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  • Category Archives Self-Motivation
  • Suck It Up and Drive On

    Guest Post By: Brent Widman

    drive on
    We get told no every day—from the time we wake up until the time we go to bed. It may come in different forms. It may come out of nowhere. We probably don’t even recognize how many times we get told no or tell ourselves no. We do it so regularly that it becomes normal.

    I’m in sales. I not only sell, but I help people sell. There is a lot of “Suck it up” that goes into that. Not only getting past it but also helping others get past it. Let me count the ways:

    There is never enough time.
    Your prospect says, “Not right now. Can you get back to me?”
    You don’t have anyone to call.
    You’ve been calling the same people over and over.
    You’re holding onto that false sense of hope that someone might do business with you.
    You compare yourself to others.
    You’re not hitting your goals.
    Your prospect says, “Call me back in six months.”
    You’re not present in the moment, always thinking about more.
    You’re not reaching your potential.
    You have dreams but aren’t accomplishing them.
    You’re calling people, and they aren’t interested.
    You’ don’t have enough money.
    You don’t want to practice.
    Your prospect says, “I need to think about it. “
    You go on useless appointments.
    You have call reluctance.
    You shut it off at the end of the day. I’ll start tomorrow.

    These are just a few things salespeople go through each and every day. What exactly does it mean to suck it up and drive on?

    As a salesperson, we got into this profession for a reason. Not because we had to, but when it’s all said and done, because we chose to. We chose to get beat up, shot down, put down, argued with, get told no, have a thick skin.

    We did it for so many reasons.

    Maybe we are driven by guilt? We are in student loan debt, credit card debt, house debt, car debt. We may get home at night and our kids or family want us to be home on time or not take those calls. We are driven by doing more because all that is depending on us.

    Some of us are driven by money. We just want to make as much darn money as humanly possible. That’s only going to get us so far. Eventually, we have to find a new reason.

    We may be driven to fill a void. This is our way to win. We want to win that sale, that appointment. We want to get that person to say yes and ride that high.

    Then there’s where most of us fall under—what most of us are driven by.

    We are driven by dreams. Things we want to have. Things we want to achieve. Places we want to go. Things we want to do. We want to provide for our family, kids, spouse, or those around us. Things we want to accomplish. We want to do all those things we never got to do.

    This is exactly why we need to embrace the suck. We are in the number-one profession in the world in that we can make an unlimited amount of money if we do what we are supposed to. If we see past our excuses, take action, work at it, hire a coach and be a student of the game. We need to realize we will never be perfect, and you know what, that’s okay.

    You may miss a goal. You may miss a deadline. You may miss that big sale. Suck it up and drive on. The best part about sales is we always get to start over. Whether it’s the next day, month, or year. We get to do it again; it resets. Go out and do the things you need to do to hit those goals.

    The only person standing in your way is you. Suck it up and love it! It’s worth every second. You will be better at what you do, inside and outside of work. Life happens. Embrace it.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • It Doesn’t Have To Be All Or Nothing… It Just Has To Be Something

    Guest Post By: Brent Widman

    all or nothing...

    What are you doing to make yourself better?

    As sales people, we tend to skate by. We wing it if you will. We do just enough dials. Do just enough meetings. Ask for referrals to have just enough people to call. Make just enough money. Play the game just good enough to get by.

    So many times we aren’t doing the things it takes to be successful. The thing is, we look at it as it has to be all or nothing. I have to read the whole book. I have to make 50, 75, 100 dials a day or I’m not doing anything. I have to sell X amount to be great. I have to have so many meetings or I’m not doing enough. We put our energy into our results, and not into our activity.

    We get frustrated. We shut down. We stop doing it because it’s not working. We get close, but we can’t see the light. We start making excuses. Telling ourselves we aren’t good enough. People aren’t buying. We might lose our self-confidence. We lose the person that got us to where we are. The person that was doing the work. The person that was doing something, not nothing.

    You’ve heard that consistency is the key. I’m here to tell you nothing will beat it. Consistently asking for referrals. Consistently doing your dials. Consistently setting meetings. Getting in front of people, reading, practicing your language, getting up early, planning your day. Consistently being consistent will conquer all of those things you struggle with daily.

