Is Shame of Selling Hurting Your Financial Planning Business?

What is the “Shame of Selling” and how does it affect your financial planning business? 

What are the signs you might be experiencing it, and how can you address it to improve your life insurance sales?

Understanding the Shame of Selling

The Shame of Selling is a feeling of discomfort or embarrassment that can surface for financial advisors and life insurance professionals, rooted in internalized negative beliefs about sales. These beliefs often stem from the stigma associated with being “pushy” or fearing rejection. Such stigma can lead to Role Rejection—when advisors hesitate to fully embrace their sales role, even going so far as to avoid admitting they sell life insurance. This disconnect can create inconsistent results and limit success.

The Missing Link in Holistic Financial Planning

In the financial planning field, there is an increasing emphasis on providing comprehensive or holistic services to clients. A well-rounded approach generally includes Cash Flow Planning, Financial Planning, Insurance Planning, Retirement Planning, Estate Planning, and Tax Planning. Yet despite the importance of each of these elements, life insurance—a cornerstone of any sound financial plan—often receives less focus. Many advisors miss the opportunity to position life insurance as a vital part of holistic planning, potentially due to an underlying Shame of Selling. This omission not only limits the scope of services offered but may also affect the stability of clients’ financial futures.

Why Life Insurance Is a Product Without Shame

Life insurance, at its core, is a product that exists to do good. When used as intended, it profoundly impacts clients’ lives, providing financial security at crucial moments. There is no shame in offering a product that:

• Provides stability to beneficiaries during times of loss
• Strengthens communities by supporting local economies and businesses
• Sustains businesses and family legacies
• Supports charitable causes, like churches or temples
• Acts as a foundational, value-growing asset with lasting impact

Breaking Down the Stigma of Selling

Popular culture often portrays salespeople with negative stereotypes, such as being:

• Manipulative
• Selfish
• Arrogant
• Dishonest
• Cold and calculating
• Solely money-motivated

These stereotypes have fostered a societal bias against sales roles, which can seep into advisors’ self-perception, resulting in feelings of inadequacy or shame when selling life insurance. This negativity, even if unfounded, affects performance, and ultimately, results.

Overcoming the Shame of Selling

The key to overcoming this challenge lies in reframing beliefs around the sales role. Whether or not selling life insurance is unethical depends less on the action itself and more on your perspective. Recognizing the genuine value of life insurance and its positive impact can help shift this narrative. Financial advisors who view their work as meaningful, supportive, and beneficial to clients will experience greater fulfillment and confidence, leading to more consistent sales outcomes.

If you’re experiencing inconsistent results due to the Shame of Selling, reach out to Simon Reilly for a complimentary consultation. Call 250-248-6012 or click here to schedule a telephone conversation.

Thank you for the opportunity to serve.

Simon Reilly