Hello, this is Steve Strickholm, founder and president of KDNA Full Throttle Coaching, and I'm here to welcome you today to our next 10 sessions on call reluctance, why you have it, and how to overcome it, because we all have it, even if we've been in sales and real estate for several decades, as you'll find out as we talk to our coaches.
We have six different blocks that we're going to be talking about, call blocks, two mental blocks, two scheduling blocks, and two activity blocks. So the mental blocks are what am I thinking, what stops me from calling because what I'm thinking, the planning blocks are what's stopping me from contacting people because I'm not scheduling and holding myself accountable properly, and then the third set of blocks are activity blocks, which is what am I saying and what am I doing, and how is that holding me back from being more successful in the business.
So let's go over these really quick. The first two blocks are the mental blocks, what am I thinking, and that's me and Julie, our national coach, will be talking about that, and block number one is death by contacting, and I call it that because over the several decades of my making thousands of manual calls.
There's a 10-step process that we have to go through every time we pick up, decide to pick up the phone and make a call and send follow-up emails and so forth, and we're going to talk about the cost of repetition in doing that when we're not properly set up mentally and with a schedule and so forth to make those calls consistently.
That's the mental toll of repetition, and then the second mental block is fear of being hurt, hurting others, and fear of being irrelevant, and one of the things I'm going to talk about is that when you call people, only one of four things are going to happen, and what doesn't happen is that you're not going to get electrocuted, your roof isn't going to fall on you, and people aren't going to socially humiliate you on the internet, so there's a lot of good things that can and must happen when you call people, and all of our catastrophizing isn't actually true.
We're going to talk about fear, F-E-A-R, as part of that, and then when you do call people and when you do contact people, there are three stages we go through in the development of our posture, and I'll be talking about you feel that we're bothering people, stage two is we have a right to call people, and stage three is that we have an obligation to call people.
So we'll be talking about that and helping you get over those mental blocks, so those are the first two mental blocks, what am I thinking, then the next two are planning blocks, which is what am I scheduling, and the first block, block three in that is going to be called early morning mindset, and do we, when we get up in the morning, do we pick up the paper, read about all the bad news on TV or the internet, grab a cup of coffee, and a bad frame of mind, and now we're going to start contacting people and try to be a solution-oriented positive mindset with them.
That's not how we should start our day, so we're going to talk about positive morning mindset and techniques and tools you can use to really be in a great frame of mind, how can I help you today to be a service when you get on the phone with people or work with them, Then we're going to talk about the next block, block number four is why time blocking matters, and how to block out activities in the morning or the afternoon to make sure you get the most important things done first.
We're going to talk about a secret plan to avoid procrastination, which I'll tell you really quick, is to do the hard things first and then reward yourself with easier things, the things you like to do later.
That's a really, really important way to do time blocking and make sure you do the things that are the most important for your business, and the hardest to do, which is regenerating and calling people, contacting people, and that will help you get over your call reluctance and manage that as well, and then the third section is activity blocks, the third type of call block, and that's what am I saying and what am I doing.
None of us want to sound like an idiot when we get on the phone, when we're talking to people, or we're open house or whatever, so block number five is what we call dynamic scripting and positive communication, the idea is to use scripts as a starting point and be able to mold what we're talking, what we're saying to each individual using ideas and bullet points that we have already in our quiver.
It's repetition and instantly you apply what we know how to say and what to say to each individual situation, so we can do that with repetition and contact more people more efficiently and more productively, and then block number six we call the 5-4-3-2-1 plan to cheat death by contacting, and there are two parts to that, one is to outrun the grim reaper with the 5-4-3-2-1 plan, and the second one is to cheat death by contacting with systems and automation, and the 5-4-3-2-1 plan is basically handwritten notes, it's social media posts, it's sending text messages, it's emailing and calling and contacting and talking to people.
When you put that into a bag, into a structure, and you do that a couple times or four or five times a week, it becomes much easier to do the contacting you need to do and create a synergy between the different kinds of contacting, and we're going to talk to you about how to do that.
Then the last thing we're going to cover is how to create systems and tools that we offer as part of our coaching program to contact three times as many people more quickly and more easily with power contacting and automation systems, and using the 5-4-3-2-1 plan as part of that, so all of this put together can help you overcome the mental blocks of what am I thinking, the planning blocks and what am I scheduling, and the activity blocks, what am I saying I'm doing, so you can have a much more productive set of call sessions, contacting activities, and do it much more quickly, do it with much more peace of mind, and have the kind of career and the kind of growth in your income that you want to see and the reason why you joined this career in the first place.