Intuition on the Road: Not too tight, not too loose

 Via  Instagram : "Today's walk: Cirque de Gavarnie. One thing that I love about trekking is all the new ideas that come to me." 

Via Instagram: "Today's walk: Cirque de Gavarnie. One thing that I love about trekking is all the new ideas that come to me." 

I just returned from a month #intuitionontheroad through the French Pyrenees and Basque Country. The point of the journey, besides experiencing the beauty of what this part of France has to offer, was really about coming into a deeper alignment with my own inner compass when it comes to decision making. This is pertinent for me as I’m writing and teaching about this most important relationship that we all have access to: our intuition. 

One of the biggest lessons that I’ve been learning about in working with my inner compass, is finding the middle path between not forcing anything, yet not just waiting for life to show me a sign. 


Too Tight

One of my challenges is that I can get a strong intuition about something, and then hold onto it as ‘truth,’ too tightly. The problem with this is that we are constantly receiving new data all around us, all the time. The moment is changing all the time and informing us with new data. What felt right two weeks ago might not be current today. A concern with hiring a new staff member might feel very different a week from now. This is why it’s so important to not get stuck in our mindsets of what ‘should’ happen or what ‘ought’ to happen when it comes to using your gut instincts in decision making. 

Intuition is about being open to receiving data in the moment. In real time. When you are dwelling on the past or imagining the future, you are not present with what is happening right now in the middle of your sales conversation, boardroom meeting, project plan, or how you think ‘things should be.’ This frustrates the mind as the mind wants something solid, predictable, and consistent. Yet as we all know, life and relationships don’t fall so easily inside a predictable spreadsheet or formula. Instead, when we listen to our inner compass in each moment when contemplating a decision, we have a more immediate relationship with our environment, which gives us a distinct advantage in terms of innovation. 

Too Loose

The other side of the spectrum are the times when you might be waiting for a sign, and not actually take an action step forward in your business or your life. This can look like analysis paralysis as you might be ‘waiting for a signal’ outside of you if you should invest more money in your business, take a risk with hiring a new marketing agency, or put more resources toward a new product. 

You can be in a holding pattern as you wait for some magical, intuitive sign to appear out of the heavens, meanwhile missing the opportunities that are in-front of you. Sometimes you need to jump in the water first, to learn that you can swim. 

Finding the Middle Road

The key, I’ve been learning, is being able to have enough discipline to check-in with yourself, listen to what your inner guidance is picking up on in a given situation, and not just going with what your logical mind thinks. And at the same time, also letting go of needing to force any outcome based on what you sensed. It’s about continuing to listen to the conversation within, as you let this inform the ones without.

How do you balance your inner knowing with not holding onto it too tightly? 

For more information on how to train and develop your intuitive skills to improve your leadership, management, and sales results, contact us at [email protected]

Client Story: Daniel Caruana and Wayne Spiteri

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This story was written from the perspectives of Daniel Caruana, Director and CEO, and Wayne Spiteri, COO and Head of Sales, of Danrae Waterproofing.

Our company operates throughout New South Wales, Australia, providing waterproofing and water-related repairs for new construction and remedial buildings in a variety of sectors. Our vision is to become a fully fledged service company with an expansive reach.

We joined Danrae in 2006 to help Lillian and Ron Caruana, the founders of the company, with the workload. It was a great opportunity for us and we were passionate about the business. But the company grew rapidly and there weren’t systems in place to cope with the demand, so it quickly grew beyond our control. We were running out of money and had to let people go because we weren’t making any money either. We tried different coaching programs at first, but those programs only offered quick-fixes—and we didn’t need a quick fix. We needed to get to the root of the problem.

When we finally turned to EMyth and had our first call with our coach, Rick Snyder, there was an instant connection. EMyth was perfect for us because it started with us, what we wanted and the accountability we needed. Our staff wasn’t sure who was responsible for what because we hadn’t clearly communicated with them, and our team wasn’t aware of our vision or the critical numbers of the business. When we brought Rick on as our coach, he recognized the uncertainty about who was really leading the company and where our Leadership Team was going, and he knew how to help.

