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The Top 6 Mistakes Coaches and Practitioners Make [and Their Solutions] (Part 2)

We have already covered errors in philosophical grounding, lack of skill, and a failure of implementing a sustainable structure for your business–and for the scope of your clients’ needs.

What is next?

More nuts and bolts rather than philosophical grounding or mindset:

Mistake: Having only 1 stream of prospects

Most coaches and solo-preneurs rely on word of mouth. Word of mouth is critical. In the 21st Century marketplace there are hyper-empowered and talkative people. This is good for you. However, it is not enough. Make a decision now to take control–to be the locus of responsibility–for the success of your business. While word of mouth is critical, it is only one of at least three prospect streams the successful solo-preneur must establish for themselves. What are those three?

Solution:

  • Formalized referral systems [two of them]
  • Speaking engagements and free evening talks
  • Word of mouth

The two formalized referral systems?

  • An affiliate program with a percentage or fee for referrals
  • Write a referral clause into your client contract–requiring two if the client is happy with your services. While you do not want to be heavy handed about this, it does set their intention and focus their awareness on a more formal approach to referrals

The evening talks?

  • Make it explicit in your marketing AND in your introductory remarks that you are there for two reasons:
    • to provide value to their lives–first and foremost
    • to expose people to and offer an introduction to your services

Word of mouth?

  • Consider this a great backup and occasional unexpected icing on the cake when those unintentional or random referrals occur. And occur they will.

If you do this, and you consider them in this order of importance, you will always be in control of your flow of clients and prospects–and they will flow in. Your sustainable prosperity will follow.

Mistake: Failure to leverage contact points and the opportunity they hold

Solution: many

  • Consider any contact point you have with a prospect [be it an initial session, an email, or a phone call] an opportunity for you to leverage them beyond their current limitations emotionally or mentally–an opportunity for your to expand their world. An opportunity for you to be of service.
  • Do not give “free initial coaching sessions”
    • Many coaches and many prospects think it is beneficial to give away services or to experience the practitioner directly. I have never found this to be effective in a prosperous business. If you want to turn your practice into a business then offer a complimentary exploratory session–and consider it an information gathering session for you and a sales presentation for the prospect. Let them get a sense of you, but do not give them free coaching. You are not part of a buffet. You want them to commit to a more fulfilling experience. A full 3 course meal. Be sure to show them the menu and explain the dishes and presentation–be sure to demonstrate your competence, but be careful you are making sure your contact point is leveraged to its full potential–for their sake in finally having a better life–and for yours in creating a sustainable and prosperous business.
    • Have them make a decision one way or the other in that exploratory session. If you let them “think about it” then they will get less and less clear on what you presented, and therefore less and less clear on what it will make possible in their lives and their fear and limitations kick in. The very habit patters of the mind that they are coming to you to resolve take over. It is your duty to guide them to a choice in that session. Yes and no are both fine answers–but require an answer. I will often ask a prospect who wants to “think about it” if that is the thing that stops them elsewhere in their lives. That is usually all I have to say in those situations for them to sign the agreement in front of them.
    • Be respectful with their experience–set context–and make sure when you chat with them on the phone for the purpose of setting up the exploratory session that they are aware of the process–that they know you will clarify what they want, then explain your approach, and then if it is a fit–have them review a contract. Those contact points are critical for your guidance of the client to changing their lives.
  • When a client sends you an email raving about your contribution–or when they acknowledge you verbally communicating the difference you have made for them–ask them if you can quote them. Turn that acknowledgment into a testimonial for your marketing materials.

There are more examples I could give, but remember, if you want to have sustainable prosperity and truly be of service to a larger and larger portion of your community, and therefore be an agent of change rippling out to assist in creating a better global condition–consider every contact point an opportunity.

Mistake: Considering Your Service a Commodity

There is a reason I do not publish my rates.

My services are not a commodity on the shelf to be price-shopped. And no one else does what I do, really. And consider that you offer something unique that no one else does. In discovering that you will not only feel better about your “fees”, but you will also have take the first step in being able to communicate the value of your services to your clients and prospects in such a way that your fees seems insignificant and nearly irrelevant when measured against the value your service will bring to their lives.

And really–just between you and me–do you really feel that a number, no matter how reasonable or how unreasonable it may seem communicates the scope and richness of the difference your service can provide in their lives? Unless you have nothing unique to offer–you do your prospects a disservice by buying into their mindset that they can price shop.

I have never lost an opportunity or had a client not want to work with me as a result of this approach. In fact, it is one of the secrets of my success–selling from vision and value and having the money be a formality–but an afterthought.

Mistake #7: Did I say 6?

I guess there is at least one more: “Healing” that which you need to resolve in your self and in your own life by healing others

I am going to say something harsh here and say that I consider it unethical–yes, “unethical” for coaches, therapist, or “healers” to work on the same issues with clients that they have not resolved within themselves.

While you may still be able to provide solutions–at least be honest with your client that you have not handled it in your own life. And make a choice now to only provide services that you feel competent, resolved with, and apply to your self in your own life.

If you are a relationship coach–have a great relationship. If you are a coach around self-esteem, have a well developed ego [in the positive and healthy sense]. If you are an addict who is still smoking, drinking, or doing drugs, do not counsel others on that. Do not look to heal your wounds through the wounds of others. There is a danger of projection, and even more so–how can you charge someone to solve something you have been unable to demonstrate as being solved in your own life?

I hope this article helps you in your desire for sustainable prosperity. Read, listen, learn, and thrive.

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The Top 6 Mistakes Coaches and Practitioners Make [and Their Solutions] (Part 1)

It is amazing how many coaches, solopreneurs, massage therapists, lawyers, etc. are competent at what they do–yet suffer financially. They are doing good, but they are not doing well–that is, they are struggling financially, mentally, and emotionally.

There are reasons for this. I have identified the top 6 reasons–and their solutions-that I have found in my experience in my own business as well as observing those who still have a “practice”.

The first 3 are presented to you below. The next three will be in Part 2 in a couple of weeks.

