His business was going nowhere fast. In fact, it was spiraling downward at ever-increasing speed. But when I showed him proven systems and applied ideas that would turn his business around at no cost and at no risk, he refused! It made no sense. And it wasn’t the first time I had encountered this situation. Why do smart people make dumb business decisions? Why do they turn a blind eye to solutions that would be obvious to any objective observer?

Ever heard someone say, “I’ve been in this business five years and I’m not about to throw it all away!” when he’s on the road to bankruptcy? Why such an illogical choice? It’s not really that complicated. People in business are not necessarily entrepreneurs to begin with – they’re simply people who happen to own businesses. They know a lot about a little. And the choices they make are controlled by their conditioning, beliefs, fears and limited experience.

The biggest barrier to solid business decisions is emotions. Ego and the fear of failure, ridicule and loss make people do irrational things. We all avoid change and tend to get stuck in ruts. Our momentum propels us onward into financial difficulties. We would rather shoot the messenger than accept a solution that requires change. That’s why I seldom accept consulting work anymore – it’s just too frustrating. There is, however, a way to open our eyes, remove scatomas, and see the value in solutions. After all, we don’t have money problems; we have thinking problems.

Here are a few suggestions: get together with people who have no vested interest in your business and are therefore objective and unattached. Mix only with people who are successful, honest and generous. Meet regularly with your Mastermind Group or Joint Venture Group and listen to what they have to say. Read the latest information. Think of your business as a Monopoly game. Get your ego in check. Ask, “What if?” more often and don’t succumb to “role contamination” – thinking that you are your business, or confusing what you do with who you are. Release your business. Be prepared to walk away. Think LOGICALLY.

I am a heat seeking missile. The AIM-9 Sidewinder is a supersonic, heat-seeking, air-to-air missile carried by fighter aircraft. It has a high-explosive warhead and an active infrared guidance system. The Sidewinder was developed by the US Navy for fleet air defense and was adapted by the U.S. Air Force for fighter aircraft use. The missile’s main components are an infrared homing guidance section, an active optical target detector, a high-explosive warhead, and a rocket motor.

The infrared guidance head enables the missile to home on target aircraft engine exhaust. An infrared unit costs less than other types of guidance systems, and can be used in day/night and electronic countermeasures conditions. The infrared seeker also permits the pilot to launch the missile, then leave the area or take evasive action while the missile guides itself to the target.

Napoleon Bonaparte said, “I see only my objective – the obstacles must give way”. In Chin Nung Chu’s amazing book about the Asian business mindset, “Thick Face, Black Heart”, she explains how and why focused business people achieve their goals, and how we can emulate that single-mindedness and determination. I’d like to suggest they’re like heat-seeking missiles.

Heat seeking missiles don’t have egos; they’re impartial, unattached and objective. They are goal-directed. They know exactly what they want and where they’re going. They don’t slow down or “stop to smell the roses”. They’re on a mission. They are not concerned about the political, economic or social climate, trends or fads or what’s popular or acceptable. Heat seeking missiles have one thing and one thing only, in mind – the accomplishment of their goals. They are not distracted or sidetracked. They don’t harbor fear or doubt. There is no hesitation, procrastination or rumination – there is only intense, undiluted, laser-beam focus on the objective. No second-guessing – no faltering.

What would happen if we had the same “attitude” as a heat seeking missile? Unshakable faith, unrelenting grit, unrestrained purpose, unrivalled commitment. How soon would we realize our goals with that kind of motivation? How many people would get in our way? And, more importantly, how many strong people would line up to follow and support someone with that kind of intent and vision? Would leaders and winners not want to align themselves that that kind of person, knowing that nothing would stop them from arriving at their destination?

Self confidence, certainty of purpose and goal-oriented action increase our chances of success exponentially. Paul J. Meyer said, “Determine what specific goal you want to achieve. Then dedicate yourself to its attainment with unswerving singleness of purpose, the trenchant zeal of a crusader.” Think about that: what would hinder you if you chose that mindset? Perhaps it’s time to stop playing games and decide what we want, and then to fearlessly make it happen. William Shakespeare said, “Do not, for one repulse, forego the purpose that you resolved to effect.” Manage your mind and become a heat seeking missile.

