I was writing and publishing paper-based ‘zines and newsletters back when the Apple Macintosh was first released. They were a beautiful piece of kit and introduced the phrase WYSISYG to the world (What You See Is What You Get). Strangely, new writers asked published authors which computer to buy to write their novel.

Did you know that Jack Kerouac typed On The Road on a big roll of paper?

I progressed to publishing children’s books and adult non-fiction. Again the questions were about the tools not the technique nor discipline. I moved on to writing, editing and reading movie scripts. This time I was asked how to bind a script, what font to print in, whether to use US Letter or A4 paper.

These days I build businesses and invest in creative real estate like wraps. I get more questions about what software I use to track buyer’s payments than I get on negotiating strategies.

I think this is because we need to feel in control of our environment. Investing involves conquering fear and taking action. I always feel butterflies in my stomach until I take that step. In the early days, my response was to look for something to explain that discomfort. I used to hunt desperately for anything to logically hang that feeling on. Until I recognise what happens in my guts, I waste time and energy fixing problems that don’t exist. Am I installing an accounting system because I have legitimately identified a shortcoming? Or is it something from the to-do list that feels like progress?

However fear is not logical. Logic can sometimes overcome fear, but it really takes courage to recognise the situation and take action in the face of fear. If this step is missed, we don’t learn from our previous deals. The internal battle must be fought for each new deal.

Am I counselling a headlong rush without considering support systems? No, of course not. Take the time to set up, NASA is a good example – the countdown doesn’t end at zero.

The mission begins with Lift-off…; T+1…; T+2…; T+3…

Your preparation steps are for the main show. Focus on what gets you paid.