A Lack of Integral Thinking: “Money and Spirituality are in Conflict”

For some, “capitalism” is a bad word. Which makes sense. “Capitalism” was a phrase coined by the biggest enemy of the free market and free enterprise to ever live–Karl Marx. Yet, we keep that inaccurate and pejorative moniker. We were taught for thousands of years that to profit was bad–and then this meme was punctuated by the evils of capitalism laid out by a failed mathematician who had no foresight into the services industry–never mind respect for private property and Natural Law and was therefore essentially a thief on a grand scale. Even though with the rise of capitalism in the mid-1800s, our standard of living has more than trebled, never mind that our life expectancy has doubled in a short time as a result…it…is…bad.

While there was a a time when one could only profit by exploitation and manipulation or by inheritance or plunder, this has not been accurate for nearly 300 years.

[Before commenting on this, please read my series of articles on Spiritual Capitalism, found here: Read First || Read Second || Read Third.]

Maybe we should consider throwing off the chains of thinking birthed centuries before the Enlightenment and even before the founding of this Country and came to a head–and have been proven to be inaccurate, ineffective, and fundamentally broken in the last Century.

The truth is, it is not only possible to come from service and contribution in a “for profit” environment–that is to live a purpose-filled life–but also to profit well from it and to live prosperously. It takes some personal work–being mindful of your thinking, cleaning out your unconscious imprints of guilt and shame, and to constantly be of service while having sufficient esteem for your self to recognize the value you are bringing to another’s life and to have them provide that value monetarily in exchange. It takes a lack of attachment to “closing that deal” and being more focused on service and “opening relationships”–and much more.

Actually, I have found what can be provided to our clients lives is priceless to them. Fees are insignificant when weighed against what the work we do in their lives will make possible. It is not a commodity. It is a gateway to greater freedom and happiness. We can live a spiritually oriented life–and integrate free-market, service-based principles into that.

By doing so, we integrate our spiritual and our financial life. This frees us from guilt, shame, and allows us to flourish spiritually while prospering financially.

Lack of Skill: Sales and Marketing

We have all had negative experience with sales people. Not sales professionals, but sales people–that is, people who want to “close a deal” rather than open a relationship. And most sales trainers teach techniques with little regard for a philosophical base or grounding. I do not support that.

I used to think sales was a dirty word. That was until I realized that until I could influence people to take action in their lives–leverage them beyond their limitations–I could never really do much good in the world. You can only be a positive agent for change if you can inspire others to move beyond their current thinking–the thinking that has them in their current life situation and has stopped them from being fully free and thriving.

Therefore–if you truly want to do good in the world, it becomes your duty–yes, your duty–to assist others in overcoming their limitations. That means learning to sell and market your services in a compelling way that comes from service and contribution while combining that with powerful tool of influence.

You must gain those skills if you want to make a difference and be prosperous.

While it may be hard to swallow at first [took me years to accept] you must be a sales person first–that is you must be able to enroll others in a vision–to live your purpose and prosper.

Error in Structure: Service, Sustainability, and Packages

One you are coming from service and contribution, you begin to consider what would best serve the client. Most practitioners have session-by-session practices or monthly packages, but they do not have comprehensive packages that have stages and phases in them. How many people out there have dabbled here and dabbled there and never really bucked down and did the deep work to reveal greater depths within themselves? I have found most clients approach their personal development this way. “Well, I have tried this and I have tried that…”, [but I never really got what I needed that was deeper].

The best thing you can do as a coach or a practitioner is to find a way to create a compelling 3-stage or 3-phase offering that allows the client to reveal greater and greater depths or to attain greater and greater heights. For a massage therapist, this may mean something like:

  • Healing
  • Activating
  • Opening

For a Coach it may mean something like:

  • Clarity
  • Tool Gathering/Education
  • Purpose/Action

I am just pulling these out of my pocket and tossing them out there. The point is that if you truly want to be of service to your clients, you will develop a phased program so that they finally make a deep commitment to themselves–and they finally achieve that elusive transformation–mentally, emotionally, and perhaps spiritually, they have been looking for for years.

In the process, you create a sustainable practice with monthly payments coming in–and you get to then relax and be certain you are always acting with integrity and acting ethically. People only get slimy when they are desperate. You owe it to your clients to create a deep compelling offer that is only offered with integrity–and you owe it to your self to be prosperous as a purpose driven helper. Everyone wins.

And wouldn’t you like to be in a position to say to to a prospect you really do not want to work with? Of course you would. Wouldn’t you like to always operate with full integrity and ethics intact coming from service and contribution? Of course you would. Wouldn’t you like to provide comprehensive solutions to your clients so you can make a deep and lasting positive impact on their lives?

Of course you would.

[the next 3 top problems/errors and solutions will be handled in part 2]

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How Do I Pace Myself Through the Evolutionary Sales Program?

[Listener Question]

It is unbelievable what I missed the first time through.

Yes. Most people do not believe me [or perhaps literally do not hear me] when I say to listen at least three times through all the way first because of what is missed by the human physiology/sense tools the first time–and even the second. Additionally, you are different, deeper, richer, or just plain have a new focus and so hear things differently–or perhaps for the first time, not having the ability to receive it/fit it into your linguistic or conceptual structures the last time you heard it–even after several listenings. I still re-listen to audio products I bought 10 years ago and hear them in ways that blow my mind now.

I do have one questions…how do I pace myself through the program. First time through was as you were releasing new episodes… now i have 16. I’m fighting back the urge to do them all at once…..

Thank you for this very important question. That depends on your own process and your internal processing. If you are a more kinesthetic person [talking slower, looking down a lot, feeling, touchy feely, perhaps], then you will get it more deeply, but it will take you longer to fully understand the scope. If you have good auditory digital recall, you may remember verbatim the first time–the guy who never studied in college, but always attended the lectures, then aces the final is one example of someone with good auditory digital processing. A visual person will often think they have it, becuase the understand it cognitively the first time–and very rapidly, but they do not have it deeply in their neurology and will lose or miss stuff thinking they already “know” it because they understood it rapidly. These people have the toughest time accepting that they understand it or cognize it, but have not necessarily “learned” it.

