There are many forms of call reluctance, the most common has to do with hitting your goals consistently. You may be telling yourself every day that you need to do X number of calls per day. You may even set aside the time to make those calls. When the time comes, other things “seem” to pop up. Sound familiar? The tricky part is that you are in a CONFLICT with yourself:
One part of you is saying, “Make those calls.” This is the goal setting, driven part that is you at your best. The other part of you is saying,” I might annoy someone” or some part of inner conflict like that. The second part usually wins out and you don’t make the calls. The consequence? You wonder why your business is not taking off. You wonder why you don’t have the money you need? The heart of this type of call reluctance is actually self-confidence. We are worrying more about how we are “perceived” by others then we are about our own success. So how do we overcome this problem that is almost universal amongst EVERYONE but the very best of producers? Well, there is no magic formula, but over the years the following tips have proven to work time and again:
- Get clear on the value of what you do. If what you do matters, if you truly see yourself as helping people, then making that call is just doing a service to those people. Listen, people get screwed over every day by bad agents and unscrupulous loan officers and Realtors- I feel it is my responsibility to make sure that the people I care about are protected from BAD mistakes that can cost them thousands. Look at all the pain we are seeing now from people making bad decisions….I won’t let that happen to the people I care about and that includes my clients-
- Create a mantra and repeat it. In his phenomenal book, “The Greatest Salesman in the World”, Og Mandino shares the power of repetition 3 times a day, every day, for 30 days. Create a mantra like, “I am the best agent in this county” or something similar and repeat it to yourself constantly during the day. The mind can not differentiate between reality and what you tell it and the more you envision and embrace the best you can be, the more it will begin to manifest in your life. This is really not much more then the Law of Attraction.
- Worst case, force yourself. Create a penalty if you don’t do it. Something you HATE to do. Get mad at yourself to the point that NOT making the calls is more painful then making the calls. Once that happens, you will naturally make the calls.
There is no easy answer to call reluctance but the above techniques have worked for many people and maybe they can assist you. I hope this adds value to your life this week! To run your project scenario email us at info@thefernandezgroup.com or visit us online at http://thefernandezgroup.com
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