Why is it that the things you like doing feel easy, but the things you should be doing don’t—until you have no choice?
You know that feeling when your pipeline’s bone-dry, and you know you have to make those calls?
It’s what we commonly refer to in sales as feast and famine.
It’s a fascinating area—what drives motivation in people. And yet, when you need it the most, it often disappears.
Why is that?
One way to explore this is to look at the areas in your life that you enjoy—the things no one needs to push you to do.
Now contrast that with the areas you struggle in—the things you know are important but still avoid.
Ask yourself: does the activity meet your need for psychological safety?
For example, if you like going to the gym:
Keeping fit = better health, clear payoff, immediate feedback
Time management = confusion, stress, no obvious benefit (unless it supports a negative belief)
Ever wondered why some people seem to achieve their goals effortlessly while others always struggle?
It comes down to understanding the psychological core of motivation. Drawing from Maslow’s Hierarchy of Needs, our approach to goal-setting goes deeper than surface-level objectives:
Self-Actualisation: Tap into your deeper purpose
Psychological Motivation: Uncover the why behind your goals
Overcoming Fear: Address the hidden barrier to action
Key Insights
Motivation isn’t about grinding—it’s about aligning with your deeper purpose
Strategic questioning reveals both client and personal drivers
Fear is often the invisible hand behind most decisions
Pro Tip: Don’t just set goals. Uncover the psychological drivers behind them.
Transforming your approach to goals isn’t easy. The top producers? They’ve worked on the inner game—the stuff most avoid. That’s likely a key reason why they’re winning.
