“It’s easier to turn a moving ship, but if you’re heading for an iceberg that may be the wrong response.”

~ Chandell Labbozzetta

Don’t ‘Just Do It’!

Speculation about the sinking of the Titanic in 1912 is unending. One recent documentary hypothesized that if the helmsman had not turned the ship, but had hit the iceberg head on the ship would not have sunk.

I don’t claim to be an expert on that particular strategy, but I do have personal experience coaching people who have taken a firm stand on Nike’s ‘Just do it!’ slogan and then sought my help to get them out of the personal or business mess they’ve ended up in.

My advice to you is: Think and plan before you take any action!

Here’s why…

Before You  Deepen the Rut Any Further...

Habitual actions are like well worn pathways for the brain. It’s usually easier to walk along a pathway than over untracked wastelands where you can trip and fall so before you start a new course it’s important to ask some questions like:

  • Will this take me where I want to go?
  • What are the unintended consequences of this course of action?
  • Is there a better way?

This is not the same as analysis paralysis, it’s simply setting aside some time to examine your strategy and roadmap before you set out on a course you may regret.

You probably know someone who habitually reaches for M&Ms or other sugary treats to beat the 3pm energy slump and stay productive… And maybe that person has a weight problem as result of that habit. Many smokers gain weight because they swapped the habit of smoking for the habit of snacking or nicotine for drugs – partly because they didn’t think far enough down the track.

Even if you are starting a positive habit or stopping a negative one, it’s worth asking yourself the questions above so that you can strategically develop your plan for substitution.

An equally important question is:

  • What is stopping me (or has previously stopped me) from doing this?

If you’ve ever tried or watched sports like acrobatic snowboarding or BMX, you’ll know that heading for an obstacle can be dangerous – the faster you are going and the more momentum there is driving you, the greater the risk of a nasty accident.

This is just as true with personal and business growth as it is in sports.

That’s why it’s important to…

Review the Past

Look back at your previous attempts to change or grow in this area and see what you encountered.

In my business and sales coaching, I’ve noticed that people who don’t take a look at their results and outcomes over the past quarter and year before they plan the next one, frequently keep making the same mistakes.

The same is true when it comes to reaching personal goals like exercise, flexibility, weight, career development, skills improvement and so on… When you look back and determine what derailed your efforts in the past, you can often find different strategies or ways to remove the barriers, so you don’t hit them at speed next time.

Every quarter, Alison set herself a sales goal and every quarter she failed to meet that goal. As a result, she was disappointed in her performance and embarrassed when she had to say to her manager, “My goal was $x and I only managed to close $y.” As a result, she was constantly beating herself up mentally and emotionally. When Alison and I sat down to talk about what was going on, it was immediately clear that she never asked herself the critical questions about why this kept happening, she just kept right on following the ‘Just do it!’ method.

We were able to identify the barriers that had derailed her performance and discover ways to remove or work around them, but that wouldn’t have happened without our review.

Review the Past

Look back at your previous attempts to change or grow in this area and see what you encountered.

In my business and sales coaching, I’ve noticed that people who don’t take a look at their results and outcomes over the past quarter and year before they plan the next one, frequently keep making the same mistakes.

The same is true when it comes to reaching personal goals like exercise, flexibility, weight, career development, skills improvement and so on… When you look back and determine what derailed your efforts in the past, you can often find different strategies or ways to remove the barriers, so you don’t hit them at speed next time.

Every quarter, Alison set herself a sales goal and every quarter she failed to meet that goal. As a result, she was disappointed in her performance and embarrassed when she had to say to her manager, “My goal was $x and I only managed to close $y.” As a result, she was constantly beating herself up mentally and emotionally. When Alison and I sat down to talk about what was going on, it was immediately clear that she never asked herself the critical questions about why this kept happening, she just kept right on following the ‘Just do it!’ method.

We were able to identify the barriers that had derailed her performance and discover ways to remove or work around them, but that wouldn’t have happened without our review.

Reset and Remove

Every time you do something you create pathways in your brain and muscles that make it easier to follow the same path again. This means that if you want to change your habitual patterns of thought or action it gets harder the longer you’ve been following your current path.

