Sidney C. Walker
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October 2011

"Emotivation vs. Demotivation"
by Sidney C. Walker


There continues to be breakthroughs in research about how the brain works related to peak performance. We all know we are more distracted than ever in the information age. The net result of the bombardment of information is that we may be well informed but we can easily lose focus of what is important.


Emotions are confirmed as a powerful source of motivation. No surprise here. The new twist is that you have to be ever more aware of the quality of the emotions you are allowing into your world. Negative emotions will have a big impact on your performance and your ability to do what you need to do.


Take prospecting for example. If you are focusing on the negative emotions related to prospecting, you are likely focusing on fear of rejection, fear of the unknown, fear of loss, fear of not having enough, fear of not meeting a deadline, etc. You can create a fear about anything. Just look out into the future and project a negative outcome. The more you believe the negative outcome is possible, the more likely you are to experience fear.


In order to get at the more positive emotions related to prospecting, ask yourself two questions... 1. Why are you prospecting in the first place? and 2. Why is that important to you?


The answers to these questions are fairly obvious but remember we are losing our focus in the information age. We are prospecting because we need people to talk to in order to make sales. And, most advisors don't have a million dollar budget to advertise what they do. Even if you had a million dollar advertising budget, there is substantial evidence that says that may not be the best way to spend your advertising dollars. Most of the business in financial services comes from referrals and centers of influence even though there actually are millions of dollars spent on advertising.


So we are prospecting to find people to talk to so we can make sales which means we make money. Question 2. is, Why is that important to you? Here is where the access is to the positive emotions related to prospecting.


Ask yourself, what do you get as a result of prospecting that creates the strongest emotion? Whatever creates that feeling, keep it in your awareness and you keep your focus and your motivation.


Here are some examples to get your creative juices flowing:


If I prospect, I get to have the money to do what is important to me.

If I prospect, I get to have the money to do the things I want to do

If I prospect, I get to take care of those I love.

If I prospect, I feel a surge of energy. I feel good about myself and my ability to do what I need to do.

If I prospect, I am demonstrating that I believe in the physical laws of the universe that say for every action, there is a reaction, and that it is simply a matter of time before my efforts will be rewarded.

If I prospect, I am demonstrating a commitment to myself and those who are important to me. If I find myself putting off what I know I need to do, think of them. Do it for them!

If I prospect, I am demonstrating a commit to serve. Prospecting is actually a form of service because I have to find and connect with the people I am supposed to serve.


For advisors who are still adding clients to their practice, the act of prospecting is the most empowering thing you can do. It is also the biggest risk.


From an emotional perspective, what is important is to focus on what you get IF you prospect, NOT what could happen if things don't work out.


Have a productive October,

Toll-free: 877-985-3297



Special Announcement



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