When I say “learn” I do not mean remember or understand cognitively, I mean that they actually behave from the mindset, or that it is their patterned response–their new habit pattern or new emotional reaction or their “natural” way or predictable way of responding.

On that note, a while back I wrote a piece to support this titled Insight and Integration. You can read it HERE.

So…how do you pace yourself? I would make sure you listen to episodes 0 through 16 all the way through at least three times so that you can the model in your mind to such a degree that you can trouble shoot your own performance from an objective perspective. That requires you to mentally and conceptually hold the entire model in your mind. Do that all the way through. THEN go back slowly and go through it to do the exercises and play with the ideas and component parts individually.

And remember–there is no inherent number of times to listen to it when you are “done”. You are never done–there is just the asymptotic nature of Personal and Professional Evolution. The question is two what degree and in which contexts have I integrated it?

Hope this helps!

Cross Posted @ IDEA.

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Emotional Freedom Techniques [Part 1]

“We do not respond to reality. We respond to our internal representation of reality.”—NLP Presupposition

“Mind precedes everything. All that you are is a result of what you have thought.”—Buddhist Principle

People of get wisdom and insight in both the East and West agree. Our emotional experience has little or nothing to do with external reality. Oh sure—there are plenty of people, events, situations, and injustices that are easy targets for blame. Bad things happen. And while, often people’s lives are the sum total of their choices, often bad things happen to good people through no action or fault of their own. And less dramatically, unpleasant and undeserved things may happen. Only a fool would dispute that.

Events occur. That we cannot change. What we do have tremendous choice over is our experience of those events.

And yet, take 5 people and have something negative happen to them and they will all react, respond, and characterize it differently—if even slightly. They will have five different emotional experiences.

What is the difference that makes the difference?

One of my favorite examples is when someone does not call when they said they would or we expect them to. Or perhaps they are late or a no-show to some meeting or appointment. When we finally hear from them, how often are they blamed for our negative emotional experience? We say things like, “you made me worry”, or “I was about to call the hospital,” or something of that nature. Perhaps we are relieved when we hear form them. Perhaps we are angry. Perhaps we are both in succession.

I love that—“you made me worry”.  As if the person forced us to fantasize negative things. The responsible thing to say when we were upset by a lack of information is something like, “I was worried because I lacked facility with my interpretations.”

Whether we are conscious of them or not, all of our emotions are a result of our internal maps of reality or our internal representations.

How emotionally free are you? To answer that answer this question: how well do you accept or respond to unexpected events—and events that violate your expectations?

Here is a simple equation to ponder:

X + Y = E

Where X is the event, Y is your interpretation of the event, and E is the resulting emotion. We have little choice over events. We can interpret them any number of ways. And we usually do—however we usually do it in a negative and disempowering way. That would be bad enough, but we do not stop there, do we? No. We then generalize it out and create a belief about ourselves, people, the world, etc. spreading the madness allowing it to be come one of the filters through which we view the world. To make matters even worse, we do not sort events looking for how they are different than our belief; we look for evidence to buttress it so we feel validated and our small ego gets some satisfaction. Our belief then becomes a conviction. Gather enough “evidence” and it becomes simply the way the world is, or people are. That is, it becomes the truth.

Sadly, [for them] most people would rather be right than be accurate. That is, they come to conclusions and then sort for evidence that proves that they are “right” often ignoring evidence to the contrary—actually not even noticing it. Far better to look for how your belief may be inaccurate. Better still, to gather evidence and come to a conclusion after all the information is in. Even better still is to avoid creating global beliefs about anything and any one.

Anger and Stress are Immuno-Supressive

The person who is hurt the most by our lack of facility is our self. There is a greater and greater volume of research to validate the long-held understanding that negative emotions are a drain on your physical resources negatively impacting health and well being; that positive emotions are uplifting and create greater physical health and well being.

I recommend The Molecules of Emotion as a good start.

Practical Steps to Emotional Freedom…

 

Read the rest in Part 2 next week…

Cross posted at I.D.E.A. 

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The Benefit of a Spiritual Practice [Part 1 of 2]

One critical and often overlooked element to a successful professional and personal life is that of a daily spiritual practice. Whether you are an Evolutionary Sales Professional, an entrepreneur, solo-preneur, or the CEO of a global corporation, you will be more effective once you accept this and integrate it into your daily life.

Some of you may be thinking, “I listened to Jason’s podcasts for 14 weeks, and suddenly he goes woo-woo on me!”

I assure you, nothing could be farther from the truth. What I am about to lay out for you is just as critical a skill as rapport skills, or eliciting values, or finessing the “gatekeeper” on the phone, and is just as tangible a skill—the skill of navigating your own interiors. By “spiritual practice”, I mean a practice that builds the muscle of dis-identification.

Let’s examine this together.

 

What is “Spiritual”?

Given the current state of the world, I had best define “spiritual” for our purposes here. Typically when someone says spiritual, they mean one of two things:

1. An experience involving some epiphany or outside god or goddess.
2. The revealing of the highest or deepest within each of us

I do not mean the first. Nor do I mean something religious. I do not mean prayer, the lighting of incense, or the saying of some rite or ritual. I am not here to condemn those things—they are just not what I mean. What I mean is dis-identifying from that which you think is you and retreating into that which you truly are—pure awareness. Consciousness. The Witness.

Let’s further examine this together.

“Know thyself.”—The Oracle of Delphi

In the professional domain: have you ever felt “rejected” by a prospect? Ever taken something personally in the business context? Have you ever felt dejected, depressed, or defeated as a result of some interaction or a failure to open the relationship as you had intended? Have you ever obsessed over that client you knew was not quite a fit for you or your organization? Have you ever lied about the results you were producing to make yourself look better? Have you ever been intentionally vague for the same purpose?

Have you ever lost a job and were thrust into a period of confusion and depression?

In the personal domain: have you ever stayed in a relationship after you were clear it did not serve you? out of fear of the social implications? Or out of fear of being alone? Or out of a fear of being uncertain who you would be without him/her in your life? Have you ever been afraid to tell the truth about your self or some aspect of your life, not for the wise practical reasons, but out of a fear of rejection? Have you ever considered suicide over the loss of a large sum of money, a relationship, or a major loss of social reputation? Or stayed in a marriage that was abusive for your familial “obligations”?

