The Mind-Set Factor ◾ 153
Beliefs are like filters that screen out information that is inconsistent with
them. You tend to reject information that contradicts what you have already
decided to believe, whether that information is true or false.
During your early years, you were exposed to a multitude of influences
that lead you to accept, as true, certain things that you classify as beliefs.
These belief systems determine your perceptions of both your internal life
and your world view. Some beliefs may have served you well; others may
hinder your future progress.
Because beliefs cause you to think in a particular way, you will some-
times ignore or filter out valuable information. You literally develop a “blind
spot,” or a psychological scotoma to certain realities, opportunities, and
possibilities. For a consultant, it is important to carefully guard against these
blind spots, which may prompt you to jump to the wrong conclusions about
yourself and your clients.
A negative belief system is like a self-imposed brake on your natural
talents and core competencies. Of these negative beliefs, self-limiting beliefs
are among the most damaging. They prevent you from tapping into your
inherent power and from using your inborn talents, values, and attributes.
Self-limiting beliefs stop your behaviors, talents, emotional intelligence, and
attitudes from combining to become strengths and superior competencies.
Here are some examples:
◾ I realize I did fairly well, but I absolutely should have done perfectly on
a task like this, and therefore I really am incompetent.
◾ I know what will happen because of what has happened before.
◾ I do not deserve to be wealthy.
Stereotyping is another example of how the negative side of the belief prin-
ciple is manifested. Stereotyping has many names: labelling, classifying, type-
casting, pigeonholing, and prejudging. It stems from deeply held preconvictions
and in essence, it is about a failure to see individuals and situations for who and
what they are. Do not allow yourself to be stereotyped as “just a consultant.”
Be careful that you do not unwittingly take on the “sins of the father,” or the
impressions left by novice consultants or clients who set the bar low.
You tend to act in a manner consistent with your beliefs, and that is espe-
cially true of beliefs that relate to you. The primary reason a client does not
“go with you” on an assignment—all else being equal—is that they do not
believe you. If you do not believe in yourself, your client will intuit this and
fail to believe you.