Why Acting Enthusiastic Beats Waiting for Inspiration (and Doubles Your Impact)

Frank Bettger didn’t start out as a high-energy salesman—far from it. Early in his career, a manager accused him of being lazy, when in truth, he was nervous and shy. Determined to change the story, he made a pact with himself: act enthusiastic, no matter how he actually felt. That day on the baseball field, he flew around with an intentional burst of energy, and the results were dramatic. Not only did his personal fear begin to fade, but his new attitude infected the entire team, lifting everyone’s spirits and performance.

Years later, facing failure again while attempting to sell insurance, the lesson returned. When he brought this same “fake it till you feel it” enthusiasm to customer meetings, people warmed up. Prospect after prospect responded to his new energy; one client even became a loyal friend and advocate. Bettger noticed a strange thing—when he forced himself to appear engaged, eventually the feeling caught up, making the effort seem more natural and his conversations more successful.

Behavioral science calls this “embodied cognition” or “behavioral activation”: when you act as if you feel a certain way, your brain and emotions slowly follow suit. Even on days when nothing felt right, acting enthusiastic sparked a feedback loop—others noticed and matched his energy, doors opened, and opportunities grew.

Today, this principle is used in everything from anxiety treatment (where therapists encourage positive actions to improve mood) to leadership training, because our actions can shape our inner world as much as our inner world shapes what we do.

Start your day tomorrow by physically acting enthusiastic—even if it feels awkward. Say an upbeat phrase out loud, use strong gestures, and bring that energy into every interaction you have, whether with a coworker, family member, or a stranger you meet at a store. At night, jot down when you made the effort and any reactions or changes you noticed, no matter how minor. Repeat this for 30 days—track how your mood, relationships, and productivity shift as enthusiasm goes from something you force to a habit that starts to feel real. Take this challenge, and see what unfolds.