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May 20, 2009

Leading Out of the Doom Loop: How to Dissolve Fear and Ignite Innovation

We are living in a climate of unprecedented economic and social fear.

The specter of fear shrouds us in our workplaces, communities, schools, and homes. If we try to outrun its eerie and suffocating presence, we will simply bump right up against it only a few feet away.  Like an apparition in a children’s cartoon, this fear has equal power to keep us frozen in place both in mind and deed.

And from that frozen place, we lose our connection with our creativity, our ability to think innovatively, and our access to problem-solving skills.  In fact, it has been shown that when we are deep in fear or under stress, we actually become less intelligent.

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According to Dr. Ellen Weber, CEO and President of MITA International Brain Based Center for Renewal in Secondary and Higher Education, “Cortisol is a potent chemical that surges when you slip into stress, and is now recognized as a drug that can literally shrink human brains.  It leaves other damaging footprints behind too … [r]esearchers have known for some time, for instance, that cortisol shuts down learning, creates anxiety attacks and can cause depression.”

So, where does fear originate and what purpose does it serve?

In her latest book, Steering by Starlight: Find Your Right Life, No Matter What!, Martha Beck notes the following:

"The entire purpose of your reptile brain is to continually broadcast survival fears – alarm reactions that keep animals alive in the wild. These fears fall into two different categories: lack and attack. On one hand, our reptile brains are convinced that we lack everything we need: we don’t have enough time, money, everything. On the other hand, something terrible is about to happen. A predator – human or animal – is poised to snatch us! That makes sense if we’re hiding in a cave somewhere, but when we’re home in bed, our imaginations can fixate on catastrophes that are so vague and hard to ward off that they fill us with anxiety that has no clear action implication."

Martha is simply explaining that when we were trotting around as early homo sapiens, doing our best to survive, our reptilian brains served us well by alerting us to danger and to the scarcity of resources.  Now, however, in our modern world, those reptilian fear “broadcasts” can prevent us from accessing the very skills we need in order to innovate and take sensible action in the midst of a challenging environment. Our ill-defined anxiety takes over and blocks our otherwise natural, free flow of positive imagination and innovative problem-solving abilities.


“The fish rots from the head.”
– Ancient Chinese expression


Understanding the roots of our fears is all the more important for those in leadership positions, regardless of whether you are leading a small team of entrepreneurs, oversee hundreds of employees, or if you are simply leading yourself.  If the organization’s leader succumbs to reptilian fears, the quality of leadership (e.g., the leader’s ability to remain focused, tap problem-solving acumen, and engage in and inspire innovative thinking) wanes significantly.  Moreover, fear ripples through the organization at a devastating pace.  Emotions are, it seems, contagious.

The social contagion phenomenon of emotions is caused by what are known as “mirror neurons.”  In Social Intelligence: The New Science of Human Relationships, Daniel Goleman states that mirror neurons are the brain cells which "reflect back an action we observe in someone else, making us mimic that action or have the impulse to do so.”  Mirror neurons, therefore, allow us to feel, in a very real sense, what others are feeling.  Goleman points to the dangers of “toxic connections” (e.g., relationships/interactions which are unhealthy) and states those connections affect our immune system, our ability to operate, and our personal wellbeing. 

A leader immersed in the so-called reptilian fear spiral will cause those following to exhibit the same, debilitating “doom loop.” Knowing just this bit of neuroscience gives us more than enough impetus to learn how to stop our inner doom loops of fear and get ourselves and our teams back on track.

Before we begin, know this going in:  we are each capable of great denial.  And by that, I mean that we have each had a lot of practice avoiding painful thoughts.  It will take a bit of practice to rein in your distracting activities.  Just persevere – you will find that the process gets easier and that the path to relief and enlightenment becomes shorter.


Nine Steps to Stopping the Doom Loop of Fear

1.    Stop and recognize the fearful thought(s) you are experiencing.  This may sound easy enough, but actually practicing this can be difficult.  Notice how creative you get in avoiding the work of actually diving into your painful thoughts.  Are you deciding to retrieve a snack out of the refrigerator?  Calling that friend you haven’t talked with in a while – possibly even sharing a “woe is me” tale?  Endlessly updating your Facebook page?  Obsessively reading online news alerts? (As an aside, I suggest the cumulative, toxic effect of taking in negative media messages cannot be overstated. Please consider going on somewhat of a “media fast,” at least in the short term.) These are all avoidance techniques, and signals that our denial is setting in, and that we are diverting attention from a difficult issue.

