Twyla Tharp’s self-talk to combat a lack of motivation is a simple, powerful rule: "If you don't work when you don't want to work, you're not going to be able to work when you do want to work." This frames discipline not as a choice but as a prerequisite for future performance.
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To instill a bias for action, Chipotle CBO Chris Brandt tells his team the only two days you can't get anything done are 'yesterday or tomorrow.' This powerful framing device reframes procrastination, making 'today' the only logical option for execution and driving a culture of immediate action.
To overcome the fear-based paralysis of procrastination, you must lower the psychological stakes. Shifting the goal from achieving a perfect outcome to simply completing the task reduces pressure, shrinks fear, and allows your brain's reward system (dopamine) to engage.
We procrastinate on important tasks because we implicitly assume we have unlimited time. The practice of "Memento Mori"—remembering that life is short—creates the urgency needed to act. As Marcus Aurelius wrote, "You could leave life right now. Let that determine what you do and say and think."
To overcome the paralysis of perfectionism, create systems that force action. Use techniques like 'time boxing' with hard deadlines, creating public accountability by pre-announcing launches, and generating financial stakes by pre-selling offers. These functions make backing out more difficult and uncomfortable than moving forward.
Motivation is a fleeting emotion, making it a poor foundation for long-term success. True excellence comes from building habits based on discipline and consistency, which are conscious choices that allow for progress even when motivation is absent.
Instead of aiming for peak performance, establish a baseline habit you can stick to even on bad days—when you're tired, busy, or unmotivated. This builds a floor for consistency, which is more important than occasional heroic efforts. Progress comes from what you do when it's hard.
Even top performers struggle with the discipline for repetitive sales tasks. The problem isn't the difficulty of the work, but the absence of a clear, compelling reason to do it. Discipline requires sacrificing present ease for a future goal; if that goal is fuzzy or already achieved, motivation collapses.
The word "discipline" often has negative connotations. Instead of viewing it as a restriction, redefine it as the specific set of inputs required to achieve a result you genuinely desire. If you don't want the result, the problem is your vision, not your discipline.
Twyla Tharp reframes her famous 5 a.m. gym routine not as a cherished ritual but as a "loathsome" reality. The purpose isn't enjoyment; it's the non-negotiable work required to prepare her "instrument" for the challenges ahead. Discipline is about necessity, not passion for the routine itself.
To overcome the fear of tasks like cold calling, you need a powerful long-term goal (the 'big pull') that you desire more than the immediate comfort of avoidance. This goal provides the motivation to sacrifice what you want now (ease) for what you want most, making discipline a choice rather than a chore.
