Watching the World Cup finals between the USA and China on TV was both exciting and mesmerizing. I had been drawn to the contest by the hype, and the historical significance. But, truth be told, it was my first soccer game. My kids, their childhoods filled with softball games, are long-grown and gone from the house. Never having been a 'Soccer Mom', I found I could still appreciate the skill and grace exhibited by the young women on the field, even if I didn't fully understand the action.

For me, the defining moment of the match came during the penalty kick shootout that took place after two sudden-death overtimes failed to produce a goal for either team. The camera focused on the American goalie, Briana Scurry. She paced back and forth in front of the net that she alone would defend against a succession of China's best kickers. The announcer told a listening audience of a pre-game interview with Scurry.

She was asked how she would prepare if this stressful, do-or-die moment materialized. She said she would envision every ball she had ever stopped. She would fill her head with her successes, allowing only positive, reinforcing images to hold court in her mind's eye. The strategy worked, and her goal-stopping save set the stage for the USA win.

Observing the elation of the moment, I realized that Scurry's winning mindset might serve as an example for real estate brokers eager to improve their recruiting efforts. How many brokers, when contemplating recruiting, automatically dwell on the negative? How many tend to remember past mistakes, and failed opportunities? How many fill their minds with visions of "the ones that got away"? This propensity for re-experiencing defeat, preparing for failure instead of for success, is a habit that can and should be broken. Not only is it ineffective, but it also keeps the recruiting process from being fun, instead of painful.

Before launching a recruiting effort, brokers might do well to remind themselves of all the wonderful benefits associated with their particular offices. They may try envisioning the happy, productive agents who already work there. They could fill their heads with images of recruiting presentations that worked like a charm, and remember prospects who eagerly joined them. Banishing defeatist thoughts and evoking positive images are more than simply dress rehearsals in optimism. The mental preparation for any campaign is as important to its success as the physical preparation.

Just so there are no misunderstandings. No one is claiming that a positive attitude ALONE will win a game, or succeed in recruiting. A broker must still develop all the components necessary for a viable recruiting program, and have the perseverance to carry out the agenda. But, when all the preparation bears fruit, when the magical moment of truth arrives--with broker and recruit face-to-face--remember Briana Scurry. If a positive mindset helped her make history in front of the whole world, think what it could do for you.

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