Working with Daniel, Wayne, Ron and the Leadership Team of Danrae has been an incredible experience for me. I have witnessed each of them face their limitations and trust the coaching process enough to take the risks they needed to take, have the uncomfortable conversations they needed to have and continue to show up as the leaders they truly are.
Rick Snyder, EMyth Coach


Rick made us look in the mirror—showing us where we were getting in our own way—and helped us realize that we needed work boundaries. When you’re coming into a family business, it can be daunting because you’re not sure what to expect. It always felt like there was an elephant in the room. You didn’t want to speak out against an employee because that employee is actually a member of your family. You don’t want to do something at work that will have repercussions back at home, so it was hard for people to step up and say things needed to change. Not speaking up was holding us back. Rick helped us to break out of our family dynamic and get clear about our boundaries.

Now, we actually enjoy going to work. Before, we’d get in at 7:30 a.m. and leave at 5 p.m., feeling drained and like nothing was accomplished. But now, we’re clear about our roles and what we’re working towards. We went from laying people off and not having any profit to having an average net profit of 15-20%.


They have more fun, more profit, a stronger cash position, an inspired company culture and a plan to grow to even greater heights in this coming year. Their hunger and motivation makes coaching a joy.
- Rick Snyder, EMyth Coach


We’re working on bringing in a marketing specialist, breaking out the company into different sections, potentially hiring more staff and improving our delivery this year. Within the next three years, we want to expand into different states across Australia. We are going to be the “go to” company for waterproofing remediation and maintenance in buildings. And beyond that, we hope to create a company that allows its people to achieve their dreams. Through the results of the company, we will give a “line of sight” to where everyone wants to be. Our people have so much potential and we believe our company can unleash it.


Learn more about Danrae Waterproofing

Systems AND Culture

Systems are the glue that ensures that your business is consistently delivering what it promises to deliver. 

But systems don't happen in a vaccuum.

Your company culture and leadership team set the tone for your business. 

Check out this video from a recent presentation I did at the Supper Club in London on the relationship between systems and culture.

Let me know what you think and what you notice in your own business!

For more information on coaching and training services for your leadership, management, and sales teams, contact [email protected].

Written by Guest Blogger: Andrea Mackenzie

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Making split-second decisions seems rather counterintuitive in the context of running a business, where top management are often handed all kinds of pertinent data which they can carefully peruse in order to make informed decisions — generally with the benefit of time. Such is not always the case, however, as business leaders are routinely put on the spot, often facing that unenviable task of having to make a decision right then and there. 

For instance, former Boeing CEO Bill Allen wagered the company’s future on a vision, and the end-result validated his initial belief. His gutsy move not only transformed Boeing itself, but also signalled the birth of the billion-dollar civil aviation industry. More recently, pharmacy worker Matthew Stillone made a split-second decision to quit his job and pursue a business. Said business would turn out to be Protein Supplies Australia, which has become a multimillion venture, according to Business News Australia.

The takeaway here is that making split-second decisions is actually commonplace in business, especially among members of top management. It is thus imperative that owners and company heads stay level-headed when placed in such challenging moments. Then again, that is easier said than done. With that in mind, here are some secrets to staying unflappable even with a make-or-break decision looming:

Value Your Time

Instead of ruining the immediacy of the decision-making situation, view it in a more positive light. Think about how valuable your time is, and how agonizing over one solitary decision will take up much of it. It should be noted, too, that the thought given to making a decision is far more important than the time allotted for the entire process.

Think Long Term

Focusing on the long-term goals is a good way to streamline the decision-making process. More importantly, those long-term goals can be used as a blueprint in as far as gauging the possible outcomes — both positive and negative — of the decision that will be made. One of the biggest challenges to making fast but sensible decisions is having too many criteria as a decision-maker will tend to assess each one, thus taking much time in the process. What happens often, therefore, is that dreaded paralysis by analysis wherein more time is spent thinking rather than doing. In this regard, a business owner can factor in the company’s bottom line and employee engagement when deciding on a salary increase. Department managers, meanwhile, can green light a business process if it will improve something vital within the company, like inter-department communication, for instance. 

Don’t Dwell on Failure

Any decision brings forth the possibility of failure, and given this fact, business leaders ought to bear in mind that failure can be reframed as an opportunity to grow. As we explained in part ‘4 of Embracing My Failures: Fail Fast’, “Growth happens at the intersection of challenge and support,” with the right mix of both serving as fuel to overcome hurdles, like failures brought about by a particular decision. To this end, business leaders are encouraged by Menlo Coaching to write about these setbacks. This should be done as truthfully as possible, though, and without washing hands and minimizing faults. By doing so, objective self-reflection will be made possible, and personal growth will follow. For example, a manager who signs off on a project that turns disastrous must take note of everything, including the problems encountered and the faults of everyone, including his, most especially. He should then evaluate his notes and identify actionable solutions, so when something similar comes up, he and his team will be better prepared. 

