Your First 90 Days in Independent Insurance Sales

A Field-Tested Plan to Land Clients, Learn the Ropes, and Stay Compliant

Summary: Whether you're newly licensed or transitioning from a captive agency, this guide outlines exactly what to focus on—building a lead list, setting up compliant marketing, learning product niches, and getting those first policies sold.

If you’ve just stepped into the world of independent insurance sales, welcome to the deep end—there are no floaties, but there is a plan. The first 90 days are often the most critical period for any new insurance agent, especially those who are newly licensed or making the leap from a captive agency to full independence.

This isn’t the time to wing it. You’re building a business, not gambling on luck. Here’s a field-tested blueprint designed to help you build a reliable pipeline, stay compliant, learn your products, and (most importantly) start selling policies with confidence.

Week 1–2: Set Up the Foundation

Start with the basics—your licensing, errors and omissions (E&O) insurance, and appointment with carriers. If you plan to work with Medicare products, make sure you're AHIP certified and fully licensed in your state (and maybe one or two others, if you're targeting snowbirds or tele-sales clients).

You’ll also need to choose whether to work under an IMO, FMO, or go completely solo. Many agents benefit from an established FMO for access to tools, training, and better commission structures. NAHU and CMS.gov provide updated regulatory and product information that’s crucial during onboarding.

According to NAHU, over 80% of independent agents partner with an FMO for access to marketing support and compliance tools.

Week 3–5: Build Your Lead Funnel

Start with people you know—yes, your network is your net worth. But don't stop there. Use lead generation platforms like Salesfully to build compliant, geo-targeted lead lists. Prioritize creating a CRM (even a free one like HubSpot or Zoho CRM) to track your outreach.

Start building your brand presence. Launch a simple site with your NPN, state licenses, disclaimers, and a contact form. Check out WordPress templates tailored for insurance agents or consider turnkey options offered by your FMO.

Week 6–8: Focus on Product Knowledge and Niches

You don’t need to sell everything. In fact, don’t. Pick a niche—like final expense, ACA health plans, or Medicare Advantage—and go deep. Knowing the ins and outs of 2–3 products inside your niche will set you apart more than dabbling in 10.

Use training portals offered by carriers like UnitedHealthcare or Aetna’s Producer World. Attend webinars. Many FMOs offer daily calls or training videos. Listen in—even if it’s while folding laundry.

Pro tip: Stick to one market segment for the first three months. Then, evaluate performance before branching out.

Week 9–12: Get Paid and Stay Compliant

Now comes the magic—writing your first apps. Start with friends, family, referrals, and warm leads. Use scripts that are compliance-approved. Double-check every application for accuracy and proper disclosures.

Don’t ignore back-office logistics: log calls, store consent forms, and file notes in case of audits. Platforms like Sunfire Matrix and Connecture streamline compliant digital enrollments.

Weeks	Action Focus	Primary Tools	Milestone Goal
1–2	Licensing & Appointments	FMO, CMS.gov, AHIP	Get appointed with 3+ carriers
3–5	Lead Building & CRM Setup	Salesfully, HubSpot, WordPress	Build 100 lead list, CRM fully loaded
6–8	Niche Product Mastery	Carrier portals, YouTube, training calls	Be confident quoting 2 products
9–12	Client Meetings & Applications	Sunfire, compliance software	Write 5–10 policies

📢 Tip from the field: “One of the biggest mistakes I made was waiting to ‘feel ready’ before prospecting. You’re never ready. You just start.” – Marcus C., Medicare agent in Texas

This is a real business, not a hobby. If you treat it like a full-time business from day one—tracking your time, building systems, and learning from others—you’ll write your first policies before most agents even finish designing their business cards.