10 Health Insurance Sales Tips That Actually Work in Kenya
I know an agent who sold 3 policies in his first 6 months.
And another who sold 40.
Same company. Same products. Same training.
What was the difference?
The second guy followed 10 simple rules.
Not tricks. Not manipulation. Just smart selling.
Here they are.
Table of Contents
- Tip 1: Stop Selling Insurance. Start Solving Problems.
- Tip 2: Lead with Stories, Not Statistics
- Tip 3: Qualify Your Leads (Don't Waste Time)
- Tip 4: Use Social Proof (The Power of "Others Like You")
- Tip 5: Create Urgency (Without Being Pushy)
- Tip 6: Simplify the Options (Stop Overwhelming People)
- Tip 7: Handle Objections Like a Pro
- Tip 8: Ask for the Sale (Don't Hint. Ask.)
- Tip 9: Follow Up Relentlessly (80% of Sales Happen After the 5th Contact)
- Tip 10: Ask for Referrals (Every Client Knows 2-3 Buyers)
- Bonus Tip 11: Use Comparison Tools (Show, Don't Just Tell)
- Bonus Tip 12: Master the "What If" Technique
- Bonus Tip 13: Dress the Part (First Impressions Matter)
- Common Mistakes to Avoid
- Your 30-Day Sales Action Plan
- Scripts That Work
- Tools Every Top Agent Uses
- How Top Agents Think
- Final Thoughts
Tip 1: Stop Selling Insurance. Start Solving Problems.
Nobody wakes up thinking "I need insurance today."
They wake up thinking:
- "What if I get sick and can't afford treatment?"
- "How do I protect my family?"
- "Medical bills are scary."
Your job isn't to sell insurance.
Your job is to solve the fear of medical bills.
Bad pitch: "This plan has KES 500,000 inpatient cover, outpatient up to KES 100,000..."
Good pitch: "If your child needs surgery tomorrow, can you afford KES 200,000 out of pocket? This plan ensures you never have to choose between your savings and your child's health."
See the difference?
Tip 2: Lead with Stories, Not Statistics
People don't remember numbers. They remember stories.
Instead of: "This plan covers up to KES 1 million annually."
Say: "Last month, my client Jane's husband had a heart attack. Hospital bill: KES 850,000. Insurance covered it all. She paid KES 5,000 co-payment. That's it."
Why stories work:
- Emotional connection
- Relatable
- Memorable
Keep 3-5 real client success stories ready. Use them in every pitch.
Tip 3: Qualify Your Leads (Don't Waste Time)
Not everyone is a buyer.
Signs of a GOOD lead: ✔ Has a job/income ✔ Concerned about health costs ✔ Has dependents (spouse/kids) ✔ Currently uninsured or under-insured ✔ Willing to meet/discuss
Signs of a TIME-WASTER: ✘ "I'll think about it" (every time) ✘ Shopping on price alone ✘ Not the decision-maker ✘ Wants insurance only when already sick ✘ Expects free everything
Pro tip: Ask qualifying questions early:
- "Are you currently insured?"
- "What's your budget for health insurance?"
- "When are you looking to start coverage?"
If they're not serious, move on.
Tip 4: Use Social Proof (The Power of "Others Like You")
People trust what others are doing.
Phrases that work:
"Most families with young kids choose the outpatient + inpatient plan."
"90% of my clients in your age group go with this option."
"Companies like yours typically start with the mid-tier package."
Why it works:
FOMO (fear of missing out) + trust in the crowd.
Bonus: Show testimonials, reviews, or referrals from similar clients.
Tip 5: Create Urgency (Without Being Pushy)
"I'll buy next month" = never buying.
How to create urgency:
Tactic 1: Premium Increase Warning
"Premiums increase 10-15% every January. Lock in this year's rate now."
Tactic 2: Waiting Period Reminder
"Maternity has a 10-month waiting period. If you're planning a family, buy now or wait another year."
Tactic 3: Limited-Time Incentive
"Sign up this week and I'll include a free insurance review for your parents."
Tact 4: Medical Uncertainty
"None of us know when we'll need a hospital. The only guarantee? If you don't have insurance, you'll pay full price."
Not manipulation. Just facts presented strategically.
Tip 6: Simplify the Options (Stop Overwhelming People)
Paralysis by analysis is real.
Don't do this: "We have 12 plan options. Let me explain all of them..."
Do this: "Based on what you told me, I recommend Plan B. It covers your family, includes outpatient for your kids, and fits your budget. Here's what you'll pay and what you'll get."
Show 1 recommendation. Maybe 2 alternatives. Max 3.
More than that? They'll postpone the decision.
Tip 7: Handle Objections Like a Pro
Every prospect has objections. Prepare for them.
Objection: "It's too expensive."
Response: "I understand. Let me ask — what's more expensive: KES 5,000/month for insurance, or KES 200,000 out-of-pocket for one emergency?"
Objection: "I already have NHIF/SHA."
Response: "SHA is great for public hospitals. But if you want private hospitals, private rooms, and fast service, you need this. Think of SHA as your base. This is your upgrade."
Objection: "I'm young and healthy."
Response: "That's exactly why you should buy now. Premiums are based on age. Lock in low rates while you're young. Plus, accidents don't care how healthy you are."
Objection: "I need to think about it."
Response: "Of course. What specifically do you need to think about? Is it the cost, the coverage, or something else? Let me address that now."
