Insurance agents that have the opportunity to talk with a client face-to-face or over the phone are in a coveted position. This sort of communication naturally engenders trust and rapport which makes it easier to sell insurance policies.
Many new agents seem to rush through the insurance quote process. It's true that people are busy, but in certain settings, you may be able to get a little bit of vital information before getting down to the business of providing an insurance quote.
Learn a little bit about the prospect's life, their family, future goals, line of work. A little warm up chit chat may identify other areas where you may be able to provide a solution to an issue in the form of an insurance policy. Also, other family members may become referral clients in the near future. Even if you don't sell a policy, you could still come away with a couple of new insurance leads.