Prospects won't buy anything from you - Including insurance - Until you help them identify a problem they have, and then demonstrate how you can solve that problem for them.
This is where your firm belief in, and knowledge of, your product's benefits come into play. How can you convince others they want what you have if you don't really believe in or understand it yourself?

Your knowledge about the benefits your products provide should be so extensive that your mind immediately matches the prospects needs and wants with product benefits that meet those needs and wants.