    Consistently putting your energy into your activity and not into your results will get you to where you want to go.

    I was having a conversation with a coaching client the other day. This quote comes from him.  We will call him Kyle. “Doesn’t have to be all or nothing, just has to be something.” That’s the art of not giving up. When you don’t feel like it, you still do it. When you want to stop, you do one more. If it’s 5:00 pm, 6:00 pm or whatever time it is for you, do you stop for the day or do you do one more call?  Do you talk to one more person? If you have to get up early to do something, do you do it? Do you know why?

    Because something is better than nothing.

    I want to thank you, Kyle, for being a true example of this. I want to thank you for being coachable, committed and willing to change when the things you were doing just weren’t working the way they should.

    There are times when doing something is better than doing nothing.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Impossible…Really?

    Guest Post By: Kitty Barrow

    How do you respond when people tell you that something you want to do is impossible?

    What if the WHOLE WORLD believed what you wanted to achieve was humanly impossible? Not just impossible, but, what if they said reaching your goal could put you in danger and maybe even lead to death?

    Untitled designWould you stop and find a new dream?

    What if you went to a big prospect or a big competition that you had prepared for years to be successful with and you blew it? Would you consider giving up and quitting?

    That is what Roger Bannister did. When he finished 4th in the 1952 Olympics, his dream of winning an Olympics Gold medal was gone. He considered himself a failure and spent 2 months considering if he should quit his sport forever.

    Then he and his coach set a new goal…for him to be the first man to run the mile in under 4 minutes. “Impossible” – right? Experts say that your heart might explode at those speeds!

    Do you think he then went out and suddenly ran that fast? Of course not, he did what all top professionals do…he trained hard. He worked hard. He made his life uncomfortable. He did things that were inconvenient and painful.

    Because this man didn’t listen to skeptics….Because this man decided to put aside his feelings of self-doubt and failure…Roger Bannister will be known forever as having accomplished one of the greatest sports moments ever.

    LET ME ASK YOU….what is your dream? What has God gifted you to do that you are letting yourself believe you can’t do? What excuses or rationalizations are you allowing yourself to believe about what is holding you back?

    Decide today…will I listen to the naysayers (even if the naysayer is between my ears) or will I live my dream and possibly make my mark in history.

    It’s funny sometimes how the choice is all YOURS and the first step is just believing in that.

     

    Kitty Barrow is a Senior Partner and Executive Sales and Leadership Coach of Southwestern Consulting. She specializes in creating successful systems that are easily duplicated. Her motto is “Keep Things Simple for Stress-less Selling.” Kitty has trained thousands of sales professionals in companies such as Wells Fargo, MassMutual, New York Life, Xerox Global and Allstate


  • How to Let Go of Feeling “Busy”

    Guest Post By: Rory Vaden

    fear-of-loss

    “I’m SO busy.”

    You hear it all the time.

    In fact, we hear it so much, we should all just assume that everyone is that way and we can all stop saying it.

    Because there is a maximum level of busy.

    There are only 168 hours in a week, and if every single hour is planned and occupied, then you’ve reached the maximum level of busy.

    However, there is no maximum capacity to your mental toughness.

    There is no maximum capacity to your peace of mind.

    There is no maximum capacity for your ability to handle stress.

    Which means that the mental capacity of what you can handle should far exceed the physical and finite time constraints of what you have available in your calendar.

    Multipliers seem to have figured out that carrying stress isn’t a necessary prerequisite of having success.

    Anxiety isn’t an automatic byproduct of achievement.

    And busy isn’t a mandatory requirement of building greatness.

    You don’t have to be stressed.

    You don’t have to feel anxiety.

    You don’t have to feel busy.

    Those are all choices that you allow yourself to make.

    Those are all emotions that you allow yourself to feel.

    But you are bigger than your problems.

    You are tougher than your challenges.

    And you are stronger than your challenges.

    So you can let those feelings die because they aren’t serving you.

    You can stop telling yourself that “you’re so busy” because it’s not new information to you that your calendar is full.

    And you can stop telling everyone how busy you are so that maybe we all can stop this invisible competition about who has the most going on.

    Instead, all of us can move on to getting things done powerfully, productively, and peacefully.

