Loss or Gain

What is more motivating, the fear of loss or the desire for gain?

When it comes to your patients, you might be surprised to know that it is loss that matters most.

For exampractice management, consultingple, if I were to tell you that you would receive $5 if you spent a few minutes helping pick up garbage in the parking lot, I doubt that you would even get out of your chair.

But if I walked over to where you were sitting, picked up your wallet and took out $5 and walked away, you would come out of your chair!

Fear of loss for many people is a greater motivator than desire for gain. For example:

• Not being embarrassed in public is more emotionally compelling than gaining popularity.

• The misery of potentially losing your teeth gets your attention more than keeping your teeth.

• Suffering with health problems associated with poor dental hygiene is more compelling than having clean teeth.

• Etc.

Some people…most people are more motivated by the fear of losing something than the desire for gain. Listen carefully in any conversation for the difference between the two. They are not the same.

So make sure you listen for fear of loss vs. desire for gain. If you don’t, you may be missing out on the most significant opportunities you have every day! You wouldn’t want to lose that would you?!

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