Have you ever been upset because someone forgot your name? Or mispronounced it? Or could not remember meeting you?

Maybe you answered yes to some of these, one of these, all of them, or some variation on the theme not listed here for the sake of expediency. These are all a function of two things [and usually both]:

1. Low self-esteem; an underdeveloped ego
2. Identification with that which is not you

Self-esteem I have written about before, and will continue to do so. Just a few quick thoughts here, now:

Self-esteem is so necessary and so misunderstood. So misrepresented in popular psychology today. In fact, I often use the phrasing “esteem for the self” with my clients to set what I mean apart from popularized “self-esteem”. One common misconception is that someone else can be “bad” for your self-esteem. It is not the person that is bad for your self-esteem; it is your volitional choice to stay with them that is “bad” for it. We could go on and on deconstructing the misconceptions, but that is for another time. There is only one sure way to build self-esteem…

Read the second half of this article next week Part 2 is now available HERE.

If you want more powerful distinctions to integrate into your life to immediately increase your professional results and access greater emotional freedom, explore that here:

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And create upward spirals for us all!

Cross-Posted at Evolutionary Awareness.

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Self Hypnosis: The Voices in Your Head [Part 2 of 2]

Be sure to read Part 1 here.

 

Awareness is the Gateway

 

As always it starts with awareness. Most people are not even aware they talk to themselves. In fact, there are likely some of you reading this, saying to yourselves inside your head right now, “what voice in my head? What’s this guy talking about? I don’t talk to myself!”

Others are aware of their thoughts and internal dialogue, but judge it, beating themselves up for negative self-talk. If ever there was an ironic twist to missing the point that would be it. Imagine that your unconscious mind is the five-year-old who is listening to every word you say as if it is Holy Scripture.

Would you talk to yourself the same way?

Once you develop awareness, then you must develop your facility with perceptual positions. It is only from the Observer position of that of Witness that you can give yourself clean feedback, and shift your thoughts to one of resource.


1. Practice awareness [meta-cognition]
2. Develop facility with perceptual position
3. Add positive and resourceful phrases and imaginings

Self-Hypnosis

 

To fully experience the power of intentional self-hypnosis, I recommend the following practice. Do it daily. Do it morning and night. Do it intentionally until it becomes the new habit pattern of your mind such that when you adjust your rear-view mirror, when you walk down the street, when you are about to go into a meeting, what is happening habitually and “naturally” is you are hearting positive thoughts and seeing positive images. And…you are aware of it all the while.


1. Pick 3 sentences you need to hear, believe, or accept.
2. Look in the mirror. As you do, pick one eye to stare into.
3. Say each sentence 5 times using second person language as if you are talking to the you “over there”
4. Notice how it feels [any resistance, incongruence or conflict, relief, joy, etc.

Some examples are:


  • You will achieve all you desire
  • You are on track
  • You will enjoy a long life and vibrant health
  • You can do anything
  • You are loved [or safe, etc.]
  • You’re awareness is becoming more and more acute

Pick your own. Which sentences you pick again depend on your particular outcomes, your needs, and your personal hurdles.

Optimizing Your Results

Use only positive language. Notice I did not say, “do not use negation” or “do not use negative language”. That is because the unconscious mind does not understand negation.

If I say, “do not think of a pink elephant, with yellow polka dots, and a small palm tree growing out of its head”, what do you imagine? At best it is a two-step process, so always use positive language.

One common mistake is to say things like:

You will not fail
You will overcome this illness
I will not be rejected

Etc.

While these may seem like positive messages, the focus for your unconscious mind is on the problem; failure, illness, rejection. A simple way to train your mind to use positive language is to ask, “what do I want instead?”

Some people ask, “Why pick just one eye?” You cannot look in both eyes simultaneously with a direct gaze. If you switch back and forth, uncertain or unable to choose just one, that is also less direct. A direct gaze is more powerful and more hypnotic. The suggestions go in more easily and deeper. Try it all three ways, you should feel a tangible difference when choosing just one and gazing directly.

If you do this daily, it will become a habit. Your self-talk—your internal dialogue—will become more and more positive. Self-doubt will melt away more and more. And you will find yourself being hopeful, optimistic, and engaged in positive self-hypnosis as if it were second nature.

You will reap the benefits and experience the results.

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Self Hypnosis: The Voices in Your Head [Part 1 of 2]

When most people hear the word “hypnosis” they get a little unsettled. They usually get unsettled as a result of some fantasy about what hypnosis is or is not. Some associate it to stage hypnosis on the Vegas strip. Others are afraid of what someone might do to them when they are unconscious. Still others are afraid of clucking like a chicken when the phone rings. Others my simply roll their eyes thinking that hypnosis is more mumbo-jumbo for the woo-woo set who wear patchouli oil and live on the West Coast or in Boulder Colorado.

Hypnosis Defined

So what is “hypnosis”? For our purposes, hypnosis is simply the use of language and imagination to direct experience. If you have ever watched television and felt enraptured in a show, you were in a hypnotic trance. When it seems like time flew by, you were in a hypnotic trance. If someone has ever told you a story and you began to visualize aspects of it, you were in a hypnotic trance. If you have ever fantasized about someone or something positively or negatively, you were in a hypnotic trance. If someone has ever asked “how are you today?” and you took a moment to truly consider it, they had put you in a hypnotic trance.

And the list goes on.

The truth is, we are in a state of hypnotic trance more than we are out of it.

That is the good news. Once you notice it, and have enough facility to intervene in the process, it becomes a tremendously powerful opportunity to harness the power of your mind. Once you notice it, you can be more respectful of other people’s experience and avoid adding anything negative. The truth is, we are directing each other’s experience all the time. We are hypnotizing each other all the time. Are you adding beauty and joy? Or are we directing people to their internal struggles or pain out of ignorance and “empathy”?