Your mind is like a piece of paper that has been written on and erased so many times that there are little pathways going in every direction. That’s why a reset is so important: it’s like taking a fresh sheet of paper and starting again.

After you’ve done your review and identified what barriers might be in your way I use a variety of NLP, Time Line Therapy®, and other techniques to release emotional, mental, and physical hindrances and barriers so that you can set out on a fresh journey that is less likely to be derailed by your past actions and experiences. I help my clients do this as well and it’s often the difference that makes the difference.

Without this reset and removal process it can be hard to envision a different outcome, let alone plan and sustain your journey to the goal.

Quest for Your Best

Every day I work with people just like you who are sick of mediocrity and are on a quest for their best. I don’t believe that January 1st is a magical date, but I do believe that having time-based intervals for achievement is a proven and powerful tool.

Actually, I break my year up into intervals and I schedule time each day and week for mini-review and reset breaks because that enables me to catch myself up quickly and stay on track. I also include bigger reviews and planning sessions on a quarterly and annual basis to set the direction against which I can measure my progress and make sure that my sights are set on the appropriate target – sometimes targets change based on life-circumstances and opportunities that arise.

If you’d like to experience my Quest for Your Best process in person you can join me for a 4-hour journey in which we…

  • Reflect on where we have come from and what needs to be learned, strengthened, or changed;
  • Revisit our personal wins and integrate them into who we are and who we are becoming;
  • Regroup and Reset by releasing our past failures, disappointments, and disasters and giving ourselves a fresh start;
  • Refocus on our goals and ensure that they are still sufficient for where we are today;
  • Refresh our plan and design the actions and habits that will unerringly take us toward our goal.

I will lead you through my own proven process and share the tools I use including the activities and exercises I use to eliminate friction and give me a fresh canvas that keeps momentum and enthusiasm high.

If that sounds interesting… Go to https://lifepuzzle.com.au/business-development/quest-4-your-best/ 
for more information and to reserve your spot or take advantage of our special Christmas offer.

“If your habits don’t line up with your dream, then you need to either change your habits or change your dream.”

~ John Maxwell

Too Big, Too Small, or Just Right - Why Size Matters.

Recently, I was reflecting on a comment that Brittany Smith, a cognitive scientist with ADHD, made about habits that reinforced something I had already realised.

If your ‘habit chunks’ are too small, you don’t see any change and give up.

If your ‘habit chunks’ are too big, you get overwhelmed and discouraged.

BUT…

If your ‘habit chunks’ are just right… you get results that keep your motivation high and find yourself kicking goals week after week!

I see this frequently with my coaching and training clients:

Right habit chunk size = SUCCESS

Wrong habit chunk size = FAILURE

So, how can you know if you’ve picked the appropriate chunk size for each of your habits?

Signs that Your Habits Chunks are Too Small:

Habit chunks that are too small are usually related to pre-existing habits in any area of our life. We all have habits that drive how we act and react in every area of life and these are so much a part of us that we are hardly even aware of their existence.

The beauty of these tiny habit chunks is that when we decide we want to change something we can simply expand the habit we already have in place no matter what it is.

***

Sandra was extremely frustrated because she was trying to grow her referral program and couldn’t get the traction, she wanted so she started looking around for yet another tool or strategy to help her.

When we looked closely at what she was doing to generate referrals it was clear that she didn’t need to start over, she simply needed to amplify her existing referral strategy with one additional step. Once that was in place, the referrals started to flow.

***

It happens in every area of life:

  • Exercise programs;
  • Diet & nutrition;
  • Learning and retention;
  • Budgeting and saving;
  • Productivity…

If you feel frustrated with the results you are seeing and know that your strategy has worked for other people, then you can often see the transformation you want simply by amplifying the habits surrounding it.

If Your Habits Chunks are Too Big, Then...

…You’ll probably quit before you see results!

Oversized habit chunks are usually part of a new habit that you’re trying to establish to reach an important goal. Many habit-tracking apps will alert you if you consistently miss your goals and suggest that you edit the habit in order to succeed and you should pay attention to these alerts.

