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How to become motivated on the tough days

Top coach Claudio Encina answers how to become motivated and produce results

Q. How do you get motivated on the days you may feel unmotivated?
Ben Lam, Buxton Mount Waverley

A. Generating motivation starts with self-talk. What messages are you sending yourself?

Your self-talk becomes your thoughts, your thoughts become your focus, your focus becomes your actions, and your actions lead to your results.

Years ago, my mentor and coach said: “Your attitude, Claudio, is nothing more than the effect of the way you move your body, your self-talk, the things you say to yourself, about yourself and other people, and ultimately what you put your focus on.”

From the moment he shared it, I got it. I knew I could determine my attitude and my personal psychology through the way I moved my body, right down to how I set my face – smiling or frowning.

Self-talk is also critical. It’s how you determine your focus.

What questions are you repeatedly asking yourself?

What messages are you sending to yourself?

If your thoughts are always negative, then your focus will be as well.

This can prove problematic because your focus shapes your attitude and your attitude shapes the actions you take.

So, if you want to take the right actions, you have to have the right attitude, starting with your body, your self-talk, and your focus.

When you take action, when you make those phone calls, when you knock on those doors, when you do the things you know you’re supposed to do to go out and win, you produce results.

So think about it like this: is your income impacted by your personal psychology?

Is your income impacted by the way you move your body?

Think about it if you’re with a buyer or a seller.

You and I both know confidence with your clients is everything, and if you’re walking around in a sulky state, they don’t want to buy from you.

If your self-talk is slightly off around your customers, it’s almost like they can smell it.

It’s like sales BO.

Wherever you put your focus, the customer is going to follow.

Your positive attitude is a precious asset – protect it.

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Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit