Beating Fear
Nov 28, 2014
Beating Fear
What is fear? • Imagined bad outcomes, based on:
• Instinct
• Instruction
• Experience
• Brains seek security and avoid pain
• Meant to help us, but often hurts us
• So we always must remember…
Ex: Fear of rejection • Hard-wired in our primitive brain
• Meant for survival
• Almost everyone has it
• But it limits our connections with others, which is crucial to success in everything
Why is most fear bad? • Fear requires effort
• Fear saps your energy
• Fear narrows your awareness
• Fear blocks your creativity
• Fear stifles your action
• Fear makes you feel ashamed
• If you don’t beat fear, it will beat you
How to overcome fear • Reason
• Self talk
• Practiced action
• Your ‘why’
But first, you have to admit you’re scared!
Common fear denials “I’m not scared to prospect, I …
… just don’t have time.”
… need to help my team.”
… burned through my warm market.”
… can’t afford magazines.”
… lose motivation between events.”
Make excuses, or take action? Choose.
Reasoning away fear What’s the worst that can happen? – Will I die?
– Will I lose my family?
– Will I become homeless?
– Will I lose my job?
– Will I be socially scorned?
– Will most people tell me “no”?
Meditate on ‘No’ • NOT rejection. NECESSARY for Yes.
• Count No’s. Get more. Set ‘No’ goals.
• Try to DIS-qualify prospects. – If you don’t feel pressure, neither do they
• Lower your No/Yes ratio.
• Increase your No tolerance.
• Celebrate your No’s.
Talking away fear “I am confident.”
“I am brave.”
“Nerium is a gift I offer everyone.”
“No’s don’t bother me. They lead to yes.”
“Rejection brings success.”
“People like me. And they love Nerium.”
“I will be a National Marketing Director!”
Practiced action • With friends / family / workout partners
• Practice the actions you will take: – Telephone
– Face-to-face, using different tools
• Practice different phases of prospecting: – Piquing interest
– Following up
Group exercise Break into groups of 4 (strangers)
1) Pick your scariest prospect – #1 on chicken list
2) Practice prospecting with your group – One of them pretends to be your prospect
3) Ask for feedback
4) Revise & repeat