In sales, you are the, Bait! Everything you heard is true! People buy from people they like, people they feel a connection to or with people who are like them!
I recently watched the movie “A River runs through it”. I should confess that anything with Brad Pitt I watch with a big smile on my face! Anyway, in the movie Brad and his brother were fishing in this river. Brad’s brother was catching a whole lot of fish and Brad had not caught one. After some time of being a spectator in this fishing expedition, he shouted to his brother, “What are they biting on?” His brother shouted back, “Pimento Bugs”. Strangest bait I ever saw, these bugs had wings! But sure enough, when Brad changed his bait he caught the biggest fish ever! Know your, bait.
Here are 5 Ways you can Improve your, Bait:
1: Use Your Attire as your, Bait, What to wear to an interview.
I will start with an Old Cliché “You never get a second chance to make a first impression.” If you are going for an interview or meeting with a customer for the first time; look the part, and that is your best, use the first impression as your, bait.
I went for an interview once at Apple retail Store and I was very confused. Apple, Google and Facebook CEO’s have all made famous the tea shirt and running shoes mode of dress. So I was not sure how to dress; but I decided on a suit. No tee-shirt and runners for me! Better to be overdressed than not get a job because you showed up in tea shirt and tennis shoes.
In the movie “the Pursuit of Happyness“, Will Smith was sleeping in bathrooms and homeless; but he made sure he had one suit that always looked good. That is all you need, one good outfit. What to wear to an interview, It is suggested that for the man the color should be blue, black or grey for a suit. For the ladies a pant suit or an A-line dress works wonders. Looking good is always, bait, to the looker.
2: Your Profile picture is also your, bait
Your profile picture is what everyone sees. Just a picture of your head and face, and they from that they form a judgement, whether consciously or not from your, appearance, In a recent LinkedIn training class, the presenter told a story about how he was about to hire someone for a service, then he noticed that their picture was dark and blurred. He said he decided not do business with them. He formed a judgement that if they could not spend $50 to get a good profile picture, then they could not be successful. You might say that he was too judgmental; but you never know what is costing you business. It is best to button it up and use your, bait.
I personally would never connect with anyone who didn’t have a profile picture, because I made the judgement that they were either not active or not serious. Now I connect because I can offer my consulting services because they need Help! Spend the money to get a professional profile picture and it will pay dividends. Whoever you are trying to attract, your picture is one, bait.
3: The entire package or, appearance, is your, bait.
I could never understand the “shoe shine” concept. Why did men favor going to get their shoes professionally shined until it became a mirror and they could see their faces in their shoes?
Now I understand, those men understood the value of “the entire package”. You can’t show up in an expensive suit, and your shoes are not shined! You can’t show up in an expensive suit and your hair looks like a hippie; you can’t show up in an expensive suit and your car looks like you bought it from the scrapyard. People form the wrong impression and then you have to work doubly hard for them to hear what is “coming out of your mouth”. Your entire package is your, bait.
For men, pay attention to the suit, shirt, tie, hair style, shoes.
For women, pay attention to your dress, your hair, your shoes and your pocket book! Yes, people now pay attention to what handbag you are putting your lipstick into!
4: Your Business card, your Website, and your Printed Materials is also your, Bait.
If you want to convey success, then you have to dress for success.
Has anyone ever handed you a business card that was printed at home on cheap paper? What was your reaction? Did you want to run out and purchase their product? I am sure you didn’t. Or you ask someone who has a service you are interested in for a business card, and they tell you they don’t have one. Not having a business card is one way to be sure that the prospect is not going to bite on your, bait.
I should even add a pin to this scenario. In the movie “the Pursuit of Happyness”, there is a scene in which a salesperson bent over backwards to get a contract with Will Smith to produce his story. He called him several times, he made him an irresistible offer, he tracked him down at the airport and when Will was about to sign the contract and he asked him for a pen, he did not have one! Will cancelled the deal. He felt that a salesperson should always have a business card and a pen if he is worth anything!
5: Your Speech – how you speak is also, bait
I don’t know if you have noticed, but most of the leading roles for movies and television commercials are going to actors who sound English! It is like a “cool breeze” to listen to someone with a pleasant voice. You don’t have to have an English accent; but your volume should be right and your pace should be right. As a Toastmaster, when we are speaking, we are gonged when we add fillers to our speech. Fillers are so, umm, ahh, etc. if you are doing a presentation, erase self doubt by not having too many fillers, your audience won’t regard you as a subject matter expert.
Your, Bait is you! Once you make a good impression and the fish are biting; then you can get on with the business that you came to do, and that is to sell your product or service.
Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value?
Who is your favorite team player?
Who is your favorite, team player? Is it LeBron James in basketball? Peyton Manning in Football, or Derek Jeter in baseball? Regardless of which star you pick, management knows that this, team player, is the “duck who lays the golden eggs” and they treat him with respect and shower him with dollars.
On the same team, suiting up in the same uniform, playing the same number of games, going to the same amount of meetings and practice workouts; you can have the star making 10 million per year and his team member making the minimum $300,000 per year. What exactly is the message management is trying to convey with this disparity in salary? The message is “you are the best, you are, the most valuable, team player, on this team.
We need you to win. We value you and your skills, we don’t want another team to be able to steal you away by offering you more money.” The other members of the team don’t grumble at the water cooler about the unfairness of pay. Instead they are happy to play in the presence of greatness and they are hoping that some of his skills will rub off on them.
Sales team player
Let’s bring this, team player, scenario to your, sales team. How are you letting the stars on your, sales team, know that you value their contributions? Do you reward them with praise publicly and personally? Do their bonuses reflect their value? I have been on, sales teams, where the top sales representative overachieves by 150% to revenue goal and the Sales Manager offers no public or personal congratulations. No fanfare! On top of that accounting tries to not pay by recalculating and cutting the amounts of bonuses.
The, 20/70/10 rule, of differentiation states that 20% of your team are your star players and should be showered with incentives to continue to perform at this high level. The next 70 percent are average or mediocre team members and management should offer them coaching to improve their confidence and skills sets.
Take the case study of Rolando McClain. He was the #1 draft pick for the Oakland Raiders in 2010. That means that he was one of the best coming out of college; but once in the NFL, he didn’t live up to his potential and he was released first by Oakland Raiders. He was then picked up by the Baltimore Ravens and later released as well.
Then when the Cowboys were looking for a linebacker, McClain came under their radar and they decided to check him out. They called his old college coach Nick Sabin and asked him what made McClain good in college. With this information the Cowboys received from Coach Sabin, they called McClain in for a tryout and made him an offer. The story goes that the exchange with the Ravens cost the Cowboys a bag of donuts! Jason Garrett the head coach of the Cowboys and his coaching staff worked with McClain, improved his confidence, and moved him from the bottom 10%, to the top 20%. McClain now starts every game and he and the Cowboys had an awesome year.
We could this sports analogy to show that the job of a Sales Manager is to move his mediocre, team player, up through the ranks with effective coaching. Sometimes an outside coach works best, because the employee can be honest. Beating them over the head with the numbers on the report is not the way to do it.
Who Is a Team Player?
A, team player, is a person who plays or works well as a member of a team or group. Teams in organizations need strong team players to perform well and reach their goals.
Team Players, motivates unity in the workplace
A teamwork environment promotes an atmosphere that fosters friendship and loyalty. These close-knit relationships motivate employees in parallel and align them to work harder, cooperate and be supportive of one another.
Individuals possess diverse talents, weaknesses, communication skills, strengths, and habits. Therefore, when a teamwork environment is not encouraged this can pose many challenges towards achieving the overall goals and objectives. This creates an environment where employees become focused on promoting their own achievements and competing against their fellow colleagues. This is not a, team player. Ultimately, this can lead to an unhealthy and inefficient working environment.
When teamwork is working, the whole team would be motivated and working toward the same goal in harmony.
Teamwork and Team Players offer differing perspectives and feedback
Good teamwork structures provide your organization with a diversity of thought, creativity, perspectives, opportunities, and problem-solving approaches. A proper team environment allows individuals to brainstorm collectively, which in turn increases their success to problem solve and arrive at solutions more efficiently and effectively.