One of my favorite jokes to play in a partially full elevator is to look at the floor, placing both my hands on the side of my head, slapping lightly while say, “Shut up. All of you shut up!” What fun. However, there is an unfortunate kernel of truth in this joke for most of us.

Recent studies have indicated that over 77% of our self-talk or internal dialogue is negative. This is a stunning number. That is also an average from largely untrained minds.

You Notice What You Think About

The Law of Attraction has been one of the mainstays of personal development since its inception. That is, that we are likely to get what we focus on. Like a search engine, we put something in it, hit return, and we get ranked results. Our mind goes looking for what we often unintentionally tasked it with. And yet, we are often telling ourselves and our minds things that are negative, will not help us realize our potential, and will not serve our ultimate happiness.

There is a resurgent interest in and focus on this Law as a result of the movie The Secret. There is no magic to this. When we set our intention or focus on something, our reticular formation goes into action.

Some common examples:

  • You decide on a new car you like and want to purchase; suddenly you see that model everywhere
  • You make a decision to start a new business venture, and you overhear a stranger at a restaurant who may be helpful
  • You make a commitment to a change in your life change and within the next week you see and/or hear multiple marketing messages offering solutions to the very problem you have decided to overcome

The results of the Law of Attraction can be traced to both the power of tens of thousands of years of evolution as well as the inherent limitations of our biology.

People who do not understand the science of the mind and body behind this will say things like “I manifested that/them”, and similar formulations that say more about their stage of development that any particular objective reality, After all, we interpret the world through–and react from–our stage of development and its accompanying filters and value memes.

The truth is, the thing we suddenly see or the opportunity that arises was already there, we just notice it now. Not only is our unconscious mind sorting for what it has been tasked with, but as a function of our biology, our senses have to reduce and filter out the majority of the stimulus we are exposed to for processing. We do not have the ability to process it all. Particularly visually and auditorally in an urban environment. In addition, our mind “fills in” information, again, as a function of how we are wired.

So our mind notices what we have consciously or unconsciously set it to notice. I recommend the conscious option as much as possible. :-D becoming more and more intentional about this tool rather than leaving it to chance.

How do we train this powerful tool? How do we harness the full power of our minds for our benefit, rather than allowing it to run roughshod over us? How do we leverage this aspect of our consciousness to create a life in which we thrive?

…read about that in part 2 in a few days.

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The Need for Experimentation and Detachment

“There is no such thing as failure–only feedback for course correction.”

It is rumored that a missile is of course over 90% of the time. That the purpose of its guidance systems are to constantly course correct, course correct, course correct. Most of the time, with an effective guidance system, we know that even given that necessity for course correction, the missile hits its intended target with a reasonably high level of accuracy.

You are that missile.

Just imagine if scientists, upon the first major failure of the Unites States’ manned moon missions looked at the fire, balled up their papers in front of them and with a great wail, shreaked “We are such a failure! We better not try to explore space! It is God’s realm–not meant for man!”

Actually you can bet some of the general public did. Thankfully, the general public does not reside at Mission Control in Houston.

Your job is to be a scientist of results, communication, and your own experience. To be fascinated by it. To have it, but not to be so in it, that it has you. Have your experience, but do not allow your experience to have you.

What this means is that you are experimenting, noticing your results, gathering feedback, trying again, and again, and again.

“I have not failed. I’ve just found 10,000 ways that won’t work.” — Thomas Edison

There are many skills necessary for mastery of the internal navigation of your subjective experience. However, one of the major components is self-esteem. As previously discussed in Evolutionary Sales, it is your immune system for life and for results. It will give you the ability to look at your results practically, and adjust. Rather than taking it personally and making it mean something about your very worth and value in the world.

Be a scientist of subjective experience. A scientist of results. Ask not “is it possible or not”, but rather, “what do I need to do to achieve the result I desire; what do I need to learn, acquire, do, be”, etc., etc., ad infinitum.

Your mastery is an asymptote. You will master your mastery and then realize that there are such subtleties that you have only begun.

And then you have reached an integral level of evolution and the game of development and personal evolution becomes a fun game indeed.

Cross Posted at I.D.E.A.

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The Importance of Self Esteem

As I mentioned in an earlier episode of Evolutionary Sales, it is impossible to over-estimate the importance of Self-Esteem, or as I prefer to say: “esteem for the self”.

Why would I assert it is impossible to over-estimate the importance of Self-Esteem?

Its viability is your immune system for life–and the antidote to most of your day-to-day emotional and interpersonal struggles and challenges. Whether you take things too personally, fail to rebound from rejection quickly enough, have nagging self-doubts, seek validation, or question your ability to create the life you want…it could be considered a self-esteem issue. In fact, whether it is true or not, it would be useful to consider all upset as sourced in self-esteem or insufficient ego development.

Self-esteem is one of the most important, yet most overused and misunderstood concepts in popular psychology today.

What Self-Esteem Is and Is Not

Nathaniel Branden, PhD
Copyright © 1997, Nathaniel Branden, All Rights Reserved
This article is adapted from “The Art of Living Consciously” (Simon & Schuster, 1997).

Four decades ago, when I began lecturing on self-esteem, the challenge was to persuade people that the subject was worthy of study. Almost no one was talking or writing about self-esteem in those days. Today, almost everyone seems to be talking about self-esteem, and the danger is that the idea may become trivialized. And yet, of all the judgments we pass in life, none is more important than the judgment we pass on ourselves.

Having written on this theme in a series of books, I want, in this short article, to address the issue of what self-esteem is, what it depends on, and what are some of the most prevalent misconceptions about it.

Self-esteem is an experience. It is a particular way of experiencing the self. It is a good deal more than a mere feeling—this must be stressed. It involves emotional, evaluative, and cognitive components. It also entails certain action dispositions: to move toward life rather than away from it; to move toward consciousness rather than away from it; to treat facts with respect rather than denial; to operate self-responsibly rather than the opposite.

