Waking Up In the Middle of the Night - Stress Relief for Entrepreneurs: Watch Star Trek and do Yoga

Recently, I was having lunch with an entrepreneur friend, who was back in Silicon Valley from Russia, and we were discussing the recently released Russian edition of my book, Zen Entrepreneurship, which he had seen with its Russian title,  Biznes v poze lotosa, which  translates roughly to “business in the lotus position”.

At some point in the conversation, he asked me what techniques – meditation, Yoga or otherwise I might recommend for him, because he found himself “waking up in the middle of the night” worrying about his business.  His business issues were even making their way into his dreams, he said.  Was there some way to prevent this?

My first reaction was of recognition. This has happened to me often, and I’ve heard many other entrepreneurs say the same thing over the years. it occurred to me that this must be very common for most business owners — whether you’re self employed, running a small business, or running a startup that has raised millions of dollars.
It is very hard to “disconnect” from the business, particularly during stressful times. In fact, it might be more surprising if you are running a startup and not worrying about the startup in the middle of the night. This article is about some of the causes and ways to deal with entrepreneurial stress, from both western and eastern perspectives.

The really hard thing about startups

I’ve often said that startups are hard, but this doesn’t mean that they are hard work. The thing that makes startups hard is not the amount of hours you have to put in — it’s that you really can’t avoid “taking your work” home with you.
This seems to be true whether your startup is suffering from not having enough money (like many bootstrapped startups) or if you’ve raised millions of dollars in VC or angel funds. In the case of CEOs who have investors, there’s nothing like the sobering realization that they put all that money into you with a certain set of expectations, and those expectations are not being met (since most startups have over optimistic business plans, most startups don’t make their initial numbers).
Even startups that succeed will often flail around for a while before they hit their second (or third) wind. It’s during times like these that stress that’s been building up little by little can suddenly start to feel like an un-liftable weight on your shoulders.
This is compounded by what I call the “self-confidence problem”. Entrepreneurs tend to be people who believe in their own capabilities — and that might have been true in school, where how much they learned was usually a function of how many hours they put in, or even in their previous job, where they were evaluated for a promotion based on their own contributions in relation to other employees.
If something requires hard work, figures the would-be entrepreneur, I can handle that. This usually leads to the belief that working harder can make you more successful. That might be true generally, but when it comes to startups in particular, while putting in long hours is usually necessary, it’s also not sufficient for success. The thing that can be frustrating for so many entrepreneurs is that, sometimes whether a startup succeeds or not is not always under their direct control.
There are plenty of startups where the founders work their tails off, but that don’t make it. There are a million things that can go wrong — you could hit the market too early (or too late), funding which was easy to come by in a boom market suddenly dries up and you find your ship aground prematurely. On the flip side, I’ve seen successful entrepreneurs who had great successful exits because the market was hot, but whose companies would have otherwise failed as stand-alone entities had they come even a year earlier or a year later.

Why Startups are Harder than MIT: What Could Go Wrong

To solidify this point, I’d say that I worked much harder in terms of number of hours spent when I was a student at MIT than I did at most of my startups. Pulling all nighters, usually because a problems set was due the next morning, or cramming for exams, was common-place. The thing is, even though I was working hard, I don’t think I was ever as stressed out at MIT as I have been in my various startups. OK, I might not always have gotten straight A’s, but I knew that as long as I put in the time, I could get a decent grade.
In a startup, rarely is the result a simple matter of how hard you work (or surprisingly, how much money you spend). Things always have a way of going differently than you expect. If you are the founder/CEO this usually means you’re waking up int he middle of the night worried about some thing or another that either has gone wrong, or could go wrong
What could go wrong? Plenty.
Your first major customer cancels an order. The round of funding you were counting on doesn’t come through. Apple (or Facebook or Google) kicks you out of the app store, which was responsible for 100% of your sales. A co-founder has already vested their stock and suddenly quits. A recently hired, much anticipated, star hire isn’t what you expected, or maybe a long-time super-valuable employee decides to leave for a competitor. You miss your projections, not by a little bit, but by more than a million dollars! Or maybe, a recently-fired employee sneaks into your office and steals your laptop, a fact you only know because the police came in and got the surveillance footage from your landlord, and you have to decide whether to press charges.
Yes all of those things have happened. And that’s just in startups that I have personally been involved with. I’m sure there’s a whole world of startups out there with problems that I’ve never encountered.
Whew! No wonder it’s hard not to be stressed out as an entrepreneur.

Brad Feld’s First Rule: You aren’t alone.