Go With Your Gut

Inc. Magazine advises company heads to go with their gut, as trusting instincts often pays off. But there is a caveat: It should be done with the benefit of relevant information. Besides, business leaders are leaders for a reason, as they are presumed to be equipped with the necessary knowledge and wisdom to make tough decisions even on the fly. 

Indeed, making split-second decisions is an undeniable part of life, especially in business. But members of top management need not fret when faced with such tough moments; instead, they should stay level-headed by valuing their time, thinking of long-term goals, looking at failure as fuel for improvement, and going with their gut.


Feature solely written for three-hats.com
Prepared by Andrea Mackenzie

Intuition on the Road

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Here at Three Hats, we focus on helping you build and scale your business so that you can have consistent results and a company culture you are proud of. We also specialize in training leaders and teams to become more intuitive, resulting in more powerful decision making, innovation, and leadership.

One of the hardest parts of listening to, trusting, and acting on your intuition is discerning the thoughts and voices in your head from the deeper intuitive intelligence in your body and subconscious. 

That means if we are going to train it, we need to walk our talk. 

The Experiment

For the month of June, I’m embarking on a road trip through the southwest region of France - which is made up of Pyrenees mountains, wine country, the Atlantic Ocean and sleepy surf towns - and let my own intuition do the leading. That means not making reservations in advance and truly listening each hour and each day, to where I feel guided towards. Whether that’s engaging with people, seeing if a hotel or Airbnb has vacancy, or if I want to stay in a certain location longer or pack up and move on, the month is dedicated to listening to my inner compass in everyday life when it comes to decision making. 

While this may sound romantic, is scares the sh&* out of the part of me that likes to have control and plan everything out. I find when I integrate the opposite polarities of discipline and surrender, there’s a deeper flow that my intuition naturally taps into. 

The discipline is about making time for and tuning into my inner compass, and taking action on the information I receive. The surrender is about my mind letting go that it always knows best and that I need to always control my circumstances. Flow is what happens when we each have a right balance between engaging in the process and letting go of the outcome. 

As leaders and managers, we are being asked to refine our own intuitive intelligence in order to be more adaptive, agile, and responsive in the changing times. We are needing to read-out the signals in our environment to best motivate our teams, stay ahead of the marketplace, anticipate around corners, and get to the bottom of what our clients need and want. 

Listening to our inner compass is essential in decision making, and provides an invisible edge over those that don’t. 

I’ll be sharing lessons learned from the road on my Facebook Live page. I’ll also share a written summary at the very end of the month. I hope that this can be an inspiration and an invitation to tune in more deeply to your inner compass throughout the day.

Thanks for following along and stay tuned for more! Feel free to contact us at [email protected] if you want develop intuitive decision making for your leaders, managers, and sales team. 

Part 4 of 4 of Intuitive Sales: Speak the Subtext

  Image via: Pinterest

Image via: Pinterest

The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

The final step in our series of accessing your intuition in sales is speaking the subtext. In some ways this is the most powerful step. 

One phase of deepening your intuitive skills is to listen to what you sense and feel. The next phase of deepening is to trust what you sense and feel as reliable. The third and final deepening of your relationship with your intuition is to speak or act what you sense or feel - or in other words - bring this into reality. 

This is how change happens. 

You are taking your inner intelligence and bringing it out into the outer world to interact. And this is what impacts a sales conversation and increases your connection with others and your conversion rates.

There’s the content of the conversation and then there’s the subtext. The subtext is like the cartoon bubbles that reveal what an animated character is really thinking in a dialogue versus what they are saying. 

An example of this is when everyone at the family dinner table says that they are “fine,” but you can feel the tension in the space. The subtext never lies. Revealing this takes art and skill, and is the quickest path to getting into a deeper relationship with those around you. 

Train Your Team

You can train yourself and your team to listen to the subtext when they are in a sales conversation. The best way is to listen to sales recordings. You can literally slow down and stop the tape and train your salesperson to track what they were feeling, and what the prospect was really communicating in that moment. This can also happen when you shadow a salesperson in the field or provide mentoring. 

In fact, I’ve seen sales increase across teams by over 30% from following these four practices that have been laid out over the past month. And through speaking what you pick up on, your inner radar brings the doubts, fears, questions, hopes, and dreams that are already in background of your conversation, to the foreground. 

