Referrals And Your Clients Best Interests
The best advice I can give, having sold many different types of products, is to put yourself in your client's shoes. In no other type of sales is empathy more important, and you absolutely MUST understand where they're coming from.
If you want to succeed in insurance sales, you have to have your clients best interests in your mind. Not doing this will become evident, and you can't gain trust. In addition, this will bring back client's friends and family in the long run, as opposed to someone who is out to make a quick sale. Believe me, quality does bring quantity. Someone who trusts you and enjoys working with you is much more likely to refer a close acquaintance than someone who's treated like a number and doesn't feel comfortable after a sale.