I was recently interviewing well known entrepreneur-turned VC Brad Feld for my upcoming book, Startup Myths, and I asked him what advice he’d have for entrepreneurs going through stressful times.  His first piece of advice was to remember that you are not alone.  Many, many people are going through the same thing with their startups, though they are not out talking about it.

Brad was one of the first in the startup/VC community to talk about depression and the role it’s played in his career.  I’ve seen that many entrepreneurs may find themselves sliding into “mini-depressions” when they’re trudging along and come across intractable problems that they just can’t or don’t want to deal with anymore. (if you haven’t read his blog, it’s at www.feld.com and worth a read).

Remembering you are not alone is a great first step.

This reminded me that when I was doing my very first startup in Cambridge, MA, we had a local group of CEOs of local startups that met every so often — I think it was once a month or so. I used to joke that this was “my CEO therapy” group.
The thing was, being able to talk about the things that were going wrong with a group of people who understand and are going through similar things can be therapeutic in and of itself.
I have to admit, sometimes I would come away feeling much better about my current crisis because someone in the group inevitably would be going through something much worse. For example, I remember once I worried about only have runway for a few months of salary left, when I realized that one of the other members of the group didn’t have enough money to make payroll this month!
This wasn’t some startup version of schadenfreude– rather it was the first step to putting things in perspective, which can lead to taking your own problems in stride and realizing that rarely is it “the end of the world”, even if it seems like it right now.
If you don’t have a support group like this, informally or formally, it might be worth looking into joining or creating one. I’m on my fifth startup, and you’d think by now I wouldn’t need other entrepreneurs who are going through similar things to commiserate with. You’d be wrong.
Can’t you just talk to you co founders, investors, or advisors?
Yes and no. I’ve found that even though investors, advisors, and co-founders can be sympathetic, they often don’t understand the stress that a founder/CEO is going through at the moment. Sometimes the thing that you really need to vent or complain about, the thing that’s causing you all this stress, is your investors, your advisor, or even your co-founder!

Western perspectives and Physiological effects of Stress

When I started to think about techniques that could help my Russian friend, I realized that we all have very different ways of getting and dealing with stress. Exercise, everyone will tell you, almost always helps with stress. I agree, but by itself it may not be enough.
There’s a good explanation of the western chemical viewpoint of momentary, flight or fight stress vs. the kind of chronic stress that entrepreneurs live with, in another article I read recently by entrepreneur Hana Abaza (https://medium.com/@HanaAbaza/stress-startups-and-survival-94c48ec921f2).
Since the human body is designed to deal with a stressful situation like a saber-tooth tiger, the chemicals that the body secretes during stressful times are meant to last as long as the “flight or fight” response lasts. Either you get away and survive or you stay and fight the tiger.
Abaza stresses that being in charge of a startup is more like “chronic” stress, and the physiological issues that it can cause. Coincidentally, she also talks about waking up in the middle of the night during her own startup experience 3 or 4 times a week.

A Yogic View of Stress

Being a mystical as well as practical kind of guy, I believe it’s worth looking beyond just the chemicals to see how we get stressed out and what happens in our mind, body and our energy fields.
It’s pretty easy to see that each person is different and holds their stress differently, resulting in different physiological symptoms. Two people going through the same situation have a very different reaction to how “stressed out” they are.
As an example, I mentioned that I wasn’t really that stressed out at MIT as a student, but some other students took it very differently. Suddenly, not being the smartest person in the room hit at the very core of the valedictorian personality they’d built up over their entire lives up to that point — and this caused more than its fair share of angst, depression and worse.
Wilhelm Reich, who along with Carl Jung was one of Freud’s most esteemed disciples, believed that we hold accumulated stress in the fascia — the connective tissues in between our muscles and our bones. He came up with a therapy that involved learning to breathe as a way to “release” this accumulated stress, which had dramatic physiological results in many of his patients, and many consider him the the grandfather of body-oriented psychotherapy.
Surprisingly, this view coincides very well with the Yogic/Eastern view. From a Yogic point of view, this has to do with our individual personalities, our habitual thought-forms, our karmic tendencies. As we build up stress, we create and hold onto little deformations into our energy fields, called samskaras, which accumulate around our body in previously transparent sheaths called khosas.
Finding ways to relieve that psychological/energetic holding not only reduces stress, it lets go of some of the karmic traces we’ve accumulated, clearing up our energy field and our ability to see the situation clearly. I like to use the analogy of a muddy windshield — it blocks your view of what’s really happening. The clearer it gets, the more easily you can see what’s happening around you, and your role in it, and sometimes that’s enough to give us the perspective to get un-stressed.
In the Buddhist point of view, the ability to let go of all that is locked up in our minds (and by extension our bodies) is what eventually leads to enlightenment.
These samskaras are caused by our “grasping” and “aversion” — reactions we have to the situations we find ourselves in. As we hold these thoughts in both our mind and bodies, we have muddied up our system, leading to a lack of sleep and even dreaming about our problems. One reason we use the term “sleep like a baby”, is that babies haven’t accumulated enough “stress” or “samskaras” to disturb their sleep (at least in this lifetime).
In Tibetan Buddhist traditions, there are two kinds of karma: the “big karma” which might involve bad deeds like killing someone or cheating someone, and “little karma”, which are things that have made their way into our minds which we have a had a strong reaction to — exactly what causes the samskaras in Yogic traditions.
To resolve the “big karma” might require lifetimes of work. However, it’s the little “karmic traces” make their way into our dreams, particularly the ones that seem to be regurgitating things we had been worried about all day. So how do you release some of these karmic traces and reduce some of the stress?

