Impact of COVID-19 on personal insurance sales – Evidence from Germany

The occupation of insurance agent involves establishing a relationship trust with the customer and providing personal customized advice as prerequisite for successful sales. This paper summarizes scientific discussion about an salesperson. Coronavirus disease 2019 restrictions have limited face-to-face meetings complicated large parts this occupation. main purpose research is to analyze impact these on sales 130 branches, comparing 2020 separately by type. period was chosen because it allows usual seasonal volatility be taken into account. To differentiate according type sold therefore interest, differences regard demand generation use existing relationships are expected. It shows that consulting-intensive new contracts in life segment declined noticeably, while upselling non-life increased significantly. empirically confirms theoretically proves importance contact sale pension plans well value technical tools policies. insights from exceptional coronavirus episode can also useful normal times managers managing premiums sold. Further practitioners should concentrate shock-resistant consulting approaches techniques.