Effective, sales teams also allow the initiative to innovate, in turn creating a competitive edge to accomplish goals and objectives. Sharing differing opinions and experiences strengthens accountability and can help make effective decisions faster, than when done alone.
Team effort increases output by having quick feedback and multiple sets of skills come into play to support your work. You can do the stages of designing, planning, and implementation much more efficiently when a team is functioning well.
Please call me for a free consultation if you are interested in improving the players on your team.
The last number is the bottom 10%. These team members should be moved out to other roles. If on a sales team and selling is not their forte, they could be moved to a supporting role, for example.
Running your, sales meetings, like a, coach, we can take lessons from, Head Coach, Bill Belichick‘s. His greatness comes from the fact that he builds his systems around the strengths and weaknesses of his roster and it led him to 4 Super Bowl Championships. This is good coaching in the purest form; playing to the strengths of one’s personnel.
It may not be something that often crosses your mind, but a football, coach, and small business owners have a lot in common. Both professions require leadership, dedication, commitment and a strong work ethic in order to succeed.
There is an old saying about the strength of the wolf is the pack, and I think there is a lot of truth to that. On a football team, it’s not the strength of the individual players, but it is the strength of the unit and how they all function together.” — Bill Belichick
Just like football coaches, as a small business owner or a Sales Manager; you must take on many roles to ensure everybody is working together as a team to achieve important goals and for operations to run smoothly. Here are a few other ways football coaches and small business owners play a similar game.
Running your, sales meetings, life Pre-game
To prepare for a football game the, coach, research opponents, develop game plans and determine the best lineup of players who will help the team win. Similarly, when starting a small business, sales managers, conduct market research to understand the competition and the key economic conditions and indicators. Entrepreneurs also build a business plan, which sets the strategic framework for the organization and maps out the path forward. In addition, small business owners find top talent who will help them execute the plan and beat the competition.
How do you, coach, During the game
Over the course of a game, head coaches, make adjustments regularly, shifting tactics to put their team in position to score and win. They consult with the assistant, coach, to get advice on what plays they should run. Entrepreneurs and Sales Managers also make strategic moves and adjust to constantly changing market forces and customer demands.
How does your, sales teams, handle Halftime
A, coach, typically deliver inspiring halftime speeches that motivate players to give their all and function as a team. Entrepreneurs and, Sales Managers, should also motivate their employees by providing benefit programs and encouraging their career growth through coaching and motivational curriculum, that helps to strengthen their teams’ skills. Having a motivational speaker at your monthly or quarterly sales meetings also adds a charge to your team, similar to the Half Time inspirational speeches of great coaches.
How do you, coach, the Post-game
Following a game, coaches review footage to analyze which plays and strategies did or did not work and what improvements the team can make to defeat the next opponent. At the end of each day or period of performance, entrepreneurs crunch numbers to determine how well the business performed and identify ways to boost profits, cut costs and improve customer service.
At your Monday Morning, sales meetings, Sales Managers, should be doing the same thing. They should be analyzing which plays resulted in closed sales and which plays didn’t. They should develop strategies and best practices from reviewing the week’s plays. Only then can they become the Tom Brady of management.
They will know the strengths and weaknesses of not only their team members but of the competition. They will know if the competition has a tendency to lead with price or service. They could then quarterback their team to run plays that would leave the competition behind or looking in the wrong direction.
Coaching your team
It’s still easy to make a case for Belichick as the best.
Belichick’s Patriots are in the AFC championship game for the sixth consecutive season and the 11th time overall in his 17 seasons. If they beat the Steelers tonight and go on to win Super Bowl LI against Green Bay or Atlanta, they will win the championship for the fifth time under Belichick, which would break his tie with Noll for most Super Bowl wins as a coach. Belichick’s 24 postseason wins are a record and his 237 regular-season wins rank fourth all time. His record with the Patriots is 201-71, a staggering .739 winning percentage. His accomplishments and consistency are terrific, especially during the free agency era.
“His handprints, his fingerprints are over that whole team,” Ben Roethlisberger said last week. “They often out, coach, their opponent. That’s a credit to him, mastermind or whatever you want to call him.
“When you’re playing a defense like [New England’s], you have to be prepared for everything. You may not see the same defense twice. He’ll change things up. He’ll give you looks you’ve never seen before. He’ll do things that it doesn’t matter how much you study. That’s what makes him so good. He’s difficult to go against. You look at, arguably, the most well prepared quarterback to ever play the game, Peyton Manning. How many years did Belichick supposedly have his number?”
Manning lost seven of his first eight games against Belichick and finished his Hall of Fame-worthy career 8-12 against him. Roethlisberger, by the way, is 3-6 against Belichick.
I get that people say Belichick didn’t become a great coach until he went to New England and hooked up with Tom Brady to become the best coach-quarterback combination in NFL history. Belichick’s five-year record with the Cleveland Browns from 1991 – 95 was 36 44 with four losing seasons. No one was preparing his bust for Canton back then.
As a CEO, it doesn’t matter whether your company is only “you” or you have a staff of one thousand. If you are the CEO, you are the visionary. You are all your company has, and your company will rise or fall depending on what you do with your “thought seed” or, inception, ideas.
You are the lid!
Limits, like fear, is often an illusion.
What we are today comes from our, inception, thoughts of yesterday, and our present thoughts build our life of tomorrow: Our life is the creation of our mind.
Buddha (563 BC-483 BC) Founder of Buddhism
An, inception, story
Let’s say you are a Law student at Harvard University; but your passion is writing software. You spend most of your time in the computer lab writing code. One day your friend and fellow computer enthusiast show you an edition of Popular Electronics magazine, featuring a kit to build one of the first mini computers, the “Altair 8800”.
You think to yourself, this new computer needs software to run, inception, thought, idea! I can write the code for the software to run this computer!. So you call the company and tell them that you have already written software that would run on this new computer. Not true, you don’t even have a model!
But you get them to agree to give you a meeting to demonstrate. You bust your ass to deliver; and you meet the deadline. Your code worked perfectly. The company gives you the contract. You quit Harvard and go full time into your own company; you call it Micro-soft! All because of an, inception, thought, idea.
Where is reality in this story? How many CEO’s operate in this space of total confidence, vision and action? The ordinary would have said, “We would need to get an Altair computer and understand the Bios before we can write code.” The ordinary would wait for the right time to make the call. The ordinary would waste this, inception, idea because they are waiting for the right time or the stars to line up.
You know the end of the story. Bill Gates and Paul Allen started Microsoft after that. At 23 years old, Bill had 25 employees and his company was grossing over 2 million annually. This was before IBM and MS-DOS. Today he is the richest man in the world with a personal fortune in the billions.
How to Care for your, Inception, or, Thought, seeds.
Care for your, “thought, seeds” or, inception, ideas. Ideas that are in alignment with your purpose will light you up and make you feel good. Most of us, you and me, when we get, “thought, seeds”, we filter them through our reality filter. We ask the question “does this make sense”.
“Dare to be unrealistic. Saying this is not realistic is the most commonly traveled road to mediocrity”
What do you do with your, “thoughts, seeds“? Are you like the farmer from the scriptures? Do you sow some of them on rocks? Where the winds of negativity or your friends and family discourage you and tell you it would never work? Thoughts, are incepted into your mind so you can water them and make them grow.
Inception of thought seeds
“A farmer went out to sow his seed. 4 As he was scattering the seed, some fell along the path, and the birds came and ate it up. 5 Some fell on rocky places, where it did not have much soil. It sprang up quickly, because the soil was shallow. 6 But when the sun came up, the plants were scorched, and they withered because they had no root. 7 Other seed fell among thorns, which grew up and choked the plants. 8 Still other seed fell on good soil, where it produced a crop—a hundred, sixty or thirty times what was sown. 9 Whoever has ears, let them hear.”………Mathew 13:4-9
Each moment as you move through this world, you are planting seeds. Those seeds are your, thoughts. Once planted, they take root and grow into a forest of reality which surrounds you. So how is your forest growing?
Is it filled with beautiful, productive flora, growing from a steady stream of, positive thought seeds,? Or is it filled with gnarled, thorny, tangled vines which hold you back in every direction?
