Guest Interview: Samantha McLean talks to sales psychologist Pancho Mehrotra of Frontier Performance about the key motivators behind making change, the difficulties associated with change and how to recognise when change is necessary. 'Elevate' is the official podcast of Elite Agent Magazine for real estate industry sales professionals, property managers, and leaders. Each episode, we will bring you behind the scenes coaching, news analysis, exclusive interviews, technology, and more to help you list more, sell more, and elevate your results. Want more from this episode? Get access to the full episode guide, quick video tips, tools and more by joining our community or becoming a subscriber JOIN COMMUNITY (FREE!) BECOME A SUBSCRIBER To subscribe on iTunes, click here.To subscribe on Stitcher, click here.Episode host: Samantha McLeanSpecial guests: Pancho Mehrotra SHOW NOTES / LINKS 02:00 An introduction to Pancho Mehrota's work in sales psychology03:30 Pancho's article on 'What does it take to change?'04:00 Pain or discontent is the main motivator of change, and is mostly circumstantial06:00 Example case study of a smoker and why change is relative to one's personal values.08:30 If you continue to play your competitor's game and it's not your strength, you're in a losing battle.09:30 Your goals (or change) can be reached via different paths, using your individual strengths to get there.10:00 How to identify your USP and your strengths11:30 Setting an 'ideal week' creates a label and risks adding anxiety about how you 'should' be.12:30 Transform 2018: What's the best form of communication for agents?13:00 Pancho on whether agents should change the way they communicate to clients14:00 When an agent cares and understands their client, their dialogue naturally changes to suit them16:45 The process behind making change stays relatively the same in both business and personal life.18:00 Write down your reasons for change; don't stop at ten and keep going.18:30 Analyse why you do what you do and how you habitually react to obstacles to justify making change19:30 Journaling; seeing your thoughts on paper allows you to reflect deeper21:00 The fight-or-flight response towards fear with making changes and22:00 Thinking can be associated with being painful, and is why most people are afraid to change23:30 How we can remind ourselves that change is good; by identifying your greater purpose24:00 Pancho's 3-step method on how to effectively make change, including having self-awareness.

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