At age 35, Glenn E. Stevick, Jr., had a master’s degree in psychology, a teaching background and two boys at home. He wanted to make more money so he answered an ad offering sales positions for candidates with teaching experience. After working as an insurance agent with New York Life for several years, Stevick became the company’s training supervisor and now serves as assistant professor of insurance for The American College in Bryn Mawr, Pa., where he teaches insurance agents from around the country. “One of the things that’s attractive about this career is that for many people, it’s a career-change vehicle,” says Stevick.

Many people out of work today with a business or social service education might find success with a switch like Stevick’s. “When there’s a bad economy, it’s often good for the insurance industry,” he says. Stevick has seen that many people flock to the safe and conservative nature of insurance when the economic going gets rough.

Where the Jobs Are

Long-term, the outlook for employment in the insurance industry is about average. Employment of insurance agents should increase at least 13 percent between now and 2016, according to the BLS. Demand is stronger for candidates who are multilingual or who have a strong grasp of technical and legal terms used in the industry.

Insurance agents may sell auto, home, life, health, long-term care or disability insurance, says Madelyn Flannagan, vice president for education and research for the Independent Insurance Agents & Brokers of America (IIABA) in Alexandria, Va. Agents also are increasingly selling annuities and offering financial planning services to clients. Some sell specialty or business insurance. For example, physicians and attorneys must have malpractice insurance; they purchase it through insurance agents and brokers.

Independence or Advancement

A broker is an independent insurance agent who doesn’t work for a specific insurance company. Even those who work for a specific company, or captive agents, act somewhat independently, often setting up their own small office. All insurance agents spend a lot of time outside the office meeting with clients and making sales.

Agents also can work for an agency that allows them to own a portion of their business, says Flannagan. “An insurance agent with ability can advance into a management position, becoming a manager or sales supervisor. Later on, one can become an agency owner or principal,” says Flannagan. Of course, training is another option, says Stevick.

Getting Started

These days, most employers prefer a bachelor’s degree but it’s not an absolute requirement. Some colleges offer insurance-specific courses. Start out in insurance customer service or a support area and move into sales.

Licensing

All states require licenses in the major insurance areas such as life and health. Financial product sales generally are federally regulated. You’ll have to take about 40-60 hours of classroom training and an exam, says Flannagan. They’ll also require that you continue your insurance education and keep up with industry changes. Most states also require a set number of continuing professional education hours per year.

There are a number of voluntary certifications you can obtain once you enter the industry. Stevick’s American College offers classes via the Internet to help agents advance specific skills.

Are You the Right Fit?

“Those who have good people and communication skills are good at these jobs because that’s what it’s all about,” says Stevick. Flannagan agrees, saying people who are outgoing, well spoken and who understand their client base fare well. “You’ll also need to be able to explain policies and coverage in a simple-to-understand manner, have good time-management skills and a customer service focus,” says Flannagan. Attention to detail also helps.

With those skills, some initiative and perseverance, you can be well on your way to success. “Whether it’s a good economy or a bad economy is irrelevant if you’ve got creative talents,” says Stevick of prospects for insurance agent wannabes. “It’s your hard work that enables you to become successful.”