In my journey to be a complete insurance advisor and sales person I have found that The 5 Pillars of a successful sales person have helped me remind myself to keep the main thing the main thing. The customer has to be the main reason you come in every day. Trust me I have bills to pay and I don't want to come off like I don't.  The 5th Pillar is mindset and it is the last pillar but really is the most important one because it addresses the “why” when it comes to the insurance industry. 
The way you think about your job, get ready in the morning and what you think about your clients is what mindset is all about.  Let's look at the Key Principles of Mindset.
Key Attributes:

1. Have S.M.A.R.T. goal for the week/month 
2. Come in ready to get after it (Motivation)
3. How we think and talk about our clients

Smart Goal:S-SpecificM-MeasurableA-AchievableR-RealisticT-Timely (Or Timeframe)
Motivation:Once you have a goal you need to be fueled by something. Of course our children, spouse, retirement, and a comfortable life are the low hanging fruit and there is no more a noble cause. If that is what gets you excited to get after it every day then put your “why” on your mirror, your desk or your background and dig in deep. However, I will tell you if you can start to transition your motivation around meeting clients needs you will come in with an additional purpose and not just you win every day your clients win too.
Thinking about Client:The way we talk about our clients when they are not around is a good indicator of how you truly feel about them. When you hear your colleague talk about “how stupid” or “that guy doesn't know what he's talking about” does it make your blood boil? Do you say anything to them or do you participate? It's certainly easy to get caught up in negative talk especially if you just got off a frustrating call but remember it was you that couldn’t find a way to show them their own needs. It's so important to remember that everyone comes from a different environment and education, and we have to do our best to protect them despite what they believe. When you can come from a place of compassion and care and truly give a crap about them (there will be a whole podcast on this) then they become your own family. Could you imagine telling your work mates how stupid your grandmother is?  Truly caring about your client and being compassionate if they don't know what you know is how you can keep on track with your goals and stay motivated to not have that negative experience happen again. They way you think about your client matters so much when it comes to mindset. 
Closing:Its very hard to teach someone how to build a positive mindset. I imagine you are listening to this podcast because you are very interested in being successful in this industry. I can tell already that you are in it for the long haul. Set a goal, get motivated to attain that goal with a very specific reason and remember that this business is always about taking care of your clients and don't let people around you talk negatively about them and you certainly shouldn't either. Having the right mindset means being all in all the time. Get After it.