Is Insurance Sales PTSD a Thing?

Insurance sales often revolve around how many policies you were able to sell, clients you've retained, and total commission income. It’s a relentless pursuit, driven by pressure to meet and write more business. Beyond the numbers, however, many insurance producers deal with a more subtle struggle: the mental and emotional toll of the job.

The Insurance Sales PTSD

While it may not be widely known, the term “Insurance Sales PTSD" describes the challenges of insurance sales that can lead to a form of mental burnout and a subconscious form of sales avoidance and self-sabotage that many in the industry experience.

This stress often manifests itself in subtle ways. You may find yourself avoiding follow-up calls or postponing sales activities, chalking it up to a lack of time or being "too busy with renewals." But in reality, this might be an avoidance mechanism—a way to distance yourself from the pressures of selling.

Insurance Sales PTSD may be a mental block that builds over time and can erode your confidence and performance. And if left unaddressed, it can spiral into a deeper issue. According to Insurance Business Mag in 2022, the insurance industry experiences 39% burnout rate, making it one of the top five sectors with the highest burnout levels. Also, 2 out of 3 new producers fail to make the cut and validate.

The Real Cost of Avoidance

One of the biggest challenges with Insurance Sales PTSD is that most producers don’t realize they are experiencing it. It’s easy to fall into the trap of believing that poor production is simply the result of "not enough hours in the day". However, these are often symptoms of a larger problem: emotional blocks, low return on effort, difficult quoting cycle, and mental fatigue.

Some sales managers resort to measures such as commission-cutting to drive motivation. However, in reality, these measures do not help the underlying challenges. When producers fall into the trap of avoidance or self-sabotage, the ripple effects are felt throughout their careers. Missed opportunities, declining sales numbers, and strained client relationships are just the beginning. Over time, the impact of unchecked emotional strain leads to more than just a temporary dip in production—it can result in complete burnout, causing talented individuals to leave the industry altogether. Or, worse yet, lead to unhealthy habits or strained relationships.

Breaking the Cycle and Moving Forward

At Hirst Coaching, we’ve developed a different approach by teaching skills and strategies that help producers confront these issues, overcome blocks, improve their performance, and enjoy their careers. These deeper changes create greater motivation and better performance and have lasting effects. This isn’t just about getting more sales; it’s about changing the way producers approach their work, building lasting resilience, and creating a sustainable path to success.

If you’ve ever found yourself saying, “I’m doing fine” but know that there’s another level you haven’t quite reached, you might be closer to Insurance Sales PTSD than you think. The good news is, with the right skills and strategies, you can overcome it.

So, what’s next? It’s not about waiting for the burnout to pass on its own. If you’re noticing the signs of stress, avoidance, or just feeling stuck in your sales approach, now is the time to take action.

With our Powerful Producer Boot Camp, you’ll gain the tools to confront these issues head-on, improve your mental resilience, and find greater fulfillment in your career. Learn more here: www.powerfulproducer.net.

And remember, you can start anytime. Producers may eventually get there on their own, but what is the opportunity cost of not getting there sooner?