Practice · Mindset

Bounce Back

Rough door? Two minutes, right here between houses. The way you explain a bad door to yourself predicts whether you keep knocking: in the research, insurance agents who explained setbacks as temporary and specific sold 37% more and quit less. This drill trains exactly that.

All levels 2 min
A

What happened?

B

What did you tell yourself?

Write the first thought that hit you, word for word, even if it's harsh. For example: “Nobody here wants this. I'm terrible at closing.”

C

What did it do to you?

D

Dispute it

Thoughts that make reps quit usually have three features: they sound permanent (always, never), everywhere (everyone, every door), and personal (I'm bad at this). Here's what's in yours:

  • What else could explain it? Time of day, they were busy, they just paid for something big.
  • Is this about this one door, or really every door?
  • What's the evidence against it? A close last week, a good conversation today.
E

Energy for the next door

Pick one thing you'll do at the very next door. Just one.

You bounced back.

What happened
Old story
New story
Next door

Based on Martin Seligman's ABCDE method (Learned Optimism) and Seligman & Schulman, 1986, Journal of Personality and Social Psychology. See all 10 traits on What Elite Reps Share.