2.    Name the thought(s) – specifically – (“I am afraid that [blank] is going to happen or not happen,” etc.).  Try to articulate this thought out loud to yourself, or better yet, try to put the fear in writing.  Even if you immediately destroy what you wrote, the discipline of writing the fear will focus your mind on it and will help start your natural problem solving abilities.  

3.    Work on dissolving the thought(s) one at a time. This is where the rubber meets the road. In order to dislodge stuck thoughts, I recommend using the four questions from Byron Katie’s Loving What Is: Four Questions That Can Change Your Life.  Her four questions comprise a process she refers to as “The Work.” Katie describes The Work this way:

"The Work is simply four questions that, when applied to a specific problem, enable you to see what is troubling you in an entirely different light. It’s not the problem that causes our suffering; it’s our thinking about the problem.  Contrary to popular belief, trying to let go of a painful thought never works; instead, once we have done The Work the thought lets go of us.  At that point, we can truly love what is, just as it is."

The Four Questions from "The Work."

1.    Is it true?
2.    Can you absolutely know that it is true?
3.    How do you react when you think that thought?
4.    Who would you be without that thought?  And, turn it around. Can you find alternative thoughts that may be as true or truer than the painful thoughts? Write down these alternative thoughts.

To illustrate an example of how to do The Work, let’s use an all-too-common phenomenon many of us are now experiencing: the loss of a job. Each question from The Work in this example is followed by fictional (yet realistic) responses to show how our thinking can shift during this process (which opens us up to seeing powerful alternatives).


Fear statement:  I will become homeless because I have lost my job.

1.    Is it true (that you will become homeless because you have lost your job)?
“I feel it is true, yes.”

2.    Can you absolutely know that it is true?
“Well, again, I feel it is true. I’m worried it could be true, that it could happen.”

3.    How do you react when you think that thought?
“I panic, I feel the walls closing in. I worry that my family and I will be out on the street. I worry my spouse and I will argue, or maybe our marriage will fall apart. I feel desperate, alone, and frightened. I feel completely overwhelmed. I feel the world is very dark and lonely. I can’t think – I don’t know what to do.”

4.    Who would you be without that thought?
“I would feel light, free, and secure. I see creative options and opportunities that I had not thought of before. I imagine myself finding a new job or starting my own business. I would wonder if losing my job was possibly even a blessing in disguise – a chance at having a fresh start or pursuing my dreams for the first time in my life.”

And, turn it around. Can you find alternative thoughts that may be as true or truer than the painful thoughts?

1.    I will not become homeless because I have lost my job.
2.    I will become a creative problem solver because I have lost my job.
3.    I will become knowledgeable about myself in new ways because I have lost my job.
4.    I will become employed in a different job.
5.    I can create my own job.

4.    Brainstorm ideas, problem solve, and think creatively.  Once again, it will be helpful if you write down potential solutions to the problem(s) as you can then review your potential solutions later, and determine which are viable.  Try not to edit potential solutions, write down everything that you can as an initial step.

5.    Identify a series of small steps you can take to move you toward what it is you want to have happen.  Once you have brainstormed ideas, it is important to identify actions you can take to implement those ideas.

6.    Take action on the first step.  Now it is time to actually do something, rather than simply to think about doing something.  Any actual action, however small, will help to reverse the doom loop.

7.    Take action on the second step.  Continue to implement steps, however small, to recapture control of your mind, and to dislodge the fear and doom.

8.    Take action on the third step, etc.  You are now on your way back to a positive, pro-active solution-based existence.

9.    This is not a clean, linear process.  Your reptilian brain can go into overdrive throughout the process.  When that happens, stop.  Work on dissolving the fear first before you move forward.


