I first heard the term from international direct response marketing legend John Carlton, who has also been harping on and on about Lizard Brain Fear (and why entrepreneurs must overcome it) for years.

From a psychological point of view, Lizard Brain Fear is a fight or flight reaction sent by the most ancient part of our brain.

The reaction tends to pop up when we attempt to do something extraordinary…. in business or life.

Protection in the jungle:

In an effort to protect us from the dangerous predators of ancient times, the Lizard Brain pumps us full of fear as we attempt to leave our comfort zone. For us entrepreneurs, leaving our comfort zone can (and should) be a daily occurrence!

“Leaving our comfort zone” used to mean leaving the safety of our caves. In a dangerous jungle, Lizard Brain reactions were not just appropriate, but mighty useful.

In the concrete jungle of today, Lizard Brain Fear is seldom warranted or helpful.

Seth Godin’s big message (for Linchpins and entrepreneurs) is to feel the fear and do it anyway.

I want to take things once step further with a practical technique for understanding and overcoming Lizard Brain Fear.

Step 1: Identify what it is, specifically, that scares you

Fear only ever has one meaning; that there is an upcoming situation you need to prepare for in some way. Whether you’re facing a tiger in the jungle, or your first ever sales presentation, this is true.

Identify the message your Lizard Brain is attempting to send you by getting clear on what you’re afraid of.

Step 2: Acknowledge the Lizard Brain’s ultimate intention

Every part of you, Lizard Brain included, is doing the best it can to move you towards you goals. The confusing part is the incongruity of you consciously wanting to take action, be extraordinary and win success… while your Lizard Brain is pulling you towards safety and the security of inaction.

Acknowledge and respect the Lizard Brain’s intention by asking yourself what it’s ultimate purpose could be. You’ll soon figure out that it simply wants you to be safe, so that you can relax, be comfortable and be happy.

Step 3: Reassure your Lizard Brain that your intentions are aligned

Ask yourself why you desire your big goals. It’ll be for success, freedom, wealth and happiness.

The key here is that both you and your Lizard Brain want the same thing (happiness) – you just have different ways of doing it. Reassure that fearful part of you by reminding it of your highest possible intention for yourself (happiness).

How can that old internal conflict exist when both you and your Lizard Brain want the same thing? That’s right….

Step 4: Flip the equation

Ask your lizard brain how it would feel if, in 5, 10 or 20 years you hadn’t progressed towards your big goals. Imagine giving in to your old Lizard Brain fears, permanently, then waking up in 20 years to realise what you’d done.

Turn the fear equation on it’s head by having your Lizard focus on the disastrous consequences of always settling on what is safe.

Have it really feel the fear.

FINAL STEP: Take action

Go do the thing that used to scare you most.

Questions, queries or reports of breakthrough successes? Post a comment below and I’ll help you out implementing this technique!

They know that they want the freedom, wealth and happiness that small business success can bring. Some of them are keen to build an empire!

They also have read books that drill in the “be passionate about what you do” message.

Problem is, these people still end up utterly stuck and frustrated. Sound like someone you know (perhaps really well)?

If you feel like you’ve been there, it’s probably because you don’t know what you’re passionate about!

For me, this is one of the areas the inspirational authors skim over too quick. Not everyone knows their passion as well as Gary Vaynerchuk or Chris Guillebeau – nevertheless, both links are worth clicking to take a look.

A psychologist, when asked to help a patient discover “their passion” would probably try to analyse the activities that created the most pleasure for the patient. They’d figure out what gave your brain the biggest shot of dopamine.

My solution is simpler:

Turn procrastination into a business

You know that thing you do when you procrastinate?

That thing that you love to do – even when you know you don’t have the time (or money) to do it.

That’s your passion. Now just figure out a way to make money from it. It won’t be easy, but you’ll love every minute of it.

A good place to start is by asking a question in the comment section (below). I’ll happily answer any queries (no matter how broad) about turning your passion into a profitable business.

1. Give yourself a real incentive

Working towards your ultimate business/life goals is tough going sometimes. Give your latest project a deadline and give yourself a tangible reward for achieving it. Anything from a snack to an overseas holiday works. Be strict.

2. Put a deadline on your procrastination

You’re already procrastinating so why not enjoy it?! Give yourself thirty minutes of messing around and then commit to work.

3. Brainstorm your “reasons why”

Ask yourself “Why must I finish [insert-task] today?” and “What will it cost me if I don’t?”. Write it down and make sure you feel the answers.

4. Advertise your deadline

Most people are more psychologically driven away from losing face than they are driven towards getting stuff done. Share your deadline with someone you really respect. Don’t let them down.

5. Turn off the internet

Takes Jedi levels of discipline but really REALLY works. Enough said.

6. Take more breaks than usual

Most procrastination and distraction is caused by people attempting unrealistic levels of productivity. Experiment with taking a ten minute break every forty-five minutes. You’ll know it’s working if you find the breaks boring.