    All the while knowing that if we’re working as hard as we can, doing the best we know how to do with what we’ve been given, then no one – including ourselves – can ask us to do anything more.

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Don’t just work hard. Do the hard work.

    Guest Post By: Rory Vaden

    hardwork-1-560x294Working hard is not the key to success; it’s merely the price of admission. 

    Hard work alone isn’t enough to bring you everything you want. 

    Because if you’re working hard at the wrong things then they won’t take you to where you want to go. 

    You have to work hard at the right things if you want to achieve your desired destination. 

    Which introduces a second element to the equation. 

    Because not only do you have to work hard, you also have to work hard at the right things. 

    So what are the right things?

     Actually, it’s usually pretty simple to identify them. 

    Typically the right things, the best things, the most significant things you can do to achieve your goal are often the things you know need to be done but you most don’t want to do. 

    They are the things that nobody likes to do. 

    If you’re trying to build muscle, it means doing pull ups or leg day. 

    If you’re trying to lose weight, it means cutting your alcohol, carbs, or sugar intake. 

    If you’re in sales, it is prospecting. 

    If you’re trying to get out of debt, it’s making and following a budget.  

    In other words, it’s not enough to just work hard.  

    You have to do the hard work. 

    You have to do the things you don’t want to do. 

    You have to do the things that other people aren’t willing to do. 

    You have to do the things that you know are good for you, but they are hard. 

    You don’t do them because the goal is to make life as hard as possible. 

    Quite the contrary, you do them because they ultimately make life easier.

    But that path is predicated on the unpopular truth that the shortest most guaranteed path to a more productive life is to do the hardest parts of things as soon as possible!

    You don’t just work hard. You do the hard work. 

    And if you that… 

    If you work hard…

    And you also do the hard work…

    Then you will start to find that eventually, things get easier and easier. 

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Unconditional Confidence

    Guest Post By: Dustin Hillis

    Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence quickly and end up with Unconditional Confidence in every area of our lives.

    confidence

    The 3 Types of Confidences: False Confidence, Conditional Confidence, and Unconditional Confidence.
    False Confidence is saying you can do something, but deep down inside you think there is no way you can actually do the task. It is fake self-talk. A good example is someone whose group of friends talks and acts as though they were superman or superwoman, but when put into an unfamiliar selling situation, they change from superman to super-scared. False confidence comes from F.E.A.R. which is False Evidence Appearing Real. Sometimes we all have false confidence and “fake it until we make it”. However, we all want to move out of false confidence as quickly as possible.
    Conditional Confidence is why a sales job can be frustrating and emotional. Why do you think that selling can be frustrating and emotional? It’s because we develop conditional confidence and attach our self-worth to results (aka whether or not we make a sale). Many people have made one, two, or three sales in a row and their confidence goes way up. Then they go a day, a week, or a month with no sales and their confidence bottoms out. Conditional Confidence hits peaks and valleys like a roller coaster. This confidence is conditional on the outcome or result.
    Unconditional Confidence is the most important type of confidence. It separates all top producers from average. Top Producers who strive for unconditional confidence have that something special—charisma, swagger, or mojo. How do you develop Unconditional Confidence? Unconditional confidence is based on your beliefs and habits. To develop unconditional confidence, you need to know that you do have innate skills and that your momentum comes from your work habits. Every day you can gain more confidence by focusing on the habits that are within your control.

    There are 3 key areas that anyone can control every day:

    Your attitude, self-talk, and energy level. No one can control your attitude besides you. Knowing and believing you are created for a purpose and having positive self-talk is the most important area of focus in anyone’s life. Your energy level is a choice. Your attitude is a choice.
    Your schedule and time management. You determine what time you go to sleep, when you wake up, what time you make your first prospecting call, what time you make your last prospecting call, if you’re going to work on the weekends, or not. You are in control of your time.
    Your activity. No one can force you to work. You have to decide to get as much done as possible with the time allowed. Break your day into goal periods and decide what you are going to do with your time every minute, every hour of every day. Elon Musk (CEO of Tesla, Space X, and Solar City) breaks his day down to 5-minute time blocks that are scheduled before he starts every day.
    The key to being unconditionally confident and having self-worth in business is to not attach your self-worth to how much you produce. Your gauge on whether or not you’re doing a good job is based on work habits – Activity, Attitude, and Schedule. That way at the end of the day, you look in the mirror and don’t ask yourself “did I sell anything today?” Instead, you will ask yourself, “Did I focus on controlling the controllable habits today and do my dead level best?” When you are growing and improving every day in your beliefs and habits, you are creating Unconditional Confidence.

