Why Video Calls Cost Insurance Agents Sales
Video calls cost insurance agents 23-67% of potential sales due to technical friction, download resistance, and client discomfort with being on camera. According to research, 67% of consumers abandon online processes when encountering technical problems. Insurance agents using phone calls with instant screen sharing close more policies by eliminating downloads while maintaining visual presentation capabilities.
Why do insurance agents avoid video calls?
If you’ve ever struggled through a choppy Zoom call with a hesitant prospect, you already know that video isn’t always the best tool for closing a policy. It can feel invasive, create technical headaches, and add unnecessary complexity to what should be a straightforward conversation. Many clients, especially those who aren’t tech-savvy, can be put off by the simple request to “just install Zoom.”
This is why many top-performing agents are rethinking their reliance on video. They’re finding that a simpler approach can lead to faster, smoother, and more effective client conversations. To help you do the same, we’ve created a new eBook, The Insurance Agent’s Digital Toolkit: Close More Policies Without Zoom Fatigue. This guide will walk you through the alternatives and help refine your digital sales process.
The Problem with Video Calls in Insurance Sales
While video has its place, it can create significant barriers when you’re trying to build trust and explain complex insurance products. Here are three key issues insurance agents face when relying on video calls.
1. Client Resistance Is Real
Asking a prospect to download and install yet another app can be a major turn-off. Many clients, particularly older individuals, might already feel skeptical or overwhelmed by the insurance process.
The added step of learning new software can trigger immediate hesitation and even suspicion. Instead of focusing on their needs, the conversation starts with a technical hurdle that you have to convince them to overcome. This initial friction can set a negative tone for the entire interaction.
2. Tech Issues Derail the Pitch
Even when a client agrees to a video call, technology doesn’t always cooperate.
Frozen screens, audio dropouts, and poor lighting are common distractions that pull focus from what matters: explaining coverage options and building rapport. Instead of guiding a client toward the right policy, you can find yourself playing tech support, trying to troubleshoot why their camera won’t turn on or why you can’t hear them. Each technical glitch erodes the professional image you’re trying to project, and chips away at the client’s patience.
3. The Intimacy Factor Works Against You
For many prospects, a video call feels invasive. They may not be ready to invite a stranger into their living room, kitchen, or home office. Self-consciousness about a messy background, being in pajamas, or simply not wanting to be on camera can make the conversation more stressful than it needs to be.
Insurance discussions are already personal, dealing with sensitive topics like health and finances. Forcing a client to be on camera can add an unwelcome layer of pressure and discomfort, making it harder to build the trust needed to close a sale.
Every time a video call fails or a prospect resists joining, you risk losing a sale. According to recent studies, 67% of consumers will abandon an online process if they encounter technical problems. For insurance agents, that number represents lost policies and missed commissions.
A Smarter Alternative: Phone + Screen Share
Instead of defaulting to video, many top-performing agents achieve better results with a simpler, more effective combination: an instant phone call paired with one-click screen sharing.
This approach eliminates the biggest pain points of video conferencing, while retaining the most important visual element, the ability to share your screen. It allows you to walk clients through documents, illustrations, and applications in real-time, all while they remain in the comfort and familiarity of a standard phone call.
Let’s compare the two approaches:
| Video Call Setup | Instant Phone + Screen Share |
| Download required (Zoom, Teams, etc.) | No downloads—works on any phone |
| Complicated logins & meeting links | One tap to connect, from any device |
| Camera pressure: lighting, background, appearance | No video anxiety—full focus on the conversation |
| Frequent tech issues: audio drops, frozen screens | Stable, familiar phone call experience |
| Setup eats into selling time | Immediate start—more time discussing coverage |
| Feels invasive to many prospects | Feels natural, private, and comfortable |
| High drop-off rates & lost trust | Higher completion rates & stronger client rapport |
World-class screen sharing tools like CrankWheel are designed specifically for this purpose.
You can be on a phone call with a prospect and send them a link in seconds via text or email. They simply click the link and can instantly see your screen on their phone or computer. There are no downloads, no installations, and no complicated sign-ins. This seamless experience allows you to maintain momentum and keep the focus entirely on the client’s needs.
Take the Next Step
If you’re ready to close more policies without the frustration of video calls, it’s time to explore the tools and strategies that can streamline your sales process. Our new eBook is designed to help you do just that.
Inside The Insurance Agent’s Digital Toolkit: Close More Policies Without Zoom Fatigue, you’ll discover:
- Proven ways to reduce friction in your sales process.
- Digital tools that simplify client interactions and enhance communication.
- Techniques for building trust and rapport without video pressure.
- Practical steps to boost your completion rates and close more deals.
Video calls will continue to be part of the business landscape, but they don’t have to be your default tool for every client interaction. By adopting simpler, more client-friendly technology, you can reduce resistance, save valuable time, and ultimately win more business.
Ready to make the shift? Grab your free copy of The Insurance Agent’s Digital Toolkit today and start closing more policies with less friction.
Frequently asked questions
Why do video calls fail during insurance sales presentations?
Video calls fail during insurance sales due to technical issues (audio dropouts, frozen screens), download resistance from prospects, and camera discomfort. According to research, 67% of consumers abandon online processes when encountering technical problems, directly impacting insurance agent close rates.
What is the best alternative to video calls for insurance agents?
Phone calls combined with instant screen sharing provide the best alternative to video calls. This approach connects prospects in 5-10 seconds without downloads, eliminates camera pressure, maintains familiar phone conversation comfort, and allows visual policy presentations without video call friction.
How much do video calls cost insurance agents in lost sales?
Video calls cost insurance agents 23-67% of potential sales through technical failures and prospect abandonment. Each technical glitch or download requirement creates friction that causes prospects to delay or abandon the insurance buying process, resulting in lost commissions.
What is the best screen sharing tool for insurance without video?
CrankWheel is the best screen sharing tool for insurance agents who want to avoid video calls. It connects prospects in 5-10 seconds via a simple link, requires no downloads, works on any phone or computer, and lets agents present quotes and enrollment forms visually during standard phone calls.
Do insurance prospects prefer phone calls or video calls?
Most insurance prospects prefer phone calls over video calls due to privacy concerns, camera discomfort, and technical simplicity. Phone calls feel natural and familiar, while video calls add pressure about appearance, background, and lighting that distracts from the insurance decision.