--- title: What Is the Buying Decision Process for Insurance? description: As an agent, you know the ins and outs of insurance - but do you know how your clients are ultimately making their decisions? Here we break down the common buying decision process for insurance. image: https://blog.clientfocuscorp.com/hubfs/ballpen-beard-blur-1076801.jpg --- //2306800.fs1.hubspotusercontent-na1.net/hubfs/2306800/hub\_generated/template\_assets/1/5721607032/1743227212163/template\_PopUp.js [![Client Focus](https://blog.clientfocuscorp.com/hs-fs/hubfs/ClientFocus-Sep2016-Images/smaller-logo-4.jpg?width=263&height=47&name=smaller-logo-4.jpg "smaller-logo-4.jpg")](http://clientfocuscorp.com) - [Home](https://clientfocuscorp.com/) - [Videos](https://clientfocuscorp.com/videos/) - [Testimonials](https://clientfocuscorp.com/) - [Strategy Call](https://info.clientfocuscorp.com/strategy-call-calendar) - [Contact](https://clientfocuscorp.com/contact-us/) - [Login](https://cfagentcenter.com/) [Previous](https://blog.clientfocuscorp.com/tips-for-selling-insurance-serving-clients) [Next](https://blog.clientfocuscorp.com/3-marketing-growth-strategies) [![ballpen-beard-blur-1076801](https://blog.clientfocuscorp.com/hubfs/ballpen-beard-blur-1076801.jpg)](https://blog.clientfocuscorp.com/buying-decision-process-insurance) Share this story! - [Tweet](https://twitter.com/share) # What Is the Buying Decision Process for Insurance? Insurance can be an overwhelming process for even the most prepared of clients. Making the right buying decision requires a lot of research, several conversations, and a good dose of trust in the right agent. What’s going through your clients’ minds when they are shopping for insurance? What does their buying decision process look like? Understanding how they think can go a long way towards helping you build better relationships and establishing that much-needed trust. # Why Do People Buy Insurance? Recently, we [published a whole blog post](https://blog.clientfocuscorp.com/3-factors-influencing-consumer-behavior-insurance) on what spurs people to invest in insurance. If you really want to get an idea of what spurs someone to start researching coverage, we recommend starting there. What it boils down to is this: most people know that insurance is important. But many people are driven to purchase only when a need arises--usually in the form of a major life change, such as a new baby or a marriage. Or, unfortunately, when they've had a tragic situation and didn't have the proper coverage. As an agent, it's key for you to help clients find the solutions they need *before* a disaster arises. ## How Do People Shop for Insurance Today? There are a few ways that people might begin the buying decision process when it's time to get insurance coverage. Like many industries, potential insurance clients go through the [buyer's journey](https://study.com/academy/lesson/what-is-the-buying-process-in-marketing-stages-lesson-quiz.html) before they make a purchase decision. This process can be understood in the following phases: 1. **Problem recognition** - This is the moment where your potential client realizes they may need a new or better insurance policy. 2. **Information search** - The consumer begins to do their own research. This probably involves a few intense Googling sessions, some reading, and asking for referrals. Referrals are huge for you as the insurance agent - people only refer their friends and family to agents that they trust. Check out our recent blog on the importance of [asking](https://blog.clientfocuscorp.com/insurance-selling-strategies-help-you-close-deal)[ for introductions](https://blog.clientfocuscorp.com/insurance-selling-strategies-help-you-close-deal) from your clients instead of referrals. 3. **Evaluation of alternatives** - Once your potential client has done all of their research, they will start to compare their options. It’s important that you are offering the best service and solutions for their needs in order to make your agency stand out during this stage of the buying decision process. 4. **Purchase** - The consumer is ready to sign on the dotted line! 5. **Post-purchase evaluation** - In the competitive insurance world, you should know that your clients are always going to evaluate their satisfaction with your service. For you, this means that it is crucial to prioritize follow ups and work to build strong, lasting relationships with your entire book. When it comes to sealing the deal with a new client (or even expanding a current client’s coverage), it’s essential to understand where they’re coming from. Having a handle on their buying decision process is the first step in meeting your customer base where they are and handling each case with compassion.   --- ### **Pivot Your Insurance Agency Towards Sustainable Growth** Are you an insurance agent who feels that your agency is stuck? Is your team grinding new leads each month yet your agency never seems to grow? Client Focus has worked with thousands of agents over the past 15 years just like you. Our purpose is to help your insurance agency pivot onto a path to sustainable growth. [![A Practical approach to building sustainable growth for your insurance agency](https://no-cache.hubspot.com/cta/default/2306800/d1ab80dc-d877-4b25-b2a8-2c554ccdf044.png)](https://cta-redirect.hubspot.com/cta/redirect/2306800/d1ab80dc-d877-4b25-b2a8-2c554ccdf044) By [Client Focus](https://blog.clientfocuscorp.com/author/client-focus) | June 29, 2018 | [client retention tips](https://blog.clientfocuscorp.com/topic/client-retention-tips) | [Comments Off](https://blog.clientfocuscorp.com/buying-decision-process-insurance#comments-listing) on What Is the Buying Decision Process for Insurance? Share this story! - [Tweet](https://twitter.com/share) ## Related Posts [![](https://blog.clientfocuscorp.com/hubfs/businesswoman-call-career-789822.jpg)](https://blog.clientfocuscorp.com/serving-over-selling-inspiring-examples-of-good-customer-service) #### [Serving Over Selling: Inspiring Examples of Good Customer Service](https://blog.clientfocuscorp.com/serving-over-selling-inspiring-examples-of-good-customer-service) [![](https://blog.clientfocuscorp.com/hubfs/excellent%20customer%20service.jpg)](https://blog.clientfocuscorp.com/excellent-customer-service-sells-insurance) #### [Excellent Customer Service Sells Insurance](https://blog.clientfocuscorp.com/excellent-customer-service-sells-insurance) [![](https://blog.clientfocuscorp.com/hubfs/client%20relations.jpg)](https://blog.clientfocuscorp.com/insurance-client-relations) #### [Insurance Client Relations and Business Growth](https://blog.clientfocuscorp.com/insurance-client-relations) [![](https://blog.clientfocuscorp.com/hubfs/ideas%20for%20improving%20customer%20service.jpg)](https://blog.clientfocuscorp.com/4-agent-ideas-for-improving-customer-service) #### [4 Agent Ideas for Improving Customer Service](https://blog.clientfocuscorp.com/4-agent-ideas-for-improving-customer-service) S ### Subscribe for updates! ### Related Posts [![Insurance Agency Sustainable Growth](https://blog.clientfocuscorp.com/hs-fs/hubfs/susGrowthBlogAd.jpg?width=351&height=200&name=susGrowthBlogAd.jpg "Sustainable Growth Video")](https://clientfocuscorp.com/pivot-to-sustainable-growth) ### Blog Categories - [insurance agent success (21)](https://blog.clientfocuscorp.com/topic/insurance-agent-success) - [Client Focus (18)](https://blog.clientfocuscorp.com/topic/client-focus) - [insurance agent tips (17)](https://blog.clientfocuscorp.com/topic/insurance-agent-tips) - [insurance agency success (16)](https://blog.clientfocuscorp.com/topic/insurance-agency-success) - [client retention tips (13)](https://blog.clientfocuscorp.com/topic/client-retention-tips) - [building relationships (11)](https://blog.clientfocuscorp.com/topic/building-relationships) - [professional development (9)](https://blog.clientfocuscorp.com/topic/professional-development) - [how to sell insurance (8)](https://blog.clientfocuscorp.com/topic/how-to-sell-insurance) - [insurance sales tips (7)](https://blog.clientfocuscorp.com/topic/insurance-sales-tips) - [leadership development (5)](https://blog.clientfocuscorp.com/topic/leadership-development) - [Selling Insurance (3)](https://blog.clientfocuscorp.com/topic/selling-insurance) - [building a positive workplace (3)](https://blog.clientfocuscorp.com/topic/building-a-positive-workplace) - [business growth (3)](https://blog.clientfocuscorp.com/topic/business-growth) - [client management (3)](https://blog.clientfocuscorp.com/topic/client-management) - [insurance referrals (3)](https://blog.clientfocuscorp.com/topic/insurance-referrals) - [Appointment Setting (2)](https://blog.clientfocuscorp.com/topic/appointment-setting) - [company culture (1)](https://blog.clientfocuscorp.com/topic/company-culture) - [employee retention (1)](https://blog.clientfocuscorp.com/topic/employee-retention) - [motivation (1)](https://blog.clientfocuscorp.com/topic/motivation) - [selling value (1)](https://blog.clientfocuscorp.com/topic/selling-value) - [spotlight (1)](https://blog.clientfocuscorp.com/topic/spotlight) - [time management (1)](https://blog.clientfocuscorp.com/topic/time-management) see all ### Contact Info Client Focus Corp 1017 S Gilbert Rd #211 Mesa AZ 85275-0928 Phone: 800.253.1362 Email: [info@clientfocuscorp.com](mailto:info@clientfocuscorp.com) Web: [clientfocuscorp.com](https://clientfocuscorp.com/) ![Client Focus](https://blog.clientfocuscorp.com/hs-fs/hubfs/ClientFocus-Sep2016-Images/CF-Logo.png?width=180&height=84&name=CF-Logo.png) Client Focus © 2018 ### Contact Us Local: 480.654.4554 Toll Free: 800.253.1362 PO Box 32135 Mesa AZ 85275-0928 Contact Us ### More Links - [Careers](http://clientfocuscorp.com/careers/) - [Agent Center](https://cfagentcenter.com/Login.aspx) - [Privacy Policies](http://clientfocuscorp.com/privacypolicies/) - [![facebook](https://blog.clientfocuscorp.com/hs-fs/hubfs/facebook.jpg?width=32&height=33&name=facebook.jpg)](https://www.facebook.com/clientfocuscorp) - [![youtube](https://blog.clientfocuscorp.com/hs-fs/hubfs/youtube-1.jpg?width=32&height=33&name=youtube-1.jpg)](https://www.youtube.com/channel/UCCUHTui85H9LHLpNaFGbS4w) × ![Client Focus](https://blog.clientfocuscorp.com/hubfs/ClientFocus-Sep2016-Images/CFocus-Logo_very-small.jpg "Client Focus") Client Focus PO BOX 30928 Mesa, Arizona 85275-0928 (800) 253-1362 **For customer support and inquiries email [information@clientfocuscorp.com](mailto:information@clientfocuscorp.com)** Close