    A good positive affirmation to use when forming unconditional confidence is saying to yourself every day when you look into the mirror:
    “I do not expect success all the time, but due to the belief in my gifts and God-given abilities in addition to my knowledge and acquired skills, I can be fearless in the moment. In reality, self-worth has nothing to do with the outcome. So when the pressure comes, I cannot hesitate. Knowing sometimes I will do well and sometimes I won’t, regardless, I know failure is temporary and success will happen with perseverance.”

     

    Dustin Hillis is the Co-founder of Southwestern Consulting. He is an expert in understanding buying, selling and management behavior styles and how to identify them and adapt to people the way they want to be communicated with. He also specializes in writing efficient and effective Customized Sales Scripts/Word Tracks. Mr. Hillis consults companies on creating Compensation Plans, Recruiting Systems and Sales Strategies. Dustin is the author of the book Navigate: The Art of Not Thinking and co-author of Speaking of Success along with Stephen Covey, Ken Blanchard and Jack Canfield


  • 3 Steps to the Art of Growth

    Guest Post By: Dave Brown

    Screenshot 2017-01-31 09.33.16

    Let me fill you in on something that has been life changing. Most of you know my background with selling door-to-door with Southwestern, now hitting the phones with Southwestern Consulting. Well, at one point things got stagnate. I wasn’t sure what was going on, and I felt like nothing was moving forward. Have you ever been there? Are you at that point where some things are just falling apart?

    I have the solution for you. IDP.

    Identify.

    Duplicate.

    Perfect.

    You are in control of how great you become, and how great you get at prospecting… or anything.  This is a process, a simple system, that allows you to keep getting better and growing every single day.

    First step: Identify

    Each one on you has done great things and accomplished a lot in your life. Personal or professional, you have had some success. Let’s remember that time. Take yourself back there, and where you were mentally. Think back to when you had your best day ever. What did you do that day? How did you sound? What did you wear? What were you saying to yourself that day? Take yourself back to that place and think through those things when you were at the top of your game and make a list. Remember how people treated you and what they said to you. Write down how you were feeling, and just what was going on. This will be your first step.

    Second step: Duplicate

    Pretty simple. Every Sunday I have IDP time to recap the week and think about every great thing I did the week prior, so on Monday, I can duplicate those actions. I can repeat what it was about the week before that made a positive impact, and carry it on to the next week. Maybe you just start smiling at everyone. That is something you can repeat while helping yourself and others. Consciously be aware of the things that make you feel accomplished so you can continue doing those things. You will naturally start duplicating these things, which will lead you to the last step.

    Final step: Perfect

    Perfect what you know works. Perfect those processes and systems. You become amazing at calling people and prospecting. You grow and get better while you’re out serving others and changing people’s live through what you do. This is the perfection process.

    It starts with identifying, then you duplicate, then you perfect the great you that you are. Where I am at today, and the things that I have accomplished and keep doing, come from IDP. I continue to take these steps and great things unfold. You can do it too!

    Prospecting mastery is a habit and can be achieved by anyone dedicated to working a system better than anyone else ever has. Go out, get your habits and identify, duplicate, and perfect the best you! Go get it today!

    What is something you have done that you are so proud of, and continue to do? What have you perfected because you identified and duplicated it? Let me know! Tweet me @davebrown_swc or message me on LinkedIn. Let’s connect and grow together!  

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Whether You Believe It or Not, It’s Probably True

    Guest Post By: Amanda Johns Vaden

     

    “Whether You Believe It or Not, It’s Probably True.” That’s actually one of my very favorite quotes because I actually do believe that.

    true

    What I have found in my own personal life is that when I believe I can do something, I typically find a way. If I don’t really believe that something can happen, I rationalize my way out of trying to make it work.

