Ever feel like you’re not good at your job and that you’ll eventually be found out? If so, you’re not alone—many people, including insurance agents, feel the same way.
It’s called impostor syndrome, and it’s when you feel like you’re not really qualified or good enough for the success you’ve had. You might feel like you’re just pretending to be good at your job and that, eventually, your boss will realize that you’re not as great as they think you are.
Impostor syndrome is common in sales because success relies on confidence. If you don’t believe in yourself, neither will the people you’re pitching.
Fortunately, there are several ways to overcome impostor syndrome effectively. Next, you’ll learn what it is, how to tell if you’re experiencing it, and how to get rid of it.
What Is Impostor Syndrome?
Impostor syndrome is a psychological phenomenon in which people feel they’re not qualified, intelligent, or capable enough for their current accomplishments. It can lead to feelings of insecurity, self-doubt, and anxiety.
According to the Journal of General Internal Medicine, up to 82% of people experience impostor syndrome at least once.
Dr. Audrey Ervin, a clinical psychologist, said, “there’s an ongoing fear that’s usually experienced by high-achieving individuals that they’re going to be ‘found out’ or unmasked as being incompetent or unable to replicate past successes.”
Impostor syndrome often affects overachievers and highly capable perfectionists. If it persists, it can lead to difficulty achieving goals, as well as a decrease in motivation and self-esteem.
Is Impostor Syndrome Common in Sales?
Impostor syndrome is widespread in sales because success relies heavily upon self-belief.
If you don’t believe in yourself and your product, then it’s unlikely that someone will want to buy from you. Even if you make a legitimate sale, impostor syndrome can make you think it was luck or that you fooled the customer
This mindset leads to lost confidence, decreased motivation, and difficulty closing deals. It also causes you to miss out on potential opportunities because you don’t believe you can close the deal.
How to Tell if You’re Experiencing Impostor Syndrome
Impostor syndrome can take on different forms, depending on the person. That said, there are some consistent signs to watch for if you believe you’re experiencing it:
- You feel like a fraud—you’re not qualified or good enough for your job
- You feel like you’re always on the edge of being “found out”
- You attribute your successes to luck or to fooling people
- You have difficulty taking compliments
- You feel like you have to prove yourself all the time
- You focus on the negative feedback or criticism and ignore any positive feedback
How to Overcome Impostor Syndrome When Selling Insurance
Self-doubt and insecurity are too common and affect more people than you realize.
Fortunately, with the right tools and strategies, you can overcome doubt and return to feeling successful and confident. Here’s how:
1. Stop Comparing Yourself to Other Agents
Comparing yourself to others is a sure way to feel stressed and inadequate.
It’s natural to compare ourselves to others, but it’s crucial to remember everyone is on their own path. Everyone has different experiences and circumstances, so what works for someone else might not work for you, and vice versa.
Beating yourself up for not measuring up to someone else will only hold you back from reaching your full potential. Instead of comparing yourself to others, focus on what makes you unique and your strengths.
2. Set Strategic Goals and Visualize Your Success
Write down short-term goals that you can accomplish and set realistic deadlines for yourself. Once you’ve achieved your goals, reward yourself and take pride in your success.
Visualization is also a powerful tool to help you focus and manifest your desired outcomes. Visualize yourself succeeding at each step of the sales process and boost your confidence and motivation—especially when you’re tempted to do the opposite.
3. Externalize What You Feel
When you have impostor syndrome, you might feel like you’re the only one struggling and that everyone else has their act together.
One way to deal with these feelings is to talk about them with someone else. This could be a friend, family member, therapist, or anyone else you trust and feel comfortable confiding in.
Talking about your struggles can help take some of the power away from them and remind you that you’re not alone. Everyone has challenges and struggles, so if you’re feeling like an impostor, try reaching out to someone and talking about it. It might make you feel a little better.
4. Be Honest About What You Know (And What You Don’t)
Be honest with yourself (and others) about your successes, failures, strengths, and weaknesses. It can be challenging—no doubt—but it’s essential if you want to overcome your hesitations.
Honesty will help you see yourself more clearly and identify areas where you need to improve. It will also help you accept your successes and feel more confident in your abilities.
It might seem simple, but it can be tricky, especially if you’ve been dealing with impostor syndrome for a long time. However, it’s vital to start recognizing your accomplishments and accepting that you are good enough just as you are.
5. Develop a Healthy Response to Failure
Henry Ford once said: “Failure is only the opportunity to begin again more intelligently.”
Don’t be hard on yourself when you don’t meet your goals or make mistakes. Remember that failure is a natural part of life and is the only way to improve.
How you react to failure will determine how successful you become. If you have a healthy attitude towards failure, you see it as a chance to learn and grow.
You use it as motivation to keep going, and don’t let it defeat you. But if you don’t react to failure in a healthy way, it will weigh you down and keep you from making progress.
A healthy reaction to failure includes accepting responsibility, recognizing what went wrong, and taking steps to prevent future mistakes. The sooner you accept your failures, the sooner you can move forward and make changes for the better.
6. Recognize Your Achievements
Make sure you credit yourself for your successes, no matter how small. Write down your successes, even the smallest ones, and go back to them whenever you’re feeling down.
Focus on the achievements you’re most proud of, and take pride in knowing that you accomplished them. This will help to build your sense of self-worth and give you more confidence.
For example, if you’ve recently closed a big deal, take the time to recognize and celebrate that success. Go to dinner, buy yourself a gift, or do something else to help you appreciate this milestone.
7. Upskill and Reskill
A third of employees lack confidence in their skills and knowledge. One of the main reasons why impostor syndrome is so common is because today’s workplaces are fast-paced and constantly changing.
It can be challenging for many to keep up with the latest trends and technologies, making you feel like you’re not good enough. That’s why it’s essential to keep learning and improving your skills.
By continuously learning new things and keeping your skills sharp, you can combat impostor syndrome and stay ahead of the game. As your skillset grows, so will your belief in yourself and your abilities.
Especially if you’re new in the field, it can be tough to compete with experienced insurance agents.
That’s where Insurance Bob comes in – you can access an extensive course that teaches you how to be successful in your craft for free! You can learn new skills that experts are already using in just 30 days.
8. Let Go of Perfection
We all want to do our best and put our best foot forward. But striving for perfectionism can actually work against us.
Why? Because when we’re always trying to reach an unattainable standard, we set ourselves up for disappointment and frustration. We also miss out on opportunities to learn and grow from our mistakes.
So instead of being hard on yourself over every little thing, try to focus on the progress you’re making, no matter how small it may be. Don’t let perfect be the enemy of good.
Also, build a support network of people who understand what you’re going through. This could include people you trust, family members, or professionals like a therapist, coach, or mentor.
When battling self-doubt, the right people in your corner can make all the difference.
9. Reward Yourself for Your Achievements
Finally, make sure that you give yourself credit for your wins and successes. Celebrate your achievements, no matter how small, and use them as motivation to stay on track
When you do something well, recognize and savor the success. It will help you internalize the success and build your confidence for the next challenge.
Whether it’s a pat on the back, a night out with friends, or a little treat, find ways to acknowledge and reward yourself for your successes. This will help you stay motivated and remind you that you’re capable of greatness.
Wrapping Up
Remember that you’re not alone in your struggle, and reach out to those who understand. But, most importantly, give yourself permission to make mistakes and be honest about your knowledge and skills.
By taking control of your feelings, you can identify and address the root cause of your impostor syndrome and break free of self-doubt.
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