I try and read a book a week. It doesn’t always happen, but I have a long list of books I want to get through. Most of the books I read fall into three categories: Real estate investing, self-help and marketing. The book that I’m reading this week is “Awaken the Giant Within” by Tony Robbins. Want more articles like this? Create an account today to get BiggerPocket's best blog articles delivered to your inbox Sign up for free In the book, Tony talks about how you condition your mind for certain behaviors by reinforcing these behaviors and changing your belief about past behaviors (confusing, I know). He actually uses some fancy term, like Neuro Programming Association, or something along those lines. So, you’re probably wondering what this has to do with talking on the phone with sellers, right? Well, most new investors are scared to call a seller or talk to a seller on the phone. There is no rational basis for this, but they’ve conditioned their mind and now associate a negative feeling to talking with sellers. I know that when I first started out in this business I hated talking to sellers just like everyone else. When I had a lead come in I would procrastinate for hours, before returning their call. Finally one day, I decided that I wanted more than anything to become a successful real estate investor and that no fear was going to hold me back. So, I scheduled a time each day that I would make calls to sellers (I highly recommend time blocking). Anyways, since action cures fear, the more calls I made the more comfortable I became. Then as I started closing deals (which meant making money) I associated a good feeling with the phone calls….because phone calls began to equal money. Well, I’ve done something special for people who are afraid to talk to a seller on the phone, or don’t know what questions to ask them. I’ve recorded a two-part video where I go from A-Z showing you how I talk with a seller on the phone. PART 1 Part 2 Next week, I’ll have another educational video for you that’s so secret I’m not going to tell you what it is (which means I have no idea what I’m going to show you, so I’m open to suggestions).