Some Tips and Techniques From My Own Experience

My own personal mantra when I am stressed out in a startup is “Watch Star Trek, Walk by the Bay, and Do Yoga”.  These aren’t meant to be actual techniques (you might hate Star Trek, not live near the Bay, and find Yoga to be ridiculous), but rather three different ways that I approach dealing with stress.

•        Taking walks in Nature.  There’s a little park in Mountain View, just down the road from my office, and only yards away from Google, that always helps me to deal with stressful situations.  It’s called Shoreline and there are paths that are near the San Francisco Bay, and when I’m walking I can see the mountains to the west (green, tree covered), the water of the bay, and the mountains to the east (which look more like the desert).  There is also a nice breeze coming in from the bay (OK it’s not always nice- sometimes it stinks lol).   The thing is, there’s something about gazing at mountains and feeling a breeze going through your body and energy field that has the effect of “loosening up” the things that you are holding – mentally, emotionally, and in your body.  What I’ve noticed is that even if I’m holding a lot of stuff in at the beginning of the walk, by the end my body is more relaxed and I’ve let go of some of the things that are bothering me.  You can find a place like this in your neighborhood.
•       Watching Star Trek.  This usually gets a laugh when I tell people about it.  The truth is, that  I find we all have certain types of fiction that not only “take us away” from where we are, but somehow feed our soul.  For me it’s usually certain kinds of science fiction or fantasy.  For you it may be Sex and the City or Reality TV!  Well maybe not Reality TV, but you get the general idea.  Find something that you can watch that “feeds your soul”.   For me, watching Star Trek brings back memories of childhood and anticipation of great things in the future, and somehow links to something deep in my soul – maybe because I’m an explorer at heart.  Whatever it is, take an hour every day to watch an episode of a TV show that does it for you or read something that takes you into this kind of feeling. 
•       Doing Yoga.  I’ve already mentioned Yoga. In fact, the original point of Yoga was to start to dissolve some of the samskaras that we are holding. Too often, in the west, Yoga and exercise are considered the same thing.  I had one Yoga teacher tell me that I'd probably be sore the next day.   She was right. I was not only sore the whole next day, which might work for some people, but didn’t work for me- that's not the kind of Yoga that helps me to release stress.  The key is to find Yoga which an allow you to do stretching and to release, a kind of meditation for the body which allows you to gently release the samskaras building up in your body and mind and energy field.  You’re not training to be a boxer or a weightlifter or a football player!  If your Yoga isn’t doing it for you, I’d be happy to recommend some DVDs or books that have the kind of Yoga.
•       Meditation.  There are many studies showing that regular meditation has health benefits and leads to stress relief.  There are many different techniques of meditation, but at the heart you are trying to calm the mind and the tumultuous thoughts that we are all caught in the middle of. I think of us as one of those snow-globes that has been shaken up, thoughts are flying every which way and it’s difficult to see. A short meditation can do wonders for letting the snow settle down and get a clear view of what's happening. 
•       Use Your Work As Meditation.  Being mindful at work can have wonders for not only your concentration but on your level of stress. Rather than worrying about “making payroll next month” (which may be a real problem that you have to deal with), when you are writing some code or doing a spreadsheet or having a meeting, focus your mind and attention on the task at hand.  I call this “using your work as meditation”.   Your mind will inevitably wander.  You bring it back. This is just like meditating but it is more about keeping your mind on what you are doing.  If you do this right, you won’t be thinking about the million things that “could go wrong” if your startup runs out of money next month.  You’ll be thinking about whatever task you are focused on. 
•        Breathing exercises.  There are many breathing exercises that can help you to release that which we are holding – i.e. that which is causing us stress.  If you are finding yourself unable to sleep, doing a slow breathing exercise is a great way to get back to sleep – almost any rhythmical breathing exercise can work.  Here’s a simple one I learned recently:  breath in fully (even to places that you don’t normally breath into) expanding your lungs as much as you can, then breathe out fully, much longer than you normally would.  Repeat 10 times.  After 10 times, hold your breath for 20 seconds.  Then start the 10 breath cycle again. If you’re like me, somewhere in the 10 breaths, you’ll lose count of which breath you are on and end up asleep.  There are of course many different types of breathing exercises – breath of fire (not recommended for falling asleep), alternate nostril breathing, etc.
•      Get a Massage.  Since stress is being held in the body, it's amazing how great you can feel after having some body work done.  This doesn't make your stress go away, but it does let you realize that there's something beyond the stress, so that when you start to feel it again, it ends up being a little less "all-encompassing".   

