The future of sales isn’t artificial.
I say that as someone who spends most of my time thinking about it:
What’s next in lead gen…
What’s changing in recruiting…
How AI is reshaping the field.
And make no mistake—it is reshaping it.
Cold outreach is faster.
Content creation is easier.
Even interviews and onboarding are being automated.
All of it has led some people to wonder:
“Is the human element of sales going to disappear?”
My answer?
Never.
People Will Always Have an Edge
Here’s what AI won’t do:
It won’t drive 3 hours to meet a prospect face-to-face.
It won’t read the room.
It won’t feel the stakes when someone says, “I don’t know how we’d pay for this if something happened.”
It won’t earn trust by simply showing up.
That’s the part of insurance—and sales in general—that still belongs to us.
Prospects buy with their emotions…
Whether they’re buying a term life policy or something like accounting software.
Technology will get us in the door…
But humanity is what keeps us there.
That’s the real differentiator.
Not a better script.
Not a smarter algorithm.
But being able to walk into a meeting…
And walk out with a real connection.
So here are 4 ways to lean into your humanity as a seller:
- Be present. No multitasking. No distractions. Just you, the client, and what matters to them.
- Ask better questions. Not just “What’s your budget?” but “What keeps you up at night?”
- Tell real stories. People don’t remember stats. They remember what happened to your last client—and what changed.
- Follow up like it matters. Because to them, it does.
AI will make average sellers more efficient…
But it’ll make great sellers unstoppable.
That’s the opportunity.
Let’s not forget what makes us human.
Because that’s still what makes us win.
