Last week we talked about standards.
Execution.
Doing the right things whether you feel like it or not.
This week, let’s clear up one of the biggest lies in our industry.
Most agents think confidence comes before action.
It doesn’t.
Action comes first.
Confidence follows.
Here’s what most people get wrong:
They wait to feel ready.
They wait to feel motivated.
They wait to feel confident.
And while they’re waiting…nothing happens.
Top agencies flip the order.
They don’t ask,
“Do we feel confident today?”
They ask,
“What’s the next action?”
Confidence isn’t a mindset issue.
It’s an activity issue.
You don’t build confidence by thinking.
You build it by doing.
The trap:
On slow weeks, activity drops.
Less outbound.
Less follow-up.
Less urgency.
Then confidence drops right along with it.
And suddenly the story becomes:
“The market’s tough.”
“People aren’t buying.”
“This month’s weird.”
Top agencies don’t let confidence dictate behavior.
They let behavior dictate confidence.
The shift:
Momentum is created mechanically, not emotionally.
When activity stays consistent:
• Conversations increase
• Wins stack up
• Confidence compounds
Not because anyone gave a motivational speech…but because the work got done.
Try this:
This week, stop asking how you feel.
Instead, ask:
What’s the first outbound action of the day?
When is follow-up blocked on the calendar?
What activity happens even on “off” days?
Do the action first.
Let confidence catch up later.
Because it always does.
Next step:
If your agency’s production swings with mood and motivation, that’s not a people problem, it’s a process problem.
And processes are exactly what Ignite Agency Training helps build.
— Zach Sabin
Founder, Ignite Agency Training
👉 P.S. Next week, we’ll talk about why most agencies are trying to do too much — and how focus, not effort, is usually what unlocks the next level of growth.