Never leave an objection hanging. Address it immediately.
Tip 8: Ask for the Sale (Don't Hint. Ask.)
The biggest mistake agents make?
Not asking for the sale.
They hint: "So... what do you think?" "Let me know if you're interested."
Instead, ask directly:
"Shall we get you covered today?"
"Let's start the application. I just need your ID and we can start today."
"Would you prefer to pay monthly or annually?"
Assumptive close = highest success rate.
Tip 9: Follow Up Relentlessly (80% of Sales Happen After the 5th Contact)
Most agents give up after 2 follow-ups.
Top agents follow up 5-10 times.
Follow-up schedule:
- Day 1: Send quote via WhatsApp
- Day 3: "Did you get a chance to review?"
- Day 7: Share a client success story
- Day 14: "Premiums increase next month. Let's lock in your rate."
- Day 21: Call instead of text
- Day 30: "Still thinking about coverage?"
- Day 45: Send an article about medical costs
- Day 60: Final attempt
Track everything in a CRM (even Google Sheets).
Tip 10: Ask for Referrals (Every Client Knows 2-3 Buyers)
The easiest sales are referrals.
How to ask:
Right After They Buy:
"I'm glad we got you covered. Who else do you know — friends, family, colleagues — who might need health insurance?"
Make It Specific:
"Do you know anyone with young kids who might need family health insurance?"
Offer an Incentive:
"For every person you refer who buys, I'll send you KES 1,000 via M-Pesa."
Make It Easy:
Send them a message they can forward:
"Hi, this is [Your Name], my insurance agent. He saved me KES 20,000 on health insurance. Thought you might be interested. Let me connect you."
One happy client = 3-5 warm referrals.
Bonus Tip 11: Use Comparison Tools (Show, Don't Just Tell)
Words are cheap. Visuals sell.
Use tools like BimaSasa to:
- Show side-by-side quotes from multiple insurers
- Compare coverage details
- Build credibility ("I'm not just pushing one company")
Clients trust agents who compare options for them.
Bonus Tip 12: Master the "What If" Technique
Plant the seed of doubt (ethically).
"What if your child needs surgery next month and you don't have insurance?"
"What if you're in an accident and the hospital bill is KES 500,000?"
"What if your spouse gets diagnosed with diabetes and you can't afford treatment?"
Not fear-mongering. Reality checks.
People buy insurance to avoid regret.
Bonus Tip 13: Dress the Part (First Impressions Matter)
You're selling trust.
Show up looking:
- Professional (clean, ironed clothes)
- Approachable (smile, eye contact)
- Organized (printed quotes, business cards, insurance license)
Sloppy appearance = lost trust = lost sale.
Common Mistakes to Avoid
Mistake 1: Talking Too Much
Listen 70%. Talk 30%.
Mistake 2: Focusing on Features, Not Benefits
Features: "This plan has KES 500,000 inpatient limit." Benefits: "Your family is protected even if surgery costs half a million."
Mistake 3: Not Following Up
One call ≠ one sale. Follow up.
Mistake 4: Being Pushy
Urgency ≠ pressure. Know the difference.
Mistake 5: Giving Up Too Soon
Most people say "no" 3-5 times before saying "yes."
Your 30-Day Sales Action Plan
Week 1: Build Your Lead List
- 50 warm contacts (friends, family, former colleagues)
- 20 cold leads (social media, networking events)
Week 2: Outreach
- Contact 10 people/day
- Goal: 5 meetings booked
Week 3: Presentations
- Present to 5 prospects
- Goal: 2 sales
Week 4: Follow-Ups & Referrals
- Follow up with everyone
- Ask closed clients for 2 referrals each
- Goal: 1 more sale + 5 warm referrals for next month
Repeat every month. Scale as you grow.
Scripts That Work
Opening (Cold Call/Message):
"Hi [Name], I'm [Your Name], a licensed health insurance agent. I help families save money on health insurance while getting better coverage. Can I send you a quick quote — no commitment?"
Discovery:
"Before I recommend anything, let me understand your situation. Do you currently have health insurance? What's your biggest concern about medical costs?"
Presentation:
"Based on what you shared, here's what I recommend. [Plan name] covers your family, includes outpatient for your kids, and costs KES X/month. It means if anyone gets sick, you pay a small co-payment instead of the full bill."
Close:
"This sounds like a good fit, right? Let's get you covered. I just need your ID and we can start today."
Follow-Up:
"Hi [Name], just following up on the quote I sent. Have you had a chance to review? Any questions I can answer?"
Tools Every Top Agent Uses
- CRM (Google Sheets or HubSpot) — Track leads and follow-ups
- WhatsApp Business — Client communication
- BimaSasa — Quote comparisons
- Calendar app — Never miss a follow-up
- E-signature tools — Close deals faster
How Top Agents Think
Average agent mindset: "I hope someone buys today."
Top agent mindset: "I will talk to 10 people. 3 will be interested. 1 will buy. That's my goal."
It's a numbers game.
More conversations = more sales.
Final Thoughts
Selling health insurance isn't hard.
It's just:
- Find people who need it
- Show them how it solves their problem
- Make it easy to buy
- Follow up until they decide
Do that consistently, and you'll hit quota every month.
Don't overcomplicate it.
Start today. Call 5 people. Book 2 meetings. Close 1 deal.
Then do it again tomorrow.
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