How to Break Through the Slump and Win in This Business - Written By Bill Martin OG

Equis Financial
Apr 18
3 min read

This week’s Blue Blog is a little different. It’s just me—Bill OG—talking directly to anyone out there who might be struggling. Whether you’ve been with Equis Financial for a few years or you’re just getting started, I want to share some insights from my journey that might help you push through obstacles and rediscover your momentum.

You Can Do This—But You Have to Believe It

If you’re wondering, “Am I cut out for this?” let me be clear: you are. Every top producer you admire started where you are. The only real difference is what happens between your ears. The thoughts you nurture directly influence your results. Encouragement, belief, positivity—those are essential. And yes, self-doubt happens to all of us. But how you respond is what matters.

When I started out, I didn’t always feel motivated. There were days I didn’t want to make dials or drive in the freezing snow to someone's house. But I had a reason bigger than myself—my family. That purpose fueled me, and it can fuel you too.

Activity Is the Great Equalizer

Here’s a truth you need to absorb: your activity can make up for nearly any deficiency in this business. Not seeing the results you want? It's probably not your talent—it's your activity level. But what stops activity? The 5%—your mind, your excuses.

Can’t afford new leads? Work the old ones. I’ve cold-called from phone books and knocked on doors. Do whatever it takes. Because whether you're working $2 leads or $30 leads, consistent effort is the secret sauce.

Manage Your Expectations

Most people quit because they expect to hit the ground running with top-tier results. That’s not realistic. You need time to learn: about yourself, your territory, your budget, your clients. Every top producer had a learning curve—including me. Start small. Instead of aiming for 15 more appointments, aim for one extra. Instead of stressing over five clients who need to "think about it," turn one into a “yes.” That’s progress. That’s winning.

The #1 Rule: Stop Quitting

I’ve seen talented people crash and burn—not because they weren’t capable, but because they gave up too soon. One week of success, followed by a setback, and they’re out. If I had walked away after my first rejection or setback, I wouldn’t be here today.

I made a decision early on: I’m going to quit quitting. That shift changed everything.

Protect Your Attitude

Attitude is everything. And yes, life gets heavy. When I joined this business, I was financially devastated. But I had a supportive spouse and a determination to turn things around. If you're surrounded by negativity, distance yourself. Get on team calls. Talk to your manager. Don’t isolate yourself.

Remember: no one can fix you but you. Your mentors can guide you, but you’re the one who has to act.

Don’t Let One Bad Week Define You

Sales come and go. Some weeks are phenomenal. Others—not so much. You need emotional resilience. If an app doesn’t get approved, replace that energy with a new sale. That was my trick. Turn rejection into motivation. Replace the negative memory with a positive win—fast.

You Are a Business Owner—Act Like One

Top producers don’t wing it. They have a weekly plan. They track appointments, not just dials. They treat their calendar like their lifeline. I always say: show me your calendar, and I can diagnose your business. Can’t afford leads this week? Work referrals. Talk to people you know. Don’t underestimate your personal network. You’re building a business. Treat it like one.

Be Relatable. Be You.

People buy from people they like and trust. That’s it. So don’t fake it. Be the person your friends love. Use your real personality. Clients aren’t looking for a polished salesperson—they’re looking for someone real. Some of the best advice I ever got came from Dale Carnegie’s How to Win Friends and Influence People: let others talk. Listen more than you speak. Be present. Be human.

Final Thoughts

If you’re not seeing success yet, it’s likely because you’re:

Not taking enough action
Letting negative thoughts control you
Lacking relatability in your client interactions

Fix those things, and the game changes. Success in this business doesn’t come by accident. It comes by design—with a plan, a mindset, and relentless activity. You've got what it takes. Now go prove it to yourself.