Why Onboarding Matters
The first 90 days determine whether a new insurance agent succeeds or fails. Poor onboarding leads to frustrated agents, wasted recruiting investment, and high turnover. Effective onboarding creates confident producers who stay with your agency.
Consider the costs of failed onboarding:
Recruiting Costs: Time and money spent finding candidates is wasted when they leave quickly. For more information, see our guide on becoming an agent.
Training Investment: Hours spent on agents who quit represent lost opportunity.
Opportunity Cost: Territories or leads assigned to struggling agents could produce with better performers.
Cultural Impact: High turnover demoralizes remaining team members. For more information, see our guide on AI training tools.
Investing in structured onboarding pays dividends through faster production and longer retention.
First Week Essentials
The first week establishes foundations for success:
Day 1-2: Administrative Foundation For more information, see our guide on training benefits.
- Complete employment paperwork
- Set up technology access and tools
- Review compliance and conduct requirements
- Introduce team members and key contacts
Day 3-4: Product Introduction
- Overview of products you sell
- Basics of insurance concepts
- Introduction to your agency's approach
- Access to product training resources
Day 5: Initial Skills Introduction
- Overview of sales process
- Introduction to scripts and talk tracks
- First exposure to AI roleplay platform
- Set expectations for learning journey
The first week should feel organized and welcoming. Chaos signals disorganization and creates anxiety.
30-60-90 Day Skill Development
Clear milestones help new agents and managers track progress:
Days 1-30: Foundation
- Complete product knowledge training
- Memorize core scripts
- Practice objection responses daily using AI roleplay
- Shadow experienced agents
- Begin supervised prospecting
- Milestone: Pass product knowledge assessment, complete 50 AI practice sessions
Days 31-60: Application
- Take leads with supervision
- Practice presentations with manager feedback
- Handle increasing call volume
- Track and review conversion metrics
- Refine techniques based on real experience
- Milestone: Close first policies, maintain minimum activity levels
Days 61-90: Independence
- Work leads independently
- Achieve production targets
- Contribute to team activities
- Develop personal style within framework
- Identify ongoing development areas
- Milestone: Meet production expectations, demonstrate consistent process
Practice Before Production
Never put new agents on live calls without practice. This wastes leads and damages confidence.
AI Roleplay Preparation: Platforms like Modern Voice AI let new agents face realistic scenarios repeatedly. They hear common objections dozens of times before encountering them live.
Manager Roleplay: Regular practice sessions with managers reinforce training and build confidence.
Call Listening: Have new agents listen to successful calls before making their own.
Graduated Exposure: Start with simpler scenarios and progress to complex situations.
The goal is competent confidence. New agents should feel prepared, not terrified, for first calls.
Ongoing Support Structure
Onboarding extends beyond the first 90 days:
Mentor Assignment: Pair new agents with experienced team members for questions and support.
Regular Check-Ins: Weekly one-on-ones during ramp period ensure problems are caught early.
Coaching Cadence: Scheduled coaching sessions provide ongoing skill development.
Peer Connections: Group new hires together for mutual support and shared learning.
Resource Access: Easy access to training materials, scripts, and support when needed.
Progress Celebration: Recognize milestones to build momentum and confidence.
Effective insurance agent onboarding is not an event but a process. The investment in structured development during the first 90 days and beyond creates agents who produce and stay.