A word of caution:  remember that the brain looks for evidence to prove that a painful thought is true.  If you find yourself pointing to circumstances to provide evidence for painful thoughts and/or feelings, notice what you are doing, stop yourself, and return to the thought-dissolving process.

Here is the good news:  your brain can build new neural pathways.  Human brains possess amazing “plasticity,” meaning we can literally rewire our brains.  As we move out of ruts of fear, we create new pathways for creative possibilities and innovation.  As Dr. Ellen Weber noted, “Robert Kennedy noticed that most people build their best visions more from problems they solve to move forward, and less from opportunities that life hands to them.”

Our current climate, therefore, while challenging, offers unique paths to achieving break-through creativity and innovative thinking.  And it is up to us as leaders of our own lives, as well as leaders of others, to dive into our fears and systematically dissolve them.

May 12, 2009

Escape from Cubicle Nation

This is the latest post in a series of Author Teleseminars announcements which will give you the first opportunity to find out about upcoming events and calls.

Full disclosure:  Pamela Slim is a dear friend and business partner. She and I have launched Life After the Cubicle: A Quickstart Guide to a Successful Transition to Self-Employment for those who want to flee the cubicle and start their own business.


There are two types of advice for entrepreneurs who want to start and run a successful business.

First, there is the average (or even bad) kind, which comes from business experts who are big on talk, but short on experience. Following this advice may not only waste your time, but also may put your business health in jeopardy.

Then, there's the remarkable variety that can transform our businesses. These time-tested strategies are offered by the business experts who walk the talk and have built wildly successful businesses of their own.
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Pam Slim is one of these remarkable experts.

Pam has not only built a killer brand and a solid business, she also has experts like Guy Kawasaki recommending her advice to entrepreneurs, both new and old.

On Thursday, May 14th at 3pm ET, join Elizabeth Marshall, host of Author Teleseminars, as she interviews Pam Slim about her new book, Escape From Cubicle Nation, and hear the "nitty gritty" on what it takes to start and run a successful business.

On the call, you will hear how Pam built a brand that attracted the attention of a major publisher. You will also learn how to test your business ideas and get a pulse on what customers most want.


Go ahead and register for the call, even if you can't make it live. Elizabeth will send you a recording of the call after it is over.


Questions? Please email Elizabeth directly. You can reach her here: host@authorteleseminars.com

See you on the call!

May 04, 2009

The Think Big Manifesto

I am thrilled to announce that I am among a group of 25 AuthorTeleseminars Ambassadors working together to ensure that the best and brightest authors and thought leaders in the world receive the largest spotlight possible. This is the latest post in a series of AT announcements which will give you the first opportunity to find out about upcoming events and calls. Stay tuned!


By now, we are painfully aware that we're in the midst of challenging times. Ones that impact ALL professionals and business owners (both new and experienced) and threaten to undermine our biggest goals, dreams, and plans to do big things in the world.

One of the biggest dangers facing us is not the economic climate, but rather a different type of threat. It is small thinking, and it is the one thing guaranteed to take us down financially, emotionally, and spiritually...if we let it.

Instead, there's a powerful alternative to small thinking and a thought leader who's dedicated to helping you think bigger about who you are and what you offer the world.
The_think_big_manifesto
On Tuesday, May 5th at 1pm ET, join Elizabeth Marshall, host of Author Teleseminars, as she interviews Michael Port how you can get on with doing bigger things in the world. You'll hear about Michael's remarkable new book, The Think Big Manifesto, and learn how you can make radical shifts in your business and life - starting now.


Sign up for the call.

Thinking big is the most important things we can do right now. As Michael says, it's about being fully self-expressed in the face of all the forces that conspire to pacify your drive and your hunger to be the most you can be.

Go ahead and register for the call, even if you can't make it live. Elizabeth will send you a recording of the call after it is over.


Sign up for the call.

Questions? Please email Elizabeth directly. You can reach her here:  host@authorteleseminars.com

See you on the call!

April 15, 2009

What Are You Born to Do?

This is the first in a series of posts on finding your passion and purpose.


"I feel pressure to find a niche...it feels like being encased in a pressurized suit... Come on! Why am I having such a struggle identifying my unique passions, interests, and gifts?"

