our industry – which is too often considered stodgy or old-school. Galbraith explores how cloud computing, artificial intelligence, and advanced algorithms are changing the way risk is measured and discusses the resulting financial shifts. He also explains how the growth of the millennial workforce, technology startups, and venture capital flows are creating new opportunities for the blossoming Insurtech industry. By diving into macro-trends and industry developments, this book has become a staple for anyone looking to make it big in the insurance industry. So, whether you are an experienced insurance professional, a tech-savvy entrepreneur, or ambitious investor, this book is must-read. Buy it here.

4. Packing Your Parachute: Changing the Way Executives Buy Business Insurance by Michael Hale

The back cover of this book reads, “Like parachutes, inadequate insurance programs are many times discovered post haste following a catastrophe, often much to the surprise of management.” In order to protect your clients from imminent disaster, you may want to spend a few hours with Michael Hale. As an insurance expert witness, Hale has heard countless true stories of uninsured or underinsured disasters and coverage disputes. In this book he shares some of these cautionary tales and explores what can be learned from each one. The primary aim of this book is to encourage executives to rethink the way they’ve been buying business insurance and offer suggestions for improvement. And as an insurance professional, it will help you understand these executives’ perspectives and needs to ensure you are always “packing your client’s parachute.” This book is available for purchase here.  

5. Power Position Your Agency by Troy Korsgaden

A timeless classic in the insurance industry, this book reveals some of the top strategies used by industry giant Troy Korsgaden. It discusses the common-sense approach to selling that’s made Korsgaden such a successful salesman, and outlines what it really takes to make it in insurance. This is a great book for both new and experienced insurance professionals looking to grow their careers, and demonstrates the power of focusing on both personal and professional growth. Order your copy here today.

6. The Greatest Insurance Stories Ever Told by W. Russell Merck

This book, published in 1999, is a classic for a reason. Focusing on “the real story behind the success of the industry’s top celebrities,” Merck compiles some of the most interesting and engaging tales from the lives and careers of infamous industry giants. There are countless lessons to be learned by the successful producers highlighted in this book, and we know you’ll get some incredible takeaways to apply in your own career. The paperback version is available for purchase today here. Want even more invaluable resources? Community Educators is committed to helping insurance professionals achieve their full potential by providing continuing education courses focused on meeting your professional development needs, teaching time-honored and emerging best practices, and collaborating with fellow insurance producers. To learn more about how you can most effectively grow your career while continuing to support your loyal clients, please visit us online today.