It always make me chuckle. When you ask a successful agent or broker how they do what they do the response is always the same: “I just go to work every day. There’s nothing special about me. If I can do it, anybody can.”

That’s like Peyton Manning saying, “I just lob it up,” or Carrie Underwood saying, “I just string a few notes together.”

If you’re a regular reader or have heard me speak, you know my penchant for affirming the truth, so let’s start 2013 with this one: There IS something special about you and very few people can do what you do. Let me prove it…

What’s the No. 1 killer in our business? White space — on our calendars, that is. If you don’t fill your days calling on prospects, you’re not selling. And if you’re not selling… it’s time for another truth.

So, what leads to white space? Call reluctance. I call him CR. Here’s the thing about CR. He’s real, he’s persistent and he’s never going away. CR is good, too. He disguises himself as the weather or the economy or the politicians, and just about the time you figure him out, he changes his disguise.

Those who fail in our business constantly search for a one-and-done answer to beating CR. They trade “cold calls” for the more self esteem-friendly, “prospecting.” They make their first call within 30 minutes of starting their day to get the “mo” going early in hopes of riding a wave of activity throughout the day. They make their “prospecting” list the night before so they already have a plan when they roll out of bed.

I endorse these ideas, but many poor agents fail to recognize they aren’t permanent. Permanent solutions don’t exist.

I’ve heard trainers say the great thing about CR is he only exists inside your head. Frankly, I think that’s worse because you can’t get away from him.

But here’s what makes you so special. You’ve figured out CR’s gimmick. Sure, he may fool you occasionally, but it doesn’t take you long to figure him out and send him on his way. You’ve figured out the trick to beating him is going to work every day. It doesn’t sell books, but that’s it. Go to work. And every time you do, your calendar begins to fill up and you write a little business.

Focus only on today. You can’t beat him forever. He’ll be back tomorrow, so just beat him today.

Most people can’t do that. CR gets in their head on Monday and by Friday he’s paying rent. These are the people who would love to have your influence and lifestyle, but can’t do what you do. These are the people who are at their “real job” today, waiting for you to come lead them through the 2013 phase of PPACA.

See how that works? Of course you do. That’s why you will go to work today, and that’s what makes you so special.

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