Insurance Sales Workers
Description OES Code: 43002
Advise clients on life insurance, endowments, fire, accident, and other types of insurance. They may refer clients to independent brokers, or work as an independent broker, or be employed by an insurance company.

Wages, California
Entry-Level Hourly Wage $12.20
25th Percentile $14.37
50th Percentile $20.97
75th Percentile $31.91

Wages by California County
• OES Survey
• CCOIS Survey

Hours & Benefits
Agents usually determine their own hours of work and often schedule evening and weekend appointments for the convenience of clients. Although most agents and brokers work a 40-hour week, some work 60 hours a week or longer. Commercial sales agents and brokers in particular may meet with clients during business hours and then spend evenings doing paperwork and preparing presentations to prospective clients.

Company-paid benefits to sales agents usually include continuing education, paid licensing training, group insurance plans, and office space and clerical support services. Some pay for automobile and transportation expenses, attendance at conventions and meetings, promotion and marketing expenses, and retirement plans. Independent agents working for insurance agencies receive fewer benefits, but their commissions may be higher to help them pay for marketing and other expenses.

Employment Trends, California
Employment 1998 21,200
Projected Employment 2008 26,000
Percent Change 1998-2008 22.6%
Separations 1998-2008 5,400

Employment Trends, San Joaquin County
Employment 1999 240
Projected Employment 2006 270
Percent Change 1999-2006 12.5%
Separations 1999-2006 40

Employment Trends by California County

Working Conditions
Most insurance sales agents are based in small offices, from which they contact clients and provide insurance policy information. However, much of their time may be spent outside their offices, traveling locally to meet with clients, close sales, or investigate claims.

Advancement
An insurance agent who shows sales ability and leadership may become a sales manager in a local office. A few advance to agency superintendent or executive positions. However many who have built up a good clientele prefer to remain in sales work. Some, particularly in the property/casualty field, establish their own independent agencies or brokerage firms.

For a list of current job listing, browse CalJOBS or America's Job Bank.

Education and Training
For insurance agency jobs, most companies and independent agencies prefer to hire college graduates-- particularly those who have majored in business or economics. A few hire high school graduates with proven sales ability who have been successful in other types of work. In fact, most entrants to agent and broker jobs transfer from other occupations. In selling commercial insurance, technical experience in a field can be very beneficial in helping to sell policies to those in the same profession. As a result, new agents and brokers tend to be older than entrants in many other occupations.

College training may help agents or brokers grasp the technical aspects of insurance policies and the fundamentals and procedures of selling insurance. Many colleges and universities offer courses in insurance, and a few schools offer a bachelor's degree in insurance. College courses in finance, mathematics, accounting, economics, business law, marketing, and business administration enable insurance agents or brokers to understand how social and economic conditions relate to the insurance industry. Courses in psychology, sociology, and public speaking can prove useful in improving sales techniques. In addition, familiarity with computers and popular software packages has become very important, as computers provide instantaneous information on a wide variety of financial products and greatly improve agents' and brokers' efficiency.

Skills & Other Requirements
Among high-ranking skills for Insurance Sales Workers are: verbal presentation skills, ability to apply sales techniques, possession of an insurance agent's license, business math skills, ability to write effectively and legibly, record keeping skills, ability to work independently, customer service skills, possession of a reliable vehicle, oral communications skills, ability to read and follow oral instructions.

References
US Bureau Of Labor Statistics Occupational Outlook Handbook

Related Occupations: Real Estate Agents and Brokers, Securities and Financial Services Sales Representatives

Training: California Training and Education Providers (CTEP)