~ a fellow "coach cadet" during a Coach the Coach call in our Martha Beck Life Coach Training course


Monarch Doesn't it seem that figuring out what you are born to do should be a relatively easy task?

It feels like it should be obvious -- akin to being as plain as the nose on your face. After all, you know yourself pretty well (what you like and don't like, what you are good at and what you struggle with, and what you feel energized by and what drains you), right?

And, everyone else seems to have figured out what their passion is, what makes their heart sing, what they were put on this planet to do ... why is your path to finding your best destiny, then, seemingly so dark and littered with obstacles?

First, full disclosure:  I have, at times (and am very much still on this journey), felt exactly like my fellow life coach trainee whom I quoted above. The act of my authoring this post is not meant to imply that I have it all figured out, and I am now going to impart my grand wisdom. No, far from it. But what I do want to do is start to help you (and in many ways, myself) understand this life purpose and niche business a bit more -- start to untangle some of the knots of confusion and wiggle away any boulders that may have you (and me) stuck.

So, let's start with some comforting news -- we are not alone.

Many (most?) of us are stuck in at least one area of our lives and/or are essentially clueless about what our life passion is. Some are so stuck, in fact, that they are actually numb and are not fully conscious of their plight. So, we are in very good company and can put down any stress over feeling like we are isolated cases.

Next, figuring out what you are born to do is a process, a journey. It is not something you can conjure up right away like your favorite color or fondest memory. There is no amount of willing this butterfly out of its cocoon that is going to result in an earlier birth. It is a puzzle that needs to be worked, played with, and listened to.

It is going to come to you in odd whispers, flashes of insight and intuition, and unexpected moments of sleep and wakeful states. And, for all you instant gratification nuts (ahem), this is going to take a little while -- for some weeks or months, for others, years. So, settle in and relax, there is no extra credit if you finish quickly.

March 31, 2009

The Power of Empathic Listening

Everyone knows how important listening is -- but how many of us really listen with empathy? Listen with joy? Completely focus on what the other person is saying without your mind crawl interrupting?

Let me share with you a quick story about the power of empathic listening.

I founded the Literacy Council of Highlands in 1993. One of our first orders of business was to recruit tutors to work with children who were struggling in school. Luckily, I live in a community with a huge population of retired professionals, so we had an enormous pool of volunteer talent.Listen

Time and again, volunteers would be sheepish about tutoring. They did not feel qualified. I always asked them: are you compassionate and passionate? If yes, you are qualified! I told them that I could teach them everything they needed to know about tutoring if they were first both compassionate and passionate about being of service.

What we found was that the magic of our one-on-one tutoring was not in the tutoring talent of the volunteers (even though their talent was truly significant). The magic was in the volunteer listening to the student. Focusing on the student with 100% of their attention. Being there for the student.

In fact, during that time we learned that a study had shown that the average child enjoyed no more than approximately 20 minutes a day of real listening from their parents. 20 minutes! And we were giving those children an entire hour of delicious, uninterrupted attention.

We tutored children with learning disabilities, children with different learning styles, and children from dysfunctional families. Every child we ever worked with improved. EVERY ONE. That is the power of listening.

In your role as an entrepreneur, you have many opportunities to tune in and listen to your customers.

Meet your clients where they are. By that, I suggest that you take some time when you first talk with a prospective client to determine exactly where they are emotionally, intellectually, and even spiritually. What are their expressed and unexpressed needs? What is it that they want to have happen? How, specifically, can you be of real service to them?

Let your clients and your market tell you where the pain is for them. If you listen -- really listen -- your clients (and you) will experience a true transformation.

March 13, 2009

What Is Sabotaging Your Sales Success?

Used Car Salesman I love selling.

Did you just wince? When you hear the word "sales," does an image of a used car salesman (kind of like our friend to the right) pop into your head?

I am hearing time and again from newbie entrepreneurs as well as seasoned executives and business owners that they are not comfortable selling.

Some tell me that they feel selling is "cheesy" or "like begging."  According to them, good salesmen and saleswomen are too aggressive, inauthentic, and/or even dishonest.

Others say that when it comes right down to it, they are afraid to sell. They are afraid they will be rejected, that folks won't see the value of their product or service, and, as a consequence, they will suffer humiliating blows to their sense of self.