A Definition

To begin with a definition: Self-esteem is the disposition to experience oneself as being competent to cope with the basic challenges of life and of being worthy of happiness. It is confidence in the efficacy of our mind, in our ability to think. By extension, it is confidence in our ability to learn, make appropriate choices and decisions, and respond effectively to change. It is also the experience that success, achievement, fulfillment—happiness—are right and natural for us. The survival-value of such confidence is obvious; so is the danger when it is missing.

Self-esteem is not the euphoria or buoyancy that may be temporarily induced by a drug, a compliment, or a love affair. It is not an illusion or hallucination. If it is not grounded in reality, if it is not built over time through the appropriate operation of mind, it is not self-esteem.

The root of our need for self-esteem is the need for a consciousness to learn to trust itself. And the root of the need to learn such trust is the fact that consciousness is volitional: we have the choice to think or not to think. We control the switch that turns consciousness brighter or dimmer. We are not rational—that is, reality-focused—automatically. This means that whether we learn to operate our mind in such a way as to make ourselves appropriate to life is ultimately a function of our choices. Do we strive for consciousness or for its opposite? For rationality or its opposite? For coherence and clarity or their opposite? For truth or its opposite?

Building Self-Esteem

In “The Six Pillars of Self Esteem,” I examine the six practices that I have found to be essential for the nurturing and sustaining of healthy self-esteem: the practice of living consciously, of self-acceptance, of self-responsibility, of self-assertiveness, of purposefulness, and of integrity. I will briefly define what each of these practices means:

The practice of living consciously: respect for facts; being present to what we are doing while are doing it; seeking and being eagerly open to any information, knowledge, or feedback that bears on our interests, values, goals, and projects; seeking to understand not only the world external to self but also our inner world, so that we do not out of self-blindness.

The practice of self-acceptance: the willingness to own, experience, and take responsibility for our thoughts, feelings, and actions, without evasion, denial, or disowning—and also without self-repudiation; giving oneself permission to think one’s thoughts, experience one’s emotions, and look at one’s actions without necessarily liking, endorsing, or condoning them; the virtue of realism applied to the self.

The practice of self-responsibility: realizing that we are the author of our choices and actions; that each one us is responsible for life and well-being and for the attainment of our goals; that if we need the cooperation of other people to achieve our goals, we must offer values in exchange; and that question is not “Who’s to blame?” but always “What needs to be done?” (“What do I need to do?”)

The practice of self-assertiveness: being authentic in our dealings with others; treating our values and persons with decent respect in social contexts; refusing to fake the reality of who we are or what we esteem in order to avoid disapproval; the willingness to stand up for ourselves and our ideas in appropriate ways in appropriate contexts.

The practice of living purposefully: identifying our short-term and long-term goals or purposes and the actions needed to attain them (formulating an action-plan); organizing behavior in the service of those goals; monitoring action to be sure we stay on track; and paying attention to outcome so as to recognize if and when we need to go back to the drawing-board.

The practice of personal integrity: living with congruence between what we know, what we profess, and what we do; telling the truth, honoring our commitments, exemplifying in action the values we profess to admire.

What all these practices have in common is respect for reality. They all entail at their core a set of mental operations (which, naturally, have consequences in the external world).

When we seek to align ourselves with reality as best we understand it, we nurture and support our self-esteem. When, either out of fear or desire, we seek escape from reality, we undermine our self-esteem. No other issue is more important or basic than our cognitive relationship to reality—meaning: to that which exists.

A consciousness cannot trust itself if, in the face of discomfiting facts, it has a policy of preferring blindness to sight. A person cannot experience self-respect who too often, in action, betrays consciousness, knowledge, and conviction—that is, who operates without integrity.

Thus, if we are mindful in this area, we see that self-esteem is not a free gift of nature. It has to be cultivated, has to be earned. It cannot be acquired by blowing oneself a kiss in the mirror and saying, “Good morning, Perfect.” It cannot be attained by being showered with praise. Nor by sexual conquests. Nor by material acquisitions. Nor by the scholastic or career achievements of one’s children. Nor by a hypnotist planting the thought that one is wonderful. Nor by allowing young people to believe they are better students than they really are and know more than they really know; faking reality is not a path to mental health or authentic self-assurance. However, just as people dream of attaining effortless wealth, so they dream of attaining effortless self-esteem—and unfortunately the marketplace is full of panderers to this longing.

People can be inspired, stimulated, or coached to live more consciously, practice greater self-acceptance, operate more self-responsibly, function more self-assertively, live more purposefully, and bring a higher level of personal integrity into their life—but the task of generating and sustaining these practices falls on each of us alone. “If I bring a higher level of awareness to my self-esteem, I see that mine is the responsibility of nurturing it.” No one—not our parents, nor our friends, nor our lover, nor our psychotherapist, nor our support group—can “give” us self-esteem. If and when we fully grasp this, that is an act of “waking up.”

Misconceptions about Self-Esteem

When we do not understand the principles suggested above, we tend to seek self-esteem where it cannot be found—and, if we are in “the self-esteem movement,” to communicate our misunderstandings to others.

Teachers who embrace the idea that self-esteem is important without adequately grasping its roots may announce (to quote one such teacher) that “self-esteem comes primarily from one’s peers.” Or (quoting many others): “Children should not be graded for mastery of a subject because it may be hurtful to their self-esteem.” Or (quoting still others): “Self-esteem is best nurtured by selfless (!) service to the community.”

In the “recovery movement” and from so-called spiritual leaders in general one may receive a different message: “Stop struggling to achieve self-esteem. Turn your problems over to God. Realize that you are a child of God—and that is all you need to have self-esteem.” Consider what this implies if taken literally. We don’t need to live consciously. We don’t need to act self-responsibly. We don’t need to have integrity. All we have to do is surrender responsibility to God and effortless self-esteem is guaranteed to us. This is not a helpful message to convey to people. Nor is it true.

Yet another misconception—very different from those I have just discussed—is the belief that the measure of our personal worth is our external achievements. This is an understandable error to make but it is an error nonetheless. We admire achievements, in ourselves and in others, and it is natural and appropriate to do so. But this is not the same thing as saying that our achievements are the measure or grounds of our self-esteem. The root of our self-esteem is not our achievements per se but those internally generated practices that make it possible for us to achieve. How much we will achieve in the world is not fully in our control. An economic depression can temporarily put us out of work. A depression cannot take away the resourcefulness that will allow us sooner or later to find another or go into business for ourselves. “Resourcefulness” is not an achievement in the world (although it may result in that); it is an action in consciousness—and it is here that self-esteem is generated.