The trees that grow depend upon the seeds that are planted. Though each thought is a small, seemingly insignificant thing, once it has passed through your mind it begins to grow into something real and substantial.
Each, thought, combines with the other, thoughts, that came before it, and the, thoughts, that come after it, to set the direction of your reality. Even the most secret, hidden thoughts eventually become obvious because of the direction they give to your life.
You can decide how to direct your mind, and by so doing you can profoundly affect the reality of your life. Plant row after row of positive, empowering, thought seeds, and these, inception, thoughts, will grow into a rich and magnificent forest of value and accomplishment.
So, when you have a, “thought, seed” or, inception, that excites you; you plant it in the ground, you cover it up, you water it and it WILL become a tree.
I started off talking about CEO’s; but each and every one of us wants to grow up to be something.
Michael Jordon wanted to be the best at basketball. So he hired a coach and every summer he practiced and mastered one skill.
Coaching helps you take stock of where you are now in all aspects of your life, and how that compares to where you would like to be.
Join me for my new webinar workshop entitled “The Leader Within“. I am offering to HELP you either water the, “thought, seeds” already planted or plant new “seeds” to realize your vision. This webinar will be absolutely FREE!. Its purpose is to help you discover where you are today and plant your, inception, idea of where you want to be.
As a gardener of your, mind, you have to be vigilant about tending your, mind garden. Imagine your, mind, as a garden. Positive thoughts are the beautiful flowers that brighten your life. Negative thoughts are the ugly weeds that spread and suffocate your happiness, by cutting off sunlight. Just like plants we need sunlight to thrive.
All that we are is the result of what we have thought. The mind is everything. What we think we become.” ~Buddha
Negative thoughts can take the form of fear, self-doubt, guilt, anger, blame, insecurity, prophesying or any thought that makes you feel bad!
Garden your, mind, to kill the ANTS, Automatic Negative Thoughts
The mind garden of fear
Fear – defined as false events appearing real, is the number one reason that we don’t achieve success in this life, it grows when we don’t tend our, mind garden. Fear of the unknown, that feeling of uncertainty. Our, minds, spin tales of past events when we failed or of someone we knew who failed. One way to Kill this, automatic negative thought, or weed in our, mind garden, is to imagine what is the worst that could happen.
If you hate your job and are afraid to leave for fear that you would be able to find another job that pays as much or more than you are making now; talk back to this fear and say that you are skilled and you would so get another job. If the worst that could happen is that you run out of money and can’t eat or become homeless; then you plan ahead and either find another job before you quit or acquire the necessary skills to get the job you want. Doing nothing because you are afraid should never be an option. There is also a positive side to this ANT or weed in your, mind garden.
If you are afraid of losing something be it your spouse, your job, your home; it tells you that these things are important to you and that you should do the necessary due diligence to keep them. For example if you fear losing your spouse, then you should work on keeping the marriage fresh, you should keep yourself attractive and don’t let yourself get to 300 lbs and you should serve your spouse and make them feel special.
Self-doubt grows in your mind garden
Lack of confidence is a very powerful, automatic negative thought, or weed that could unchecked in your, mind garden. One of the most essential character traits to have is confidence. It is sexy and it allows you to command attention. When this, automatic negative thoughts, is telling you that you are not good enough, you will not get that promotion because you don’t have a degree for example; talk back and tell it that you are the best person for this job and that it is their loss if they don’t hire you.
Tend to your, mind garden, and pull up this weed. If you don’t, you will never move from where you are today. You will never be an over achiever or the top sales person on a team! You need self-confidence to achieve success.
Guilt is a weed in your mind garden
Guilt, is a result of your conscience in your, mind, telling you that you have violated your own core value. It is telling you that you did something that is moving you away from your predetermined goal. You can pull up this weed from your, mind garden, by telling yourself that you recognize your mistake and that you have forgiven yourself. Don’t let the guilt and shame arrest you and keep your, mind, in bondage.
Anger – Anger ANTS, automatic negative thoughts, keep telling you that someone had no right to do something. The more you think about it, the angrier you get. Psychologists say that anger is like an iceberg, what you see is just the tip but there is more ice for miles below the surface. If you are conscious you have an Anger Management problem, then you should understand (with the help of a Therapist) what is causing your anger. You can pull up this weed from your, mind garden, by telling this , automatic negative thought, that you cannot control what someone else does; the only person you can control is yourself.
Blame – this, automatic negative thought, can be very destructive. When you blame others for the results you are having in your life, you assume the role of the victim. As the victim, you have no power to facilitate change. You pluck this ANT from your, mind garden, by becoming a player. As a player you take back control. Regardless of what the dealer is showing, you can still win! You are not the product of your circumstances. Everybody has a story, it is how you handle adversity and challenges that define and grow you.
Prophesying – the prophesying, automatic negative thought, talks to you about what it knows about the future! It tells you things like “you are never going to close that sale”. “The customer is going to string you along and they will never buy” or “it is never going to work out”. You remove this ANT from your, mind garden, by declaring that you cannot predict the future. You do not have a crystal ball!
Automatic negative thoughts are the weeds in your mind garden
My, Automatic Negative Thoughts, generally take the form of conversations. These ANTS usually starts crawling when I get a trigger. You know what happens when you step on an Ants nest? The Ants all run out at the same and start attacking, they bite!
Tony Robbins teaches about anchors and how to replace the negative ones with positive ones. If you have this problem you should check out his book “The Power Within“. The way I handle these, automatic negative thoughts, is by shaking my head when I become conscious that they are crawling around. I physically shake my head like I am trying to shake them off me, then I bring my attention to my breathing for a few minutes. If they come back again and they usually do, I download them in my journal and that usually takes care of the problem for me and frees my, mind. This is how I tend my, mind garden.
I tend the Garden of my mind by becoming Conscious of the thoughts that make me feel bad!
Positive thoughts on the other hand are like flowers, they beautify your gardens and bring smiles to anyone who stops and pays attention to their beauty; in a similar way positive thoughts make you beautiful to anyone who you have interpersonal relations with. But the beauty of positive thoughts is that they make you feel good. It is not only sex that makes you feel good!
Tending to the garden of your, mind, is an ongoing process.
I’ve seen firsthand how dangerous it is to let the weeds of negative thinking take over your, mind, and just like in your natural garden the weeds thrive more than the flowers or plants. In a similar way when you allow the, automatic negative thoughts, to run free in your head; they snuff all the joy out of your life. All you see is darkness, because they are blocking the sunlight from getting in! Let’s look at a garden metaphor to bring an awareness of what happens when weeds take over a garden. Left alone the weeds flourish, creating a dark, tangled mess.
Is your, mind garden, full of weeds?
This morning I stepped outside and noticed one of the largest weeds I have ever seen. I didn’t notice it before because it looked like a tree. It had a trunk, and was taller than the other flowers. I thought to myself; how on earth could a weed grow so strong and big? The answer is simple: their purpose is to take the nutrients from the plants, so they get big when your plants become weak and die.
So it is too with your, mind: An unattended, mind, can create havoc for you because your, mind, is amazingly receptive to whatever suggestions may be dropped into it. It has been said that the subconscious mind cannot take a joke. This simply means that whatever belief is introduced to it, it takes seriously as an instruction to grow that thought-seed into a full-blown plant–be it a rose or a weed, and it can’t tell the difference.
How to plant positive seeds in your, mind garden
When you stop and consider how many thought-seeds are purposefully planted in your, mind garden, on a daily basis, it may cause you to tend to your mental garden with a bit more regularity. This is in addition to all the seeds that were planted in your mind unconsciously. As you listen to the radio, watch TV or even sit in a restaurant where others are talking, your mind hears it ALL, irrespective of whether you are conscious of it or not. Given what’s going on in our world today with all of the talk that comes from fear and anger, this is a vital point to grasp. Even when you engage in gossip or negative conversation with or about others, your subconscious mind hears it all. Be careful of the seeds you let in.
A, mind, expanded with an implanted thought cannot be returned back to its original form. Leonardo DiCaprio starred in this complicated movie called “inception”, the implantation of another person’s idea into a target’s subconscious.[Hollywood understands this concept. The only way to avoid this type of mind pollution is to be consciously focused on positive activities and limit news and gossip.
