I've always been interested in relativity. Einstein had his version; I have mine. It's something much closer to home.

Think of the hardest thing you ever had to do. Let's start with the death of a loved one, a serious disease, divorce, or a debilitating injury. If it happened recently, it is very probably interfering with your ability to focus and communicate. If it happened some time ago you have probably pushed those memories down below the conscious level. Suddenly, without warning, something reminds you of that time and those feelings arise again. You remember the mix of pain and sadness and helplessness you felt then. Whether yesterday or yesteryear, those feelings continue to lurk somewhere beneath the surface of your consciousness.

Many of the people I talk to find it hard to do the simple things they really need to do to be successful. It can be as simple as picking up the phone to make a cold call, introducing yourself to someone you've never met, or even talking about your business with people you actually know. On the surface these are relatively simple, painless acts. At least they should be. But the FUDS keep us from doing those simple tasks. Fears, Doubts, Uncertainties, and Suppositions get in our way. It could be fear of failure, fear of success, doubts about our own abilities and motives, assumptions about the motivations of others - if you can imagine it someone just like you has felt it. You are not alone; it's an epidemic of self-doubt out there. After all, if it was easy everyone could do it.

If you really think about it, though, it's not the hardest thing you ever had to do. On the relativity scale it hardly registers. So, instead of avoiding that call or that discussion or that presentation, focus instead on those feelings, confront the fears, and wallow in them. What is it that could go wrong, that people might think or that you might not express well? How bad could it really be? And, if it's actually that bad, will that be the hardest thing you've ever had to do? I doubt it. After all, it's not life or death, it's just business.

Is the state of the economy making your prospects indecisive? What are you doing to help them to do the things they need to do to reach their objectives? After all, they are confronted by the same FUDS you are, it's just in a different context. Explore those fears and doubts, empathize with with their dilemma. By presenting them with a means to alleviate their "pain" you will stop selling and start building profitable relationships.

From time to time it's important to critically examine your networking. Ask yourself: "Are these the people I need to know to get results?" If the answer is "No", it's time to consider your options and make new plans. As your business and sphere of influence grow, so will your customer and referral bases. You need to stay abreast of that growth.