Shaping The Future: Advice For The Next Wave Of Insurance Pros

Three key strategies to help you

thrive in the life insurance industry

By Paul A. Quaranto Jr.

The life insurance industry has come a long way—and consequently, so have the experience and expertise needed to keep it moving forward. Fueled by customer-centric innovation, shifting consumer expectations, and emerging opportunities, the industry now offers a range of possibilities for those looking to make a meaningful impact.

Many may think solely of a “kitchen table” salesperson when they think about a typical position in life insurance, but there’s a wider expanse of opportunities available now. The recent transformations in the industry have created an industry where finding a purposeful job in insurance isn’t just a chance to enter a lucrative and stable career; it’s an opportunity to actively shape the future of an essential sector that affects millions of lives, providing financial peace of mind and security to families during life’s most challenging moments.

Whether you are just entering the industry, considering a shift to insurance from a different field, or expanding the scope of your practice to include life insurance, there are numerous opportunities for professionals today. A good example is with property and casualty (P&C) agencies. They have historically focused on property and casualty coverage and have strong relationships with their clients. Many are bringing in new talent to expand the scope of those relationships with life insurance, health insurance, and other financial products.

With the growing demand for life insurance, many P&C agencies are seeking professionals who can pivot their expertise toward life insurance products, or even offer fresh perspectives from outside the agency.

For all professionals, this presents a unique opportunity to expand your skill set and explore a broader range of career paths. Today, success in the insurance field isn’t simply about filling a role; it’s about discovering a career that aligns with your passion and values while contributing to the evolution of the industry itself.

In this rapidly changing environment, basic job expertise alone may not be enough to move forward. To succeed, it’s critical to be proactive, adaptable, and dedicated to your professional development—but the great news is that there are a lot of different opportunities to get engaged, regardless of your experience level. Here are three key strategies to help you thrive in this dynamic industry.

1. Build relationships to build your path. One of the most effective steps you can take is to engage directly with companies in the industry early in your career or job search process, if possible. Internships, job shadowing, and informational interviews are excellent ways to build relationships within the industry, gain first-hand insights into different career paths, and learn about the trends and challenges shaping the future of life insurance.

This hands-on engagement helps you understand the industry’s inner workings and empowers you to make informed decisions about where to invest your time and energy. Building relationships within the industry helps you connect with industry professionals who can offer valuable mentorship and guidance throughout your career journey.

2. Commit to integrity and a purpose-driven career. The life insurance industry was founded on the premise of providing people with financial peace of mind for the future, especially to help deliver on promises in a time of need. For many carriers, those founding values are woven into the guiding principles of the organization and how they go about their day-to-day work. The industry’s story is a strong one—and is a meaningful legacy to be a part of, especially now more than ever.

Look for organizations with this in mind—those that place high value on doing good work, taking care of their customers, and building meaningful client relationships. To ensure a good fit, take the time to research potential employers. Review their corporate values and mission statements, explore the initiatives they support, and follow them on social media to gain insights into the company culture.

 Many companies share information and updates about how they take care of their communities; do research to see how they give back to others, such as corporate citizenship. By aligning yourself with organizations that share your values, you set yourself up for long-term success.

3. Embrace curiosity and adaptability. The pace of change in the insurance industry is accelerating—and it is greatly beneficial to be adaptable and curious. With market shifts, evolving customer demands, and new technologies, the ability to pivot, remain open to new ideas, and embrace continuous learning is key.

To stay engaged, you may want to consider exploring certifications, advanced degrees, and industry-specific training to broaden your skill set and enhance your career prospects. An MBA, industry accreditation, or specialized training can give you the edge you need to excel in a competitive market.

Specific to the industry, here are some key certifications to consider:

• Certified Insurance Counselor (CIC)
• Chartered Life Underwriter (CLU)
• Certified Risk Manager (CRM)
• Life and Annuity Certified Professional (LACP)
• Leadership Institute for Financial Leaders (LLIF)

Follow updates and information from leading industry organizations, such as the American Council of Life Insurers (ACLI), to learn more about the key topics and issues pertinent to the industry to stay educated and informed. Seek out industry peers or connections from networking opportunities who can offer guidance, share their experiences, and provide you with unique perspectives on the shifting landscape of the industry to integrate as part of your own learning experience.