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The Role of Fear in Life and in Sales

By
Real Estate Agent with Keller Williams Elite RM423455

Fear Not

One of the tenants I have learned from experience and from sales training is:

  • 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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Living in Lancaster Group

 

An agent who places your interests as his first priority. 
Cal Yoder

Your Homes for Sale in Lancaster Agent

Keller Williams Realty Lancaster

1630 Manheim Pike

Lancaster, PA 17601

Office Phone: 717-735-1145

Cell Phone: 717-413-0744

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Kathy Stoltman
Ventura, CA
RETIRED

This is so true, FEAR (false evidence appearing real) can be attributed to so many decisions in our lives. Happy New Year Cal!

Dec 29, 2011 03:42 AM
Daniel J. Hansmeier
Rochester, MN

Our Gov't has used fear on us constantly to get their way. It is a powerful force.

Dec 29, 2011 03:43 AM
Patricia Feager, ABR,CRS,GRI,MRP
DFW FINE PROPERTIES - Flower Mound, TX
Selling Homes Changing Lives

Hi Cal,

I think there's a lot that can be said for Fear and one's Comfort Zone.

We never really know someone - most of us are trying to figure out ouselves!

Keep up the good work you're doing and focus on the positive results that have occured as a direct result of your business so far and more to come!

Have a Happy New Year!!!

Patricia

Dec 29, 2011 04:02 AM
Cal Yoder
Keller Williams Elite - Lititz, PA
Homes For Sale in Lancaster PA - 717.413.0744

Kathy, I love that acrynom. It is so true. Now a certain amount of fear is good. It keeps us from doing unhealthy things, like playing in the middle of the interstate. I also hope you have a happy new year.

Daniel, I guess those who study human nature have learned that we are moved to action by fear. 9/11 is a powerful reminder of that very fact. I know many humans and organizations who have seized upon our fears to get us to act.

Patricia, I hear you. Moving beyond our comfort zones takes some courage. Thanks for your very encouraging words.

Cal

Dec 29, 2011 04:37 AM
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Thoughtful post...very nice.

Dec 29, 2011 05:06 AM
Mary Yonkers
Alan Kells School of Real Estate/Howard Hanna Real Estate - Erie, PA
Erie/PA Real Estate Instructor

Cal--just stopping by to wish you good luck in 2012. 

Rather than fear I turn to my Higher Power.

Dec 30, 2011 12:01 AM
The Scott Loper Team Bux-Mont Premier Properties
Keller Williams Real Estate - Montgomeryville - Lansdale, PA

Hi Cal,

As we move to a more secular society, I think people lack faith and allow fear to overcome them.  So many fears go unrealized, but the fear itself can be paralyzing.  It is part of the human condition that we have to deal with daily in this profession.

Have a great New Year!

Lisa

Dec 30, 2011 01:49 AM
Joni Bailey
101 Main St. Realty - Huntsville, TX
Your Huntsville / Lake Livingston Area REALTOR®

It drives me crazy that I allow so much fear in my life. It is simply my lack of trust that God has everything in control and knows EVERYTHING that is happening. As His child, NOTHING can happen that He has not allowed. If He allows it, then He has a plan. WHY can't I seem to get this through my head. I KNOW it, but I do not always live it! Making this my 2012 goal WITH you!

Dec 30, 2011 04:22 AM