What Your Next Breakthough?

On March 11, 2012, in Uncategorized, by Phil Glosserman

Today, I want to take a slight detour off the subject of referrals and talk about business breakthroughs.

Play along with me for a moment. Imagine I handed you a magic wand. By waving it you could solve the biggest frustration or challenge you face in your business. What would it be?

Many entrepreneurs and professionals are chronically frustrated about some aspect of their business. It may have to do with revenue, clients, employees, time, or any number of other things.

Today I want to talk with you about what it means to have a genuine breakthrough in your business and what it takes to have one.

Notice I used the words, “genuine breakthrough.” These days, the term breakthrough is frequently used as a “hype word” by motivational gurus trying to sell their products and services. But breakthroughs can be quite real, and when they happen they’re a beautiful thing.

So what is a breakthrough?

A breakthrough is a shift in the way you think and operate that leads to some result you really desire. Most breakthroughs represent a significant change in something you’ve been struggling with or working at for a long time.

Here are some examples of genuine breakthroughs my clients have experienced:

  • A real estate agent went from being the lowest performer in his company to being ranked in the top one half of one percent of agents in the country.
  • A woman with a lifelong dread of public speaking overcame her fear and now regularly speaks to business groups (and she really enjoys it).
  • A financial adviser who was struggling to bring in new business overcame her resistance to asking her clients for referrals and as a result received a referral to a six million dollar account.

Unfortunately, genuine breakthroughs are rare. How come? Two reasons:

The first reason is inertia. To have a breakthrough, you have to change. Change is tough for most people. We humans are creatures of habit. We like to remain in our comfort zone. Most people keep doing the same things over and over, even if they’re frustrated or unhappy with their results.

The second reason people don’t break through is that there’s something holding them back. It may be fear or lack of confidence. It may be limiting beliefs about themselves. It may be something missing in their knowledge or skill set. They may not know how or what to change.

So what does it take to break through? In 12 years of coaching hundreds of people, I’ve found that the recipe for all breakthroughs contains three essential ingredients:

Emotion – A breakthrough is always fueled by a strong desire or motivation. It may be something you want—like more income, clients, or time for yourself and family. Or it could be something you want to get rid of or avoid—for example stress, conflict, too much work, debt, etc.

Shift in Thinking – To set the stage for a breakthrough, you must first shift your thinking. It may be a shift in how you see your problems, how you think about solutions, or even in how you see yourself. Albert Einstein once said, “The significant problems we face can not be solved at the same level of thinking we were at when we created them.”

Deliberate Action – Once you’ve shifted your thinking, you must take action. If you want different results, you’ve got to do things differently. Most people know this, but they have trouble getting out of their comfort zone and changing their habitual ways.

So let’s come back to the question I asked you at the beginning of this article: What would you most like to change in your business?

  • Do you have strong emotion—a compelling desire to change?
  • What needs to shift in how you think about the problem, the solution, and yourself?
  • What new habits must you cultivate or actions must you take?

Maybe you’re not yet sure about the answers to these questions. That’s natural. We are all so close to our own situation or problems that it’s difficult to see them fully or clearly. Perhaps you already know what you need to change, but you’re not taking action on any kind of consistent basis.

Most people remain stuck in their habitual patterns of thought and action. Consequently, they experience little, if any, change in their results. They live with a constant level of anxiety or frustration about the way things are. Without something or someone to help “shake things up,” the odds are things will stay pretty much the same.

If you could have a genuine breakthrough in your business results, what would it look like? How much do you want it?

When you’re ready, I’m here to help. Check out my Web site for more info.



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