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