As an insurance agent and business owner, I’ve experienced both ends of the spectrum, times when business is thriving, clients are happy, and success feels effortless, and times when deals fall through, clients disappear, and stress piles up.
When things are good, they’re very good. It’s exhilarating, motivating, and affirming. But when things go sideways? It can feel like an uphill battle just to stay focused, let alone keep pushing forward.
The trick isn’t in avoiding the tough times because that’s impossible. It’s in how you handle them.
Over the years, I’ve learned that staying focused when everything around you seems to be crumbling is what separates those who keep moving forward from those who burn out.
Here are five strategies that have helped me, and I hope they work for you too.
1. Control What You Can, Let Go of What You Can’t
In insurance, as in life, unpredictability is the only guarantee. Policies lapse, clients change their minds, economic shifts happen. Instead of spiraling over things beyond your control, focus on what is within your power. Can you follow up with a lead? Refine your sales strategy? Strengthen relationships with existing clients? Redirect your energy toward proactive steps that move the needle instead of dwelling on setbacks.
2. Stick to Your Non-Negotiables
When everything feels like it’s falling apart, structure and discipline become lifelines. Identify the non-negotiable actions that keep your business moving forward, whether that’s making a certain number of prospecting calls, checking in with clients, or staging or attending networking events. Even on the hardest days, commit to those essentials. The consistency of small, daily wins will keep you grounded and remind you that progress is still happening.
3. Lean Into Your Network
Running a business can be isolating, and when things get tough, the instinct may be to withdraw. But now is the time to lean in. Connect with fellow professionals, mentors, referral partners, or trusted friends. Let them know what’s going on, share ideas, and gain fresh perspectives. Sometimes, the simple act of talking things out can lead to solutions or at least help lighten the emotional burden.
4. Shift Your Mindset from “Failure” to “Data”
A lost client, a missed goal, or a financial setback isn’t a failure, it’s data. It’s feedback about what’s working and what isn’t. Instead of internalizing setbacks as personal defeats, treat them as opportunities to tweak and improve. Ask yourself: What can I learn from this? What adjustments can I make? This small mindset shift can prevent discouragement from turning into paralysis.
5. Remember Why You Started
When things are tough, it’s easy to lose sight of the bigger picture. Take a step back and remember why you started doing this work in the first place. Was it to build financial freedom? Support your family? Help others protect what matters most? Reconnecting with your deeper purpose can reignite your motivation and keep you moving forward, even when success feels light years away.
Tough times are inevitable, but they are temporary. The key is to keep showing up, keep doing the work, and trust that momentum will return. If you’ve been through this cycle before, you know that resilience pays off. And if you’re in the thick of it now, know that you’re not alone.
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