177. The 5 Biggest Struggles of Insurance Agents and How Legends Like Feldman and Savage Overcame Them

 

The Top 5 Pain Points of Insurance Agents—and How to Overcome Them

Being a life insurance agent is both a calling and a challenge. Every agent enters this profession with dreams of success, but along the way, obstacles appear that test determination and belief. 

Here are the five biggest pain points agents face and proven ways to overcome them, inspired by some of the greatest names in the industry.

Prospecting Fatigue

The Challenge: Constantly searching for new leads can feel draining, especially when it seems like everyone has already been approached. This is where many agents stumble, they mistake prospecting as a one-time activity instead of a daily discipline.

The Solution: Build a prospecting habit, not a campaign. Use referrals as your goldmine. Legendary agent Ben Feldman, often regarded as one of the greatest life insurance salesmen of all time, built his empire by always asking satisfied clients, “Who else do you care about that I can help protect?” His belief was simple: people will gladly introduce you if they feel you’ve helped them.

Action Step: Make it a rule, no client interaction ends without asking for a referral. Over time, this makes prospecting sustainable and less stressful.

Handling Rejection

The Challenge: Rejections hit agents hard, especially when personal emotions get tied to client decisions. Hearing “no” again and again can sap confidence and lead to discouragement.

The Solution: Reframe rejection as data, not defeat. MDRT Hall of Fame member John Savage often said, “Rejection is not about you; it’s about timing, understanding, or priorities.” By keeping perspective, rejection becomes part of the process.

Action Step: Track your numbers. If it takes 10 calls to get 1 sale, then every “no” moves you mathematically closer to “yes.” This mindset turns rejection into progress.

Maintaining Motivation Through Slumps

The Challenge: Many agents start with fire, qualify for awards like MDRT early on, then suddenly hit a plateau. Slumps can feel like quicksand, every effort feels heavier than before.

The Solution: Focus on process over prize. Hall of Fame agent Tony Gordon from the UK emphasized that success isn’t about one great month but about consistent daily action. Instead of chasing commissions, he built routines, calls, meetings, and follow-ups that kept business flowing regardless of mood.

Action Step: Break goals down into daily, non-negotiable activities. For example, “5 client meetings a week” is within your control; the MDRT is not. When you win your day, you eventually win your year.

Explaining Complex Products Simply

The Challenge: Life insurance products are full of jargon, premium holidays, cash values, riders, IRRs. Clients get overwhelmed, leading to indecision.

The Solution: Tell stories, not spreadsheets. Ben Feldman once sold a multimillion-dollar policy using nothing more than a napkin and a simple drawing of a money tree. He knew clients don’t buy products; they buy the story of what those products will do for their family.

Action Step: Practice turning product features into everyday analogies. Instead of “cash value accumulation,” say: “This is like your emergency savings growing quietly in the background while you stay protected.” 

Simplicity builds trust and trust closes deals.

Balancing Work and Life Without Burnout

The Challenge: Many agents chase success so hard that they neglect rest, health, and family time. The result? Burnout, and sometimes even quitting the business altogether.

The Solution: Treat balance as part of your strategy. MDRT legend Norman Levine always emphasized that “insurance is about people, clients and family alike.” If your own family suffers while you help others, you’ve missed the point.

Action Step: Block out personal time with the same commitment as client meetings. A recharged, happy agent has more energy, charisma, and patience which translates into better sales performance.

The life insurance profession isn’t easy, but it’s worth it. By learning from the masters of the industry and applying their timeless principles, you can turn your biggest struggles into stepping stones.

Remember: You don’t just sell policies, you secure futures. Every rejection, every late night, every “no” brings you closer to the next family you’ll protect.

All the best my friends!!

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