A successful conversation in insurance isn't about selling—it’s about connecting, listening, and guiding.

In the fast-paced world of insurance sales, first impressions truly matter. The first few seconds of your conversation can make or break a potential deal. If you come across as just another salesperson with a pitch, chances are your prospect will tune out. But if you start with value, empathy, or genuine interest, you’re already halfway to building trust and rapport—the real keys to successful sales.

By using these 5 smart openers, you go from being “just another agent” to someone they can trust.

1. Prefer to start the conversation with the relevant question

Start by asking something that resonates with their life stage or concerns. This shows you’re interested in their needs, not just pushing a product. People are more likely to open up when they feel heard and understood. By listening to their life situations, you’ll often uncover hidden insurance needs naturally.

2. Share a Relatable Story

Nothing connects better than a quick, relatable anecdote. Share a short real-life example of how insurance helped someone, especially someone like them. It feels conversational and humanizes the insurance topic.

Example:

“One of my clients, a small business owner like you, recently avoided a major financial loss thanks to the right insurance cover…”

3. Prefer only asking value-based questions

Skip the yes/no questions and ask something open-ended that gets them thinking about their financial protection needs:

“What’s your biggest concern when it comes to your family’s future?”

“If something unexpected were to happen tomorrow, do you feel financially prepared?

These kinds of questions uncover pain points and help you identify areas where your solutions add real value.

4. Offer Help, Not a Pitch

Sometimes the best way to open a conversation is by offering free advice or insights instead of jumping into a sale. Providing value upfront builds credibility and shows that you’re genuinely here to help.

Example:

“There are some recent changes in health insurance that many people are unaware of—would you like a quick summary? Or  Are you aware of the New Traffic Rules effective from March 2025?

5. Ask for Their Opinion

A great way to start a conversation is by asking open-ended questions, especially ones that get your prospect’s opinion. These types of questions help them open up and start talking.

Example:

"If you find out they drive an SUV, you could ask, 'What made you choose an SUV?” It’s a simple way to keep the conversation flowing and learn more about their needs."

Bottom Line

Not every prospect will become a client, but every discovery call holds value. By asking the right questions, you gain insights into their buying behavior, insurance concerns, satisfaction with their current provider, and how to tailor your follow-up approach effectively. Each conversation becomes a stepping stone to building trust and crafting the right solution.

Also Read: How Much Can You Make Selling Insurance?