Can't find a licensed CSR? Why it's hard, and what to do
You're not imagining it. Agencies rank hiring as their top challenge.
Licensed CSRs are hard to find because demand is steady and the pool is small: BLS projects about 43,100 openings a year for insurance sales agents, mostly replacements, and agencies in the Big I's 2026 study named finding strong candidates their top challenge (45%). Widen the search to remote, license promising hires yourself, move unlicensed work off the role, and cover the gap with flexible licensed help.
Why it's hard
- Steady replacement demand. BLS projects about 43,100 openings a year for insurance sales agents through 2035, mostly to replace people who leave or retire.
- Everyone's hiring. In the Big I's 2026 Agency Universe Study, one in three agencies grew headcount over two years, and finding and screening strong candidates was the top challenge (45%).
- Local pools are small. Office-only roles in smaller markets see few licensed applicants.
Six options
| Option | Speed | Best when |
|---|---|---|
| Widen to remote | Medium | You can manage remote staff |
| Hire and license | Slow | You can train for months |
| Promote a strong admin | Slow | Someone's ready to grow |
| Split the role | Fast | Lots of admin in the job |
| Licensed temp | Medium | A full-time gap with an end date |
| Fractional licensed help | Fast | Licensed work now, uneven hours |
Split the role first
Before you search for a unicorn, look at the job. If a third of it is data entry and downloads, move that to back-office help. The licensed hire you need gets smaller, and so does the risk if the search drags on.
Where Humai fits
Humai matches U.S.-licensed agents, licensed in your state and checked in NIPR, for the licensed work, plus back-office professionals for the rest. They work in your AMS under your name, per task, part-time or full-time.
Questions agency owners ask
Why is it so hard to hire licensed insurance staff?
Many experienced people are retiring or moving to carriers and larger agencies, and fewer new people enter the field. Every agency is fishing in the same small pool.
Should I hire unlicensed and license them?
It's a good long-term option if you have time to train. Licensing can take a few weeks; becoming effective takes longer.
Does remote work help hiring?
Usually. It widens the pool beyond your town, though the person still needs a license in the states where your clients are.
What if I need licensed help now?
Use licensed temporary or fractional help for the licensed work while you recruit or train.
Can I reduce how much licensed work the role needs?
Yes. Move data entry, downloads and standard certificates to back-office help, so the licensed person spends time on licensed work.
Sources
- Insurance Journal: Independent agencies total about 37,000 in 2026 (Big I 2026 Agency Universe Study)
- BLS Occupational Outlook Handbook: insurance sales agents, job outlook
- NIPR: verify existing licenses
Licensing rules differ by state. This article is general information, not legal advice. Check with your state's department of insurance.