In the competitive world of health insurance, it’s not enough to simply hold a license and know the basics of the market. What truly sets a great agent apart from an average one are their daily habits and commitment to continuous improvement. Success in this industry is not a matter of luck—it’s the result of consistent behaviors and well-structured routines that make a significant difference over time.
In this article, we’ll explore the key habits shared by the most successful insurance agents. Whether you’re an independent agent, part of an established agency, or just starting in this exciting field, adopting these practices can help you grow your career and better serve your clients.
1. They are client-focused
Great insurance agents don’t just sell products—they offer tailored solutions. They understand that every client is unique, so they take the time to truly get to know their customers, listen actively, and understand their circumstances. This approach builds trust and long-term loyalty.
Habit in action:
They ask open-ended questions, thoroughly analyze the client’s situation, and recommend plans that truly fit their profile. They keep detailed records and follow up proactively—even after the sale is closed.
2. They master their products and market
Knowledge is power. Great agents are experts on the products they offer, understand current healthcare regulations, and stay up to date on market trends, new plans, and consumer behavior.
Habit in action:
They commit to ongoing education by attending training sessions, reading industry newsletters, and joining webinars. They explain each plan’s benefits and limitations in clear, simple language.
3. They manage their time with discipline
Time is an agent’s most valuable resource. Top-performing agents have excellent time management skills. They don’t leave their schedule to chance and prioritize tasks that generate results.
Habit in action:
They start each day with a clear plan, use calendar tools or CRMs, and block time for calls, follow-ups, admin, and training. They are punctual and respect both their own time and their clients’.
4. They build long-term relationships
The insurance business doesn’t end with a sale. Great agents know that true success comes from cultivating long-term relationships that lead to referrals, renewals, and a strong reputation.
Habit in action:
They regularly check in with clients—even when there’s no sale involved. They send personalized messages on special occasions, offer annual policy reviews, and are always available to help.
5. They are service-minded
Beyond commissions and metrics, top agents are genuinely committed to their clients’ well-being. They see their work as a way to protect families and offer peace of mind.
Habit in action:
They provide honest guidance, even if it means recommending a plan with lower compensation. Prioritizing ethics and transparency earns credibility and strengthens their professional image.
6. They leverage technology
In today’s digital world, top agents use technology to enhance efficiency and deliver top-tier service. They automate repetitive tasks, manage leads with CRM systems, and use digital platforms for e-signatures and virtual meetings.
Habit in action:
They embrace new tools, invest time in learning them, and continuously seek ways to streamline their workflow through digital solutions.
7. They maintain a positive and resilient attitude
An agent’s journey is full of rejections, regulatory changes, and unexpected challenges. What makes the difference is how they respond. A positive, resilient mindset helps them stay motivated and keep moving forward.
Habit in action:
They don’t take rejection personally. They evaluate each experience, learn from it, and keep going with a constructive attitude. They also surround themselves with peers or mentors for support.
8. They set clear, measurable goals
Successful agents don’t work aimlessly. They have clear goals, both short- and long-term, and monitor their progress to adjust strategies as needed.
Habit in action:
They track metrics like leads contacted, closing rates, and client renewals. They celebrate milestones and challenge themselves to reach new levels.
9. They invest in their personal brand
In a trust-driven industry, your personal brand is one of your most valuable assets. Great agents work on their image, online presence, and professional reputation consistently.
Habit in action:
They share relevant content on social media, attend industry events, maintain a professional appearance, and actively request testimonials and reviews from satisfied clients.
10. They value teamwork
While many agents work independently, top performers understand that teamwork multiplies results. They share knowledge, collaborate with peers, and are open to learning from others.
Habit in action:
They actively participate in agent groups, exchange best practices, seek mentorship, or join agencies with a collaborative culture. They celebrate group achievements and promote a growth-oriented environment.
11. They uphold strong professional ethics
In health insurance, trust is built through integrity. Great agents never compromise their values for a quick sale. They comply with regulations, are honest, and follow best practices.
Habit in action:
They stay current with industry laws and compliance standards. They document every step of the process and educate clients on their rights and responsibilities.
12. They prioritize their physical and emotional well-being
A healthy agent performs better. Top professionals know that self-care isn’t a luxury—it’s a necessity for long-term success.
Habit in action:
They maintain a balanced work-life schedule, exercise regularly, eat well, and practice stress management techniques like journaling or meditation.
13. They seek and embrace feedback
Great agents are always in improvement mode. They actively seek feedback from clients, supervisors, and peers and use it to refine their approach.
Habit in action:
They send out satisfaction surveys, ask clients about their experience after each interaction, and implement changes based on the feedback received.
Becoming a great health insurance agent doesn’t happen overnight. It’s the result of intentional habits, sustained effort, and a commitment to excellence. Adopting these practices can transform your performance, open new opportunities, and help you build a strong, meaningful career.
Each habit described here is a key piece in the success puzzle. Start by incorporating one or two that feel most achievable, and gradually build your winning routine.
Remember: clients aren’t just buying a health plan—they’re buying peace of mind from someone who genuinely cares, is well-prepared, and acts with professionalism.