There are some companies that have a zero tolerance for gossip. They treat it like a cancer and remove the gossiper immediately.
The action you and I need to take is clear isn’t it? It has been proven that the human mind thinks thousands of thoughts a day. Instead of planting a mixed bag of thousands of various seeds, from fearful to simply confused and unfocused thought-seeds, which will require a full time gardener to pull up the weeds, why not specialize in planting one or two types of seed? Plant thought-seeds about yourself and others that are rooted in reverence and loving-kindness.
Plant seeds that focus on God’s Presence at the center and circumference of all you say think and do, at work, home, or play.
Be mindful…be skillful in the seeds you plant and how you nurture them. Your life is your garden; keep the weeds out because that is one way in which you can personally beautify our world. You owe that much to yourself and to those who receive the benefit of the seeds you plant along the way.
Are you a, failure? Can you recognize your, failure, symptoms? How often have you said “life is short”?
Well It is! We are here on earth for a limited time to fulfill a purpose. Wouldn’t it be nice if we could go to the doctor and tell him our life symptoms and he would give us a diagnosis of success or, failure? For example if you go to the doctor today with itchy bumps and a fever, he would look at you and without running any tests diagnose you with the chicken pox.
Recognizing your, failure, symptoms early in life before you get to your 5th or 6th decade is the only way to take action to modify your behaviors. As we head into 2015, I would like to offer you the gift of consciousness. Do you have any of the symptoms below? If you do, call me for a free coaching session. Take control of your life and get a step closer to success.
Here are 5 symptoms of, failure.
1. Sleeping too much is a symptom of, failure.
Do you sleep more than 6 hours per night or day? Thomas Edison took only 2 hour naps on his desk while he was working on his inventions. He didn’t want to sleep because he was so invested in his work. He called sleep a waste of time.
I read Donald Trump’s biography and he said that he hated going to sleep because he was so excited about his business and he didn’t want to miss anything.
Donald Trump credits only sleeping for three or four hours with staying ahead of his competition. “How does somebody who’s sleeping 8 and 10 hours a day compete with someone that’s sleeping three or four?” he’s said.
Political leaders across the globe run their countries on short spurts of shuteye. President Obama has said he can get by on a four-hour doze. Former British Prime Minister Margaret Thatcher ran the U.K. for a decade, on four hours a night.
The saying “the early bird catches the worm” is meant to tell you that rising early is best if you want to catch the opportunities. If you go to bed early and sleep late, that is a, failure symptom, that you will not be successful.
2. Are you an, Introvert, or an Extrovert
A shy kid might look longingly at other kids playing in the schoolyard, afraid and unsure about how to approach them, but an introvert is perfectly content on her own.
Introverts, are sometimes called the “walking sleepers”. Introverts, usually allow activity to pass by them without participation, indulge in time killing pursuits, taking only the most minor role or unconstructive parts. Introverts, are also the solitaire players, the pathological bookworms, the endless crossword puzzlers, the couch potatoes. In order to succeed in business or life, you need to have the ability to sell yourself, you need social skills. You don’t have to be the life of the party; but you must be able to be comfortable at the party. Being an, introvert, and sleepwalking through life is a, failure symptom.
3. Are you drinking more than 2 drinks daily?
Drinking heavily brings on a waking sleep. Drinking affects your ability to think straight and handicaps the drinker. You will not be able to contribute fully in staff meetings, argue sensibly, plan or be proactive if you are under the influence of alcohol and thus could become a, failure.
4. Extreme extroverts
“I always thought I was an extrovert until I became a theatre major. Then I realized I just didn’t like silence.”
― Cora Carmack, Losing It
Do you count the day lost if you did not attend a dinner party, go to a movie theater, dancing at a club or hanging out with friends? To be successful you need time alone to plan, to be creative and to ponder your next move.
5. Having no goals could lead to, failure
Dr William Menninger says “a fellow must know where he wants to go, if he is going to get anywhere”
No goals are bad enough but low goals are worst. Is your goal to just keep your job and make just enough money to pay your bills? Is it to live to retirement and then collect social security? Or is it to be the top player in the “candy crush” video game?
The bible says “people without a vision will perish”. Not necessarily physical death, but spiritual death. It is exhilarating to work towards a goal. Happiness is defined as working towards a goal.
“We are at our very best, and we are happiest, when we are fully engaged in work we enjoy on the journey toward the goal we’ve established for ourselves.”
The great leaders and legends of our time, all had goals, vision, mission and as they achieved one goal, they started on the next.
10 Signs You Are Going To Be A, Failure
You love wasting money and expect your parents to foot the bill. …
You are not disciplined. …
You don’t finish what you start. …
You love playing the blame game. …
You don’t believe in yourself. …
You don’t set goals. …
You care too much about what others think. …
You don’t take care of your health.
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I had this insight to bring, storytelling, that I did in the entertainment business, to champion people and make them better at building their brand and own their voice.
Today I interview Audrey Cavenecia, the Co-producer and co-host for the Amplify Voices podcast, alongside NFL coach Pete Carroll and host of the “Unlikely podcast” on leadership. A talented, storyteller, and visionary Audrey has decades of experience in, leadership development, entertainment production, and content marketing with a focus on championing humanity in all people.
Audrey Cavenecia is the Co-producer and co-host for the Amplify Voices podcast, alongside NFL coach Pete Carroll and host of the “Unlikely podcast” on leadership. A talented storyteller and visionary Audrey has decades of experience in leadership development, entertainment production, and content marketing with a focus on championing humanity in all people.
She has worked alongside some of the most influential leaders in the world—including speaker and author Tony Robbins and Oracle founder Larry Ellison—to develop and empower new visionaries through stories and insights around authentic human connection. No matter the sector, she continues to build bridges between what is and what can be, with, storytelling, as the scaffolding.
Audrey’s back story
Myrna: I know you are an expert, storyteller, what’s your story?
Audrey: Well, you know, it’s interesting because I grew up, I was born in Oakland, California and grew up in the San Francisco Bay Area. My parents were pretty much the extreme polar opposites in every sense of the word, my mother is white. And when I say white, I mean white, like blond hair, blue eyes, can’t even tan, white from Germany.
She came here to the US when she was about 12. My father is African Latin from South America. He had dark skin, kinky hair, all the features as a black man. So, think of this mixture of German culture and African Latin culture and your get total polar opposites in so many ways. They meet in church and five children later; we each have a roll of the dice of that race of that mixture of all of that.
So, I think we started out, especially for myself, started out very early, being forced almost to be an observer of society. Because I didn’t have my, my tribe. I couldn’t point at somebody and be like, oh, you’re exactly like me. I couldn’t find the Mexican culture and fit in with them. Every single person was like, No, you’re a little bit different. You’re a little bit on the outside, and maybe it wasn’t even them maybe it was just me.
And my own perception of where do I fit when I come from these two narratives that are so different. And then I live inside of my own Americanization while still being pulled into both of their cultures, different languages in the household and all that.
Most of those movies we watched were white people. My dad comes to the United States and marries a white woman. So, it’s another layer for me to look at and be like, Oh, what am I not beautiful? Because my father didn’t even marry somebody who looked like me. What does that say about me? My parents owned their own business, like a lot of people that come from other countries. And so my first foray into just self-expression was, storytelling, and finding myself in the theater, because I thought, in that place, I can pretend with, storytelling, because I have no home, I have no tribe, and I can be anything.
Introduction to leadership development
Myrna: I am sure you had problems there as well, not being black enough for certain roles, and not white enough for others.
Audrey: That’s right. And but I did have some extraordinary experiences. I toured with the work inside of the African Repertory Theater, and Berkeley toured with plays with individuals was on the Wayans brothers show. So, I had a great time being inside of, storytelling, and that was my lead into, leadership.
So, I went to the, leadership development, in my 20s, I went to the, leadership development, course and there was something about it, it had the beauty of theatrics of being onstage. It had that spiritual kind of nature of going to church and that physiological kind of feeling that you have in your chest and in your heart when everything opens up that is where, storytelling, is born. I fell in love with, storytelling, as a, leadership development, tool.
