Has there ever been something that you knew you had to do to make money, but you continually avoided doing it? How much money has this avoidance behavior cost you? Prospecting seems to be the number one activity to which real estate agents are “allergic.”
Prospecting Allergy Symptoms
Every behavior, including avoidance, is a learned pattern. Chances are, that there are certain patterns of behavior that you engage in when you are avoiding prospecting. Things that you do when you’re avoiding it, right? When you are considering prospecting are you usually sitting down or standing? Do you have a lot of energy or not much? Do you tell yourself, “I’ve got all day,” “I’ll do it later” etc.? If you sit and think about it, you will probably find that there are certain things that you do which become a routine pattern when you are avoiding prospecting.
Break Down the Pattern
A pattern consists of
- Self Talk
- Self talk is that voice in your head that says “I’m no good at this,” “I need to practice more before I start prospecting.” It’s all the stuff you tell yourself that enables you to either take action or convinces you why you shouldn’t.
- Physiology
- Your physiology has a tremendous effect on your energy. Are you excited, fired up, and ready to do something great? Standing, sitting, rubbing your hands, jumping up and down? Or are you sitting, slumping, or even dozing?
- Focus/Belief – Thinking that nobody’s home or everyone’s home.
- What are you focusing on? Do you say to yourself, “no one’s home right now?” “Everyone must be at work… “ Or do you focus on the next person you call or door knock. Do you believe that will be your next appointment?
Think about this:
What do you do when you avoid prospecting?
- What do you say to yourself? (Write it out)
- How do you move your body? (Write out your actions…)
- What do focus on? (Write it out…)
The All Natural Remedy for Your Prospecting Allergy
TECHNIQUE #1 – Put your body into it:
- Move your body in a new, powerful way.…in a way that makes you feel unstoppable!
- Create your power-move and word ….dial the phone/knock on the door/get in the car…
- Powerful thoughts, moves and words will create big results!
- If your avoidance pattern begins to surface….then (BOOM!) do your POWER MOVE….and dial the phone.
TECHNIQUE #2 – Interrupt your pattern through powerful AFFIRMATIONS!: “I’m alive, excited, and full of energy!”
- I am determined!
- I am fearless!
- I am powerful!
- I am unstoppable!
After you start saying this, with passion and energy, say YES! Then you either dial the phone or KNOCK!
TECHNIQUE #3 – Prospecting Power Questions: (Direct your Focus)
- What do I ABSOLUTELY LOVE about prospecting? Appointments! Results! Closings! Money!
- What RESULTS will I produce today? I will get one great listing appt. today!
- How can I create positive energy? Look excited, be excited!
- What should I say to myself right now….to produce extraordinary results?
Remember:
- Who controls the patterns? “I do!” Who is 100% in control? “I AM!”
- Speak powerfully and you’ll act powerfully!
- Move your body like you are unstoppable and powerful and you will get powerful results!
- Focus on your goals, the rewards, your victories and you will create extraordinary results!
Neil,
Thank you for this message. Very helpful, I appreciate it!
I have been manifesting many avoidance behaviors lately. Need the retreat to do an overhaul, from the neck up & get me back on track! Hope to see you at the SSR!!
All the best
jen
[Reply]
Neil Schwartz Reply:
July 18th, 2010 at 1:39 AM
The good news Jennifer is that you’re aware of it, so now you can easily change it. Make sure you stop by to say to me at the retreat.
[Reply]
Hi Neil,
Thank you for the comments about moving and speaking in a powerful way and making the next call with energy, enthusiasm and anticipation. Who controls the pattern..” I do!” Looking to what I love about prospecting. The ability to generate appointments that lead to closed sales. Have not missed a day of prospecting since July 1, 2010.
Thanks,
Dale
[Reply]
Neil Schwartz Reply:
July 21st, 2010 at 12:16 AM
You rock Dale! How long are you committed to consistent prospecting?
[Reply]
True,…………… Big changes can indeed come with very little change.
thanks, neil.
[Reply]
Neil Schwartz Reply:
July 21st, 2010 at 12:14 AM
Anytime Gil… I look forward to more of your comments.
[Reply]
HI Neil, 25 years ago when I worked for you I thought you were the ‘greatest!’ Today after reading several of your training letters you are still the ‘greatest” Would love to be able to join your oficce,,but life gets in the way sometimes.So, with your permission and my pleasure I will take your training enthusiasm on line….have registered for your seminar..looking forward.I indeed need your wonderful guidance so I can set my goals in place and create a working plan.
Any office in Orange county?
[Reply]
Neil Schwartz Reply:
January 14th, 2013 at 5:26 PM
We just opened an office in Irvine this year.
[Reply]