Measure your sales activity, not your sales results. You have to control what you can control.

Measure the activity, don't measure the result. I watch producers every year go through this emotional roller coaster. I used to go through it myself. And you're oscillating between feeling like you're on top of the world because you got an AOR to to wondering if you have what it takes to even succeed in this business, if you should even just, if you should just give it up and go try something else. And they do this month to month. And it's all predicated on their sales success. And the only metric using to measure that success is wins new revenue. If instead you measured the activity that goes into it, not the result. Here's what I believe happens. Number one, your self esteem improves. Number two, your consistency improves. And as long as you stay consistent and persistent week in and week out with the activity, sales results will take care of themselves.