To clarify further the importance of understanding what self-esteem is and is not, I want to comment on a recent research report that has gained a great deal of attention in the media and has been used to challenge the value of self-esteem.

By way of preamble let me say that one of the most depressing aspects of so many discussions of self-esteem today is the absence of any reference to the importance of thinking or respect for reality. Too often, consciousness or rationality are not judged to be relevant, since they are not raised as considerations. The notion seems to be that any positive feeling about the self, however arrived at and regardless of its grounds, equals “self-esteem.”
We encounter this assumption in a much publicized research paper by Roy F. Baumeister, Joseph M. Boden, and Laura Smart, entitled “Relation of Threatened Egotism to Violence and Aggression: The Dark Side of High Self-Esteem,” published in the “Psychological Review” (1996, Vol. 103, 5-33). In it the authors write:

Conventional wisdom has regarded low self-esteem as an important cause of violence, but the opposite view is theoretically viable. An interdisciplinary review of evidence about aggression, crime, and violence contradicted the view that low self-esteem is an important cause. Instead, violence appears to be most commonly a result of threatened egotism—that is, highly favorable views of self that are disputed by some person or circumstance. Inflated, unstable, or tentative beliefs in the self’s superiority may be most prone to encountering threats and hence to causing violence. The mediating process may involve directing anger outward as a way of avoiding a downward revision of the self-concept.

The article contains more astonishing statements than it is possible to quote, but here are a few representative examples:

“In our view, the benefits of favorable self-opinions accrue primarily to the self, and they are if anything a burden and potential problem to everyone else.”

“By self-esteem we mean simply a favorable global evaluation of oneself. The term self-esteem has acquired highly positive connotations, but it has simple synonyms the connotations of which are more mixed, including … egotism, arrogance … conceitedness, narcissism, and sense of superiority, which share the fundamental meaning of favorable self-evaluation.”

“[W]e propose that the major cause of violence is high self-esteem combined with an ego threat [which is caused by someone challenging your self-evaluation].”

“Apparently, then, alcohol generally helps create a state of high self-esteem.”

Observe, first of all, that there is nothing in the authors’ idea of self-esteem that would allow one to distinguish between an individual whose self-esteem is rooted in the practices of living consciously, self-responsibility, and personal integrity—that is, one whose self-esteem is rooted in reality—and one whose “self-esteem” consists of grandiosity, fantasies of superiority, exaggerated notions of one’s accomplishments, megalomania, and “favorable global self-evaluations” induced by drugs and alcohol. No definition of self-esteem or piece of research that obliterates a distinction of this fundamentality can make any claim to scientific legitimacy. It leaves reality out of its analysis.

One does not need to be a trained psychologist to know that some people with low self-esteem strive to compensate for their deficit by boasting, arrogance, and conceited behavior. What educated person does not know about compensatory defense mechanisms? Self-esteem is not manifested in the neurosis we call narcissism—or in megalomania. One has to have a strange notion of the concept to equate in self-esteem the trail-blazing scientist or entrepreneur, moved by intellectual self-trust and a passion to discover or achieve, and the terrorist who must sustain his “high self-evaluation” with periodic fixes of torture and murder. To offer both types as instances of “high self-esteem” is to empty the term of any useable meaning.

An important purpose of fresh thinking is to provide us with new and valuable distinctions that will allow us to navigate more effectively through reality. What is the purpose of “thinking” that destroys distinctions already known to us that are of life-and-death importance?

It is tempting to comment on this report in greater detail because it contains so many instances of specious reasoning. However, such a discussion would not be relevant here, since my intention is only to show the importance of a precise understanding of self-esteem and also to show what can happen when consciousness and reality are omitted from the investigation.

So I will conclude with one last observation. In an interview given to a journalist, one of the researchers (Roy F. Baumeister), explaining his opposition to the goal of raising people’s self-esteem, is quoted as saying: “Ask yourself: If everybody were 50 percent more conceited, would the world be a better place?” [1] The implication is clearly that self-esteem and conceit are the same thing—both undesirable. Webster defines conceit as an exaggerated [therefore in defiance of facts] opinion of oneself and one’s merits. No, the world would not be a better place if everybody were 50 percent more conceited. But would the world be a better place if everybody had earned a 50 percent higher level of self-esteem, by living consciously, responsibly, and with integrity? Yes, it would—enormously.

Awareness of What Affects Our Self-Esteem

Self-esteem reflects our deepest vision of our competence and worth. Sometimes this vision is our most closely guarded secret, even from ourselves, as when we try to compensate for our deficiencies with what I call pseudo-self-esteem—a pretense at a self-confidence and self-respect we do not actually feel. Nothing is more common than the effort to protect self-esteem not with consciousness but with unconsciousness—with denial and evasion—which only results in a further deterioration of self-esteem. Indeed a good deal of the behavior we call “neurotic” can be best understood as a misguided effort to protect self-esteem by means which in fact are undermining.

Whether or not we admit it, there is a level at which all of us know that the issue of our self-esteem is of the most burning importance. Evidence for this observation is the defensiveness with which insecure people may respond when their errors are pointed out. Or the extraordinary feats of avoidance and self-deception people can exhibit with regard to gross acts of unconsciousness and irresponsibility. Or the foolish and pathetic ways people sometimes try to prop up their egos by the wealth or prestige of their spouse, the make of their automobile, or the fame of their dress designer, or by the exclusiveness of their golf club. In more recent times, as the subject of self-esteem has gained increasing attention, one way of masking one’s problems in this area is with the angry denial that self-esteem is significant (or desirable).