From an eastern point of view, stress isn’t purely a chemical thing, it is the result of our thoughts, emotions, and new “reactions” adding onto the accumulation of samskaras we have in the past (our “karmic traces”).   

Sometimes I like to think of being an entrepreneur as karma+  plan - i.e. we are accelerating our reactions and building up karmic traces with every stressful situation and our reactions to it, which is why we so often end up dreaming about our business problems.  This is why I believe entrepreneurs need techniques like Yoga and meditation even more than most people, because the stress that builds up  can make our lives hell and being off your game can have much more immediate consequences for an entrepreneur who's running a startup.

So, the next time you find yourself stressed out, take a deep breath. Remember you are not alone, and there are other startup CEOs going through what you’re going through. Then, do your own version of my personal mantra: Take a walk by the bay, watch Star Trek, or do Yoga!

Johnny Depp, the Mortdecai flop, and Power of Expectations for entrepreneurs and indie film-makers

I’ve written in the past about how investing in indie filmsis like investing in startups.  Although there are also many differences between indie films and startups, today I’d like to further that analogy by using a very recently released film and its not so spectacular success.

Although most of the buzz in the film industry thus far in 2015 has been about the success (and controversy surrounding) American Sniper, an equal amount of anti-buzz is being generated inside the industry about Mortdecai, Johnny Depp’s latest big feature.  In this, I thought there was an important lesson for indie film-makers (and perhaps some startups entrepreneurs too) about expectations and setting yourself up for failure or success.

The reviews are in and Mortdecai, is already being called “one of the worst films of 2015” (quite an achievement since we are only 30 days into the new year), and simply “mortifying”. One article in particular caught my eye, “The Anatomy of a Flop”.   Production budget estimates range from $40 million to $60 million; while that’s not astronomical in the world of Hollywood movies, given that the first weekend gross for the film was only $4 million, it’s pretty hard to see how Lion’s Gate will make a profit on this film.

The funny thing is, I recall being approached over a year ago to invest in this film.  A friend in the indie film financing  contacted me and asked, “ would you be interested in investing in Johnny Depp’s latest film?”  If memory serves, they were hoping to raise the final $10 million or so for finishing the film from outside sources.  As a very big fan of Depp, I said I wanted more details.  I never got many more details beyond the fact that it was called “Mordecai”, Gwyneth Paltrow was co-starring, and they thought it was going to be a big hit!  

My first hesitation was that I was being approached at all to help provide “finishing funds” for a film that was funded by a major Hollywood studios and starred A-level actors.  If there's one thing that Hollywood studios have access to – it’s money.  Why was I, who usually invested in and made very low budget indie films, even being asked? It was a red flag, but not a deal killer.

The second red flag occurred when I dug in more to find out what the film was about.  I didn’t see the wide appeal of the movie or it being the best vehicle for Depp’s eccentric acting.  "But it’s Johnny Depp and Gwyneth Paltrow!" repeated my friend enthusiastically.  As far as I could tell, this seemed to be the only reason to invest in the movie.

I politely declined, since the movie wasn’t really my cup of tea personally, and I felt weird being a very small investor in such a big Hollywood production.  