I threw myself into it. I dedicated all my time to, leadership. I was single mom at that time as well. And so, I rose through the ranks, I became a really successful leader in that regard and then one woman said something to me. She said, Okay, great, so what? You can be a superstar, but can you create other superstars?
I thought to myself, why isn’t the whole point of competition to be the best, why would I want to develop people to be better than me? But it really stirred something in my heart and in my soul. It spoke to something that was way down deep there which was being a champion for humanity.
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Audrey: And now I threw myself into understanding the art of, storytelling, in, training and development. I wanted to do everything possible to help people that have failed. The people that no one can turn around, the people that have given everything and couldn’t find themselves. I trained the shy people introverts the art of, storytelling.
I want to pull all of them up and make them the best, storytellers, in front of crowds. I want to make them the best public speakers. I did just that and that’s when people like Tony Robbins and all those others in the, leadership development, space started searching me out and having me work with their, intellectual property.
And then I had this insight and I listened to my heart and my mind, and it said, now bring those two things together, bring, storytelling, that you did in the entertainment business, and bring this, storytelling techniques, to champion people and make them better at their own purpose and voice. Bring them together. Storytelling, and leadership development, is something unique. I opened my own agency, and it took off from there.
I’ve worked with some of the biggest names out there, I not only champion them and rise them up and help curate and formulate their voice and their audience, all of that, but I combine, storytelling, with their actual content. So now I’m in publishing. I have this media company with Pete Carroll, and we’re pulling in people right and left. Our company it’s called “Amplify Voices” for a reason. We’re going into the margins of, leadership, with, storytelling. We need to expand what, leadership, is.
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What does leadership look like
what does it looks like,
what size it is,
what color it is,
what its hair looks like,
what his nose looks like,
what his what his voice sounds like,
where it lives,
what it does,
its emotions, all of that.
We need this more expansive view of, leadership, because there’s so much to accomplish in this world.
Myrna: Beautiful, wow. So beautiful. I love how you found your voice through, storytelling, and entertaining in theater and, and now you’re helping people to tell their story through, storytelling. I love what your definition of what a leader looks like, smells like, tastes like etc.
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Amplifying voices of the Black community
Audrey: For Amplify Voices, the voices we’re focusing now are on podcasts, podcasting. So, I’m on finding particular people out there that have a voice. We’re looking for voices that are timely, that are important. Like for instance, Reza Metacam, is a writer of grandmother’s hands African American male, who specializes in, body trauma.
We’re asking people to be together;
Leaders are asking people to work on their divisiveness,
Some are asking people to work in their business environment,
Everyone is asking them to be great parents, but we have not confronted the trauma that lives in their bodies, especially black bodies. Black bodies are not the only ones who’ve experienced trauma, white bodies have trauma as well. Before black people were enslaved, they were enslaving white people, it’s in our history.
And so, our bodies have this pain, this fear of one another. You look in the world right now we feel resonance, such an important voice. So, what we do is we find people that that are out there speaking when they have a book or they’re a public speaker, or they’re doing workshops with businesses, or a community leader or something. I approached them, I have dialogue with them and if I feel there’s a real sense of synergy, there is collaboration.
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At Amplified Voices, we take them over and start developing their content. We become a support for them, not only in the production process and the postproduction process, but also helping them in shaping their brand through, storytelling, and marketing. We take them through those ranks and then when they get to a certain point, get them right in front of the right people for their book deal, or television show or whatever else becomes the natural progression. There’ll also be projects that they’ll do independently on their own by nature of this collaboration and some things we’ll do together.
Developing authentic human connections
Myrna: Awesome, this is how can we empower, leaders, basic, human connections. We talked a little bit about, storytelling, and what, leadership, looks like. What is an, authentic human connection? I know that, human connection, is connecting with someone, But I think you probably have a broader definition of it.
Audrey: Actually, I’ve got a simpler definition for, authentic human connection. It’s not actually quite broad. It has depth, but it’s quite simple. The very myopic interpretation and narrative we’ve had around, leadership, and, authentic human connections, is this “sharing yourself.” If you share yourself that is where the magic happens. Just think of the last three days of your work lives, maybe even your relationships, maybe even with your children. Are there moments where you wanted to say something, and you didn’t? Where you felt like you wanted to reveal something, and you didn’t?
Did you want to ask for help or support and you didn’t? You didn’t because of your pride, or shame, or because of the way you were raised. We do not have the freedom to express ourselves. As, leaders, we can’t tell people “I don’t know how to meet payroll at the end of the week” Leaders, can’t tell people “I have an eating disorder, I may be drinking too much because of the stress and the pressure” But it truly is accurate statement to say “bitch this will set you free” Getting rid of the, imposter syndrome, and establishing, authentic human connections, won’t just set you free, It will actually allow people to grow inside your, leadership. It is the greatest possible thing that you can do.
Myrna: One of the things that people love about Gary Vaynerchuck is that he’s very transparent. He made, Storytelling, and, transparency, necessary for all leaders. Transparency is one of the ways to develop, authentic human connections, because you are sharing yourself and letting others see your pain.
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How does Diversity and Inclusion affect Leadership
Audrey: Harvard has done studies behind, diversity and inclusion, this is not a moral compass conversation. This is an economic conversation because we are talking about business. I know everybody gets like, yeah, we know we need, more Black people. I’m not talking about a moral compass. What I’m saying is, look, in the world, there are 6.5 billion people, do you think all those people only like white things? They think all those people only want to hear from aggressive, outspoken, black people. Diversity, makes economic sense.
Well, here’s the thing. It’s the pretend part. That’s so damaging. Because you can’t pretend, unless I’m hiring you to be an actor and film. There’s really nothing beneficial about pretending. Pretending doesn’t get you to the other side. Pretending doesn’t get you help from the team, pretending doesn’t give you an opportunity to experience failure and learn from it.
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Myrna: How can people connect with you on social media and listen to your podcasts?
Audrey: Okay, well it’s very easy to find us at www.amplifyvoices.io. You’ll find everything there. Find me all our podcasts on our website and our social media handles. We just won a prestigious award so we’re very happy that people have received it so well.
Emotional intelligence, can be measured but, emotional resilience, is how you emotionally utilize all those components to say – okay life is throwing me a bit of a curve ball at the moment. How do I work with it? I don’t like the situation that I find myself in, but what do I do? If you don’t do anything you’re going to fall over and that’s not being, resilient.
Robin’s focus is on supporting personality and behavior in business, based on the everyday application of, emotional intelligence. He is the director of Emotional Intelligence (E.I.) for Change. A company specializes in training, coaching and personal development focused around, emotional intelligence, positive psychology and neuroscience.
His educational program on, emotional resilience, and, emotional intelligence, are used in educational establishments in South Africa, India, as well as over 5000 students in 125 countries.
Introduction to Emotional Resilience
Myrna: Emotional Intelligence, and, emotional resilience, in the workplace is a big topic, because we know that a lot of our stressors come from working with people in the workplace. It’s not necessarily your spouse or your children or immediate family, but in the workplaces where we have the most stress and learning how to maneuver that with, emotional intelligence, or, emotional resilience, is actually a great skill.
Myrna: What does, emotional resilience, really mean and what was your journey into becoming an expert at it?
Emotional Resilience Starts Building at Home
Robin: I just want to say that, emotional intelligence, or, emotional resilience, in the workplace is going to be affected by what’s going on with your partner, what’s going on with your children, what’s going on at home, because these are going to drive your, emotions. So that when you’re at work, you don’t leave those, emotions, in the trunk of your car, you don’t leave them in the parking lot, you take them into work with you and they’re going to influence the way in which you engage with people.
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What Is Emotional Intelligence?
Emotional Intelligence, is the way in which you utilize your thinking with your feelings in order to make good quality decisions and build up authentic relationships. If you are awash with unpleasant, emotions, because of circumstances that are happening outside of work, you’re not really going to be in a good place, to have a jolly happy relationship with the people that you work with; particularly if you undergo levels of conflict with them and that’s going to mean that you’re not necessarily going to make the best decisions.
Those with a higher degree of, emotional resilience, can handle the stresses that come with daily life more effectively and calmly. They are also able to manage crises more easily. Fortunately, emotional resilience, is a trait that can be developed. In fact, it’s a trait that is worth developing for many reasons, not the least of which is that it can transform your life and your experience of, stress in the workplace.