When it’s done as a question and coming from a place of curiosity, it truly opens up the space between you and another. When this happens, they buyer will typically appreciate this level of attention to detail and intuitiveness, which will have them trust that you can guide them toward the solution they really need, not just what they might think they need.

This is the key. You are leading the sales conversation through your intuitive skills and instinct, which is much more natural that over-relying on scripts and data about your product or service. 

I hope you enjoyed this series! For more information on how to train and develop your intuitive skills to improve your sales results, check-out our FB Live and contact us at [email protected]

 

Upcoming Event: For those of you near London, I'll be leading a half-day training on developing systems in your business so that you can have more consistent results and scale beyond yourself! Visit Supper Club for our 7 June half-day training, and use the code WS40 to receive a 40% discount off the non-member rate. I hope to see you there!

Part 3 of 4 of Intuitive Sales: Checking-in with Your Inner Radar

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The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Now that we have covered the first key steps of getting in-touch with your intuition for greater results in sales in terms of slowing down and then asking open-ended questions, the next step involved checking-in with your own inner radar.

You inner radar is informed from your full bodily intelligence, which is where at least 75% of communication is happening all the time. That means your gut, your heart, your solar plexus, and the neuroreceptors throughout your whole body. 

The fact is that we are picking up on information around us, but we are not aware of most of it as this would be overwhelming.

When we slow down and start to pay attention to what’s happening in the moment within a sales conversation, we are developing our inner radar which helps us detect what’s happening nonverbally in the relational space between us and the buyer. And this is where all the critical signals and cues are happening.

The key is to start tracking what you are feeling in your body when you are engaging with a prospect, and then using this information to engage more intuitively with the person in front of you.

Your Tracker

What do you notice? What are the inner indicators and signals telling you? What do you choose to share from here or simply make note of? 

Do you get a sense that they need more information about the topic? That they are hesitant for some reason? Or that they have a question that’s bubbling to the surface that needs to be answered? Perhaps there is something off-putting that you want to check-out and ask a question around?

Learning to listen to and trust your own inner radar with all of the signals and cues you pick up on will over time, become a reliable resource of information on how to direct the sales conversation. 

The more you practice listening and discerning what your own system is telling you, the more you can build relationship and use this as a guide on what to ask next. 

Intuition is just about feeling into what the moment needs. Ask yourself what does the space need? What does the person I’m with need? You don’t even need to know what it is. You just need to know that you are feeling something. And then you give yourself permission to say it. 

Practice tuning into what you feel in your next conversations this week. How can you use this data to build connection and deepen results if you are applying this to sales?

Stay tuned for the final part of our series next week on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at [email protected].

Part 2 of 4 of Intuitive Sales: Asking Open Ended Questions

  Image via: Hubspot

Image via: Hubspot

 

 

 

 

 

 

 

 

The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Once you’ve slowed yourself down in the sales conversation and gotten present with the person in front of you, you also get more present to their needs and desires. This is the key to sales and in building relationship. You have also avoided the biggest mistake that most salespeople make: they keep the attention on themselves and what they are selling and forget to put their attention on the buyer. 

All too often, the salesperson stays in their comfort zone of what they know about their product or service, and are afraid to get more relational with the buyer. 

When you are in a sales conversation—instead of leading with all of the details of your product or the five tips you just learned from your latest sales training—start by asking open ended questions that help you really get a feel for what they are wanting with your product/service and how they intend to use it. 

The more you get them talking about themselves and what their passions are, or what discomfort they are wanting to avoid, you arrive at what really matters to them. Open-ended questions are the opposite of yes/no questions which are conversation-killers. 

Examples

For example, if you are selling blenders, you might ask: “What are you intending to use this blender for?” You will open up the opportunity to join with them on their passions such as cooking or juicing, or even something functional that they just need to make their life easier. 

If you are selling website services, you might ask: “Why are you looking for a new website right now?” This question will give you insight into their intentions, vision, and what they want for their business. 

Whatever you are selling, asking open-ended questions helps you understand how they intend to use your product or service, and gets them excited about what they need or want.

If you are not getting enough information, use your intuition on what to ask next, and trust your inner guidance until you feel a connection with what the person in front of you wants.

Practice asking open-ended questions this week with prospective buyers and see what happens when you engage them with curiosity, openness, and deep listening. Chances are they haven’t had an experience of someone being this present with them in a long time.