I had learned that Mortdecai was based on a set of cult novels from the seventies about an eccentric/rogue art dealer.   While I like cult novels in general, I couldn’t see how I, as an individual investor, could possibly make money from such an expensive production (by most indie film standards, spending $60 million is like renting out Versailles for a full year just to have accommodations for a weekend trip to Paris).  

Moreover, given my recent experience with Hollywood accounting and distributors (which I’ll write more about another time), I realized the only way an indie investor would see even a dime would be if the film was a huge, huge hit (of which I was doubtful).

When the trailer and TV spots began to appear last year, I recognized the project, and though I’m a big fan of Johnny Depp and Gwyneth Paltrow (two of my favorite movies of all time are Ed Wood and Sliding Doors), the trailers were terrible enough for me to say pretty confidently that I didn’t even want to bother seeing it.

It kind of reminded me of another Depp outing that involved some kind of spying opposite another Hollywood leading lady: The Tourist, where Depp played opposite Angelina Jolie.  That movie, even though it was a financial success, was forgettable enough (and in my opinion terrible enough) that I can’t even tell you what it was about even though I went to the theater and sat through the whole film! If I strain my memory, I can vaguely remember something about sitting on a train with Jolie in Europe, and Johnny Depp walking on the roof in his pajamas – that’s about it.  Oh wait – there was a surprise ending.  Or was there? Honestly it was forgettable enough that I can’t really tell you how it ended.

The Tyranny of Expectations

I bring up this experience not to say “look how smart I was not to invest in this project” (any VC or angel investor in Silicon Valley worth his salt has invested in enough bombs, and passed up on enough hits to know that it’s not entirely a predictable thing).   Nor is my point here about how terrible the film has turned out - in fact, there are probably a modest number of people who enjoyed the movie and it’s quirkiness.   Actually, the fact that Mortdecai is now being called “one of the worst films of the year” made me more likely to go see it (perhaps in tribute to Depp’s great performance as Ed Wood, who was voted the worst filmmaker of all time!)

My point is actually a different one altogether.  The fact that this film, based on an obscure set of cult novels, was brought to mass market by a major studio spending $60 million dollars set up a certain set of expectations.  Anyone who has seen the previews and TV ads knows that Lion’s Gate must have spent a lot more on marketing – perhaps in the tens of millions – which means that to just break even the film would have to do well over $100 million! (not even counting exhibitor fees, distributor's fees, etc.).

Even for a passion project of Depp’s (since it was revealed that he was the driving force between bringing this one to market), it was marketed to the masses and released on thousands of screens because that’s the only way for it to match those lofty expectations.  This is the blockbuster formula used in Hollywood again and again – get the big stars, pay them a lot, market the hell out of the film with tens of millions more in TV marketing – and release it on as many screens as possible.

I want you to consider an alternate scenario:  what if Mortdecai had been brought out on a very small indie film budget, which is what happens to a lot of passion projects? 

Suppose, like most indie film-makers the film had been made for a few million dollars?  OK Depp wouldn’t have been able to afford to hire Paltrow or Ewan MacGregor, or even pay himself a multi-million dollar salary.   Suppose also that the film had done $4 million in total box office, bringing out fans of the novels and some subset of fans of Johnny Depp? 

The film, even if it was as terrible as it is now, would be a financial success and not, as many industry insiders are calling it now, “Johnny Depp’s fifth flop in a row!”  My point about this film (and many others) is that perhaps the film might have done better with lower expectations and found a niche audience of people who are into these kinds of movies?

Now I’ve never met Johnny Depp personally, so have no idea if he would do a film without his usual multi-million dollar payday, but the point is that there are some films that are never going to be “mass market” films. This is why there’s an “indie” film industry – for financing those passion projects that may not appeal to “mass audiences”.

I’ve seen the same phenomenon in the software industry in Silicon Valley, where investors pump millions of dollars behind teams that try to grow their initial small product idea into a big company very fast.  Many of these efforts fail, partly because of the amount of money they spend trying to “get there”. 

It’s not the investors who are to blame, it’s also the entrepreneurs who eagerly go out and try to raise millions of dollars to become the next “big thing”.

There are many startup product ideas which would work great if treated as a small, bootstrapped company; but, when they are treated as if they could be the next Uber or Twitter or Facebook, they ultimately fail.  By raising a lot of money in the startup world, you eventually end up spending it, and if the product hasn’t met the lofty expectations that you set when raising money, you’re suddenly out of money and the company dies. 

Moreover, because you raised VC money, you tend to have hired a very expensive team of VP’s and other key personnel to bring the product to market, who aren’t going to stick around when the money runs out. 