Not all the values with which people may attempt to support a pseudo-self-esteem are foolish or irrational. Productive work, for instance, is certainly a value to be admired, but if one tries to compensate for a deficient self-esteem by becoming a workaholic one is in a battle one can never win—nothing will ever feel like “enough.” Kindness and compassion are undeniably virtues, and they are part of what it means to lead a moral life, but they are no substitutes for consciousness, independence, self-responsibility, and integrity—and when this is not understood they are often used as disguised means to buy “love” and perhaps even a sense of moral superiority: “I’m more kind and compassionate than you’ll ever be and if I weren’t so humble I’d tell you so.”

One of the great challenges to our practice of living consciously is to pay attention to what in fact nurtures our self-esteem or deteriorates it. The reality may be very different from our beliefs. We may, for example, get a very pleasant “hit” from someone’s compliment, and we may tell ourselves that when we win people’s approval we have self-esteem, but then, if we are adequately conscious, we may notice that the pleasant feeling fades rather quickly and that we seem to be insatiable and never fully satisfied—and this may direct us to wonder if we have thought deeply enough about the sources of genuine self-approval. Or we may notice that when we give our conscientious best to a task, or face a difficult truth with courage, or take responsibility for our actions, or speak up when we know that that is what the situation warrants, or refuse to betray our convictions, or persevere even when persevering is not easy—our self-esteem rises. We may also notice that if and when we do the opposite, self-esteem falls. But of course all such observations imply that we have chosen to be conscious.

In the world of the future, children will be taught the basic dynamics of self-esteem and the power of living consciously and self-responsibly. They will be taught what self-esteem is, why it is important, and what it depends on. They will learn to distinguish between authentic self-esteem and pseudo-self-esteem. They will be guided to acquire this knowledge because it will have become apparent to virtually everyone that the ability to think (and to learn and to respond confidently to change) is our basic means of survival—and that it cannot be faked. The purpose of school is to prepare young people for the challenges of adult life. They will need this understanding to be adaptive to an information age in which self-esteem has acquired such urgency. In a fiercely competitive global economy—with every kind of change happening faster and faster—there is little market for unconsciousness, passivity, or self-doubt. In the language of business, low self-esteem and underdeveloped mindfulness puts one at a competitive disadvantage. However, neither teachers in general nor teachers of self-esteem in particular can do their jobs properly—or communicate the importance of their work—until they themselves understand the intimate linkage that exists between the six practices described above, self-esteem, and appropriate adaptation to reality. “The world of the future” begins with this understanding.

Do yourself a favor and go and purchase The Six Pillars of Self Esteem and read the book in the next two weeks…

Then read it twice a year for the rest of your life. Like anything else, you will experience it differently each time you read it–as you will be deeper, you will be ready for things you are not ready to hear currently, and you will see a different aspect of it each time you read it, espec ially as you add more aspects of yourself to your life–and reveal more of yourself in all contexts of your life.

This is true of all information; books, audio products, workshops, etc. As I have said before, “repetition is the mother of intervention” for more reasons than three.

:-)

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The 21st Century Marketplace

Welcome to the 21st Century Marketplace.

There has been a shift afoot in the marketplace for decades. A shift that is approaching critical mass. Consumers of products and services have so much choice and so much access to information that they are now free to choose those providers who most suit their preferences.

This…is good. It creates competition and depth like never before.

What is also becoming apparent is that people are no longer interested in disconnected and uncaring service and product providers. They want people to care for them, connect with them, and demonstrate that you care for their needs, wants, and desires over your desires for monetary gain. And the truth is, if you help enough people get what they want and need, you will eventually have more than you could ever want.

What is required in the 21st Century Marketplace is to come from a foundation of service, contribution, and yes, perhaps even Purpose. A life or spiritual purpose. Nothing religious, mind you–and you do not necessarily even want to share this foundation or purpose with your prospects or clients explicitly or verbally–just behaviorally. They will sense it. They will “feel it” if you will. If you do not, they may choose someone over you even though your product or service looks better on paper–and it will be a result of your failure to take on the 21st Century Marketplace Mindset; your failure to adjust to the modern requirements of the marketplace.

One thing is for sure: If you want to thrive in the 21st Century Marketplace, and not just survive, you will want to be sure to actively mine your own depths for the reason and deeper purpose behind the work you do and the benefits of the products you offer. You will need to understand the deeper values being tapped by your clients and prospects as they interact with their business–both so you can understand them deeper as well as assist them in bringing those values into realization in their lives.

Both of my shows on the Personal Life Media Network, Coaching the Life Coach and Evolutionary Sales, will be grounded in this philosophy. A philosophy of combining the best of the East and their spiritual traditions of service and contribution as well as the best of the West: freedom, free market capitalism, entrepreneurship, agility, and technology.

This is your nexus.

There need be no division between money and purpose. Between fulfillment and business. If you feel hesitancy or guilt around money–this integration is the antidote. If you feel like you are not living as fulfilling a life as you could as you engage in your quest for prosperity–this integration is the antidote.

Coaching the Life Coach and Evolutionary Sales are about bringing you hard-cast nuts and bolts to build your business and become more effective with the people in front of you–through communication skills, technology, specific and tangible steps to allow you to create explosive results. However all of that will less effective without the 21st Century Marketplace Mindset: a foundation of contribution, service, and a lack of any attachment to “closing that deal” if it serves you more than your client. The 21st Century Marketplace is about opening relationships and within that closing deals to be mutually beneficial.

Join us…and I thank you for allowing me to be your Guide in the 21st Century Marketplace.

Cross posted at my Evolutionary Awareness blog.

UPDATE 1: Several of you have emailed me asking how Evolutionary Sales the PLM Podcast is different from my Evolutionary Sales audio product. Great question. Thank you for asking! How they are different is in style and depth. The general concepts are the same, but the delivery is very different often with different formats, exercises, or vignettes of I.D.E.A.s. with additional thoughts. I, of course, recommend both. There is also portability, technology limitations on your end, etc. Some people want the CDs and workbook. Some want both formats and styles. Additionally, there will be concepts in the PLM podcast show that may or may not be in Evolutionary Sales the audio product from I.D.E.A., and vice versa.

Additionally, purchasers of the audio product may receive an initial discount on my coaching fees. Something not currently available to the subscribers of the podcast only.

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