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We don’t know HOW to get where we’re going.

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Neither do you.

A few years ago the Fortune 500 CEOs were all surveyed and ask this question:

“What is your greatest fear?”

The #1 answer – “I’m afraid I will be found out to not know what I’m doing.”

I’ve started seven businesses. None of them have crashed and burned (yet), but I got out of a few because they were bad ideas that weren’t going anywhere, and in some cases barely breaking even. A couple made decent money and grew well, and we sold one to the largest company in that particular industry. Right now we have two businesses growing internationally, one of them on four continents that has the potential of changing the game for small and local business owners worldwide. It grew 392% in the last four years.

But…
So it’s nice to be able to claim a decent track record: to date – so far. And yet I have to be honest and say that when it comes to getting where we want to end up, I have no idea what I’m doing. But I’m pretty comfortable with that, because I’m just as sure you don’t, either.

Utter Clarity by Groping Our Way to the Light
I do have a pretty sane assessment of where we are (most business owners don’t), and I know with Utter Clarity where we want to end up, but I have no grand plan to get from where we are to where we want to end up a few years from now. The journey is not mapped out and the path ahead is full of Intuitive Guesses yet to be made. It’s not going to be easy, and there is no such thing as going on auto-pilot and watching this business fly itself.

Just like the Fortune 500 CEOs, I’m making this up as I go along. But since I don’t have nervous investors, unlike them, I don’t have to pretend I know what I’m doing. I can say, “I don’t know” out loud.

It’s okay to not know how we’re going to get all the way from where we are to where we want to be. In the real world, business owners don’t become successful by a grand vision, a genius scheme, a fail-safe product, or a five-year business plan (also known as voodoo & fortune telling). As Bill Hewlett of HP said, they had no business plan in the early days when they got moving, they were just being opportunistic and doing whatever they could to grope their way to the light.

As We Go, Not Before – The Intuitive Guess
We will grow this business not by having it figured out, but by figuring it out as we go. We will not get to Utter Clarity by digging a canal, lining it with concrete and floating to our reward, but by a thousand changes in a thousand directions, relentlessly doing whatever we have to, adapting however we must in order to get to our ocean.

All we get to know along the way is where we are, where we want to end up (Utter Clarity), and an Intuitive Guess at what we should do next to get there. And we’ll be “wrong” a lot (we already have been)– that’s how we’ll find out what we should really be doing. We’ll get our maps when we’re done, just like any explorer.

You’re going to do it the same way. Welcome to building a business. Stop trying to figure out HOW to get all the way from where you are to where you want to be. Know exactly where you are, and get Utter Clarity about where you intend to end up, then make one short-range decision that you think might help you get to the end game. Take the feedback the world will give you from making that decision, and do it all over again.

A Thousand Little Hows, Not One Big How
Don’t waste time trying to figure out how you’ll get all the way from where you are to where you want to be – as if there is one big “how” that would answer that. Get Utter Clarity about where you want to go, then be comfortable asking a thousand little “hows” along the way to get there. You don’t have to know what you’re doing. You just have to know where you’re going. That’s enough. Anything more would spoil the adventure anyway.

Three magic words: “I don’t know”.
Use them often. They will guide you to the next little “how”, and all the way to where you want to be.

Thought leaders, aren’t.

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Thinking isn’t results.

Why would anyone want to be known as a “thought leader” – for thinking? Thinkers are rarely leaders, so why do we use that term to identify people we believe are leading? There is a better term.

I’m not against thinking, I’m against elevating it to the highest status and the object of our affection. It’s not the lead actor – it has a supporting role in getting results.

Thinking is really important in the process of doing. As I’m moving forward, if I’m not thinking about all the feedback I’m getting I will just run into brick wall after brick wall. But the objective of thinking should be to create a result – to transform something.

So it makes no sense to me to call people “thought leaders” as if they are actually creating change. To call someone a “thought leader” is to focus on the process instead of the result.

Why do we celebrate thinking over results? I believe it’s because cognition, or thinking, has gained an inappropriately high status in our culture. The academics have taught us to assume that thinking is the result, not just one step in the process of getting a result.

Is this just semantics? No – there is a significant difference.

A thought leader is someone who has an idea. A results leader is someone who has changed something.

Thought leaders are educational. Results leaders are transformational.

Results leaders make history. Thought leaders write about them later.

We don’t think our way to a new way of acting. We act our way to a new way of thinking.