Hell, the founders have little incentive to stick around when the money runs out because of the way that VC deals are structured – they get their money out first, and unless the company/product is a stellar success, there’s no way that the founders are going to have it be a financial success.

These VC-backed companies, like Mortdecai, I would argue, are a victim of their own expectations.

In many ways, when you raise money for your startup or for your film, by setting a certain budget, you are implicitly (or explicitly) creating a set of expectations.

If I asked you to jump over a bar, and gave you the option of how high the “bar” should be set that you have to jump over, what would you say? If you wanted to be sure you would jump over it, you’d probably say to keep the bar pretty low and would easily step over it. 

However, as a startup founder or film-maker, when you raise money, you are basically being asked how “high” a bar would you like to set for yourself and your project?

Inevitably, most entrepreneurs and indie filmmakers will set the bar as high as possible and try to raise as much money as possible.  Most indie filmmakers would love to get a $40 million budget for their adaption of an obscure set of cult novels into film.  Similarly, most entrepreneurs would love to raise $5 or $10 million or more in their series A financing. 

In both cases, you’re creating a set of expectations for how well your film (or startup) will need to meet in order to  not be considered a “flop”.

So, Mr. Indie Film-maker, and Mr. Entrepreneur, ask yourself for your next project, how high do you want the bar to be set?

How to be happy and successful: Find the intersection of the spheres

“There is no path to happiness.  Happiness is the path.”

      -Buddha

Because I often speak in person and in my book about using meditation as a tool for self awareness (“clear the mind to see clearly”), and intuition to find your path (“follow the clues to reach the treasure”), I’m often asked for advice on how to be both happy and financially successful.

 I’m also asked the same question, though in a different form, by entrepreneurs about their startups.  “How can my startup be both financially successful and feel like we’re doing something meaningful/unique/making a difference?”.

 It turns out that my answer to this question is the same for both individuals and for startups.

A Tale of Two Extremes

First let’s look at two extreme pieces of advice that I ‘ve often heard given (and followed):

Extreme Advice #1: “Do what you love and the money will follow.” 

This is great advice (and if I’m not mistaken, was the title of a bestseller long ago) in theory, up to a point. 

But what happens when you start to do what you love and the money doesn’t follow?  The reason there’s still a self-help industry is because it isn’t always so easy to make a living  doing just what you love.

I was reading a book by Dannion Brinkley recently (there’s a throwback to the nineties, when Dannion was a bestselling author, famous for having an NDE after being struck by lightning) and he said that one vision he brought back from the “other side” was a form of spiritual capitalism. In this vision, everyone would do work that they loved and earn enough income from it to make a decent living.    Again, a great vision, but one that doesn’t always play out in the real world the way we’d like. 

 This is also true for startups/entrepreneurs as well, though it can seem paradoxical.

 Some of the most successful startups did in fact start off doing something they believed in, and the monetization came around much later (think twitter, facebook, and Google).  But these are also extreme cases; unfortunately, more often than not (let’s say 9 out of 10 times), simply focusing on your vision without taking the time to fit it to the market is also a recipe why most startups go out of business.

 Too often I see entrepreneurs holding on to a vision of what they want their startup to be, but that vision isn’t producing results and isn’t generating enough cash to stay as an on-going concern, and they don’t admit it until it’s too late.

Extreme Advice #2: “Do what the market needs.  Find meaning elsewhere.”

In a way, this is great advice to be financially successful, but it leads to a whole different kind of frustration.  In the work world, many people have jobs that do not involve something they are passionate about and provides no meaning whatsoever – it’s simply a way to earn a paycheck.

For a startup, this means doing whatever a customer is willing to pay for. While this may lead to a successful company financially in the short term, as an entrepreneur you an feel like you’re “selling out” your vision and you’re not likely to make a big difference or feel passionate about what you’re doing. 

I’ve been in startups which started out as “fun” and “innovative” but ended up being slaves to the almighty dollar – every decision that was made had to do with “will it improve our financials or not?”.  That’s no fun either and you end up wanting to "quit" your own startup and go do something "fun" and "innovative" again!

The Middle Way: Find the Intersection of the Spheres

After reflecting on this question for most of my adult career, I have come to the conclusion that people are only happy and financially successful when they can find the intersection of three spheres. 

Sphere #1: What you love to do, what you want to do. 

Suppose you love writing. Or music.  Or acting, and you decide you want to pursue these things full time.  One thing to think about is that something that we “love” as a hobby may not be so “enjoyable” if it is the sole source of our income – it turns from a “hobby” to “work”. 