    Have you ever done the same thing?

    Here’s the biggest question for this week’s blog:

    What do you believe that is actually possible in your life?

    Now that’s a really big and somewhat vague question because it could be personal, professional, or about your fitness life. It could even be about your financial life, your career, or your relationships. But the question remains the same.

    What do you believe in your life that you actually think can come true?

    That’s what I want to pause and think about this week.

    It’s Sunday night and I’m actually driving to a study with some of my girlfriends. As I sit and think about that question to myself, one of the things I notice that happens quite often is I immediately go to the realistic.

    I immediately go to things that are already in motion. I already think, “What are things that already have a track to run on and what do I just need to finish?” I wonder about the things that seem possible.

    I rarely think about the things that seem impossible. What are the things that could happen with a little creativity and ingenuity? Who are the people in my life who could help me make impossible things possible?

    Regardless of where you are and what, you believe on this stance here’s one thing I know to be true:

    Mind really does overcome matter.  

    If you believe something, more than likely you can find a way to make that become a reality.

    I also believe the opposite. If you don’t believe something is possible, you’ll never give it enough attention, effort, or resources for it to even become a glimmer of hope in your imagination.

    As you read this blog this week, I hope it helps you challenge your thinking with one thing:

    What is potentially impossible that actually could be possible with a little creativity, a little willpower, and the right people coming together to help you?

     

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up.

    To visit Amanda Johns Vaden’s website, click here.


  • 5 Practices that will Make You a More Grateful and Happy Person

    Guest Post By: Rory Vaden

    Living-a-happier-lifeWe think of gratefulness as a soft skill, but I am very convinced that it is as tangible, practical, and pragmatic as learning to balance a checkbook or lift a set of weights.

    In fact…

    What working out is to looking good…

    and

    What balancing your checkbook is to being rich…

    is exactly

    What being grateful is to feeling happy.

    Learning to do the disciplined work of counting your blessings is the necessary and required skill for you to feel happy.And when you are counting blessings you will be happy because you are thinking about all that has been given to you instead of all that you don’t have.

    Here are 5 daily practices that will help you strengthen your “gratitude muscle” which will lead to a happy heart:

    1.     Choose to say thank you first thing in the morning – If you aren’t consciously thinking about the good things in your life, then you will often unconsciously start thinking about the challenging things. And the battle for your mind starts the first second that alarm clock goes off. I challenge you to make the VERY FIRST THOUGHT in your mind the moment you hear the alarm start with “Thank you for_____.” And then keep repeating it as many times as you can filling in the blank with different things.

    2.     Have high expectations of giving and no expectations of receiving. – Unmet expectations are a great source of our dissatisfaction. So having high expectations of what you deserve, what you feel is owed to you, and what you’ve earned sets you up for disappointment and makes it hard to be grateful. On the contrary, when you don’t feel like you deserve anything, then everything that comes to you is a wonderful blessing. And there is something magical about how appreciating your blessings brings more abundance into your life. By the way “giving without expectation of receipt” is the definition of the word Grace.

    3.     Respond to negative situations by counting blessings – Every time you are tired, upset, discouraged, frustrated, angry, or sad immediately catch yourself and start listing off all of the things you are thankful for – just like how you started your day. This is very hard; but if you can develop the discipline to do this one thing, it will drastically change your life.

    4.     Notice and engage with people who have less than you. – The more you pay attention to, and spend time with people who have less than you, the more your eyes are opened to all of the amazing blessings you have in your life that you take for granted. This can be volunteering, donating, or just mentoring people. It also reminds you how far you’ve come and how lucky you are.

    5.     Say thank you and give credit to those around you. – When you take credit for things, when you say “I did”, and when you believe it was all you, you start to feel owed. When you give away credit you are constantly intentional about the work and help of everyone around you. You start to realize that even if you did 100% of the work, there was a whole army of people in your life who made choices that helped create the circumstance you are in that enables you to do anything and everything you do. If there’s one thing on this list I’ve done wrong, it’s this one. Trust me, it’s not a good way to live – and it’s the fastest way to push those people who are so important to your success far, far away.

