Yesterday, I introduced the Procrastination Equation which states:Your tendency to overcome procrastination = (Expectancy x Value) / (Delay x Impulsiveness)The numerator in the equation (Expectancy x Value) is what’s known as the Expected Utility Theory.Many economists believe this equation does a good job explaining most human behavior.From this viewpoint, almost every decision you make—from deciding if you’ll workout today to attending your child’s sporting event—is based on how much pleasure or perceived value you’ll receive and the degree of certainty you will receive it.Since it’s the engine that drives behavior, it cannot be ignored when recruiting.Frequently ask yourself these two questions:Do I expect to be successful when performing my recruiting tasks?Is there a tangible payoff when I successfully complete my recruiting tasks?Unless the answers to both these questions are a resounding “Yes!”, you’re going to struggle with avoiding the important work of recruiting.To get to a yes, you must change something about the task or what you believe about the task.For example, if you don’t expect to be successful in making recruiting calls, change your script, change who you’re calling, get a referral before calling, observe your peers making recruiting calls, etc.To overcome recruiting inertia, you must evaluate your actions at the behavioral and task level.This is where your mind decides what it’s going to do.