Still, it’s useful to create a list of the things we “want” or that we would be happy doing.  For a startup this is our “ideal vision” of what the world might look like with our product/service, without regards to the financial question.

As I mentioned before, focusing too much on sphere #1 often leads to unacceptable results in our careers and our startups but it’s a great starting point.

Sphere #2: What we are good at? 

Creating a list of what we are “objectively” good at is not as easy as it seems.  This is because we are often so concerned with sphere #1 and sphere #3 that we don’t stop to reflect on ourselves.  In fact, I often recommend asking someone else for this list, and we are more likely to get objective answers.

It’s important to be honest with ourselves here.  As an extreme case, suppose I want to be an NBA basketball player – but the truth is that I’m only 5’6 and not very athletic and objectively not that good at basketball.   In fact, I’m a much better computer programmer than I am basketball player. Or for that matter, an actor.  Orson Scott Card wanted to be a stage performer and “loved it”, but he realized he wasn’t that good at it. In fact, the was a much better writer than he was performer.

If you aren’t good at working with people, should you really pursue a goal of becoming the top salesperson (or multi-level marketer) in your region?  How many of us set goals that aren’t appropriate for either our skillset or our DNA (here I don’t mean our actual DNA, I mean our energetic patterns and what we are intuitively drawn to - Steve Jobs would call it "fate, destiny, karma"). I’m not trying to be negative here, I’m saying that each of us has unique talents and aptitudes.

In his bestselling book, Outliers, Malcolm Gladwell says that it takes about 10,000 hours to become an “expert” at something.  The thing he ignores though is that people aren’t interchangeable; we are drawn to different things and good at different things naturally.   I have a friend who has spent this many hours rock climbing. She’s an expert.  Would I be an expert too if I spent 10,000 hours rock-climbing?  Maybe, but most probably I wouldn’t make it to 10,000 hours because I’m not that interested in it, and not naturally drawn to it.  You might say it’s not in my karma.

This is equally true for startups. I’ve noticed that founding teams in different startups have different DNA (again i'm not talking about actual DNA here, i'm talking about aptitude and experience). As a result, certain business models are just easier for them to follow. Interestingly, they aren’t always the business models that they “choose to follow” because they aren’t being honest with themselves..

As an example, in one of my startups, we were very good at delivering developer tools that we sold for thousands of dollars and customized for many thousands more.  Why? Well, it turns out because we were developers ourselves and really understood this market.

At one point someone (I think it was me!) came up with the bright idea to build an end user tool and sell it for $49 or so.  We went ahead – and while we did an OK job, building end users products wasn’t really what we were good at – the product looked very “developer-y” and we couldn’t provide real end user support.  The point here is not that you shouldn’t experiment with different business models or products, it’s that you need a clear mind to see what you are good at and then play to your strengths.  

VC's will often tell you to "play to win".  But you can't "play to win" if you're playing to your weaknesses.

Sphere #3: What the market is willing to pay for..

This brings us to sphere #3.  If we are good at something, there’s a good chance that someone will pay us to do it, and more importantly – keep paying us to do it!

This may seem obvious, but many people set their sights on doing something that no one is willing to pay for, or they get paid for it once and despite the fact that they aren’t very good at it- they keep thinking that others will keep paying them for it.

The important point here is to define the “market” appropriately.  In your career, it might mean local job market – it might mean any company anywhere willing to hire someone full time – or it might be much more specific: “online e-commerce companies that are willing to pay consultants for”.

For a startup, the way you define of market is crucially important.  For example, if you are freemium model in video games, is your market that’s going to pay consumers or advertisers?  This is an important distinction.  You might find you have a free app that millions of people will download, but no one is willing to pay for it – that’s where the advertisers come in.

Usually, an entrepreneur can figure out what’s in sphere #3 by meeting with potential customers.  Very often, they won’t be ready to buy what you are selling, but if you listen closely, you might hear them say something like: “well, yes, that’s nice, but if you could do X, I’d be willing to pay for it right now.”

By listing items in all three spheres, you can start to look for the “intersection of the spheres”.   Seems obvious? In theory maybe, but in practice, it’s anything but, which is why I recommend you look to people that know you (or your startup) well and ask them what is in sphere #2 - what are you really good at?  If you can do this, you can find the sweet spot that can propel your career or your business to the next level, and make you (and/or your employees) happy in the process.

Like the mysterious "one thing" in the movie City Slickers, I can't tell you what lies in the intersection of the spheres.  

