Why Is Life Insurance Overlooked in Comprehensive Financial Planning?

There are approximately 108,000 life insurance agents in Canada at last count, and last year, 589,000 life insurance policies were sold. That is just an average of 5.45 policies per life insurance agent.

Some believe that financial advisors fear life insurance more than their clients and they don’t bring it up. Why is this happening?

Remember that selling life insurance is a valuable, rewarding, and noble profession when approached ethically and authentically.

What are the signs you experience the shame of selling?

Experiencing the shame of selling can manifest in various psychological and emotional signs. Here are some common indicators:

1. Avoidance Behavior: You might procrastinate or avoid selling tasks, like making sales calls or following up with potential clients. This could be due to a fear of rejection or feeling like you’re imposing on others.
2. Negative Self-Talk: You might find yourself engaging in harsh self-criticism, thinking things like “I’m not good at this,” “No one will want to buy this,” or “I’m just being pushy.”
3. Physical Discomfort: Selling might cause physical symptoms like a tight chest, sweaty palms, or dread. These are signs of anxiety related to the selling process.
4. Imposter Syndrome: You may feel like you’re not knowledgeable enough or that you’re deceiving others by trying to sell something, even if it’s a product or service you believe in.
5. Discounting Your Offer: You might frequently offer discounts or underprice your services or products, not because it’s necessary but because you feel uncomfortable asking for their full value.
6. Reluctance to Close: Even when the selling process is going well, you might hesitate to close the sale, fearing you’ll come across as too aggressive or desperate.
7. Over-Apologizing: Apologizing unnecessarily or excessively during sales conversations can be a sign of discomfort or shame about selling.
8. Focusing on Negative Outcomes: You might dwell on the negative aspects of selling, such as potential rejection or criticism, rather than focusing on the benefits you can offer to the customer.
9. Fear of Judgment: Worrying excessively about how others will perceive you for selling something, fearing they will think you’re only interested in money rather than helping them.
10. Downplaying Your Success: Even when you make a sale, you might downplay it or feel undeserving, thinking it was just luck or that the customer didn’t really understand what they were buying.

These signs can often stem from deep-seated beliefs about money, self-worth, or the value of what you’re offering. Recognizing these signs is the first step towards addressing and overcoming the shame associated with selling.

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