- There are three main models: captive, independent, and inbound. Each one trades freedom for support differently.
- The biggest differences between companies are lead source, who pays for leads, commission level, and chargeback rules.
- Be wary of anyone who charges you for training, pushes recruiting over selling, or leads with income screenshots.
The career at a glance
Insurance sales is a large, steady field. The U.S. Bureau of Labor Statistics reports these national figures for insurance sales agents:
Source: BLS Occupational Outlook Handbook, Insurance Sales Agents. Median pay covers all types of insurance agents, salaried and commission-based.
BLS also notes that commission is the most common way agents are paid, especially experienced agents. That makes the company's pay structure and lead system the two things that matter most when you choose where to work.
The three ways to work
Most life insurance jobs fall into one of three models.
| Model | How it works | Good for | Trade-offs |
|---|---|---|---|
| Captive | You sell one company's products, often as an employee or exclusive agent. | People who want structure, a brand name, and sometimes a base salary. | One carrier's products and prices. Lower commission. You may not own your book. |
| Independent | You contract with several carriers through an agency or marketing organization. | Self-starters who want higher commission and product choice. | You usually find or buy your own leads. Income can be slow at first. |
| Inbound | An independent model where interested prospects call in and are routed to you. | People who want to sell, not prospect, and like a steady call flow. | Set hours and call-handling expectations. Lead cost and exclusivity vary by company. |
None of these is best for everyone. If you have a warm market and want independence, an independent agency may fit. If cold calling is what has kept you out of the business, an inbound model removes the hardest part of the job.
How pay really works
Commission levels
Independent agents are paid a percentage of the policy's first-year premium. That percentage is your contract level, and it varies widely by company and by your production. Ask for the exact level in writing, and ask what it takes to move up.
Advances and chargebacks
Many companies pay an advance, meaning part of your first-year commission up front instead of month by month. If the client cancels within the chargeback period, you pay back the unearned part. Advances help cash flow, but a team with poor policy persistence can leave new agents owing money. Ask about the company's chargeback period and average persistency.
Who pays for leads
This is the line item that decides your real income. Some companies provide leads at no cost, some sell them to you, and some expect you to buy them through a vendor. "Unlimited leads" means little if you are paying for every one. Get the cost per lead and whether leads are exclusive to you or shared with other agents.
Renewals and ownership
Renewal commissions are smaller payments in later years of a policy. Ask whether you earn renewals, whether they vest, and whether you keep them if you leave.
What to look for
- A clear lead source. You should know exactly where your next conversation is coming from.
- Lead cost and exclusivity in writing. Free and exclusive is the strongest combination.
- Real training. Scripts, product training, and someone who reviews your calls.
- Mentorship you can reach. A person who picks up when you are stuck on a case.
- Multiple carriers. More carriers means you can place more clients, including those with health issues.
- Fast, predictable pay. Know when commissions hit your account.
- Honest expectations. Clear hours, clear commitment, and no income promises.
Red flags
- You must pay for training, "coaching," or a starter package before you can sell.
- The pitch focuses on recruiting other agents more than selling to clients.
- Big income screenshots or "average top earner" claims with fine print saying most agents earn far less.
- Lead costs that are vague, or that build into debt you owe the company.
- No written contract showing your commission level and chargeback terms.
Questions to ask in your interview
- Where do leads come from, and what do they cost me?
- Are leads exclusive to me?
- What is my starting contract level, and how do I move up?
- How do advances and chargebacks work here?
- Which carriers will I be appointed with?
- What does training look like in my first 30 days?
- What hours are agents expected to work?
- Do I keep my renewals if I leave?
Getting licensed in Florida
To sell life insurance in Florida you need a state license from the Florida Department of Financial Services. Most life agents get the 2-15 license, which covers life, health, and variable annuities, or the 2-14 license for life and variable annuities. The process includes a pre-licensing course, a state exam, fingerprinting, and an application. Check the Florida Department of Financial Services for current requirements.
Many inbound and independent companies, including ours, will help you through licensing if you are new.
Where Eterna Tampa fits
Eterna Tampa is an inbound team. Warm calls are routed to you, so there is no cold calling. We offer daily pay, a CRM and dialer, and mentorship on our Tampa floor, with a remote option for licensed agents.
See if it's a fit, apply in 2 minutesFAQ
What is the best life insurance company to work for as a new agent?
The one that gives you a steady source of conversations, real training, and a clear pay structure without upfront costs. For many new agents, that is an inbound or independent team with free leads and hands-on mentorship.
Is it better to be captive or independent?
Captive roles offer structure and sometimes a salary, but lower commission and one carrier. Independent roles offer higher commission and more carriers, but you need a reliable lead source. Inbound teams combine independent contracts with leads that come to you.
Do life insurance agents get paid salary?
Some captive agents do. Most independent agents are paid commission only, which is why lead cost and contract level matter so much.
Can I work remotely as a life insurance agent?
Yes. Many independent and inbound companies support remote agents, though some programs require in-office work, especially for new agents.
This guide is general information, not legal or financial advice. Pay structures and requirements vary by company and change over time. Eterna Tampa does not guarantee any level of income.