Insurance sales agents solicit, sell and negotiate insurance policies. They are responsible for building a customer base, explaining policies and answering customers’ questions, selling policies, and helping customers keep their policies up to date.

“Insurance policies can be kind of complex and create a lot of questions. So insurance agents have to be very knowledgeable of what they’re selling and be able to explain that to potential customers,” says Tom O’Meara, CEO of the Independent Insurance Agents of Iowa. “Once the policies are sold, it’s their job to service the policies, meaning keeping contact with the insured to make sure that their insurance is up to date.” In other words, agents make the necessary changes to a policy when a customer purchases a new car, boat or motorcycle, or builds an addition to their home.

Importantly, agents are also responsible for helping policyholders who need to file a claim, such as if they’re involved in a car accident or their home is damaged by a fire. Agents can be busier than usual if a major event involves many of their policyholders.

“When there’s a tragedy in an area like a tornado goes through, these insurance agents more than likely, more often than not, have damage to their own homes and their own businesses,” O’Meara says. “Yet they can’t take the time to take care of themselves because they have hundreds of people who need them then. So … you’ve got to put others and your customers in front of you at these times.”

Agents may specialize in a particular type of insurance or be licensed to sell multiple insurance products. Life insurance agents focus on life insurance policies, while health and long-term care insurance agents specialize in policies covering costs associated with assisted living services and medical care for senior citizens. Property and casualty insurance agents sell policies that can cover damage to a home, business, automobile or other property.

The Bureau of Labor Statistics projects 7.9% employment growth for insurance sales agents between 2022 and 2032. In that period, an estimated 42,500 jobs should open up.

You typically can enter the insurance field with a high school diploma, though some employers may prefer to hire candidates with a bachelor’s degree in business or a similar area. A business degree could be especially helpful for those who want to seek a management position eventually.

Insurance is regulated at the state level, so each state has its own licensing requirements for insurance sales agents. This involves passing an exam and meeting continuing education requirements, and applicants may have to take some pre-exam coursework.

In Iowa, O’Meara says, license applicants must be at least 18 years old, have no criminal record, pass the licensing exam specific to the type of insurance they want to sell and complete 36 hours of continuing education every three years to maintain their license.