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This happens to everyone, unless there is an intervention. You must override the pain associated with prospecting Realtors. You can do this by envisioning an even more horrific outcome. That's where behavioral contracting comes in.
A mortgage broker who attended one of my sessions took on this challenge. She planned to give a presentation on her organization's nonprime mixed-use product. She was excited about the full-doc and easy-doc options. She promised herself she would present this product to five people the following week, and if she didn't, the consequence was that she would have to eat a spider.
The promise was realistic, but she got busy that week and failed to meet her goal. So she ate a spider.
Try behavioral contracting yourself: Make a commitment to a specific activity you will do over the next week, and place a penalty on yourself for nonperformance. This can be a fine you place on yourself or an uncomfortable action, such as washing your neighbor's car.
As long as you have someone else enforce the consequence, your brain will see the consequence as the higher level of pain and set the instinct of avoidance in the "on" position.
You can't stop the human tendency of avoidance. But in this case, you will avoid the penalty by taking the promised action.
As such, you can avoid your way to the top.
Bob Davies is president of High Performance Training in Lake Forest, Calif. Davies has presented to many state mortgage-broker associations, as well as to organizations such as HMIC, GMIC, Allied Home Loan, Alpine Mortgage, Credit Suisse, Millennium and more. Call (949) 830-9192; e-mail email@example.com; or visit www.bobdavies.com or www.bobdaviescoaching.com for online coaching.
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