In a post from the archive, Dave Mashburn reminds us of the importance of reframing.
Reframing has a way of dismantling defenses, exposing old myths, eliminating fears, and igniting productivity.
What is reframing?
Reframing means looking at a conflicting topic with a new set of eyes.
It requires stepping back and trying to determine why there’s such resistance around a reoccurring topic of frustration and then discussing it in a new way.
Often, it only requires small changes in language or perspective to accomplish large leaps in “a-ha moments” of clarity.
Recruiting is full of opportunities to reframe—both for you and for the prospects you’re seeking to help.
Here are a couple of examples:
Initial feeling: Recruiting calls make me feel like I’m being a pest.
Reframing: Building a network and making new friends is something all professionals need to do to be successful. I’m just helping my prospects build their network!
Initial feeling: Most agents are too busy to talk to me about recruiting.
Reframing: Most agents are too busy because they have poor support systems. They need help to get past busy to productivity and balance.
You can probably think of dozens more.
As doubts and negative thoughts creep into your mind, you must reframe them into positives.
If you don’t, you’ll be just as stuck as those you’re trying to help.