Overcoming Imposter Syndrome in Direct Sales: You’re Not Alone

If you’ve ever looked around at others in the direct sales space and thought, “How are they doing it so effortlessly—and why do I feel like a fraud?” …you’re not alone. In fact, you’re in the majority. In this episode of The Other 99%, Susan and I are getting honest and vulnerable about something that nearly every direct seller experiences at some point: imposter syndrome.

We share the moments where it crept into our own journeys, the ways it can sabotage our confidence and momentum, and most importantly, how we’ve learned to navigate it with more grace and self-compassion.

What Is Imposter Syndrome, Really?

Imposter syndrome is that sneaky, persistent feeling that you don’t belong, even when all evidence says otherwise. You hit a sales goal, sign on a new teammate, or get recognized on a stage—and yet, a voice inside whispers, “You got lucky. You don’t really know what you’re doing.”

It shows up in different ways. Sometimes it’s comparison. Sometimes it’s perfectionism. Often, it’s a quiet fear that you’re not enough—especially when you’re stepping outside your comfort zone. For direct sellers, that might mean launching a new party, going live for the first time, or even just sharing your wins with your team. You wonder, Who am I to do this?

But here’s what we want you to know: that voice? It lies. And everyone—yes, even the top performers you admire—has heard it, too.

The Power of a Testimony Board

One of the most practical things I’ve done to combat imposter syndrome is something I call my testimony board. It’s not fancy—just a digital folder and a few sticky notes on my wall—but it’s full of messages, screenshots, emails, and kind words from customers and teammates over the years.

These are my receipts. Proof that what I do does make a difference.

On days when I feel like I’m not doing enough or not doing it right, I go back to that board. I read the words of people I’ve helped—whether that’s saving them time in the kitchen or helping them find their voice in business. And each time, it’s like my belief tank gets a little refill.

If you’ve never done this before, start today. Screenshot that text. Print that thank-you email. Save the messages that remind you of your impact. Your brain will try to forget, but your board will remind you.

Say It Out Loud: You Are Not the Only One

Here’s something we don’t talk about enough: just how freeing it is to admit you’re struggling.

During our conversation, Susan and I opened up about moments when we felt like we were the only ones who didn’t have it all figured out. But when we started sharing those feelings out loud, we realized something powerful—we’re not alone.

There’s something incredibly healing about saying, “Me too.” When someone else echoes those same doubts and insecurities you thought were unique to you, it brings connection instead of shame. So if you’re feeling like a fraud today, talk to someone you trust. Say it out loud. Let someone else speak truth into your life when you’re having a hard time finding it for yourself.

Courage Comes Before Confidence

So many of us wait to feel confident before we act. But if there’s one thing I’ve learned, it’s that confidence is the result, not the requirement.

Susan shared a quote from Sean Cannell: “Courage comes before confidence.” And it’s true—you build confidence after you do the thing, not before. Every time you show up scared and take that step anyway, you prove to yourself that you can.

Whether it’s posting your story on social media, starting your first cooking class, or inviting someone to join your team—it will probably feel uncomfortable. But that’s where growth happens. The goal isn’t to be fearless. It’s to be brave while you’re still a little afraid.

Flipping the Script on Negative Self-Talk

Let’s be honest—most of us wouldn’t talk to a friend the way we talk to ourselves. If a teammate came to you and said, “I don’t think I’m cut out for this,” you’d build her up, remind her of her strengths, and point to all the ways she is making a difference.

But when you think those thoughts, what do you do? Often, we let them spiral. One small mistake turns into a flood of self-doubt. This is where flipping the script becomes powerful.

You don’t need to go full “rah-rah” with affirmations if that’s not your style. But what if, instead of “I’m terrible at this,” you said, “I’m still learning how to do this”? That simple shift from criticism to curiosity can change everything. Language matters—especially the words you speak to yourself.

Find Your Safe Circle

One of the best remedies for imposter syndrome is community. Having even just one or two people who “get it” can make all the difference. Not the people who always tell you what to do—but the ones who listen, remind you of your why, and hold up a mirror to show you who you really are.

For Susan and me, those friendships have been vital. When we’re doubting ourselves, we’ve learned to lean in—to ask for a pep talk, to share a win, or to admit when we’re struggling. Because often, someone else sees your magic more clearly than you do in the moment.

Find your people. And if you don’t have them yet—keep showing up, reaching out, and being honest. The right ones will find you.

Final Thoughts: You’re Not Broken—You’re Growing

If you’ve been feeling like you don’t belong in your business—or like you’re constantly behind—please hear this: You’re not broken. You’re just growing.

Imposter syndrome doesn’t mean you’re not cut out for this. It means you care. It means you’re stretching into something new. And that is exactly what success looks like in this business. Not perfection. Progress.

Keep going. Keep showing up. You belong here.

🎧 Listen to the Full Episode

Catch the full conversation with Susan on The Other 99%. We laugh and we keep it real. If this episode speaks to you, please share it with someone else who might need the reminder that they’re not alone.

📩 I’d love to hear from you! How has imposter syndrome shown up in your journey—and how have you worked through it? Send me a message, comment on social, or share your story in a review.