I think it's much easier to sell insurance products over tangible items: 1) There's no negotiation on price. Clients understand that the rates are firm. Most products sold by commissions salespeople are negotiable leading the client to want to shop many places. Cars are a perfect example where 3 dealerships all have three different prices for the same car. 2) Most salepeople selling something tangible are captive. Using cars again, you cannot work for Ford, Chevy and Toyota at the same time. When you're independent you can represent every company in the market and clients can just stick with you - much like a real estate agent. Imagine if a car salesman could take a client to a Toyota lot, then Ford then BMW. 3) In an overwhemling majority of sales professions your client has to credit qualify for the product - from car sales to home improvement. I'll take health qualification over credit any day of the week. People's credit is absolutely trashed. People with fantastic credit are savvy shoppers and rarely do you make a dime off them. No so in insurance where my commission is fixed. 4) Unlike "luxury" items most people believe insurance is something they simply must have. And like tangible products, you're simply looking to take enough clients so you find people who have interest and qualify.