Even if a prospect needs the type of insurance you sell—even if you can score them better coverage at a better price—that doesn’t mean they’ll be an easy sell. People have all kinds of reasons why they don’t want to buy insurance. Some of those reasons are due to misconceptions, but some are quite valid—and both need to be addressed. Here are just a few common objections you might face.

No matter how much work you do on social media or how well-developed your website is, networking can still be of value to you—especially if you sell commercial lines of insurance, where your prospects are used to attending networking events and meeting the people they do business with in these venues. Still, networking isn’t a skill that comes easily to everyone—even seasoned insurance salespeople. Here are a few tips for those who want to get the most out of these events.