Expectations. In business and in life, you never get what you want, you get what you expect. Expectations are what drives whether you’re going to be disappointed or not. When a prospect walks through the doors of a new home sales site, and immediately says, “I’m not going to buy today,” what happens? The agent sets their expectations that the prospect isn’t going to buy. The sales agent may want to sell a home but they expect that they wont.
If you want to succeed, but you expect to fail, what do you think will happen? If you want to succeed you have to expect success.