- THE MAGAZINE
Over the past two months I have shared “The 5 Levels of Becoming a Phenomenally Successful Person.” The first level is being aware of what you are thinking and doing.
Level 2 is being willing to change. The late Ralph Bloss always said “Change is inevitable. Growth is optional.” If you aren’t willing to change, you won’t grow. It’s that simple.
Last November I had the pleasure of helping launch the very first Zig Ziglar Legacy Certification Course. It just so happened that Dan Cathy, CEO of Chick-fil-A, was filming an interview at the same time we were doing the training. So, Tom Ziglar and I decided to make it part of the training and filmed it in front of our small audience.
Dan Cathy said, “The rate of internal change must be faster than the rate of external change.” Change is rapidly happening all around us. We must change internally as fast (or faster) than things are changing on the outside.
It reminds me of the parable of the lion and gazelle. Every day in Africa, the gazelle must outrun the fastest lion or he’ll be eaten. Every day the lion must outrun the slowest gazelle or he’ll go hungry. The moral of the story is whether you’re a lion or a gazelle, you better be running!
In the book Who Moved My Cheese? by Spencer Johnson and Ken Blanchard, two little mice named Hem and Haw had grown comfortable getting their cheese in a specific place in the maze of life. Then one day, the cheese was gone. Hem and Haw had to be willing to change or they went hungry.
Sadly, many carpet cleaners are “going hungry” because they aren’t willing to change. Perhaps not literal hunger, but you know there is more out there and you have to get out of your comfort zone to find it.
Rick Jones, one of the veteran coaches on my team, was with Dale Carnegie for 33 years. He owned the Houston franchise for over 20 years. He is constantly telling our coaching members, “All growth happens outside the comfort zone.”
Change can be scary. Many people, when faced with the reality of where they are, although it’s not where they want to be, find it too scary to change. They would rather endure the known failures and pain then to face their fear of the unknown.
It reminds me of the story of the old farmer’s hound dog. A mailman approached the farmer’s house. The farmer was sitting on the porch with his hound dog lying next to him. The hound dog was moaning and howling, obviously in pain. The mailman asked, “What’s the matter with your hound dog mister?”
“I think he’s laying on a nail,” the farmer replied.
“Well why don’t he get up and move?” the mailman curiously asked.
“I guess it don’t hurt bad enough yet,” said the old farmer.
Humans can be like that hound dog. We have a high threshold for pain. We won’t get healthy until it’s a crisis. We won’t do anything about our finances until we are so deep in debt there’s nowhere to turn. We won’t do anything about our marriage until it breaks apart. We won’t do anything about our business until it’s failing.
One of the big reasons we don’t change is FEAR. Have you heard what “FEAR” stands for?
Fear creates stress, anxiety, uncertainty, anger and doubt. What kinds of fear have you experienced?
- FEAR of Rejection: What if others don’t accept me or my ideas?
- FEAR of Failure: What if I change and I fail?
- FEAR of Success: What if I can’t live up to the “success” I achieve?
- FEAR of Loss: What if I lose more than I gain?
One of the marketing methods we teach is referral marketing. My carpet cleaning company continues to reach record sales because of referral marketing. And many cleaning companies have transformed their businesses because of it. But many people have the fear of rejection and are afraid to call on a referral source. To their detriment, I might add.
I was coaching one of our members a few years ago, and she wasn’t making the referral calls she had committed to. When I asked her about it, she said, “I’m afraid of going in there.”
Me: “What are you afraid of?”
Her: “They might not like me.”
Me: “And what’s the fear behind them not liking you?”
Her: “They won’t refer us.”
Me: “And the fear behind that?”
Her: “We won’t make any money.”
Me: “And the fear behind that?”
Her: “I won’t be able to feed my kids!”
Me: “Have your kids ever gone hungry?”
Me: “Those referral sources aren’t referring you now, and your kids aren’t going hungry. I would be more afraid of not making the calls than to make them.”
Fear is a funny thing. It comes from some illogical place and has no basis of reality.
You may have heard “If you do what you’ve always done, you’ll have what you’ve always had.”
“It’s not true,” my friend Billy Cox says. “Things are changing so fast in the world that if you do the same thing you’ve always done, you’ll get less than what you’ve always gotten!” he says.
In order to change, you have to get sick and tired of being sick and tired. Or, you have to get so inspired that things just cannot stay the same. There are only two reasons people will make extraordinary change: desperation or inspiration. Sometimes it’s both.
A few years ago, I was tired, lethargic and overweight. I became desperate enough to change. I went to see a certified nutritionist and began to lose weight rapidly. Then I got so inspired that I hired a trainer that came three times a week. I got incredibly fit!
Think about the 7 core areas of life that I talked about last month. What can you get desperate about? What can you get inspired about?
You see, there are 3 zones:
- Success Zone
- Comfort Zone
- Failure Zone
The problem is that most people don’t try to climb to the Success Zone, they try not to fall into the Failure Zone by staying “comfortable.” If you play not to lose, you will lose. The only way to win is to play to win.
Failure is required for success, but the good news is that failure is an event, not a person, said Zig Ziglar. Yesterday really did end last night. Today is a brand new day.
You’ll have some failures and setbacks along the way, but they are temporary and many times your biggest failures will lead to your biggest victories. Don’t worry, there are many people that have cut the trail before you. You can learn from their successes and failures.
Just remember, change is required for growth!
This is part 2 of an ongoing series.