In the E-Myth Revisited, Michael Gerber talks about the fat man and the slim man, both of whom reside in the same body.  While the slim man is in charge, that body is exercising and eating right and doing healthy things.  But one cold and rainy morning, when the body gets up to do its daily run, the fat man takes over and convinces the body to roll over and go back to sleep.  Then, the fat man is in charge for awhile.

 I talk with clients and prospective clients almost every day who appear to have two people residing in many of their bodies:  the frightened man (or woman) and the astute business man (or woman).

 The astute business man has definite goals for his practice or business and knows he will need to invest time, energy, and money to make them a reality.  He knows he will get there more certainly with investments in what he needs to grow. This might be another assistant, or a coach, or some new technology, or something else. If money is tight, he finds a creative way to find the money he needs to because he’s committed to his goals.

 Even when the frightened man clearly sees the value of something that will help him improve his business, he is so deafened by his terror, that he hears “expense” wherever the word “investment” might appear.  “If I have to pay for a coach (assistant, new computer, attorney, etc.),” he exclaims, “I won’t have money to pay my mortgage (car payments, etc.).”  He closes his creative faculties to any ideas that would generate the money for them.

 If you offer services to people for a fee, recognize you can’t do much about–or for–the frightened man.  If your own business is being run by the frightened man, know this:

 (1) There’s no doubt that when the astute business man is in charge, you will do significantly better in the long run. 

(2) As long as the frightened man is in charge, you will fall further and further behind your peers.

(3) Most importantly, who you put in charge of your business is a choice you make, and you can fire the frightened man and hire the astute business man at any time. Choose wisely. 

If your business is being run by the frightened man, I won’t be able to help you.  Please contact me to help you grow your business as soon as you fire him.  In the meantime, keep REACHING…