The discomfort of prospecting is normal, but it doesn't have to hold you back. Here's the mindset shift that separates the agents who prospect consistently from the ones who freeze.
Let’s dive into a hot topic I think I stepped on some toes with recently: prospecting. I want to clear the air, because prospecting gets treated like a bad thing, like something you’re supposed to be terrified of. And it isn’t. So let me demystify it.
Here’s the truth. It’s completely reasonable to feel uncomfortable about prospecting. Anytime we’re faced with doing something outside our comfort zone, it’s going to feel uncomfortable. That’s not a sign something’s wrong with you. That’s just how it works.
1. Ask yourself three questions before you prospect. When that discomfort shows up, run through these:
- What’s the worst that can come out of it?
- What’s the best that can come out of it?
- Is this something that’s going to help me hit my goals faster, be more successful in less time, and stay more consistent in the results I create?
When you actually answer those honestly, you realize the math is on your side every single time.
2. Accept that the uncomfortable part never goes away. This is the secret nobody tells you. The discomfort doesn’t disappear once you get good. But here’s the key: it doesn’t have to be immobilizing, and it doesn’t have to be paralyzing, unless you allow it to be. Feeling it and being stopped by it are two very different things.
I got some great insight on this from a mentor of mine years ago. He told me that if what you’re doing means something to you, you’re going to feel a certain level of anxiety when it’s time to perform, whether the stage is you and one other person or a stadium filled with 75,000. If the content means something to you, the nerves come with it. That’s not weakness. That’s caring.
3. Build confidence through reps. Here’s the good news. Every single time you do this, your confidence increases. And as your confidence increases, you get more comfortable with what you’re presenting. You might think a great speaker has nothing to do with you making prospecting calls, but they have everything to do with it, because that speaker was standing exactly where you are now at one point too.
Think about it like this. Every call is a presentation to an audience of one. If you were the person on the other end, wouldn’t you want it delivered flawlessly? Of course you would. So how do we get there? We recite it, we memorize it, we read it, we record it, and we practice it over and over and over again.
They say it takes 10,000 hours to master any skill. So why don’t we start today on mastering yours? If you want to sharpen your prospecting and grow your business here in Greater Alabama, I’d love to help. Call or text me at 256-801-2395, email me at shane@brickdriven.com, or visit brickdrivencareer.com.
