If you’ve heard me speak, then you know that the underlying theme in all my programs is “courage” -the courage to overcome every day fears, doubts, uncertainties, and mistaken assumptions that keep people from mastering the referral process.
In my interviews with hundreds of top performers, there seem to be a few “common denominators” of success. When I ask a top producer about their “secret”to success, they invariably say, “There is no secret. I just have a good work ethic.” A good work ethic is truly one of the common denominators of success.
But, I believe, there IS a “secret” to success that most people know about - on some level - but very few people talk about. I think one of the most fundamental differences between top producers and the pack of wanna be’s, is their relationship to fear. Let me explain…
About 2 years ago, I interviewed a very “heavy hitter.” He’s been the #1 or #2 producer in his company for over 14 years. I asked him what motivated him. He said “fear.” As successful as he has been, he admitted he was afraid he might not be able to duplicate his success. Fear, gave him the impetus to take action.
Everyone feels fear - and the self-doubt and awkwardness that accompany it. Regardless of their level of success, even very top producers feel fear - on a daily basis.
Is fear a good thing or a bad thing? I’d say it’s a natural thing. But to be successful you need to be able to answer the question, “What is your relationship to fear?”
As animals, built into our “old brains” is the instinctual response to danger called “fight or flight.” When faced with physical danger, every animal,including humans, go to this instinctual response and then act accordingly.
But what about “psychological danger” like asking for referrals? I think the same “fight or flight” instinct comes into play. We feel a sense of fear about asking for referrals (or other aspect of the sales process) and we’re faced with a choice. Do I FIGHT through this fear and take action anyway? Or do I take FLIGHT from the fear, but not taking action?
Top producers have a different relationship to fear than the pack. They feel the same fears as the rest. In fact, to obtain their success, they probably put themselves in a position to feel more fears than most. But unlike the rest of “the pack,” Top Producers FIGHT through the fear and do what they know they need to do to be successful.
So, what is your relationship to fear? When you hit those moments of awkwardness or self-doubt in the sales arena, or in your business as a whole, what is your predominate response? Do you get energized by the fear? Does it spur you to take action? Or do you cower from the fear? Be honest with yourself. How you respond to the everyday fears in life (business and otherwise) will make a HUGE difference in how successful you become -with referrals and with everything else.