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at [email protected] 

Part 1 of 4 of Intuitive Sales: Slowing Down

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The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Whether you sell consulting services, software, health and wellness, construction, or any product, intuition is the great differentiator in business. Listening to and trusting your intuition in the sales process separates you from the pack as most people are not listening to theirs. It’s in listening to your intuition that you build more trust, connection, and a win-win result. Yet developing intuitive skills for sales is rarely talked about in training, ongoing education, and mentoring. 

And for those of you who are averse to sales, it’s time to make peace with the fact that we all sell. Persuasion and sales are a fundamental part of life. Whether it’s a product or service, or a point of view in politics or religion, we are all selling or promoting what we value. 

The Missing Ingredient

We have more robust CRM platforms than ever before with better sales metrics and tracking, yet what’s not emphasized enough is the key ingredient in sales that will never change: the relationship.

There is no replacement for learning to listen to our intuitive nature and sensing what is happening in the space between ourselves and the prospect. This awareness puts us in a closer relationship with ourselves and the person in front of us, as we begin to tune into the signals and cues in our environment. The key to tapping into our intuition is slowing down.

Slowing Down

So often, salespeople get caught up in getting the buyer to cross the finish line or “the close.” The problem with this is that you are no longer in the present moment with them as you are off into the future. Yet in the present moment is where all the data you need to know is occurring. This is where the sale happens.

For example, when you slow down, breathe, and take a pause from your script or what you think you should say next, what are you noticing with the person in front of you? Are they hesitating? Do you pick up something in their body language? Are they excited and present with you? Are their eyes glazed over?

And what do you notice in your own experience? Are you bored? Are you feeling engaged and curious? Is your attention all on yourself and the facts about your product, or are you really focusing on them and what they are wanting and needing? Did you even take a moment to truly ask them this question? 

Deepening Connection
 
Teach your salespeople to slow down during the sales conversation. When you slow down and get really present with the person in front of you, their whole story and their whole world open up for you. When you put full attention on what they are saying, what they are not saying, and how they are saying it, you open up your awareness to not just the content, but the context of where they are coming from. 

This is where you join them in what they truly want and need. This is where the sales happens. 

When we slow down, our intuition finds us. We are able to take in more information and access our subconscious, which is where intuition lives. From here, we might even be surprised at the level of detail that we start to notice in the quality of the conversation, or something about the person in front of us, that has us want to learn more. 

And when a buyer feels like you actually are listening and that you actually care, relationship builds. 

Practice listening to your intuition and instinct on what needs to be added to or excluded from the conversation, in order to build a better connection with the person in front of you. When you can slow down and become more aware of their reactions and responses as well as your own, you are on your way to more authentic and powerful relating, which is the key to sales. 

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at [email protected] 

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at [email protected]

Part 4 of 4 of Embracing My Failures: Fail Fast

 Image via: CMG Partners

Image via: CMG Partners

The theme of this month’s blog posts are centered around embracing my failures in running a business. The number one ingredient to changing my perspective around seeing failures as learning opportunities, was getting mentors in my life who’d been there, done that, and helped me see a new way of approaching challenges. 

Fail Fast

A leading tech company's mantra is: Fail Fast. This speaks to the heart of entrepreneurialism. If you are not making mistakes, coming up short or overshooting targets, then you are playing it safe and not innovating. 

Failing is a part of learning and it’s how we grow. The aforementioned motto is powerful because it inspires risk-taking, action, and getting involved versus sitting on the sidelines with a bad case of analysis paralysis. Failing fast encourages your team to think outside-the-box and look for ways to disrupt the status quo. Embracing real innovation means that your company culture knows that making mistakes are part of the human journey and how we evolve. 

Get a Mentor

I have grown the fastest and learned the most from my failings with the help of mentors and coaches. As the adage goes, “We can’t see our own eye.” There are things all of us can’t see about ourselves and we literally need the help of others to get around the corners of our own awareness limitations. 

When someone is able to reflect something to me that’s outside my radar, I win. They are contributing to me if they are confirming a truth that I needed to hear again, or if it’s something that I had no idea about. Having these trusted people in your lives that you can go to as a sounding board, helps you become a better leader, family member and friend.

Re-frame Failure as an Opportunity to Grow

Instead of seeing failure as a...failure, how can we shift our perspective and see it as an opportunity to learn and grow? Growth happens at the intersection of challenge and support. And when we have the right mixture of the two, and bring a more supportive attitude toward our biggest challenges, we have the fuel to overcome them. 

Thanks for tuning into our series around embracing failures. Check-out our FB live videos for a more in-depth conversation on these very topics from this past month HERE. For more information on how to turn your biggest breakdowns into breakthroughs, contact us at [email protected]