    Do these 5 pragmatic things. Practice them often. They won’t be easy, but they are simple. Like everything else, it’s just a decision to “Take the Stairs.”

    Self-Discipline Strategist Rory Vaden’s book Take the Stairs is a #1 Wall St Journal, #1 USA Today, and #2 New York Times bestseller. As an award-winning entrepreneur and business leader, Rory Co-Founded Southwestern Consulting™, a multi-million dollar global consulting practice that helps clients in more than 27 countries drive educated decisions with relevant data.  Additionally, as the founder of the Center for the Study of Self-Discipline (CSSD), his insights on improving self-discipline, overcoming procrastination and enhancing productivity have been featured on Fox and Friends, Oprah radio, CNN and in Fast Company, Forbes, Inc and Success Magazine. 


  • Facing Fear

    Guest Post By: Jay Wang

    Fear is the root of many challenges we face in life. If we really dig down, at the core of things, like worry, doubt, anxiety, depression, etc. you will find fear. Even things like rage, selfishness or apathy can be traced back to fear.

    Fear…Recently a few close friends and I went downhill mountain biking at a local ski resort, in the summer time you can take the ski lift up with a downhill mountain bike and hit some intense descents. It was really scary and admittedly most trails there were several levels higher than my current skill set. For those of you not familiar with mountain biking, the difference between cross-country or trail riding and downhill riding is exponential! We are talking huge jumps and turning corners that you can get horizontal in!

    I had gotten advice that often in an ugly situation where you are about to crash or… say hit a tree, you actually need to let off the brakes so that you can gain control, get traction, steer around the obstacle and ride out the situation. Counter-intuitive to say the least. I experienced this first hand noticing that the more afraid I felt, the more I seemed to use my brakes. The more I used my brakes the less traction I had, especially when over breaking and the more out of control I felt! I had to really face my fear and constantly focus on using my body and going with the flow of the trail vs my default fear based reaction to slam on the brakes. It ended up being an epic adventure, a good time and a victory!

    Sales, business, and life work the exact same way. Look at our fear based reactions like call reluctance, procrastination or self-sabotaging our own success. They again can all be traced back to a core element of fear.

    Here are a few steps to help you face your fears!

    1. Know the Enemy!  What are you afraid of? Name it and write it down. Acknowledge it and you may start to see how insignificant or unlikely it is. Understanding fear helps us to better react to it in the right way. Many of us have heard the old acronym that F.E.A.R. is False Evidence Appearing Real. Though I agree entirely I would also like to submit that many times there is something very real we fear. Going back to my downhill mountain biking trip, I forgot to mention, that day we saw two broken collarbones and one guy got carried off in an ambulance. Believe me, the danger and risk was very real. HOWEVER, fear is a multiplier! It takes that risk and it exponentially multiplies that which we are afraid of! It snowballs in our creative imagination and becomes a monstrosity. So awareness is key!

    2. Do Battle with the EnemyFear is a cunning foe, you can not fight it by attacking it directly because whatever we resist persists. You can’t fight the fear of falling on a mountain bike by saying, don’t fall, don’t fall, don’t fall. Guess what your mind focuses on?!?  That’s right! Falling! And what usually ends up happening? You guessed it. Often times, fear causes us to do the things that will bring about exactly that which we do not want to have happen, like over breaking on a mountain bike. This applies to cornering on a motorcycle as well, FYI. So what do you do? Like a martial artist master, you must see the attack (in this case the fear), maneuver to allow the attack to pass right by you and make your move!  So what’s your move?

    a.     Focus on what you are doing and not on what it is you are afraid of.

    b.     Use Self-Talk or have a Mantra-  I got this! This is a walk in the park! This is fun! I’m crushing this!

    c.     Have a plan to focus on the right things!- do it step by step, break it down and slowly build momentum and confidence!

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    Happy Halloween! Go out and Face your Fears!

    Jay Wang started selling with The Southwestern Company while in college. He was in the top 1% of sales producers and was able to sell, recruit and manage teams in order to pay his own way though school. After graduating with a degree in Business Management, he transitioned to managing multi-million dollar commercial real estate properties, achieving record-breaking occupancies. Since 2011, Jay has been traveling the country as a professional sales trainer and Partner with Southwestern Consulting.