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How did become an expert on, emotional intelligence? I was doing a sales job (a very high pressured sales job) within the pharmaceutical industry in and around the teaching hospitals of Central London and I recognized that my, emotions, drove the way in which I engaged with people. Interestingly enough their, emotions, drove the way in which they engaged with meat the time, that was at the end of the last century where nobody had heard of, emotional intelligence.
It wasn’t until the mid 90’s when the first books were published on, emotional resilience, that I suddenly realized, this was what I‘ve been searching for all my life. I asked my self what can I do in terms of working with this idea and concept?
At the time I hadn’t got much more experience than a lot of sales experience and a bit of management experience. So, it was really a case of building that experience, just getting more experience working with people, influencing, persuading people and understanding how they engage.
Myrna: A lot of times, emotional intelligence, has to do with learning to navigate that situation because a lot of times, nothing is wrong with you, but you have a boss or someone that you have to learn to intelligently deal with them.
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Robin: The word “test” is not quite right, but people call it a test. Let’s go along with this, I prefer to call it an assessment or an inventory. because a test, it implies that there are right answers and there are wrong answers.
However, I will say that the word test is widely used when we’re talking about, personality tests, and a lot of psychologists will refer to their instruments as tests. So, the answer to your question is – yes, there are quite a few, assessments, or, emotional intelligence test. Some look at measuring abilities, some look at measuring competencies and some mix the two together.
My preference is to look at one that mixes the two together and I’m a great fan of what’s known as the, EQI 2.0,the Emotional Quotient Inventory 2.0. There are other good, emotional intelligence tests, available, but I like that one because it’s got a 360 view.
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The, EQI 2.0, generates a leadership report and there are a wide variety of norms which means that we can select out western managers who are middle aged, between 30 and 40 and identify how people perform against that group.
We can look at a South African norm and see how people perform against that group. The, EQI 2.0, is the most widely used, assessment test, across the world.
Myrna: What exactly are you looking for when you’re doing this, emotional intelligence test?
Robin: Ideally, we’re looking for a sweet spot which is about seven or eight points which suggests that there’s room for improvement, but people have got that level of competency – that ability when it’s appropriate and when the circumstances are right for them to express themselves in that way.
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Myrna: In your book “The Authority Guide Emotional Resilience in Business”, you’re combining, emotional intelligence, and, emotional resilience. How are they related?
Robin: Really interesting question because surprisingly, emotional resilience, itself is not a part of an, emotional intelligence, framework. Resilience, is about sticking to something to a certain extent that is measured in the, emotional intelligence assessment.
What we need to do is just to understand what, resilience, is. It’s a component of, stress management. Stress management, is part of, emotional intelligence, particularly if you’re looking at the, EQI 2.0, inventory. It will measure how you, manage stress. it will look at your, stress tolerance, to a certain extent that could be called your, resilience.
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How to Build Your Resilience
If we look at what, resilience, is, resilience, is not what most people think. It’s not about bouncing back, that’s not what, resilience is. Resilience, is having a realistic understanding of the situation that you find yourself in and accepting that things cannot always be brilliant all the time.
Having a kind of realistic optimism that life is good, life is meaningful – that’s an important component of, resilience. Then it’s having the adaptability, the flexibility and the creativity to make the most of the situation and put things to different uses in order to help you to grow and develop through the situation that you find yourself in.
How Emotional Intelligence and Emotional Resilience Differs
Now a lot of those can’t be measured in the same way that, emotional intelligence, can be measured but, emotional resilience, is how you emotionally utilize all those components to say – okay life is throwing me a bit of a curve ball at the moment. How do I work with it? I don’t like the situation that I find myself in, but what do I do? If you don’t do anything you’re going to fall over and that’s not being, resilient.
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Mental Health is a component of emotional resilience
I think it’s also important to say here that people have got to look at their, mental health. If people are undergoing severe, mental health, issues there is absolutely nothing wrong with that. They’ve just got to seek the support that they need whether it’s clinical or medical support. It could be support from family or friends or a therapist.
It’s getting the support that they need to see them through that awkward patch. There is nothing wrong with having a, mental health, issue.
Myrna: Let’s transition into, stress, your book also deals with, stress. It’s part of the title. What are some of the, strategies to reduce stress, in the workplace using, emotional resilience?
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Robin: I think one of the easiest and quickest ways to reduce, stress, is to understand your, emotions, and to recognize what, emotions, you are feeling and the impact that they are having upon you. Now, emotions, are emotions. There’s a lot of nonsense said about positive and, negative emotions. We can’t label, emotions, as positive or negative.
We’re experiencing, emotions, for a reason and the important thing is to understand the information that these, emotions, are trying to convey to us. If we’re feeling angry why are we feeling angry? What is it that we need to do in order to work with that anger?
A negative way of utilizing that anger is to bottle it up, and let it get worse or to go and take it out on the wrong person (your partner, your children, the cat or your subordinates in the workplace). That is not effective, stress management.
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How Leaders Use Emotional Intelligence
Myrna: If I’m a leader with, emotional intelligence, I would understand that change is a process and I wouldn’t get upset if there’s a lot of push back from people who are objecting to change. I would understand that it’s a process and sooner or later they will accept change. In the meantime, how do I guide them?
Robin: I think the most, emotionally intelligent, way of dealing with change is finding out what everybody needs and what everybody wants, because some people will need a lot more guidance than others. What I need will be different from what you need.
A good leader will actually adapt what they do and how they communicate with staff. A lot of leaders don’t have that time and are not prepared to put that level of investment into their employees.
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Emotional Intelligence and Stress Management
Myrna: Can you use, emotional intelligence, to, reduce stress? Is there a way you can think your, stress, away?
Robin: Yes, but to a certain extent. It’s also all about, self-awareness; it’s a fundamental component of, emotional intelligence. So, it’s having this knowledge about yourself:
What are you good at,
Are you utilizing your strengths,
Do you know your liabilities,
What are the obstacles that usually prevent you from succeeding?
I‘m not a great advocate for working with liabilities and weaknesses and trying to change them. I look at what you are good at? What makes you really special? I try and get more of that good stuff because if you can do it well, strangely enough all those weaknesses and liabilities disappear.
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Using Emotional Resilience to Manage stress at work
Myrna: When you’re at work, the things that you can control is yourself. You can’t control someone else, you can’t control the situations. If your company decides to move their headquarters and go to a different state there’s nothing you can do about that. All you can do is use your, emotional intelligence, to decide whether you’re going to go or you’re going to stay.
Myrna: Tell our listeners about your book.
Robin: My book is called the “Authority Guided to Emotional Resilience in Business Strategies to Manage Stress, and Weather Storms in the workplace” and of course it can be found on Amazon. I was very pleased for it to be published under the authority guide series, because it actually shows the level of authority behind the messages that are within the book.
But, if people are not interested perhaps in reading a book, I‘ve actually converted the book into an online course.
Vignettes of the Possibly Dying is a collection of spiritual prose, poetry and meditations by Australian author KB Eliza.
KB Eliza started to write stories the year she tried to live in a treehouse. That year was an unusually wet one, with thunder that made her dog shake. As a young child, she loved to escape into the dimension of storytelling. Vignettes of the Possibly Dying are stories about faith, hope, and a strong notion that there may be more beyond our world than we can perceive.
People are loving this book. One review said: Must have book.
Raw emotional honesty that made me rethink about different perspectives on spirituality and other preconceived ideas I held. I have have ordered more for Christmas gifts.
Another said: A must for those searching for peace and clarity. A collection of poems that reassure spark, thought and ignite change.
You can actually go along and watch short little videos around each of the topics. You can look at those in terms of self-paced learning, so that’s another alternative. If people go to courses.ei4change.com, you’ll be able to find the course there. People can download, and get a free, Emotional Intelligence Book.
Greg Orme, Forbes contributor and Author of the Business book of the Year 2020 “The Human Edge: How curiosity and creativity are your superpowers in the digital economy” shares, leadership, tips on thriving in a world of accelerating change through, creative thinking, curiosity, and consciousness. Greg shares with, leaders, how to remove the threat of, ai, machines taking their jobs by excelling at the 4C’s, consciousness, curiosity, creativity, and collaboration.
