I have a client who recently bought a Ford Raptor – a very expensive truck that is modeled on those that race on the Baja California peninsula. After the purchase, he then attended “Raptor Racing School.” During class, there were principles on the screen that he shared during our discussion: “Hey Ken, it sounded just like you.”
Whether or not they sound like me, they are worth sharing and have application in business. Here’s the first one: “The faster you go, the further you have to look into the distance.” You can’t focus on what’s right in front of you when you’re moving at speed.
Next: “Do not focus on what you don’t want to hit.” In other words, obstacle fixation. Your vehicle will go where your eyes go, so don’t stare at what you want to avoid. The more we stare at an obstacle, the greater the probability that we’ll hit it. Exactly what we don’t want.
As with off-road driving and racing, your business goes where your attention goes.
So stop and consider: What problem or obstacle are you currently fixated on?
When posed to our group, an immediate answer was “getting new coaching clients.” Another comment: “Getting processes and knowledge up to speed.” And another client who’s taken up running is fixated on getting faster. “The growth of my business” was another response.
The next question then is: How much mental energy does your fixation consume daily?
“A lot.”
Back to Raptor Racing training. Think about what it is you might be missing by staring at the issue – the obstacle – in front of you? And as many replies to the initial question had to do with speed, that brings us right back to the first Raptor Racing principle: the faster you go, the further you have to look into the distance. If we’re fixated, we’re definitely failing to look off to the horizon and the distance. Disaster could well be looming if we’re short sighted.
In thinking about the obstacle of getting new clients, we’re likely missing the needed focus on existing clients. There could be people right in front of us who could be helping us. And by “helping,” that could certainly equate to increasing revenue and profitability.
Taking the next step: If this obstacle was handled and the problem solved, where would your attention go? If the problem disappeared tomorrow, where would you direct your energy? For example, if you had all the obstacles nailed down and had the knowledge you needed, perhaps you could be more proactive in reaching out to clients and building the business, potentially offering new or expanded services. This can reach beyond your business and allow you to focus on relationships and hobbies.
Remember that when we’re left to our own devices, we’re likely to continue staring at the obstacle, or if we’re not staring, we’re immediately distracted by bright, shiny things and everything going on around us. It’s so easy to continue staring or to get distracted. Once that happens, we usually beat ourselves up. You have to out-trick yourself. Be honest. Admit that you’re not going to be able to handle the obstacle and stay focused on the horizon by yourself. Find help. Ask for help. What structure can you put in place to out-smart yourself? Structure always sets you free.
Keep in mind that you don’t need to focus for eight hours (or more) on where your energy should go. It’s amazing how much can be accomplished in small bites. Ordinary things done extra often produces the great results you want. You also get a sense of being in control of achieving the goal. Consider the activities that fuel you, and create structure to fit them all in.
Here’s a structural approach that really works: Prioritize and then determine what is most important. Do that first. As your day wears on, randomness and distraction have a way of sneaking in. Consider this: early morning flights have a better on-time track record than those scheduled for the evening. There was all day for things to go awry to create delays. The longer you move through the day, the more and more variables are stacking against you.
Things can easily come full circle. If you’re giving attention to honing your skills, that easily leads to not only better serving your existing clients but getting new ones through referrals from those you’re serving now. Obstacle of getting new clients is overcome. Problem solved.
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