Most entrepreneurs aren’t ready for hyper-growth in their business, and most of the time it’s simply because they don’t have the mindset right. Many either don’t really believe that they are capable of growing or don’t believe that they deserve to grow. I want to take away those excuses. So throughout this book I will show you that you have the knowledge to grow. I will talk to you about what it takes to grow. You have to have the mindset that says “ yes, I believe I can do this. With the right help, the right mentorship, the right guidance I can make this happen.” But it all starts with what you’re thinking inside.
I have a favorite phrase that says “Whatever you want people to think and feel you must be thinking and feeling it first.” That means that if you want other people to think that your business is amazing and you offer fantastic products and services and that you are the gift to the marketplace then you have to believe that first.
So my question for you, as we start is ‘what do you think about your business?’
- How do you feel about your products and services?
- How do you feel about the people you serve?
- Do you care about them?
- Are you concerned with them?
- Are you in it on a mission or just out for a commission?
- Are you just out to make money or do you really care about the people that you’re serving?
I’m extremely money motivated but I find that if you are starting with the money and not starting with the needs, problems and challenges of the people you serve, they know it. They know it very, very quickly whether they contact you by phone, go to your website, read your materials or they interact with you in person in some way. People can tell. They can tell if you’re authentic or synthetic very, very quickly. They know very quickly.
So it starts with your attitude. It starts with the attitude of the people that work in your organization. I don’t know how many of you have ever been told in your life to change your attitude but I doubt very seriously that anyone ever defined for you what an attitude was. So I’m going to define it for you here. An attitude is an outer expression of an inner feeling communicated to other people. That means what you’re thinking, feeling and experiencing on the inside will come out and will be experienced by other people. They will think and they will pick up on what you’re thinking and feeling.
Two things determine a person’s success in life.
One is the thoughts that occupy your mind and two is the people with whom you associate. If you’re sitting there saying, “ JP what in heck does this have to do with growing our business?” Well, if you’re going to get the mindset right, number one you’ve got to get the thoughts in your mind right but number two you have to be associated with and hanging around the right kind of people. And that includes your cohorts, your partners, your people that are your friends socially and it also includes the people that work for and with you in your business.
The Law of Emotional Gravity
I teach something called, “Ten Things to Know about People.” One of those ten things to know about people is called, “The Law of Emotional Gravity.” The law of emotional gravity states that one negative person can pull down five positive people but five positive people can’t pull one negative person up.
If you have people in your personal life and your business you who do not support what you’re doing, who do not support the business, the growth potential of the company, then you need to get those kind of people out of your life or at least limit your exposure to them.
It’s tough enough to grow a company, much less to set big goals and to begin to think very aggressively in terms of how you can grow your business and then get around someone whether it’s an employee or partner or friend or whatever and have them make negative comments and say,” are you crazy? Do you really think that’s possible?”
I am an extremely, extremely big thinker. Over the years we have sat monster goals. I think in Jim Collins’ book, “Built to Last” he talks about big hairy audacious goals. We’ve done that in our business and I teach people to do that.
The last thing you need is for someone to come along to tell you it’s not possible or that you’re being unrealistic or that you should be more practical. I believe practical sucks and if you want to be practical, you’re going to build a practical or a mediocre business. But if you set big goals and begin to believe that you can do amazing and great things with that business then the sky is the limit.
I take people all the time who are struggling to stay afloat with one location and we help them all of a sudden to transition in mindset and thinking that this business can’t just survive and thrive as a location but we could take this thing statewide or nationwide or regional or have more locations in our town. Suddenly, they see their business through a new set of eyes and it’s so much bigger than originally thought possible.
I spoke to someone a while back who has, I think, a very amazing proprietary training process and the way he sells his training. I told him I believe not only does he have the potential to build an information marketing empire, but also have the potential to train other people to be mentors or trainers or coaches utilizing his systems.
I suggested he license that information to create large passive income streams that come from all over the world straight back to him and build an entire publishing empire around that. His mind was blown.
So, whether you’re in the information business or you run an automotive services company; Whatever it is that you’re doing in that business whether you’re keying locks, or whether you’re selling training programs, or whether you’re in the jewelry business or whether you’re in the men’s clothing business. No matter what it is that you’re doing you’ve got to begin seeing your business through a fresh set of eyes and really understand that it can be, it can be, much larger.
How does an entrepreneur get past self-defeating, negative thoughts? One way is to build your own confidence through education and filling your mind with the right information and inspiration.
The slight edge principle.
The slight edge is simply the willingness, the passion, the ability to do at least a little more than others are willing to do. I have a favorite quote by Henry David Longfellow that says, “The heights by great men reached and kept were not attained by sudden flight but they while their companions slept were toiling upward in the night.”
He said the heights by great people not mediocre people, not average people, not people satisfied with status quo but great people had reached and kept. There’s a key phrase. They kept doing it and kept doing it. He said it wasn’t attained overnight but while their companions slept. While other people slept they toiled upward in the night. I find that the great business builders are those who are willing to go further and do the extra things to build their business to serve their customers to create a better product. And people who try to get by and be mediocre and try to be in line with status quo either stay stagnant or ultimately decline all together.
