The weight of your anchor
Published: Sun, 07/07/19
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Does this sound familiar?
Wholesaler A is speaking to Wholesaler B about Mrs. Advisor.
Wholesaler A: "Mrs. Advisor is impossible to get an appointment with."
Wholesaler B: "Don't waste your time, she hates wholesalers."
And boom - the anchor is set.
Anchoring is a cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the "anchor") when making decisions*.
In this case, based on the first piece of information you've received, you put Mrs. Advisor on the back burner; taking no real action to open up a dialog with her of your own.
Unfortunately, the appropriately named anchor does it's job.
It weighs you down.
But this one piece of information may not only weigh you down, it may cost you business.
What if Mrs. Advisor dislikes Sea of Sameness wholesalers.
Or, dislikes the same wholesaler who provided the insight to you.
Or, wait for it....doesn't dislike wholesalers at all. Wholesaler B was simply passing along bad information he had received.
Our jobs are simple, but not easy.
Beware the anchors that may well bring your practice's progress to a standstill.
Read: 10 Things I’ve Learned About Wholesalers and Wholesaling In The Last 10 Years
10 years! Unbelievable that 10 years ago Wholesaler Masterminds® was started.
We're offering a coaching special - here's a quick video (1:49) about it.
Rob
*source: wikipedia
Wholesaler A is speaking to Wholesaler B about Mrs. Advisor.
Wholesaler A: "Mrs. Advisor is impossible to get an appointment with."
Wholesaler B: "Don't waste your time, she hates wholesalers."
And boom - the anchor is set.
Anchoring is a cognitive bias that describes the common human tendency to rely too heavily on the first piece of information offered (the "anchor") when making decisions*.
In this case, based on the first piece of information you've received, you put Mrs. Advisor on the back burner; taking no real action to open up a dialog with her of your own.
Unfortunately, the appropriately named anchor does it's job.
It weighs you down.
But this one piece of information may not only weigh you down, it may cost you business.
What if Mrs. Advisor dislikes Sea of Sameness wholesalers.
Or, dislikes the same wholesaler who provided the insight to you.
Or, wait for it....doesn't dislike wholesalers at all. Wholesaler B was simply passing along bad information he had received.
Our jobs are simple, but not easy.
Beware the anchors that may well bring your practice's progress to a standstill.
Read: 10 Things I’ve Learned About Wholesalers and Wholesaling In The Last 10 Years
10 years! Unbelievable that 10 years ago Wholesaler Masterminds® was started.
We're offering a coaching special - here's a quick video (1:49) about it.
Rob
*source: wikipedia