I’m delighted to be here Myrna, I think we first came across each other through my one of my Forbes articles.
Myrna – Yes, I was browsing through Linkedin and I came across your article on, gratitude, and when I clicked on it, I noticed that you had a book that was awarded Business book of the year. So, I decided to invite you on the show.
Listen the the Full Interview Here:
Greg – Well isn’t serendipity great? Those algorithms brought us together. I’m coming from you Stratford in the UK and you’re on the west coast in Florida, what an amazing world we live in. I’m very grateful for that.
How Can Leaders develop the Human Edge
Myrna – I am sure it was an honor to have the award of business book of the year. I know your book was specifically designed for, leaders, but we’re all individual, leaders. We have to lead ourselves first before we can lead others.
Why did you write The, Human Edge? Can you give us a little background on your research for this topic and why we need a, human edge, in this digital and computer age?
Greg – That’s a great question, four years or so, I became really interested in one of the big issues of our lifetime. Which is our human relationship with this machine age of, ai.
We all have smartphones that we carry around with us. We never leave them anywhere; this thing called, artificial intelligence, is here to stay.
What skills Leaders need to stay Relevant
After a speech one day on, leadership, one of the female CEO’s came up to me and said Greg , I’m kind of interested in the, organizational change, stuff; but what skills do I need to remain relevant in the next 10 years?
That question led me to start the journey which led to the book, The Human Edge. Even though I’m in the, leadership, business the, Human Edge, is for anyone. It’s a little manual for your own humanity that even if your boss is a bit toxic you can keep under your desk and it’s hopefully the keys to some of your own potential.
Myrna – I remember when the digital age started about the mid 80s, I was working at a bank and everybody was really worried about the ATM machines replacing tellers in the bank; but banks still need tellers 40 years later.
Should we be worried about AI machines taking over our jobs?
Greg – Of course we have been worried about, ai, machines as a race of, humans, for a long long time. I think the first anti-machine story was written in the Greek age about a kind of killer robot, and of course we’ve had the, terminator, and all sorts of machines taking over routine jobs.
We’re worried about these, machines, taking us over and being aggressive and of course somebody wise once said about, technology. We always overestimate the impact of, technology, in the short term; but underestimate it in the long term.
Technology, ai, in particular has long term implications for, leaders. Self-learning algorithms make, ai, smarter and smarter. It’s very difficult for the human brain to really get our heads around, AI, but, leaders, are starting to get ahead of the curve.
My book, the Human Edge, is a hopeful book.
I don’t think most, leaders, should worry about, artificial intelligence, unless your job is simple and can be replaced by a, machine.
Computer scientists call this an algorithmic job i.e routine. You can plan out every keystroke and every process within that job.
An example would be telemarketers, people who are on a script, jobs like those organizing data in a library, even long distance truck drivers; because autonomous driving is really, ai, technology. Another job going to, ai, is customer service, you can never get someone on the phone when you call major corporations anymore. The, ai, machine can have a conversation with callers and handle most calls without the help of a live agent.
Ai , technology will slice away the very routine tasks that we all do, like booking flights or booking a haircut or booking a restaurant. What’s interesting is it leaves a, human, shaped hole for our careers. We’re seeing capabilities and skills that were admired as, leaders, in the early 80s to late 90s are now being admired again.
Human Skills that can protect you against AI
Leaders, need Human skills, like:
creativity, are valued.
LinkedIn looked at 20 million job applications in 2020. They noticed that employers are looking for , leaders, with , creative thinking. This is partly to do with, technology, coming into the workplace. Employers need thinking outside the boxes.
Myrna – What is the difference between, creative thinking, and, critical thinking?
Greg- Critical thinking, is being able to analyze a situation and come up with one solution. It has always been admired in the workplace. I think, critical thinking, is one of the top 10 skills employers are looking for in, leaders.
The 4C’s of the Human Edge
Creative thinking, is a way of connecting one’s domain of knowledge over here with another over there and create a whole new innovation or idea. An example of , leaders, with , creative thinking, are Larry Page and Sergey Brin of Google. Google is the creation of two ideas from different worlds that came together.
Myrna – In your book you talk about the 4Cs of the, Human Edge. What are they?
Greg – The first C is, consciousness. Consciousness, is the ability to find meaning in your work.
The second C is curiosity
The third C is creativity
The fourth C is collaboration
Ai machines do not have Consciousness
Myrna – I love the one that you started with, consciousness, because, consciousness, is the big word today and encompasses, awareness, and spirituality. It is a great, human edge, because obviously, ai, doesn’t have, consciousness. How are using it in this context of the, human edge?
Greg – Machines that use, artificial intelligence, don’t ask why? They ask “How do I do this, they ask what do you want to do, but they don’t ask why.”
Understanding why you do things has been a very powerful human trait especially for, leaders. Understanding and being able to articulate in some way your own why is hugely motivational. It releases huge power in yourself as a person. We’ve all met people who have a why and they’ve got shiny eyes and go the extra mile. They’ll work through the night if necessary.
The science of neuroscience data shows that we can actually see the brain light up if you’re living a purposeful life or your best life. The brain releases a chemical called, dopamine, which is the motivation molecule.
The other part of, consciousness, in my model is actually finding the time in your day to observe all the, leaders, and managers in your organization. I literally meet thousands of, leaders, each year through the London business school. If we’re not careful the, ai, enabled algorithms that drive social media, our day is shattered into a thousand pieces and we never actually find time to be curious or creative.
Curiosity gives you a Human Edge
I talk a lot in, The Human Edge, about how you redesign your day to ensure that you have parts of it where you’re not being distracted.
Myrna – True, your why is very important. It’s the only thing that is actually going to get you to your end goal. If you know your why, you will persevere when life knocks you down.
How does, curiosity, give you a, human edge?
Greg – Organizations are asking for people who have built up their, curiosity, in order to drive their own learning. What we’ve seen during the pandemic is many of the disruptors that were moving the world forward at a lightning pace have been accelerated.
One of my former clients, the World Economic Forum, estimate that something like every 18 months or so about 40 percent of what we know becomes obsolete and we need to learn new things. So, the ability to learn rapidly and, curiosity, has become hugely important for any career.
So, the magical thing about, curiosity, is it’s not a fixed trait. You were born with blue eyes and with certain physical factors that you can’t do anything about. Curiosity, is something that you can flex, develop. Like the mercury in a thermometer, it goes up and down depending on what you’re doing every day. It’s like a muscle you can build it up.
Open Ended Questions foster Curiosity
One of the techniques I share for, leaders, in, The Human Edge, to help you build up your, curiosity, is the Five hour rule.
Questions are good for, curiosity; but only a certain type of question. Open ended questions, is preferred to, closed questions. I was a journalist once myself and, closed questions, are useful for checking information or sometimes you want a yes or no answer, but for, curiosity, you need, open ended questions.
Open ended questions, are really powerful for, leaders. Questions like:
What if we tried it this way?
Have you seen what those guys are doing over there?
Do you think we could do that too?
Open ended questions, not only to inspire your own, curiosity, but it sparks, curiosity, it in the people around you.
Ai machines can’t come up with Creativity
Myrna – So now lets talk about, creativity. I know that it is like a top, human edge, because employers want, leaders, who think outside of the box. It is definitely a way to differentiate yourself from, ai.
Greg – Organizations need systems, they also need bureaucracy to run them because they’re very large entities; but what most of the, leaders, that I’m working with across multiple industries are trying to do is trying to find the space where there are fewer rules.
They encourage, leaders, to come with their ideas and, creativity. You cannot really be creative unless you’re first insatiably curious. Curiosity, is about asking questions, you’re interrogating the world and challenging the status quo, but you’re also importantly gathering cognitive fuel for your brain.
Creativity is the characteristic of the World’s Wealthiest
This is why if you look at the life stories of highly successful people, they all talk about, curiosity, and their ability to learn as a foundational skill. Oprah Winfrey talked about, curiosity, and books getting her where she is today. Jeff Bezos was a was a curious learner.