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“Robin,” he said firmly, “You only have yourself to blame. You ignored all the red flags.” My friend Errol was right; I had wasted three weeks pursuing a client who never intended to do business with me. Instead of telling me outright that he didn’t want to buy our services, this prospect made every excuse under the sun to avoid meetings and commitments. He showed up late, didn’t return calls and played the Gutless Game, as I call it. That’s the game played by people who don’t have the guts to say, “No.”

We should realize that we don’t need any particular customer or client. When you appear desperate, you simply hand them a stick to beat you with. When you excuse and ignore their lack of commitment and professionalism, you downgrade the value that you’re offering. Be very selective, set a high standard and don’t beg for business. You’re sorting and selecting which customers and vendors you choose to do business with. You’re in command. There’s only one of you and many of them.

There is usually no excuse for showing up late, not returning calls or not doing what you say you will do, when you say you will do it. When you see that kind of behavior, you’re seeing the red flag. I once asked a “Serial Excusiologist” this question: “If I had a million Dollar Check waiting here for you, would you be late for the appointment?” You don’t have to accept abuse and insults. You don’t have to discount your products and services. You don’t have to accept excuses. People who show up late, if at all, on a regular basis are sending you a message: “I don’t want to do business with you.” Or perhaps you don’t want to do business with him.

The best line I ever heard was a friend who used to say to prospective clients, “I don’t know if this is the right thing for you, of if you qualify for the criteria we have set for accepting your business, but I’m willing to take a few minutes to talk with you about how we can solve your problem of….” The old “Take Away” close still works and scarcity still sells. And you can do more with less. Choose quality instead of quantity and your bottom line will smile at you.

Rika told me about a famous film star who lived with her family in a trailer in Bellingham, WA, and then and then in a car in Hollywood, while her mother called casting agencies from public phones. Her Mom believed that it was possible for her daughter to become a famous film star, even if she was living with her family in a car. When she acted on that powerful belief, she achieved her goal.

The really good news is that, as James Allen said, “The outer conditions of a person’s life will always reflect their inner beliefs”. That means that we created precisely what we currently have in life with our beliefs. And we can change our circumstances FAST if we know how to change our beliefs. The recipe is coming up.

Change can happen much faster than most people believe, precisely because of their beliefs! If you believe that “It takes a long time and a lot of hard work to make lots of money”, it will take lots of time and hard work. Change your belief by looking at evidence that is contrary to that debilitating belief. All you need is different evidence in order to change your beliefs. Only yesterday, I told a man yesterday that he could earn a lot of money by making phone calls from home and getting me onto radio talk shows. He didn’t believe me, so he’s not doing it. But I do believe it, because I’ve done it! I will simply find someone who believes it and they will certainly make money. How much will they make? That depends on what they believe! It’s that simple, folks. I’m not going to try and change this man’s belief system – that’s up to him. He needs to ask himself a simple question: “Is this belief that is robbing me of financial wellbeing and dignity, true? What evidence can I find to turn it around?” And that goes for every belief we have. Listen to this:

“Do not believe in anything simply because you have hard it or because it is spoken and rumored by many. Do not believe in anything simply because it is found written in your religious books. Do not believe anything merely on the authority of your teachers and elders. Do not believe in traditions because they have been handed down for many generations. But after observation and analysis, when you find anything agrees with reason and is conducive to the good and benefit of one and all, then accept it and live up to it.” The Buddha said that. Change your beliefs and you’ll change your life.

Mahatma Gandhi said, “Men often become what they believe themselves to be. If I believe I cannot do something, it makes me incapable of doing it. When I believe I can, then I acquire the ability to do it, even if I didn’t have it in the beginning.” Amazing, but true. Winners win because they look for reasons why they will succeed. They gather evidence to believe they will win. And they win! Find someone who is doing what you would like to do and achieving goals that you would like to achieve and believe what they believe about themselves (yourself), life, business, people and reality. Model their beliefs and choices, TAKE ACTION, and you’ll be amazed how fast your life will change.