Page 102 - TX_Marketing 2_M1_v2

Fear and Anxiety

Anxiety is not the same thing as stress. Anxiety is unhealthy, cyclical, stress
impervious to logic that usually long outlasts the cause. Anxiety can lead to persistent

fear and phobias. Speaking and writing is a major source of anxiety for most people

and, consequently, a common phobia. In fact, many people list public speaking as
their biggest fear (over the fear of dying)!

You don't have to fear writing or public speaking. You can learn to address a
conference room, negotiating table or auditorium with confidence. Here are a few

suggestions:

Practice speaking in front of smaller, familiar groups such as family or friends.
Many phobias and fears are conquered through patient desensitization.

Desensitization involves slow exposure to something or a situation that makes

you uncomfortable so that you slowly become used to it.
Remember that people do not want to see you uncomfortable; they are not

quick to judge or assume things about a speaker. When people sit down for a

presentation, they are not expecting to be bored or think badly of the
presenter; they are expecting to be informed and entertained. Don't let self-

defeating thoughts feed a phobia.

Prepare through communication classes. Classes are a great way to keep your
communication skills sharp. If you keep your communication skills up to

speed, you'll have more confidence and, consequently, less anxiety.

Managing Time

One of a real estate agent’s biggest challenges is time management. It is very easy to get
to your office and find yourself visiting with other agents. It takes self-discipline to get

started on your day.

TX Marketing II: Negotiation Techniques 101