Sometime back in 1995 I was invited to speak at a real estate conference. The opening speaker was a high-producing Realtor® who gave an inspiring presentation that was well received. He shared exactly what he did on a weekly basis to get the uncommon results he produced.

There were about 200 Realtors in attendance, many of whom were inspired by his ideas. And my guess is that many of the agents took action after that day because they wanted his results.

They probably started getting up earlier than normal started making the cold calls they normally weren’t making. But pretty soon, within a few days or weeks, most stopped doing it. Their activity levels went back to normal.

Why? Because their productivity rose above their self-image and their self-image squashed their productivity down within their comfort level - a level consistent with their self-image. Their actions were becoming inconsistent with their self-image which went into self-sabotage mode!

Has this ever happened to you?

You will always perform at a level equal to your self-image.

Our self-image is the portrait we have of ourselves. It’s the picture we’ve created about ourselves and is commonly based on past experience. So if a new desire for improvement is introduced and it conflicts with our current self-image, it is doomed to fail.

Our actions, behaviors and discipline are all heavily influenced by our self-image. Even if you force yourself via will power to do things beyond your self-image, you won’t be able to...