Elon Musk is I think currently the world’s richest man. He has as disrupted multiple industries; but it’s important to realize that even Elon Musk talented he is. When he was as a young boy in South Africa before he came to Canada, he was not the finished product. Elon Musk built his ability to think differently and his, curiosity, through a lifelong of learning. Spacex which is one of his more interesting ventures to disrupt commercial travel to the moon and beyond, got that idea, because he was so fascinated in rocketry and space travel.
How is Collaboration a Human Edge Characteristic
Myrna – Our last C is, collaboration. Collaboration, is a, human edge, of being able to bring talents together to create something bigger.
Collaboration, is what you need if you are creative, because you need to come together with other, humans, to get your ideas off the ground.
Greg – You’re correct Myrna. Collaboration, is a very human trait to be able to gather similar or maybe opposite characteristics and bring them together to create something big.
We’ve talked about, consciousness, that gives you the energy and the motivation and the time because of focus. Then we touched on, curiosity, which gives you the fuel.
Collaboration, works when you have a large network of, collaborators. These people are more, innovative, because they’ve got these connections and people can help them with their ideas. So, how do you ensure that your network is big enough and varied enough to help you? Then I talk about experimentation, how you can take these ideas and test them very quickly get some data on it and feedback.
Business Book of the Year 2020 – The Human Edge
Myrna – Your book was awarded Business Book of the Year, because you were talking about, leadership, skills for people and preventing, leaders, from being obsolete by the emergence of ,ai. You mentioned in your bio that you were redundant in 2008 and that’s basically what took you on this journey to discover the, human edge. If we learn these skills can they insulates us from being redundant?
Greg – Absolutely, my story like most people’s, did not work out the way that I had planned. It’s the parts where you go wrong in the creative process, where you can learn the most and move forward.
Myrna – Tell our readers how they can get a copy of your book. You also speak all around the world so tell us how organizations can contact you if they’re interested in you speaking at one of their executive functions.
Greg – Thanks for the opportunity. If people want to check out my work it’d be a great idea to just go to my website www.gregorme.com there they can see some videos of me speaking and they can actually get in touch with me through the get in touch function on the website.
There’s one other thing, I’ve just launched something that’s really taking off. A newsletter called the CuriousHuman. This is a complimentary email sent straight to your inbox once a month.
This is the kind of byproduct you were talking about on your podcast. A byproduct of a business writer’s life, because I’m always writing my Forbes pieces or my new books or I have got a great podcast I’ve heard or an interesting book I’ve read or an article or a video. What I do each month is I share that in a two-minute kind of bulletin to the people who have signed up for my emails.
You can sign up on my website, at the bottom of every page there’s a space where you can sign up for the newsletter. If they’d would like to follow me on social media, I think the best place is LinkedIn, that is where I’m most active.
I’d be delighted to connect with people. Also, on Forbes I’ve got my own regular column. If you put Greg Orme Forbes in the search, I will come up. I’m writing regularly on Forbes.
The, power of Intention, is defined as a strong purpose or aim to fulfill your dreams. This power is an invisible force of, energy, in the Universe activating the, law of attraction. We access this force when we become inspired; dormant forces come alive in us and propel us towards our goals. That force is called, the Power of Intention.
Don’t wait to fall through a hole to experience a new world, be deliberate about your life; intentionally create the world you want to live and play in.
Every baby is born with a purpose, every baby is pure intention. Even before the Seed is matched with the Egg; the, Power of Intention, sets in motion what you will physically look like at your birth. Your height, your bone structure, the color of your eyes and your non-physical attributes are also predetermined; ie your personality, how you will handle stress and your emotional IQ etc.
Babies are born with the potential to walk, speak, read, and do mathematics. Nothing is left to chance. It’s possible to locate which areas of the brain that will eventually produce these abilities, but until then, they exist as pure, power of intention, and potentials and intentions.
” I knew you before I formed you in your mother’s womb. Before you were born I set you apart and appointed you as my prophet to the nations” ~~~Jeremiah 1:5
Here are 3 ways to access, the Power of Intention, energy field
The spoken word – is a powerful tool, by levering our voice we expand our dreams from internal thoughts to external possibilities. So speak freely of your dreams and visions. By verbalizing your thoughts out loud you are empowering your dreams to the universe. You are entering the field of all possibilities and activating, the power of intention. This is the predominant reason that coaching works. Inside the coaching conversation, you are speaking your goals and vision, sometimes for the first time.
Controlling your Thoughts – Wayne Dyer power of intention, when you are aware of the company you keep in your head, you take back control of your life by being present in the present moment. The friends in your head in the form of your thoughts, determines where you end up in life. Just like when we were kids and our parents told us not to keep company with certain kids because they would be a bad influence; in the same way if we keep company with negative thoughts, they become a bad influence.
Your parents did not know why but they knew that if you hung around bad kids then no good will come of you. In a similar way if you keep replaying negative emotions, doubt, worry, insecurities, getting even, discontent, fear, blame in your head then no good will come of you. The first step in activating, Wayne Dyer power of intention, is becoming conscious of your thoughts. Once you bring these thoughts from subconscious to consciousness, then you take back control.
Verbalize your vision – What you do and what you say are very important. Out of the abundance of the heart the mouth speaks. When we declare our intentions to the Universe, we set the, energy, fields in motion. The bible teaches that words are carriers. Words carry the spirit of the person speaking. Spirit is the highest form of, energy. To access the, energy, field of the, Power of Intention, and, the Secret, we need to become aware of our, energy, levels.
Discover who you are and live your life on purpose! ~~~Dolly Parton
There are five, energy levels, in the field of, power of intention:
1: The material world – it is energy slowed down so we can see form
2: The sound world – faster energy. We can sometimes feel sound vibrations.
3: The light world – when the high energy of light meets with the low energy of darkness; the darkness becomes light. In the same way when we keep our energy levels high, the low energy fields of doubt, depression, obstacles etc. cannot reach us because our light converts the low energy fields of negative emotions.
4: Our thoughts – the, energy, of our thoughts are higher than light and sound. This is the foundation for the movie, the Secret. Every thought we have can be calculated to see if it has the positive energy to access the, power of intention, or the negative energy of doubt that impedes our forward movement and progress. That’s, the Secret, of the, Law of Attraction.
5: The energy of spirit – The highest level of, energy, is that of spirit. Spirit is the, energy, force of Creation. Kindness, Beauty, Love, Expansion are also forms of spirit energy.
Make raising your, energy, levels a priority in life. Low, energy, is an attractor pattern. If you practice raising your, energy, then you will not attract low, energy, forms like depression, blame, loneliness, shame, anxiety etc.
Make meditation a regular practice. Meditation allows us to make conscious connection with our source. It also allows us to make conscious connection with our emotions, so that we develop discipline.
Use the, power of intention conscious discipline, to become conscious of the foods we eat. Processed foods lower our energy, while fruits, vegetables and greens raise our energy levels. Drugs and alcohol including prescription drugs also lowers your energy levels. Retreat from drugs and alcohol even prescription drugs.
Becoming conscious of the music you listen to. Rock and Heavy metal music lowers your, energy levels, while soft music about love, and classical music raises your energy levels.
Becoming aware of the energy in your home. Feng Shui is the art of choosing the right furnishings and accessories then arranging these furnishings to increase the positive energy in your home. Accessories can include paintings or photography.
Photographs of your loved ones smiling and laughing in happier times, photographs expressing love or showcasing nature also raise your energy levels. You should also become conscious of the energy from relationships in your home. Tension and strife in your home not only lowers your, energy levels; but it debilitates you. We cannot excel in any area in life, if we are not happy at home.
Immerse yourself in nature- experiencing the beauty of nature is a purely spiritual experience. The energy of spirit is the highest level attainable in the, universal laws.
Commit to helping people in need. Acts of kindness expecting nothing in return raises your, energy levels, because kindness, compassion and service are spiritual experiences and the highest of the energy states. The beauty of kindness and giving expecting nothing in return is that you get that energy back in spades.
The Bible teaches that in giving the tithe to God,” the windows of Heaven are opened and blessings pour out that you wouldn’t have room to receive.” In a similar fashion, when you give of yourself to the world, expecting nothing in return, the windows of Heaven open up and you get back more than you ever gave.