It is the act of acting that changes us, not the act of thinking. Nobody learns to ride a bike by reading books.

Einstein also believed we have given cognition too much credit. He said “rational thought” is the “servant of intuition”, but that we have “created a society that worships the servant and has forgotten the gift.” Cognition is simply one of the servants of getting results, and as such we should be focused on the higher value of results, not on thinking.

Many people we identify as “thought leaders” are really “results leaders”. We need to give them their just recognition and relegate thinking back to it’s appropriate role as a SERVANT of the result, not the object of our affection.

Let’s celebrate and promote “results leaders”. Thinking isn’t all it’s cracked up to be.

What do you “think”?

Why You Didn’t Learn to Run a Business in School

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“The intuitive mind is a sacred gift and the rational mind is a faithful servant. We have created a society that honors the servant and has forgotten the gift.” ~Albert Einstein

Centuries of academic emphasis on “teaching” (which fills our heads) instead of on learning (which fills our lives) has left us more proud of our ability to reason than of our ability to know. Knowing flows from learning, which goes to our heart and our life. Reason flows from teaching, which goes to our head.

We’re taught not to know, to not be certain of anything. Knowing is, in fact considered narrow-minded, arrogant, and dangerous. Reasoning is considered open-minded and allows us to fool ourselves into doing nothing for extended periods of time because we are “thinking about it”. Intuition is considered foolish, dangerous, reckless and knee-jerk, while rationality is considered wise, safe, sensible and measured. Apparently one of the greatest thinkers in modern times, Einstein disagrees. So do I, and I’m no Einstein.

The ancient Greeks had two words for knowledge; Gnosis – knowledge of the head, and Epignosis – knowledge of the heart/life. A friend of mine, Doug Root, had a conversation with someone recently who rewound the well worn tape, “Knowledge is power”, which really means “head knowledge is power”. Doug’s intuitive response was dead on, “That can’t be true, because if knowledge was power, librarians would rule the world. Knowledge isn’t power, execution is power.”

Teaching comes in a classroom from books and much too often, from people who have experienced very little of what they are filling other’s heads with. Teaching is about information that goes into my head.

Learning comes from doing, from the classroom of life, and from people who have walked that road before you. Learning is about knowledge that comes out through my life. Knowledge of the heart and life comes from intuitive and conative experience (see last week’s blog on Conation – The Most Important Business Word You’ve Never Heard), and forms the basis for wisdom. Knowledge of the head comes from cognative and rational teaching, and forms the basis for expertise.

Which would you rather have help you with your business, someone with expertise or someone with wisdom? I want the guy who has lived it, bled from their mistakes, rejoiced in their victories and has truly “learned”, not just been educated.

With all the emphasis on teaching, education, reason, rational thought, information and “open-mindedness”, I can tell you as someone who has walked the road and bled from my mistakes, if you want a successful business, you can’t afford to rely on the rational mind. You must DO things first (conate), learn things in the real world (make mistakes), draw conclusions from your experiences (have a bad plan you are totally committed to), and know for certain what works and where you are going – which is knowledge of the heart/life.

The really successful business owners all have a few things they know for certain and are fully committed to. They aren’t open-minded about these things at all, and that knowledge comes out in their successful businesses, not in a 3” binder gathering dust beside their “shelf-help” books.

What do you really “KNOW”; what have you DONE, EXPERIENCED, AND LEARNED from that are making you wise in the ways of business?

Stop trying to become an expert. Expertise will only confuse you, because there is no end to the head-knowledge you could gather. And in the business world, confusion is just a form of victimology; “As long as I’m confused or don’t have all the information, I’m not responsible to do anything.” The endless pursuit of information will not get you there.

You don’t need to be dead certain of a lot of things. That mindset can keep you from learning other things you’ll need to know. But you do need to be dead certain of a few things that no one can talk you out of, that drive your business forward with clarity, hope and risk.

Where is your business going? What does it look like when you get there? Intuitively, what do the next few steps look like? Are you completely and totally committed to a very few things that are driving you relentlessly forward? He who aims at nothing hits it every time. What are you shooting at?

“In times of change, learners inherit the earth, while the learned find themselves beautifully equipped to deal with a world that no longer exists.” Eric Hover

Learn a few things by doing them and living them out and use them to build a successful business. Honor the gift by moving forward intuitively and use the servant of rationality to learn from those experiences. You’ll make more money in less time.