Ever have a big opportunity show up unannounced?
How’d you feel?
Confused, excited, a little unsure?
The first time I experienced it, I was a year out of college.
The little 10-person firm I was working for was selected over five 1,000+-person national firms for the largest GIS property mapping project in the country at the time.
My boss and mentor thought 24-year-old Steve should be the project lead.
I still question his wisdom, but I’m grateful for the opportunity.
Three years later, as I’m home after the birth of our first daughter, I get a call...
Same boss and mentor, asking me to become the new CEO of the now-bigger firm. I was 28.
Gulp.
It’s happened so many times over the last 30 years that until I sat down to write this, I’d forgotten most of the opportunities.
With every opportunity, I stared at it thinking...
I have no idea how I’m going to do this.
And, if I’m honest with myself... I was scared to death every time.
Looking back, that was healthy fear.
Kind of like the fear that comes over you when the bear comes running down the trail at you...
It had better move you to do something.
Because inaction is certain death.
After working with hundreds and hundreds of entrepreneurs, I’ve learned to tell...
Who gets motivated (excited) by the fear of the big opportunity...
And who hides from it.
I’ve also learned that neither type of person is prepared for the opportunity.
Looking back, I wasn’t prepared for any of them.
But you have a choice...
Stand tall, face it, and figure it out...
Or, stay small.
This week I was reminded that the choice never gets any easier.
The internal conversation (the one no one ever wants to admit to) never changes...
“This isn’t going to be easy...” “Am I up for it...” “Do I really have to do this again...”
And the dangerous one when you’re already successful...
“Can I pull this off with everything else that’s going on?”
All of those thoughts are traps to keep you small.
When the world is in chaos, playing small is...
Business death.
Right now, the people in your market are looking for 3 things...
Clarity
Relationship
Confidence
CLARITY: What does reality look like now?
Delivering clarity to your market requires you to stand tall, plant a flag in the ground and tell the world “this is what I believe.”
Today, this is the single biggest opportunity in every market.
It takes courage to proclaim what you believe reality looks like.
After all, you might be wrong.
You’ll certainly be challenged.
It feels like you’re putting everything on the line.
I see this play out with our entrepreneur-authors every day.
They have a vision of reality. They believe in it.
As an outside observer, I can confidently say their view is accurate.
Yet, as we approach the day the book will be published, fear sweeps in.
Confidence erodes.
The temptation to play small...
To be a follower, not a leader...
To shrink from serving...
Creeps in.
And they’re forced to face the opportunity decision again.
“Am I big enough for this new opportunity?”
RELATIONSHIP: Can I trust you?
The market craves relationship right now.
Relationship answers the question: “Can I trust you?”
Here’s the equation for creating relationship:
Frequency x Insight = Relationship
If you show up in my life frequently (consistently), bringing new insights (clarity), I begin to trust you.
I perceive that you’re in my corner. You’re out for my best interest.
And you demonstrate it over time.
In the old days (like the 90s), frequency usually meant seeing people in person.
Too many business owners still limit themselves to that.
But we live in the most amazing time in history.
Because you can create frequency with leverage.
And reach many more people.
This newsletter is an example.
I show up every Saturday with a new insight.
It moves the relationship needle.
CONFIDENCE: Can I act in the face of chaos?
The last and most valuable thing the market looks for in times of chaos is confidence.
Confidence is all about action.
Can I take action, or am I too confused or scared?
There is a confidence crisis right now.
I keep hearing from business owners that prospects are delaying buying decisions.
That’s a sign of low confidence in the future.
It’s also why creating confidence is the most important thing you can do right now.
Confidence comes from proof.
Have you taken people just like your future client to where they want to go?
Do you have a proven system to do it?
Do they believe it?
In last month’s State of the Industry Town Hall, I said we’ve entered The Age of Proof.
Now more than ever, you need to prove that your methods work.
Every part of your selling and delivery system should be focused on creating confidence.
The businesses that create confidence will win.
Back to standing tall in the face of big opportunities...
This is your big opportunity.
The chaos in the world is just a distraction.
Are you going to stand up, take the risk, plant your flag and create clarity?
Are you going to commit to showing up week after week with new insights that create relationship?
Are you going to master your craft, so that, you become a proof-machine that multiplies confidence?
Are you going to say yes to the opportunity to be the leader...
what we call “The Only Name” your market looks to...?
Steve “face the bear” Gordon
P.S. I’m looking for 3 entrepreneurs who are excited to embrace the opportunity and want a proven system to do it. We’ll start by planting your flag in the ground with a book that creates clarity. We’ll spread the message with media that drives relationship. And we’ll give you a system of selling that multiplies confidence. Interested? Let’s chat.
P.P.S. When you’re ready, we can help you in four ways…
1. Turn you into a bestselling author in 90 days >> We’ll write, publish, and promote your book…100% your ideas + our proven process. Click here to learn more.
2. Be everywhere your prospects look >> Our Be Everywhere Now™ program takes one 90-minute interview with you and turns it into client-getting content on all the places your clients are paying attention. Book a call with me.
3. Make clients an offer so good they’d feel foolish saying no… Our Sales Accelerator™ program gives you a unique Irresistible Offer and a high-converting sales process. Talk to the team to learn more.
4. Install AI Employees in your business… We’ve transformed our business (and cut our costs by 30% in 90 days) by installing a team of AI employees to augment our people. We’ve got the blueprint. Click here to schedule a time to chat with me and learn more.