For Chaim Gold* business is good. So good in fact, that his secretary is overloaded and the hours he spends at the office are stretching further and further into the night. There’s so much to be done that Chaim is pitching in to help with managing the office, returning client calls, answering emails, and troubleshooting with the tech team.

His mantra used to be “Busyness is good business.” But lately, Chaim can’t even think about growing sales and next steps because there’s so much to do in the office. He can’t even return all the potential client calls coming in, forget about growing his vision.

The stress doesn’t help either. His secretary keeps saying, “We need another pair of hands.” But for some reason, Chaim can’t take that next step even though he knows it makes sense. Instead, he wrings his hands and worries. “I know I should hire but I just can’t. We need to be more profitable first. How do I know if it’s the right time? Should I hire a sales person or an office support person? What if this is just a busy period and in a month things will slow down?”

In this overwhelmed state, Chaim has some valid concerns. He’s also very frustrated with himself for being so stuck.

We need to understand where Chaim’s worries stem from. Are they factual concerns or fears? Perhaps it is both, and if so, which is leading the other?

Business decisions may appear to be logic based, but that’s usually not the case! Before making a change in your business, it’s important to recognize what’s pushing the decision. There are facts and there are emotions, but which are making your “executive decision?”

In Chaim’s case, it’s possible that fear is overriding the logical next step - to hire - as his secretary has implored him. But maybe he’s right that the business can’t afford to sustain another salary right now.

What we really need to know: Is it the business or Chaim’s risk aversion that can’t afford the salary?

It is vital to check in with yourself when you find yourself stuck or holding back from a shift in your business.

One night Chaim sat down and created his “Fears and Facts” sheet. He drew two columns on his iPad, wrote all his fears in one column and the corresponding facts in the other column.

He discovered that the business has steadily grown quarter over quarter so it is unlikely for things to slow down anytime soon. He also confirmed his aversion to risk. While the business could handle another salary today, Chaim realized that if he had three months of salary in the bank, it would allow him to hire another employee without fear.

After all this introspection, nothing changed today, but everything is different. Chaim is building up his “salary fund” and he has a plan with a clear goal. He now looks forward to this next milestone in hiring and ultimately scaling his business.

Takeaway:
1.What do I feel when I think of expanding my business? Is it a truth or a fear?
2.What are the facts? What are my fears?
3.What creative solutions can I come up with to move forward (small steps count!)?

Bonus activity:
Create your own Fears and Facts sheet.

Remember: There’s fact and there’s emotion. Which one is making your “executive decision?”