I have a hunch or two as to why this thinking is so common, and I'd like to see where I'm wrong.

Would you give me 2 minutes of your time to fill out a 1-question survey? Seriously, it's one question.

I would like to hear from you as to what your biggest challenge is with selling. In return for your time, I'll send you a report with the results in April. If you would like a copy of the report, simply include your name and email address in the survey. [No worries on being spammed -- I hate it as much as you do.]

Click here to take the 1-Question Survey.

My goal is to uncover the hidden (or not-so-hidden) challenges that could be sabotaging your sales success (or marketing and promotional efforts) and then design a program which will help you blast through those challenges so that you may close more business this year than you ever imagined possible.

So give me just 2 minutes now, and let's make 2009 your break-through year.

February 15, 2009

Meet the Marketing Genius Behind POM Wonderful, FIJI Water, and Teleflora

Does your business have a remarkable brand or just an average one?

Do you sell extraordinary products and services or just the run-of-the mill kind?

It does make a difference.

See, remarkable brands mean that Orpah is calling, sales are through the roof, and customers are coming back for more. Conversely, an average brand and average products deliver just that - average results.

Lynda Resnick is definitely not average.

She's the marketing genius behind three of the most successful brands in the world - POM Wonderful, FIJI Water and Teleflora. In fact, Oprah has raved about her pomegranate juice, and her FIJI Water sales have increased over 300% since 2004.

The good news? You don't have to be average either. In fact, you can learn how to uncover the hidden gems in your business and deliver the extraordinary value that customers want.

This Thursday, Feb. 19th at 2pm EST, Elizabeth Marshall of AuthorTeleseminars.com, is hosting a call with Lynda Resnick, author of Rubies in the Orchard. On that call, you'll not only learn about Lynda's new book, but you will discover the secrets to creating the incredible value for your customers most want to buy.

In addition to Lynda, you will also hear from:

  • Melanie Benson Strick, Million Dollar Success Coach and founder of The CEO Factor

Go ahead and register for the call, even if you can't make it live. Elizabeth will send you a recording of the call after it is over.

Sign up for the call

Questions? Please email Elizabeth directly, as she's the one hosting this call. You can reach her here: host@authorteleseminars.com.

Looking forward to joining you on the call!

January 18, 2009

The Rules of Marketing Have Changed

I am thrilled to announce that I am among a group of 25 AuthorTeleseminars Ambassadors working together to ensure that the best and brightest authors and thought leaders in the world receive the largest spotlight possible. This is the first of a series of AT announcements which will give you the first opportunity to find out about upcoming events and calls. Stay tuned!

By now, you probably know that the rules of marketing have changed. And, many strategies (if not most) that used to work will not help you reach customers in 2009. In fact, they may even repel customers and damage your credibility. That's never a good thing ...

The good news, though, is that there's a much better, more effective way to engage with customers and to deliver exactly what they want. It's called content marketing - and it's a remarkable opportunity for you to connect with customers like never before. (Hint: there's much more to it than just writing articles and blog posts.)

On Friday, Jan 23 at 1pm EST, Elizabeth Marshall of AuthorTeleseminars is hosting a content-rich conversation with Joe Pulizzi and Newt Barrett, authors of the book, Get Content. Get Customers. They will discuss the key shifts and steps you must take in order to effectively reach customers and to leverage this powerful way of marketing.

In addition to Joe and Newt, you will also hear from:

-> Chris Brogan, veteran blogger and social media expert
-> Paul Gillin, author of The New Influencers and Secrets of Social Media Marketing

Unlike your average teleseminar, this will be a value-based conversation, full of tips and strategies you can use immediately. So please join us for a unplugged, real-world discussion about how to leverage content marketing to get the results you want.

Go ahead and register for the call, even if you can't make it live. Elizabeth, host of this call and founder of AuthorTeleseminars.com, will send you a recording of the call after it is over.

JOIN US LIVE

Questions? Please email Elizabeth directly, as she's the one hosting this call.

Enjoy the call!

November 02, 2008

Death Spirals, Rock Climbing, and Startup Survival

Entrepreneurs face steep challenges every single day.

