The Most Important Thing to Control in Your First 90 Days as an Agent

Your manager is talking about sales targets. Your family is asking if you’ve made a sale yet. Every part of your new career as a supplemental insurance agent screams one word: results.

But what if focusing on results is the very thing holding you back?

It’s the great paradox of this business. You absolutely need results to build a career, but you can’t directly control them. This creates a vicious cycle of anxiety, hesitation, and inaction that crushes more new agents than anything else.

In the next three minutes, I’m going to share a simple shift in focus that will not only reduce your anxiety but will, ironically, lead to far better results. It’s about taking back control of the one thing you can.

The Myth of Controlling the Outcome

Let’s be honest: you cannot control whether a business owner says “yes.” You can’t control if their budget is frozen, if they had a bad experience with another agent last year, or if their gatekeeper is having a bad day. Those factors are invisible and completely outside your influence.

When your entire sense of progress is tied to these unpredictable outcomes, you’re signing up for an emotional rollercoaster.

You feel a massive high on a “yes,” but a crushing low on a “no.”

You start to hesitate, developing “phone-fobia” because you fear the sting of the negative outcome.

You measure your days as “good” or “bad” based on things you couldn’t control in the first place.

This is a recipe for burnout. But there is a better, more professional way to operate.

The Power of Controlling Your Actions

The “Mentally Awake” approach is to shift 100% of your focus from the uncontrollable outcomes to the completely controllable actions.

Your job isn’t to get a yes. Your job is to flawlessly execute the process that earns a yes.

Think about it:

You can’t control getting three appointments, but you can control making 50 well-researched outreach calls.

You can’t control closing a new account, but you can control doing thorough pre-call prep and asking insightful questions during the meeting.

You can’t control getting five referrals, but you can control asking every happy client for them using a simple, professional script.

This isn’t a consolation prize. This is the real work. When you focus on your actions, you’re no longer a gambler hoping for a lucky hand; you are a professional executing a proven process. The results simply become a byproduct of your consistent, disciplined effort.

How to Implement This Today

I want you to create a new scorecard for your day. It has only one question on it: “Did I do what I said I would do?”

Here’s a tangible exercise to put this into practice immediately:

At the start of your day, write down two mission-critical, controllable actions you will complete. For example:

I will contact 20 new businesses from my target list.

I will follow up with the 5 prospects I met with last week.

That’s it. At the end of the day, your success is not measured by how many appointments you booked or policies you sold. It’s measured by whether you checked those two boxes. This is how you build unstoppable momentum and unshakeable confidence.

Success in your first 90 days isn’t about becoming a master closer overnight. It’s about becoming a master of your own actions. This is the foundation upon which a long, profitable, and enjoyable career is built.

This concept is the cornerstone of what it means to be a “Mentally Awake” agent. In fact, it’s the very first lesson in a complete 14-day system I’ve built to help new agents like you go from feeling invisible to becoming invaluable.

If you’re ready to trade anxiety for a clear, actionable plan, sign up for my free 14-Day “Invisible to Invaluable” Email Course. You’ll get a daily, 5-minute lesson and one simple action step to build the habits that lead to predictable, long-term success.