What’s Your Hurry? (#762)

One of the more common reason coaches, salespeople, small business owners and solopreneurs give for wanting to hire me as a coach is to take their income up over seven figures – that is, to bring in over a million dollars a year in revenue, or better still in profits.

The first question I have learned to ask in response is to have them tell me about what they currently do to create a reliable six figure income. When they (often) sheepishly admit they don’t have a six figure income yet, let alone a consistent one, I ask them to tell me about their thriving five figure business. Surprisingly often, they don’t have one of these either.

Now I don’t mind what your income level currently is. I don’t feel anyone needs to earn over a million dollars, or even over a hundred thousand dollars in order to be happy and successful. Earning more money doesn’t mean your smarter, or better, or more worthy of being on the planet. All it means is that you’re probably a bit better at earning more money.

But somehow, it seems like when we’re playing the game of money, we play to get it over with, not to win. Sometimes this is simply because we’re worried about running out of cash and we get a burst of adrenaline by scaring ourselves into action. But sometimes it’s something else.

I noticed this for myself when I joined one of Steve Chandler’s Coaching Prosperity schools and set an initial goal of “earning a year’s income in the first month”. When I reflected on why I had chosen such an aggressive target, I realized that it wasn’t because I needed a year’s worth of money to pay a month’s worth of bills – it was because I hated everything about selling. Which I also realized was a silly problem to try and solve by trying to cram a year’s worth of sales into a month’s worth of activity.

So I changed my goal to “I want to learn how to love selling so much that I genuinely don’t care how long it takes for me to fill my practice.” And to my amazement (and with Steve’s patient but persistent assistance), I did just that.

So what’s your hurry?

Is it fear of not having enough or a dislike of (or disdain for) the process of creating more?

Let’s take a slightly deeper look at both…

1. Fear of not having enough

I have written about this at length in a couple of my books, but in its simplest form, the fear of not having enough comes down to one of two things:

a. An accurate perception (masked by fear) that if you don’t gain access to more resources in the next week or two, you will have to give up something you currently have in your life

or more often

b. An insecure thought which you nurture in the hopes that if you can drive yourself crazy enough with it, you’ll somehow get yourself to do things you don’t really want to do in order to go out and get more money now even though you don’t really need it yet.

How do you spot the difference?

Successfully getting hold of the resources you need will solve the first problem, but not the second. In my experience, the more urgent the feeling that you MUST sort out your money life once and for all NOW, the more likely it’s just your own insecure thinking running amok in the otherwise peaceful quiet of your mind.

To put it even more boldly:

Urgency is insecurity.

2. Dislike of (or disdain for) the process of creating more

Objecting to have to sell in order to make money seems to me to be like objecting to have to get wet in order to go swimming – it’s just how the game works. And yet I know for me, there were many years where I would sooner do pretty much anything than get on the phone and have a conversation with someone about coming on one of my courses or hiring me as their coach.

What was the key to turning things around?

For me, it was the realization that if I was willing to apply at least as much creativity to the sales process as I did to everything else that I loved about my work, it was not only likely to work better, it would matter less if it didn’t.

Once I allowed myself to get creative, have fun, and learn heaps about sales, it actually became kind of fun. I slowed the process down and got more reflective, listening for inspiration instead of just ticking prospects off a list. Perhaps unsurprisingly, it began to work better. I even got comfortable trying things that might not work, finally realizing that the thought “failure is not an option” was just a thought – and an optional one at that.

In other words, when I stopped being in a hurry, I unleashed the same creative force that has been available to human beings since the first human started being. And the aliveness that life force engenders is something I’m in no hurry to be finished with.

Have fun, learn heaps, and enjoy the process. Worst case, you’ll have fun and learn heaps. Best case, you’ll have fun, learn heaps, and live the life of your dreams!

With love,
Michael

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