It is taking three times as long to ship your product than you had estimated. A key supplier (the one that was discounting their materials by 25%) just went out of business. The market is lukewarm to your first release. Each day, you worry there will not be enough time or money to hit escape velocity.

Enter the massive sell-off on Wall Street and the accompanying global, economic crisis.

What's a struggling entrepreneur to do?

Jason Calacanis, CEO of Mahalo.com, has a unique stance on how entrepreneurs should weather the storm. Jason broke his blog silence this week and posted a popular email he had previously sent out to his subscribers.

In a section comparing the dangers of a pilot trusting his instincts in poor weather conditions to an entrepreneur going with her gut right now, Jason asserts that "you must trust your metrics (revenue, burn rate, page views and earning[s]), not your senses. Your senses and emotions are FUBARed right now, but your metrics are not."

In other words, in the midst of the confusing and uncertain economic conditions we all face, Jason argues that entrepreneurs should fly by their numbers, not their instincts. To do otherwise would be a move toward entering the dreaded "death spiral."

In many ways, I think this is sage advice. It certainly sounds sensible and feels safe -- how can you argue that your metrics don't matter? His advice is also comforting and soothing to your edgy, raw nerves:  take a deep breath and focus on your numbers.

After I let his words settle in a bit, I could not help but feel there is more to the story. I know it makes sense to look at your instrument panel when flying in fog (how else do you know up from down?). Okay, check. Yes, I will watch my metrics and glean everything I can from the picture they paint.

But there is also a voice inside my head urging me to feel my way forward when facing a crisis. It nudges me to lean into the problem with my instincts, intuition, and confidence as my guide.

In Tribes: We Need You to Lead Us, Seth Godin introduces us to an amazing rock climber by the name of Chris Sharma. Chris renders previously "unclimbable" rock faces, well, climbable. Other rock climbers keep a hand and a foot on the rock at all times in order to make steady progress. This method works, but when a climber encounters a rock face where one cannot get a toe or finger hold, he is stuck. When Chris hit a seemingly dead end, he does a "dyno" and literally jumps up the rock (no hands, no feet on the rock). Chris' immense self confidence, faith, persistence (and fitness) get him to the top.

In leaving behind trusted rock climbing methods, Chris uses (he did not invent the dyno) a better way to scale "impossible" faces. Watch Chris climb in Squamish, B.C.

Chris chooses a maverick (are you sick of that word yet?) approach. And in doing so, he finds success.

I am not suggesting that entrepreneurs forge ahead -- in good times or bad -- with blind carelessness and a bloated swagger. When you enter extreme weather, you do need to rely upon your metrics to guide you out of the murky territory.

But there is also something to be said for occasionally "doing a dyno" to find your next finger hold on your climb upward.

November 13, 2006

Out of Time

Clock Time is a critical part of customer service.

More than likely, your customer doesn't have nearly enough time to do all the things he or she wants to do -- including purchasing your service or product!

Knowing this, how can your organization save your customers' precious time? What can you do long before your customer decides to contact you to make his journey a smooth and time-efficient one?

First, look at the hoops a prospective customer has to jump through to find your organization. If you are a retail store, restaurant, inn, realtor, or nonprofit, how do customers learn about what you offer and why you are unique?

Are you well positioned on Internet search engines with your website optimized for popular keyword searches? When a customer surfs your site, can she easily find what she is looking for? Is she compelled to stay on your site and make contact with you for an appointment, reservation, or purchase?

Once your customer visits your business or nonprofit, how easy is it for him to purchase from you? Think about all the steps along the point of sale process. Find all the places where there are "hot spots" which waste a customer's time or confuse him.

Acknowledge how busy your customer is and turn those "hot spots" into positive experiences. Would your customer find it helpful for you to hold her purchases until after lunch? Does she need dinner reservations or directions to the best fishing lake?

If your customer wants to look at property all day with his three young children, do you have a box filled with fun games and activities for the kids? Have you planned the day's itinerary down to the minute so that not one precious second is wasted?

Treat your customer's time like it is your own. Guard it, protect it, and try to find ways to make more of it by providing compelling experiences at each opportunity.