Persistent thoughts become pervasive beliefs and some of these reek of inaccurate assumptions and dangerous misinformation. For example, recruiters often think there is a waiting period before you can ask a new candidate for referrals, and salespeople frequently tell themselves that prospects aren’t willing to engage in detailed conversations. When did it become our job to set boundaries for other people?

Scientists have proven that humans are programmed to help one another, so, soliciting referrals from everyone, including new candidates, in the very first conversation allows them to be who they were built to be. People love to hear the sound of their own voice, thus, lengthy and thorough conversations that allow prospective buyers to be thoroughly heard is the norm, not the exception.


An unrelenting belief that people will freely provide you with the time and information you need to be masterful in our profession makes much more sense than self-defeating beliefs that are cancerous lesions to our psyches. Whatever you believe is exactly what you shall receive.

Views: 90

Comment by C. B. Stalling!! on November 1, 2010 at 9:03pm
Most people like to talk about themselves
Comment by Will Branning on November 2, 2010 at 12:36pm
Thanks - I agree that remaining positive and assuming others will "want to help" is a much better approach than assuming they'll be uncooperative....
Comment by Scott Wintrip on November 2, 2010 at 2:49pm
Will, my pleasure. When we do this business right, we bring people tremendous value. Believing in that is key!

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