That's for you to find out.

Zen Entrepreneurship : Second Edition Now Available and a Bestseller!

“I started meditating, a path of personal growth, because I thought it could help accelerate my career. By the time I was done, I would begin to view my career as a way of accelerating my personal growth. I realized I had it backwards.”

                        -from Zen Entrepreneurship, Rizwan Virk

The second, expanded edition of my book, Zen Entrepreneurship: Walking the Path of the Career Warrior – was launched on Amazon recently and I'm happy to announce it's become an international bestseller in four countries!

Buy it on Amazon.com now:  http://www.amazon.com/dp/0983056919/

Special Promotion - Get hundreds of dollars in free gifts: http://www.zenentrepreneur.com/book

Follow the book on Facebook: http://www.facebook.com/zenentrepreneur

What is this book about?

Zen Entrepreneurship reads like 3 books rolled into one:  a business tale, a spiritual adventure, and a handbook.

On one level, it’s the story of my very first startup, which I founded with my  good friend from MIT, Mitch Liu.  We didn’t really know what we were doing, but were very ambitious and to our surprise, the startup took off, and for a while it was one of the hottest startups on the East coast.  We had numerous articles written about us and Information Week called us one of 8 startups that CIOs of major corporations should watch. One this level, the book can be read as an interesting “startup tale”.

On another level, it’s a book about a path of spiritual growth.  Around this same time, I started meditating and working with a set of spiritual teachers and learning about “the hidden worlds”.  Back in those days, I didn’t care much about spiritual growth – or topics like dreams, finding my calling in life, karma, energetic patterns, synchronicity – I just wanted something that would help me mentally focus and have the mental stamina that a startup requires.  What I found was that the two were interrelated - more than I realized.  At this level, you can read it as a "tale of power" of a student being mentored - like The Way of the Peaceful Warrior, or the Teachings of don Juan. 

The third level, which is the most important in my opinion, is that this book is a handbook for bringing spiritual development and your work into one.  The Buddha once said: “Your work in life is to find your work and give your heart to it!”.  Rather than having your personal growth “over here”, while your work and your career is “over there”, the book describes the “Path of the Career Warrior”, which is a way to integrate the two paths into one.  In fact, the issues you are struggling with in your personal life and/or your meditation, are the same issues you will likely be dealing with in your career. If you have a startup, it’s even worse!

What have people said about the book?

“Tales of Power meets the Peaceful Warrior... in Silicon Valley! It's entertaining, humble, insightful and valuable - not just to entrepreneurs, but to anyone looking to manifest their dreams and make a difference in the world.”


           —Foster Gamble, Creator and Host, Thrive: What on Earth Will It Take

“You will come away with insight about yourself, guidance … and knowledge that you may not be able to acquire anywhere else save the mountaintops of the Himalayas.”


—Bookreview.com

 “Riz Virk brings the wisdom of ancient Eastern traditions into a purely Western setting. The result is an often hilarious but always insightful book that will change how you view career success and help you discover and walk your own unique path.”


—Marc Allen, author of Visionary Business, CEO and co-founder of New World Library

“Zen Entrepreneurship changed my life, it confirmed for me that 'clues' exist in the world around us and are powerful. I shared this book with every one of my clients from that point forward. Powerful. A must read... it reinforces that there is a bigger guide within us if we choose to listen”


—Lorin Beller, author of From Entrepreneur to Big Fish: 7 Principles of Wild Succes

What’s new in the second edition?

There’s at least 50 pages of new content based on feedback from readers in the years since I wrote the first edition  The new content transforms the book from a “fun story tor read” to a handbook, with summaries, principles, and exercises at the end of each chapter.

Many readers have told me they go back to the book every year to “refresh” on some of the business and spiritual principles described in the  story.  The second edition is  definitely the one to do this with – this edition is both a story and a manual for living the 14 principles of the Career Warrior.

Where can I get it?  What’s special on June 4^th!

If you buy the book June 4^th, you will receive a set of bonus gifts, worth hundreds of dollars from myself and other bestselling authors, spiritual and business coaches/advisors.  This includes a preview of my next book about synchronicity, Treasure Hunt,  an ebook from Betsy Chaisse, co creator of the wildly popular film, What the Bleep do we know?, Magical mystical images from visionary artist Ellen Mcdonough, and many, many more!

Special Promotion is here:  http://www.zenentrepreneur.com/book

Buy it here:   http://www.amazon.com/dp/0983056919/

Follow me on Facebook: http://www.facebook.com/zenentrepreneur