How I tricked my brain to LOVE cold calling!

Summary

In this video, the speaker shares nine strategies to improve consistency and success in outbound prospecting. He discusses overcoming the struggle of instant gratification versus delayed gratification, the importance of tracking progress daily, and the power of creating a visual reminder of achievements. By gamifying the process, limiting time for tasks, and embracing small steps, the speaker demonstrates how motivation follows action. He also emphasizes the need for a dopamine detox to reset the brain’s reward system and make meaningful work more enjoyable. These tactics are geared toward transforming daily habits for long-term success in lead generation.

Takeaways

• 😀 Consistency in outbound prospecting is crucial for long-term success. It's not about having great days, but about maintaining steady habits.
• 😀 Your present self seeks instant gratification, but success comes from prioritizing future rewards and staying disciplined today.
• 😀 Tracking daily activities, such as calls made or leads generated, provides immediate satisfaction and proof of progress, keeping you motivated.
• 😀 Tracking progress on a physical calendar and marking each successful day with a big 'X' gamifies the behavior, making it more engaging and motivating.
• 😀 Motivation often comes after taking action, not before. Doing just one task can push you into momentum and help overcome resistance.
• 😀 Limiting the time spent on prospecting (e.g., setting a strict time block) forces focus and prevents distractions, leading to more productivity.
• 😀 The Plateau of Latent Potential emphasizes that consistent actions eventually lead to results, even if you can't see immediate outcomes.
• 😀 Shift your mindset from 'I have to' to 'I must become' the person who exhibits the behaviors necessary to achieve your goals.
• 😀 A dopamine detox can help reset your brain and lower your dopamine tolerance, making mundane tasks like outbound prospecting more rewarding.
• 😀 Reducing your reliance on high-dopamine activities (e.g., social media, TV) allows you to enjoy simpler, more meaningful activities like prospecting.
• 😀 Small, consistent steps towards a future self will compound into significant results over time, reinforcing the idea that actions today affect your future.

Q & A

What is the key difference between our present self and our future self in terms of behavior?

The present self values instant gratification, while the future self values delayed gratification. The idea is to make decisions that benefit the future self, even if they involve discomfort in the present.

How can the concept of the future self help overcome procrastination in tasks like outbound prospecting?

By imagining the positive impact of consistent actions in the future, such as looking back a year from now and seeing the benefits of consistent prospecting, individuals can motivate themselves to make better decisions today.

Why is daily tracking of prospecting efforts important, and how does it provide immediate gratification?

Daily tracking helps provide instant satisfaction by marking off completed actions (like contacts made), making it more painful to miss the goal than to complete it. This reinforces the behavior and maintains focus on daily progress.

What role does a prospecting tracker play in reinforcing consistent behavior?

A prospecting tracker helps visualize progress by calculating ratios of efforts, providing concrete evidence of results. This prevents the feeling of spinning wheels and reinforces the connection between daily actions and long-term success.

How does gamifying the prospecting process with a calendar help maintain motivation?

By marking X's on a calendar for every successful day of prospecting, individuals create a visual reminder of their consistency. The desire to avoid breaking the chain of X's becomes a powerful motivator to keep going.

How does motivation relate to the completion of difficult tasks, according to the script?

Motivation often follows the action, not the other way around. Once a person starts the difficult task, like making a call or going to the gym, motivation builds during the process, making it easier to continue.

What is the significance of limiting time for prospecting activities?

Limiting time for prospecting forces individuals to focus on the task and reduces distractions. The sense of urgency makes it easier to stay committed and accomplish more in a set amount of time, as opposed to having all day with no boundaries.

What does the 'plateau of latent potential' mean, and how does it relate to outbound prospecting?

The 'plateau of latent potential' refers to the idea that results from prospecting may not be immediately visible, but with consistent effort, outcomes will appear over time. It's important to keep prospecting consistently, even when results aren't immediate.

What is the difference between a 'have to be' mindset and a 'be to have' mindset?

A 'have to be' mindset is focused on external requirements and limitations (e.g., 'I have to look a certain way'). The 'be to have' mindset is about embodying the behaviors and traits of the person you want to become in order to achieve your desired outcomes.

How does a dopamine detox help in making prospecting more enjoyable?

A dopamine detox reduces the brain's tolerance for high-dopamine activities (like social media or junk food). By lowering this tolerance, tasks like outbound prospecting, which may seem boring at first, become more enjoyable and rewarding as the brain starts to find pleasure in meaningful activities.