You brush your teeth.  You do it 2 or 3 times per day.  It’s non-negotiable.  The consequences of not brushing your teeth are significant.

Children don’t comprehend the consequences, so we have to negotiate with them to brush their teeth.  It’s tiresome.  We do it anyway because it’s important.

Prospecting is like brushing your teeth.  It is not going to be your favourite activity of the day.  The consequences of not doing it are significant.  Like children, when you do not comprehend the consequences you will negotiate with your manager, your coach, and yourself.  It’s exhausting.

Unproductive sales people spend colossal amounts of energy not doing their work.

They fuss and worry and imagine monsters in the closet.

Productive sales people have conversations with their prospects consistently.

Who is a prospect?  Here’s a saying that I use frequently with my real estate coaching clients.

“There are only two groups of people that I consider to be my prospects;  Those that own homes and those that don’t.”

 Like kids that won’t brush their teeth, as soon as we give up negotiating, the action becomes extremely simple.

What will it take for you to stop negotiating with yourself over the quality of your life?