Factors related to life insurance selling

Abstract

Data were collected on selling activities, personal history items, and psychological measures for 84 new life insurance agents in a course in life insurance marketing. It was found that (1) success during the first 3 months offers a better than chance basis for predicting later success; (2) significant differences between successful and unsuccessful agents existed on 5 selling activities items; (3) amount of insurance at entry was the only personal history item which differentiated significantly beyond the 1% level; (4) score on the Kuder or the Guilford-Martin Personnel Inventory did not differentiate successful from unsuccessful agents; (5) no significant differences were found in the mental ability scores. (PsycInfo Database Record (c) 2025 APA, all rights reserved)