One of my favorite movies is “The Pirates of Silicon Valley.” It talks about the early days of Apple, and Microsoft and the whole background with Palo Alto and all the early days of personal computing. And there’s the character of Bill Gates played on that movie and he’s off stage and makes a statement and it’s always stuck with me. He says, “Success is a menace. It fools smart people into thinking they can’t lose.”
One of the worst things that can happen is for you to become satisfied with where you are and become somewhat jaded and believe that you’ve done what you need to do to build, and grow and maintain your business, allow a competitor to come in and take it away from you by activating that slight edge principle. Hyper-growth mindset means having this slight edge mindset where you are willing to do what others aren’t willing to do.
I’ve found that successful people are people who have formed a habit of doing what failures dislike doing and will not do. Sometimes it’s uncomfortable. Sometimes you have to work hard and ultimately your goal is to build a business that you don’t have to work hard but you can work smart and also reap some of the rewards while having a personal life.
But in the beginnings some of this stuff is hard work. There’s no way around it. It takes extra effort. That’s why I find far too many people go away from seminars or come out of training programs or whatever and don’t do anything. It’s because all of a sudden they realize how much work it is.
And so when we talk about he slight edge principle it’s taking that extra effort and putting it on top of what you’re doing.
Take the caps off.
That means if you have been stifled at a particular level in your business, then you have to remove that cap. That means if you’ve only been able to sell a certain amount for whatever reason. That could be infrastructure. It could be the type of marketing that you’re doing. It could be the type of people that you have involved in your business; but there’s some cap to your growth. It could be that your business revolves strictly around you. You’ve got to take those caps off if you want to have that hyper growth.
Remove the self-imposed limitation.
These are caps that you put on yourself through the way you think. We’ve talked enough about thoughts that occupy your mind but I just want to remind you that many times the lack of growth is like when we watch businesses and all of a sudden it’s kind of like the four-minute mile.
We’ll watch businesses that just kind of stall along and don’t do a whole lot and they just kind of meander through life and never really produce any great success. Suddenly, I come in and we start working with them. We tweak a few things but the main thing that changes is how the entrepreneur thinks and all of a sudden the business just explodes. And you look back and you go well man, we’re not doing that many different things. What changed? Well, in the beginning we took off the limitations that that entrepreneur had placed on themselves or what they felt the business was capable of doing.
Open your mind to new possibilities
It may seem strange and may sort of stretch you and may make you feel like ‘hmmm, I don’t know if I really want to try that or if that would work. That’s different than anything that we’ve ever done in the past.’ The hyper-growth business mindset means opening your mind to new possibilities, new ways to market, new ways to create your product; new ways to structure your product, new ways to price your product, new ways to look at the message that you’re sending out to the marketplace.
I spoke with one of my clients in Australia about growing his company. He had forwarded to me an advertisement that they had planned to run in a weekly paper. He wanted me to give him some insight and feedback on it. I took a look at it and he had put one particular headline on it but down further buried in the copy I identified what was the headline. I saw it crystal clear. It had a story behind it and was amazing. It was a huge hook. I brought it to his attention and immediately he said” look, you’re the expert on this stuff. I don’t know anything about this. Of course we’ll try it.”
So sometimes I see things differently than what other people see it and there are other mechanisms and methods for growing, and marketing and promoting your business so just open your mind to those new possibilities.
Become adaptable to change
There are major, major changes taking place in industries around the world. Technology and the internet have greatly impacted businesses of all sizes. Each of us could go one at a time and speak one-on-one about what your business is doing and where you’re trying to get in your business. You could tell me of changes that are taking place.
For example, I have a client who derives most of his income from medical billing to the government and over the last year or so major, major changes have cut the amount that they can bill to the government for these particular services. He’s delivering the same amount of work and doing the same type of service providing the same level of care and yet making less money.
You must be willing to adapt. If your business is caught in that, if technology is changing it, if changes in customer mindset are changing it, if all of a sudden you have gone from being the big fish in a little pond to becoming a nobody in a global marketplace because now your customers and clients have choices at their fingertip with phone or computer, then you have to adapt and change with the times and that’s the mindset that’s required to really pull this off.
Combine knowledge with action.
Far too many people believe that knowledge is power. It’s a myth. Knowledge isn’t power. That kind of startles people when I say that. The fact is that knowledge alone will do zero for you. In fact, I have a favorite phrase. I say “information without implementation leads to depression.”
If you have lots and lots of information and knowledge and you do nothing with it then your success is severely limited. Yet if you have lots of action and you don’t have the right knowledge then you’re going to be a very frustrated and confused person.
So you’ve got to have a mix of the two. You have to have the right knowledge and then you also have to take action on what you’ve learned in order to create the kind of growth that you want in your business.
So are you really ready for hyper growth? It starts with your attitude. It starts with your thoughts and your mind and it starts with making sure that you’ve surrounded yourself with good people. You want to interact, mastermind, and brainstorm with other big thinkers.
That’s how you develop your hyper-growth business mindset.