One of the tenants I have learned from experience and from sales training is:
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A person is motivated most by fear.
I have long lamented this, but more recently have come to the point in my life where I am just going to accept it. It is a reality. It is part of the human condition.
This strong emotion creates a series of motions which may not be logical, rational or even understandable. A person either fights or flees when fear is present. So many folks live in a fairly constant state of fear.
Recently I was working with a home buyer and seller. This client’s home was on the market. An offer came in on the home which was an excellent offer. The seller was not willing to accept the offer until she found a home she liked. She did not want to move twice. It was hard for this home seller to understand the importance of accepting this offer without a contingency. We finally found a home which she really liked. I knew it as soon as she walked into the home. The fear of losing the possibility of buying this home prompted her to accept the offer on the home she was selling without contingency. We were to write the offer on the home she wanted to buy in the next day. When the time came to write this offer, she became quite fearful again. In the end because of personal circumstances which created much fear, we did not write the offer and the other offer on the home she was living in was cancelled.
It took many conversations to get to the bottom of her fears, but she was finally able to articulate them to me. In the end, fear won out every time. It was fairly amazing to witness.
As an antidote to fear I suggest the following:
- Each person is given a brain, use it. Think through steps in a logical manner and act accordingly.
- Weigh risk, but do not be risk averse.
- Rely upon confidantes and your personal faith to focus on the positives in the situation, not worst case scenarios
One of my goals for the New Year is FEAR NOT!
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