7. Stop in the most exciting part

When you’re done for the day but have more work for tomorrow, leave your project incomplete in a really exciting (and disjointed) place. This guarantees it’ll be fun and easy to dive right back in when you need to.

This article written in 14 minutes using techniques 2, 3, 4 and 5. Spelling and grammar errors for entertainment purposes only.

For most people, it’s our spouse, parents, mentors, siblings or maybe even our boss.

I’ve been lucky enough to hang out with a small handful of super successful entrepreneurs. Plus, we’ve all read about the mega-stars – Richard Branson, Trump, Bill Gates, Buffet and more…

Yesterday I tweeted about the 5% of Branson’s day that makes him different from all the wannabes.

The reality? It’s probably more like 1% and it revolves around this simple principal:

Expect more from yourself than anyone else could possibly expect

You can and must challenge yourself to be better than the best.

Living up to someone else’s expectations sets your “personal best” right at the place where they get fulfillment, happiness and maybe wealth.

Do you want more?

Actually, I’ve committed the 28 days of February to this development – but for 17 days, I’ll be attending a super high-level (read: Jedi) NLP training.

The trainer (and good friend) Heidi Heron, astounded me with this simple congratulation:

“You’re giving yourself 17 days of deliberate, focused learning out of 365. That is rare.”

And it is. When did we, as adults, decide that our focus was “work” and no longer “education”. Regretfully, I’ve been putting off this training for years – simply because I refused to give myself 17 days.

What would you do, if you took a month off to learn?

PS Blog updates will continue as normal – if anything, they may get better

PPS Photo above was taken from my bedroom window, here on Australia’s beautiful Gold Coast.

An artist’s vision realized, a revolutionary product, music that changes you or perhaps coffee really worth talking about.

In this instance, it’s an extraordinary video that inspires. Take a two minute and seventeen second break to watch something that will change your entire day:

Told you…

Right at the end of the interview, an audience member asks for advice and both Gates and Jobs touch on an issue that is central, critical and revolutionary to every one of my clients, blog subscribers and friends.

If you’re going to go into business, you damn well better be passionate about it… because it’s going to be so tough to win big, that you’ll burn out and give up if you’re not in love with what you do.

In fact, without passion, you’d be crazy to even try.

Hear it from the world’s most successful, game-changing entrepreneurs (around 1min 50 seconds in) right here:

What do you think? How are you passionate about what you do?

The first is Seth Godin’s new book Linchpin – Are you indispensable? which is all about shaking up the way you think about what you do all day… and how you do it.

The second is Apple Computer’s launch of their (revolutionary) Tablet device, to be formally announced in San Francisco at 10am tomorrow (local time).

You’ll be talking about these two products and the ideas they create for years to come, guaranteed. If you haven’t already, click the links (blue) above and be among the first to get the scoop.

I’d love to know how you think either of these will affect your future – in business or life in general. Leave a comment below.

- Peter

So far, I’ve revealed an outline, covering off the essential steps: Great Beliefs, Reasons to Act, Outcome Clarity and Wilful Action.

The total acronym (for memory-ease) looks like this: GROWS

The S stands for “Skills” and it comes last because sales skills are not important.

At least, they’re the least important part of the formula.

The reasoning is simple: When you can check off the GROW part of the formula, you’ll find it easy to knock on the door, pick up the phone and/or ask for the money.

Sneaky sales skills and Jedi brainwashing techniques are only desired by folks without Great Beliefs. I’m talking about salespeople who know, deep down, that their product is shitty and their customers are suckers.

Motivational seminars and tape-sets are necessary for sales people who don’t have enough genuine “Reasons to Act”… Why should motivation be difficult?! It doesn’t have to be.

If you can master the first four steps of the formula, all that Outcome Clarity and Wilful Action will equip you with the sales skills you need.

IT architecture systems sales people (I know some read this blog) will be waving their hands in the air, screaming “What about product knowledge?!”

It’s true – knowing your product is critical. I’d like to think it’s the one “skill” that goes without saying.

Conclusion:

Master the GROW and Skills will follow.

The GROWS formula guarantees your business (or your commission check) massive growth.

If you’re a salesperson or sales manager, it’s time to put this stuff into action.

Here’s to 2010 being your best year yet.

(Click here to read the “Formula for Super Effective Sales Management” from the start)

I just finished up a session with a client’s Business Development Manager (sales rep).

We simply worked out that they could be well on track to an exciting six figure annual income – if they would just spend two hours a day making calls to new prospects.

Previously, the very thought of the 40 to 50 massive, business-to-business sales they’d have to make (over the year ) was absolutely overwhelming.

Conservatively connecting the dots between two hours on the phone and the pie-in-the-sky annual income goal is like a caffeine jolt to the motivation muscle.

How can you chunk your impossible goals into bite-sized fun?