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HOW TO TAKE RISKS
In dealing with risk, a mild degree of fear or anticipation is often very
helpful because it keeps you alert and aware of what might go wrong.
The problem with fear is that most people have it to excess and are
therefore paralyzed by their fears, rather than motivated by their opportunities.
The two most common fears that we experience are the fear of failure
and the fear of rejection. These two fears, in combination, form the
upper and lower limits of our comfort zones. Your natural tendency is
to get into a comfort zone, an area of certainty where you feel secure.
Once you get into your comfort zone, whether it’s in regard to income
or occupation or relationships, you have a tendency to rationalize and
justify your situation in life because the alternative is to accept risks, to
face fear, and to move out boldly into the unknown.
One of the characteristics of leaders is that they are aware of the seductive
influence of the comfort zone, so they are always consciously
pulling themselves out of the comfort zone into the direction of fulfilling
their potentials. The problem with the comfort zone and with fear
is that they are both habits of mind. The more we practice, or give in
to the emotion of fear, the more fearful we become and the more likely
it is that we will avoid even reasonable risks that could lead us on to
greater happiness and prosperity. One of your key jobs in life is to fight
the magnetic pull of the comfort zone and to push yourself toward the
outer boundary of your possibilities by consciously confronting risk
and uncertainty, even though it’s emotionally uncomfortable.
There is an old saying, “Faint heart ne’er won fair maid.” And there is
another, “Nothing ventured, nothing gained.” Giving into fear makes
you fearful while acting boldly makes you courageous. Your actions
create your beliefs and your beliefs create your realities. The only solution
is to “Do the thing you fear” each time you feel afraid or nervous
for any reason. An old man once advised his grandson with these wonderful
words, “Act boldly, and unseen forces will come to your aid.”
Truer words were never spoken.
Most sales people are selling far less and earning far less than is possible
for them because of their exaggerated fear of rejection. Even
though they have never met the prospective client or customer, they
have inordinate fear of that person, and whether or not that person will
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