more than 11 million frequent flyer miles! I'm married to the wonderful Lyda, and we also have two children and two grandchildren.
This book is written from Alan's perspective (the “I” you'll be reading about is Alan – unless otherwise noted). Marshall's point of view comes through in the approaches outlined and through some of his personal anecdotes. We have different, yet complementary, backgrounds. I (Alan) am a world authority in providing business advice to entrepreneurial leaders and individual consultants. My (Marshall's) expertise is providing behavioral coaching to leaders in extremely large organizations. While we both work with very successful people, we also work with different types of people. This book is intended to combine our knowledge in a way that can help almost anyone who has a sincere desire to achieve positive, lasting change in behavior.
No two coaches – and no two people – agree on everything, and we're no exception! But we share a fundamental belief in the power of you, the reader, to change. We know it won't be easy. We've seen powerful and influential leaders struggle with this stuff, time and again. But we also know it's eminently possible. So let's get started!
1
Setting Our Own Aspirations
Our natural human tendency is to think of ourselves as independent and authentic – authors of our own destinies. But that's a tall order and much tougher than it seems. Bombarded by external triggers and expectations, we can easily fall into roles and patterns established for us by other people.
Why can it be so hard to resist when someone assigns us a role and expects us to live out this role? I find it fascinating to watch this play out among professional role-players – actors. Some actors are true chameleons, morphing from one part to the next. Others seem to believe they are who they depict, developing attitudes and behaviors consistent with the characters they've played. Marlon Brando was famous for staying in role even when the cameras weren't on. William Shatner often seemed to be Captain James Kirk from Star Trek– even when not on the Starship Enterprise. Remember the famous ads, still parodied today – “I'm not a doctor, though I play one on television” – in which the actor proceeded – attired in white medical coat – to dispense health information? He was convincing because he began to believe in his own authority.
We often unconsciously become programmed to believe we are someone and then proceed to live our lives trying to fill that role. However, it's often the wrong role: not right for us, and sometimes even harmful.
For years people told me I should become a lawyer. In grammar school and high school I was told I argued well and debated effectively. At Rutgers, I majored in political science, a natural precursor to law school. I did well enough on the LSAT (Law School Admission Test) to earn a full scholarship to Rutgers Law.
There was only one problem. Over that summer, I realized I didn't want to be a lawyer. I never had dreams of working in criminal defense, or as a prosecutor, or settling estates, or refereeing divorces, or working for an organization's legal department. These are great aspirations – but they just weren't mine. I had different dreams, which initially didn't please those who wanted a legal career for me. My parents, who never had money, viewed law as a distinguished and high-earning profession. My teachers wanted it for me too. When I visited the dean of admissions to tell her to give the scholarship to someone else, she actually reached across the desk to try to grab my wrist! Thankfully, I didn't give into that pressure, and today I have a career I love.
A great many people follow their parents into a profession, even when they don't feel any passion for it themselves. A friend of mine followed his father into dentistry, believing it was a good way to make money in the medical field without becoming a physician. Although being a dentist is a great career for many professionals, it was not for him. Too late, he realized he essentially disliked pushing a high-speed drill an eighth of an inch from patients' tongues day in and day out. But by then his practice was paying for private school tuitions, his own educational debt, and all the trappings of an upper middle-class life. Trying another career at his age would have come at a tremendous cost. This conundrum isn't unique to dentistry, of course. Numerous professions represent a well-trodden path that is easier to follow than to leave.
This pattern can be also be influenced by siblings. Brothers and sisters are highly influenced by their sibs, and tend to play the same sports, or become cheerleaders, or join the band (and play the same instrument) – or do just the opposite to escape the comparisons. These are roles that have been established as successful, drawing praise from others, and creating a precedent to follow or from which to flee.
Thus, unseen by the naked eye, we, without thinking about it, may do our best to become the person we were programmed to be rather than the person who, in our hearts, we want to be!
Case Study
I was coaching the former vice chair of a large financial institution. He loved helping people and wanted to be a consultant after his mandatory retirement. His face lit up when he discussed the possibility of being an advisor to other executives.
Surprisingly, he seemed very curious when I asked him if he would be interested if another vice chair position became available. He asked me if I knew about such a position, how much it paid, and the size of the organization.
When I reminded him of his previous discussion about being a consultant, he immediately changed course, thanked me, and mentioned that he had become so used to focusing on money and status that he had temporarily forgotten that he was already rich and wanted to spend the rest of this life doing what he most valued.
Some very prestigious jobs are actually a poor fit when you consider the applicant's true aspirations. Retiring executives or admirals might be flattered by offers of a college presidency, for example, something others might ooh and ah at. They may have a vision of a job that allows them to serve as the public face of a venerable institution, leading great discourse and inspiring younger generations. The actual work of a college president, however, may involve sparring with tenured faculty, negotiating the demands of students, and meeting stringent fund-raising goals. Anyone who takes a job like that just because of the title and honorifics is likely to feel disappointed and betrayed. If a different person took the same job with a clear goal of improving higher education, though, she might find the role incredibly fulfilling.
We're talking about taking an evolutionary journey through life. A journey without a “there.” Gertrude Stein coined the epithet “There is no there, there” when speaking of Oakland, California. But we mean exactly that. Your “there” is constantly migrating (we'll discuss metamorphosis and change in Chapter 3).
The evolving you is not a moving target, but pursues a moving target.
Milepost
Be careful that your “there” is not created by someone else or some external force, such as Facebook. Your “there” can, and often should, be constantly moving as your experiences, successes, and perspective change. Our bar may well become higher and higher as we journey through life.
An initial question becomes: To what extent is your journey one of internal control, and to what extent one of external control? Do social and normative pressures have a legitimate role in who you are to become? Figure 1.1 illustrates these relationships.
Figure 1.1 Relationship of Internal and External Control
We're using the following definitions:
Control: The power to influence or direct.
Internal:
