Don't Choke On Your Next Deal

The world of real estate syndication is like the olympics.

It's the best of the best, performing feats nobody else on Earth can do, and the stakes are high.

Olympic athletes are all in great physical condition.

But what separates the medalists from the crowd is their ability to handle "the moment."

They stay calm and perform at peak abilities even when the world is watching. That takes a ton of mental preparation.

Today, we're diving into the research on "choking" under pressure. And more importantly, how do you overcome it.

Use these techniques at the negotiating table or when you're doing your biggest deal yet.

The Challenge - Choking Under Pressure

Have you ever found yourself fumbling through an important pitch?

Or freezing up during a critical negotiation? You're not alone.

This phenomenon, known as "choking," is a common experience. Basically, it's labeled as "performance declines in high-stakes situations".

And it's not just about nerves. It's much more complex.

It's a collision of unhealthy thinking patterns and distraction.

Why It Matters

Managing performance pressure is crucial for several reasons:

Closing the Deal:

Navigating last-minute chaos helps you close big deals (and secure major investments).

Ever had a closing go smoothly? Me neither.

Leading the Team:

As a leader, your performance sets the tone for your entire team.

When you prepare your mind for obstacles, your team will follow.

Business Growth:

Consistent high performance is needed to scale your syndication business.

As you build your portfolio, the challenges get bigger.

Personal Development:

Mastering pressure situations builds confidence and resilience.

Besides, don't you want to see what you're made of?

Common Misconceptions

Let's get this straight - "choking" is not nerves. And it's not a lack of preparation.

It's more complex.

"Just relax and you'll be fine"

While relaxation can help, it's not always the answer.

"More practice always helps"

Sometimes, over-practicing can actually contribute to choking.

"Think happy thoughts"

While confidence matters, this is only a partial answer.

Research-Backed Strategies for Peak Performance

Use your "Quiet Eye"

Expert performers’ eyes tend to be “quieter,” or less active in the moments before executing a skill.

Vickers & Williams (2007) discovered this "quiet eye" method reduces information to the brain.

With less information, your brain can focus on performing your one critical task.

Action Step:

In your next high-pressure situation, consciously focus on external cues.

If it's a presentation, focus on one slide or one audience member.

Trust your Training

Ironically, self-awareness while performing the task leads to choking.

"Losing yourself" in the moment helps performance.

You'll notice this with olympians. While they're competing, their faces are raw, real, and expressing themselves without inhibition.

Those candid photos are so compelling because the competitor is lost in the moment.

Action Step:

Use your 5 senses to keep your brain focused away from yourself.

• Find 5 shapes.

• Recognize 4 sounds.

• Touch 3 objects.

• Smell 2 smells.

• Experience 1 taste.

Control your Mind

Korsunsky (2019) found that avoiding thoughts during competition improved performance.

Action Step: 

Practice mindfulness daily-

• Set aside 10-15 minutes each day.

• Find a quiet, comfortable place where you won't be disturbed.

Technique:

• For the first minute, focus on your breathing.

• For the next minute, do a head-to-toe body scan.

• Spend the remaining time focusing on the present moment.

• If your mind wanders, gently bring your attention back to your breath or the sensations in your body.

I know this feels like hippy voodoo, but it works.

40 years of science says so.

Send-off

Your ability to perform under pressure is a skill.

You can improve your skill.

Embrace this challenge, and you'll watch your business grow.

Avoid this skill, and you'll be watching from the sidelines.

Until next time, stay focused and go for gold!

All the best,

Chris

PS: If you found this newsletter helpful, please share it with a fellow entrepreneur who could benefit from these insights.

And remember, we're always here to support your journey to peak performance and business success.

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