Despite the confidence that most insurance agents project, some engage in a surprising amount of self-sabotage that limits their sales potential.

An agent's self-sabotage typically begins when they wake up, ruminating over a challenging week and conclude that they're just not capable of doing better. It continues when they sit down with prospects and let their negative mindset guide them.

They might hesitate to transition from educating prospects to selling. They might use pre-rebuttals, such as apologizing profusely about requesting a Social Security number that prospects would otherwise gladly share. Or, they might not tag leads and schedule callbacks appropriately—thinking it will just be a wasted effort.

How can insurance agents overcome these self-defeating thoughts and behaviors, and stop leaving money on the table? If you're one of those agents who commits any of these no-nos, try these seven tips:

1) Define your why. Clearly identify the deeper reasons behind your sales efforts. What personal or financial dreams inspire you? Do you envision financial independence, early retirement or owning luxury items like a boat or vacation home? Or maybe it's achieving stability for your family by paying off your mortgage. When you connect your day-to-day actions with a meaningful purpose, you'll feel more energized and driven to stay committed, even when challenges arise.

2) Quantify your sales goals. Once your why is clear, reverse-engineer your path to success. Break your dreams down into measurable sales goals that align with your ambitions. How much revenue do you need to generate annually, quarterly or even weekly to reach that dream? How many calls, meetings or proposals do you need to complete each day to hit those targets?

Quantifying the work needed to reach your goals will not only focus your efforts but also give you a clear roadmap for turning your long-term aspirations into achievable, step-by-step actions. This clarity brings momentum and accountability to your sales process.

3) Manage your time. This should be a top priority. It should dovetail with your goal setting. For example, if two hours of daily prospecting is non-negotiable, then behave that way. Set up a calendar and mark revenue-generating activities like prospecting in green (for money). Follow the agenda you have set and enjoy the resulting growth.

4) Build confidence with small wins. Break your year into quarters and set smaller, more manageable short-term goals with plenty of opportunities to achieve and celebrate small wins. During particularly challenging times, hitting those milestones will become a huge motivator. If you are a self-doubter, you'll see that with the right processes and mindset, you can achieve what you conceive.

5) Retrain your brain. Negative words can have a lasting impact, often shaping how we see ourselves. Many people carry stories of someone in their life who made them feel inadequate. If you've experienced this, it's time to actively retrain your brain. Start by consciously monitoring and challenging negative self-talk. For example, replace thoughts like “I'm not good enough" with affirmations such as “I am capable and competent." Be mindful of what you're telling yourself throughout the day—from the moment you wake up to when you sit at your desk to when you go to bed.

The key to reprogramming your mindset is focusing on strengths and progress, especially when faced with setbacks. After a sales call, take a moment to write down what you did well and what contributed to your success. Ending your day with a gratitude journal can also promote better sleep and set a more positive tone for the rest of the week, reinforcing a mindset of growth and resilience.

6) Emulate acknowledged sales stars. Seek out the top-performing agents you admire and ask to shadow them. Not only will they be flattered by your request, but you'll gain invaluable insights into their winning strategies. Whether it's mastering client rapport, handling objections with ease or confidently closing deals, you'll walk away with new approaches that can elevate your performance to the next level.

7) The sale is only the beginning. The real work begins after the sale—your clients should never be left wondering where you went after the sale. Cultivate long-lasting relationships by delivering on every promise and consistently showing that you care. Are you calling them on their birthday? Remember, clients aren't just buying a product—they're choosing you. Your reliability and genuine follow-through will turn one-time buyers into loyal advocates, boosting your reputation and business in the long run.

By following these steps, you'll not only increase your accomplishments, but you'll have a more positive self-concept as you build the life you want. Happy selling!

Casey Cunningham is the CEO and founder of XINNIX, a premier leadership and sales performance company. For more information, call 678-325-3500 or email info@XINNIX.com to schedule a meeting.