***

Al read the book Shorter and decided that he wanted to restructure his workday and test the hypothesis because the idea of accomplishing more important work in 30 hours than he was currently doing in 60 hours appealed to him.

He plugged the habits he wanted to establish in order to accomplish this into his habit tracker and got down to business… only to discover that day after day he was failing to check off half of the components he’d identified.

When we pruned those habits back to a smaller milestone goal and he was accomplishing them all, Al’s sense of accomplishment and confidence grew and he was soon ready to add another chunk to his habit, and then another.

The habit of success motivated him far more than his failures had and now he does have all the components of that original habit chunk in place.

***

When Your Habits Chunks are Just Right, Then…

Like Sandra and Al, you experience success – not just in achieving the outcome, but in the personal satisfaction of accomplishing a goal. This gives you the same kind of dopamine hit that some people get from checking Facebook, the news, or drugs.

Skipping your habit one day isn’t a disaster, but looking at your week and realizing that you’ve skipped more days than you’ve executed creates a negative neuro-feedback loop that actually saps your motivation to stick to your habit. That’s why you want a habit tracking mechanism that allows you skip days that you choose to without giving you a sense of guilt.

Contrary to popular practice, guilt is a terrible motivator. It’s when you feel good about your accomplishments that confidence grows – and with that confidence the ability to achieve even more.

Habit Transformation Challenge

Habits are such an important aspect of building lives and businesses that serve our goals. Habit-creation tools are one of the most powerful aspects of NLP because once established, habits run on auto-pilot and enable us to progress towards our goals faster and with less friction.

At LifePuzzle, we consider habit transformation so important that it is a part of many of our courses and trainings (both paid and free) including:

  • Periodic 5-Day Habit Transformation Challenges
  • NLP Mastery Academy Group program
  • NLP Certification courses
  • Confident Conversion Sales Academy
  • Outsourced Sales Manager and In-House Sales Trainings

If you are interested in our habit transformation resources, fill in the form below and we’ll let you know when we are running our next course.

I’m Interested in Habit Transformation

“When we are no longer able to change a situation – we are challenged to change ourselves.”

~ Viktor E. Frankl

3 Keys to Commanding Your Success

I’ve been thinking a lot about success and ways to control it recently.

The events of the past six months, have shaken many people to the depths of their being and caused them to re-examine their values, dreams, goals, health and relationships – every aspect of their lives, really. Forces outside our control including the actions of governments tempt us to cede even more of our autonomy than is technically demanded which is where I turned to Viktor Frankl. As you may know, Frankl was a Jewish psychotherapist who was sent to a Nazi concentration camp – and, if you remember much from history, you’ll know that there wasn’t much left that you could control under those circumstances! I’m not comparing our situation to his, but it made me ask the question:

What if we accept the challenge to change ourselves before we are unable to change our situation?

As I’ve reflected on this and coached people through the past few months, I’ve seen very clearly that although success is not a one-dimensional affair – as people whose career or travel or relationship plans were disrupted realised – and although everyone has different definitions of success, there are KEYS to SUCCESS that every person can control.

#1 Building Helpful Habits

Did you know that there are scientific studies about the affect of habits on your outcomes in every area of life – including your health, fitness, grades, relationships, career and income prospects?

Some of their findings when it comes to bad habits are pretty scary, too!

I was reading one study that talked about a common habit that most people aren’t even aware they have, that causes their brain function to fluctuate by up to 40% over the course of an average work day and that is often linked to insomnia and other sleep issues. What this means, is that your unconscious habits are controlling and may be silently undermining your goals. If you don’t pay attention, by time you realise what is happening it may be too late.

You see, a few weeks ago, I was talking to one of my favourite clients on Zoom, and Martin told me about a focus habit that he had developed unconsciously that almost landed him on daily insulin injections. He was struggling to follow his doctor’s orders to avoid that terrible fate so we identified the habit that was tripping him up and set up an alternative pathway. The other day I talked to him again and his doctor was SHOCKED!!! to see his numbers in such good shape. Insulin is no longer in his immediate future, but he’s sticking to the new habit chain that got him off the hook.

