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Are You Overcoming the Common Fears of Selling Life Insurance?

Simon Reilly

Financial advisors fear life insurance more than their clients because of avoidance behaviors, cultural or family beliefs, fear of rejection, and self-worth issues, which they transfer onto their clients. These issues relate to The Shame Of Selling.

Avoidance Behaviors are any actions people use to escape or distract themselves from difficult feelings, beliefs, and situations. For example, they avoid being steadfast about offering life insurance as part of the holistic planning process because it bothers them.

Cultural or Family Beliefs about sales are often misinterpreted as a pushy or dishonest profession that involves manipulating people into buying products or services they don’t need – and they are not certain people need.

Fear of Rejection often originates with childhood experiences like critical parents, being bullied or ridiculed, or having a physical condition that makes you different or you believe makes you unattractive to others – all of which impacted advisor’s ability to risk getting a note to insurance.

Self-worth Issues include being extremely critical of yourself and downplaying or ignoring positive qualities – so why attract more trouble with this troublesome product, life insurance?

To overcome the feelings of shame related to selling we need to:

  • Eliminate negative beliefs
  • Build self-confidence
  • Believe more in our product.
  • Use a client-centric discovery process to help your clients make it easy to choose to choose life insurance.

Eliminating negative beliefs “I am a mistake”, “I am not enough”, and “I am wrong” builds self-confidence and product and process confidence, making it easy to ask the right questions to help clients discover how valuable life insurance is.

If your financial planning and life insurance process is producing inconsistent results due to Shame Of Selling, contact Simon Reilly for a free consultation. Call 250-248-6012 or click here to schedule a telephone conversation.

Thank you for the opportunity to be of service.

Simon Reilly