Recently I wrote about fear and the use of a contrarian mindset as a way to prevent personal fears from becoming societal fears and eventually triggering violent acts. In order to be able to become the voice of reason, we must be able to conquer our own fears. Easier said than done?

Chapter 23 of the Chandogya Upanisad says “Where one does not see another, does not hear another, does not know another, that is abundance. Where one sees another, hears another, knows another, that is smallness. Abundance is immortal: smallness is mortal.”

What does this quote have to do with fear and our need to conquer it? Fear is egocentric. Whether I’m afraid of losing power, influence, customers, a valued employee or vendor, the love of my life, a child or financial stability, I’m focused on my needs. That bespeaks smallness on my part. All that I’m concerned with are my needs, my wants, my desires. With that mindset, virtually anyone I see, hear or know poses a threat. I’m going to examine everyone – even those I love – to discern whether they’re a potential rival for what I desire or what I fear I might lose.

Let’s contrast that mindset with the earlier portion of the upanisad – “Where one does not see another, does not hear another, does not know another, that is abundance.” When I’m free from fear what I see are possibilities, not just for myself but for others as well. There is no me versus them; no zero sum game where one person must lose for the other to win. There is plenty of power, influence, love and financial wealth for all to enjoy. I don’t create opportunities just for me; I just create opportunities. I understand that the more opportunities I create the better off we’ll all be.

When I create abundance for others, abundance is assured for me as well. That’s one of the messages of this upanisad!

It’s natural for us, as human beings, to experience scarcity, fear and smallness from time to time. I wish that I could tell you that I’m exempt, but I suffer the same human frailties everyone does. I have, however, found ways to overcome these natural tendencies.

It’s counter-intuitive, but we can train our minds to quickly recognize when we’re feeling scarcity, fear and smallness. With that realization comes a choice, “Do I continue to focus on myself and perpetuate the fear I’m feeling? Or do I choose to begin exploring possibilities for a new, bright future for all of us?” The choice becomes easier over time.

It won’t take long for you to get a sense for how much fun it is to be able to create possibilities at will. Soon your mind will quickly make the shift from the smallness of fear to the largesse of abundance. That’s when you’ll know you’ve conquered fear; that’s when you life will seem fuller and richer even in challenging times. This is my wish for you – a sense of abundance drawn from the abyss of scarcity. Enjoy your freedom from fear!

The 7 Steps to Becoming INVALUABLE program is designed to help you see more effective ways of doing business – ways that dramatically improve your bottom line while making your life easier. In today’s blog I used Step 6, Eclectic Education, to gain new perspectives from the upanisads, spiritual teachings pre-dating most organized religions, regarding the difference between the immortal and mortal aspects of our nature. I also used Step 4, See Similarities, to apply these concepts to the fear each of us experiences by virtue of our humanity. Finally, I hinted at Step 3, Suspend Judgment, when I spoke of “challenging times.” After all, times are challenging only if we decide to judge them to be so. For more information on the 7 Steps to Becoming INVALUABLE visit www.furtwengler.com/7steps.htm.

If you’d like to receive a weekly email reminder with a link to The Invaluable Leader blog or if you’d like me to address specific topics, please send me an email at dale@furtwengler.com. Please share your experience with our readers by posting a comment.

For ideas on how to apply counter-intuitive thinking to your company’s pricing strategy, visit my new Pricing for Profit blog at www.pricingforprofitbook.com/. Enjoy!

Good news – My latest book, Pricing for Profit, was released 9.9.09 in the United States, Canada, U.K., Italy, France, Germany and the Netherlands.  It’s available in all the major bookstores – Borders.com, BarnesandNoble.com and Amazon.com.

Happy Thanksgiving!

While alluring…

…it’s regular use invites the demise of your career.

I’m sure that each of us has, at one time or another, bemoaned the fact that we didn’t have the power to change something.  If only we had the power to…, we could solve this problem quickly.

The reality is that those who have the power and use it regularly often limit their career advancement.  Why?  There are several reasons.  Most employees:

• Hate being told what to do
• Resent not having their ideas heard and acted upon
• Despise the arrogance their leader exhibits
• Will do “exactly” what the boss requests even though they know it will fail
• May harbor desires that the boss’ idea fails or, worse yet, work toward that end

Yet, despite all of these negative consequences some people achieve lofty positions using positional power.  I’m sure each of you could point to autocratic leaders who have enjoyed great success.  Or have they?  What price did they pay for that success?

Imagine the pressure autocratic leaders must feel as they:

• Manage the most minute details of their direct reports‘ work
• Assume the risk for every decision that gets made
• Work diligently to see that blame for an errant decision doesn’t land on their doorstep
• Are constantly on the alert for potential sabotage
• Work countless hours because they don’t trust their employees

Is that the career you desire?

So what’s the alternative?  Influence!  By engaging people in the decision-making process, you get greater buy-in, quicker implementation and better results.  Indeed, a former chairman of Porsche, said that his mantra was “Decide democratically, delegate dictatorially.”  He went on to say that “a poor idea, implemented well, will produce better results than a great idea implemented poorly.”

It’s counter-intuitive, but the foundation for career advancement doesn’t lie in positional power; it lies in your ability to influence the thinking of others.  How do you do that?  Remember that persuasion is a myth.  We can’t persuade anyone of anything, they have to persuade themselves.

The best we can do is:

• Shine the light on new information
• Allow employees to process that information and reach their own conclusions
• Allow them to validate their conclusions with their own experiences

If our conclusion is correct, our employees will reach the same conclusion we have and they’ll be excited about the idea because they know it will work.  If, however, we’ve overlooked something in our analysis, our employees can pull our bacon from the fire by shining the light on new information for us.

Fortunately, as a consultant, I never have positional power.  I have no authority in any client organization.  As a result I’m never tempted to use positional power.  Instead I rely on influence.  The ability to influence others‘ thinking serves me equally well in my personal life as it does in my work.  I would never trade that skill for positional power.  Indeed, like the Chairman of Porsche, I didn’t use that power when I had it.

Do yourself a favor.  Use the steps outlined above to influence others’ thinking instead of exerting positional power.  You’ll quickly discover that leadership can be fun and exciting instead of stressful and draining.  The choice is yours.  Which will you choose?

The 7 Steps to Becoming INVALUABLE program is designed to help you see more effective ways of doing business – ways that dramatically improve your bottom line while making your life easier.  In today’s blog I used Step 5, Contrarian Mindset, to demonstrate the often overlooked disadvantages of positional power, Step 6, Eclectic Education, to provide insights from an incredibly successful former Chairman of Porsche and Step 2, The Persuasion Myth, to help you see how easy it is to gain influence.  For more information on the 7 Steps to Becoming INVALUABLE visit www.furtwengler.com/7steps.htm.

If you’d like to receive a weekly email reminder with a link to The Invaluable Leader blog or if you’d like me to address specific topics, please send me an email at dale@furtwengler.com.  Please share your experience with our readers by posting a comment below.

Good news – My latest book, Pricing for Profit, was released 9.9.09 in the United States, Canada, U.K., Italy, France, Germany and the Netherlands.  It’s available in all the major bookstores – Borders, Barnes and Noble and Amazon.