Whether you’re doing a ropes course and saying, “I don’t think I can jump from this pole and grab this rung” or “I don’t think that I can call the owner of this business” or “I don’t think I can achieve this goal,” “I don’t think” is all in our head.
I remember, when I first started in our industry and got into training and developing newer representatives, the question was, “What’s the biggest challenge that people face?” And I think, in any business, it’s when they get started. And frankly, at any stage of any business, it’s, “What’s the biggest obstacle you’re going to face?” It’s however many inches are between your two ears. You are your biggest obstacle.
I am my biggest obstacle. Without a doubt, I get in my way more than anything in the economy, in the environment, in my business. I am my biggest enemy. “But I don’t think I can do that.”
You have to feel what’s your right level of challenge. You’re not going out and doing a solo skydive initially. You’re going to go and do tandem, and then you’re going to train and develop. So that first step is strapping on to someone who also doesn’t want to die, is going to take care of you and get you down safely to the ground. And then if the goal is a solo skydive, then you’re doing it a couple of times and then you’re training and developing. So there’s all those different levels to build up to where you want to be.
Brendan Walsh is a 14-year MDRT member. He’s also a Top of the Table member. Hear more in the MDRT Podcast:
