This weeks
Article....
Let’s throw away
$10,000
How fear becomes the biggest
hurdle.
Let’s say I find a way for you
to have $10,000 extra in your account in
the next 12 months. It’s your money; you
just pay it to yourself instead of
someone else. You have not changed your
life style and you have not really
changed anything. Yet you acquire just
under $1,000 extra each month!
Now you’re a young couple, Jim
& Cindy, with
a baby, good jobs and income yet very
tight on the cash flow! What would the
cushion of an extra $900 – 1000 each
month mean to you!
So far you are skeptical, yet
this is a true scenario. An adviser is
sitting with the Jim & Cindy and
shows them just how they can do it. There
it is, legal and all based on math. It’s
just a different way of looking at how
you finance things and use your
cash.
They get excited about the
prospect of paying off debt faster and
not having to deal with the pressure of
more bills than cash.
“Here is what I’ll do to get
this started. It is tight yet it can be
done.” Says the advisor.
Then it happens…..
The advisor has things in
progress and it’s a 90% or better chance
this can happen for the
couple.
Then the phone call comes. “We
just don’t think we can do this. This is
so different we’re not sure we feel
comfortable. We want to wait a year until
we have a different situation and have
more bills paid off.” says
Jim.
“Jim, you realize there is
$10,000 cash laying on the table for you
and it’s your money! It’s yours to pay
those bills with!” replies the advisor?
“What could possibly cause you to
hesitate on this at all?”
“We just do not feel comfortable
with this, we want to keep it as is for
now.” was the reply.
So what happened?
FEAR! The advisor could hear it
in the voice!
Fear of change! Fear of being
different! Fear of making an
error!
As you look at the scenario I’ll
assume most of you would say this is a no
brainer decision. A young couple dealing
with cash flow and a gift of different
thinking that wealthy people use all the
time is offered! Why wouldn’t they take
it?
It’s the law of conformity. This
is different than my peers think, my
parents think and my neighbors think. The
last thing I want to do is stand out
differently than anyone else. It’s
uncomfortable and I want to feel
comfortable; even if it can be valuable
for me and my family.
Often times I have used
the statement, “It is easier to put
up with the pain of the present than go
though the pain of change for the
better.”
What we know today, no matter
how bad the situation, it is familiar to
us and comfortable. We all probably know
someone that seems stuck in a situation
and we wonder why they don’t see it and
change! Truth is they do see it, but it’s
familiar while the change is
not!
In sales, coaching and leading,
this is probably one of the biggest
hurdles to overcome when trying to get
others to alter their thinking or
behavior.
Here we have a life line thrown
to Jim & Cindy, one they can use, yet
their FEAR causes them to let go and
drift.
The adviser questioned the fear
in many ways and tried all kinds of
reasoning. That is the challenge with
Fear, even when it is uncovered and
sitting on the table for all to see, it
still has such great power. Hopefully
time will help Jim & Cindy realize
what they have passed up and overcome
their fear.
The question is what fear is
controlling you? Is it consciously or
unconsciously controlling you or
directing your choices?
That customer that just will not
make a choice, that employee that just
does not seem to improve, might it be
fear you’re dealing with?
The first key to dealing with
fear is recognizing it and then
acknowledging it. In this scenario the
agent pulled the fear out, Jim &
Cindy acknowledge it, but it wasn’t
enough. Now time takes over and allows
them to process this fear. Hopefully the
day they are once more short of cash for
the month, they’ll make the
call.
“Do the thing you fear
and the death of fear is certain! “ Dale
Carnegie
Till next week…
Make it a great life as only you
can!
Harlan Goerger
PS: This financial
method is real, click the yellow box on
your right to find out more!
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