The thing I love about focusing on habits is that once you get them set up they’ll carry you in the direction you want to go easily and effortlessly until you decide differently. Watching people implement my NLP-powered habit formation technique and seeing the changes they experience is always extremely exciting.

#2 Cementing a Positive Mindset

A person who truly understands the principle that “Energy flows where attention goes;” will focus on positive goals and outcomes and consider the tasks and milestones that will get them to their destination. That person won’t ignore the obstacles standing in their way, but will recognise their ability to figure out a path and surmount them.

You cannot ‘affirm your way to success’, you need to work your way there. If you focus on all the problems and things that might go wrong and might derail your progress, then the work you need to do becomes crushing. There is research on olympic athletes that documents their path from mere excellence to gold medal status based more on their attitude transformation than from any new training regimen.

Cultivating a positive, optimistic, outlook doesn’t remove problems from your path, but it means that you are hyper-focused on solving those problems and reaching your goals. Honestly, I’ve never heard of a pessimist who was also a success because ultimately pessimism saps your will to persevere and diverts your focus away from your goal.

#3 Deciding to Take Control

Ultimately, the choice is yours: You can either let other people control your life, attitude, and outcomes, or you can take control yourself.

Granted, there are things you can’t control, but the things that you can control are the gamechangers.

Here are 3 questions to help you make that decision, and take action to solidify your results:

What does success look like?
What do I need to do to create that success?
What obstacles are standing in my way?

If you feel like you’ve already ‘made it’, here’s a quick tip: studies suggest that people feel happier and more successful when they have a challenge to surmount, so set your sight higher and focus on the positive actions you will take to reach your new goal.

If all you can see is road blocks and obstacles, then it’s time for a positivity check: What is one positive thing you can focus on and one positive action you can take that will move you closer to your goal.

If you do this, I promise that you will feel more refreshed, motivated, and energised and ready to keep pursuing your goals.

NLP Mastery Academy

NLP Mastery Academy meets fortnightly (with a few exceptions over the holidays) to learn, review, and apply NLP techniques in your life. The personal interaction is a fantastic opportunity to explore how these techniques can be used in relationships, personal growth, career and work settings, parenting, and much, much more. If your interest in NLP is more focused on its power to create lasting change than on certification, then this may be the program for you. 

Click HERE to start your application process today!  

N.B. Because of the nature of this program, we have a rigorous screening process.

“Whenever the goal is to improve the quality of life, the flow theory can point the way… By stretching skills, by reaching toward higher challenges, such a person becomes an increasingly extraordinary individual.”

~ Mihaly Csikszentmihalyi

Coping with Uninvited Change

When Anna’s boss told her that she wouldn’t be getting JobKeeper because in the face of circumstances he was closing the business she was devastated. How would she support herself now?

Like many business owners, Mark had done the math and decided that it simply wasn’t worth the risk of relying on government to sustain the business. He gave her some sound advice along with the bad news:

“Anna, you’re a fantastic worker and you have more potential than you’ve ever let yourself realise. I’m stepping back to re-evaluate my life and work and determine what I could learn to make my next venture shock proof. I think you should do the same. Take the time that your redundancy pay gives you to think and study before you search for the next opportunity.”

Anna listened.

She carefully calculated what she needed to live on, cut back some expenses to stretch out her window, and invested her time in her own learning. We did one session together to explore her talents, interests, and potential and then she immersed herself in learning and developing the skills we had identified.

Each week she set aside some money to invest in her development and certification, but she waited to spend it until she had clear direction based on her research.

Within six weeks she landed a role that is providing her with experience in her chosen field as well as growth opportunities. Her new employer said that he selected her because she had demonstrated her willingness to invest her own resources in developing in that area and that success leaves clues… In her case a willingness to challenge herself rather than wait for opportunity to arrive on a platter.

#1 The Habit of Investing in Yourself

“Success leaves clues.”

One of those clues is your personal investment in your own professional or skill development. It doesn’t matter how long you’ve been in an industry, or whether you are a business owner or an employee, it’s easy to get absorbed in your daily work and forget to look outside your own business, industry, and current competency.

Developing the habit of setting aside time and money to invest in enhancing existing skills or developing new ones will ensure that you never become the ‘dinosaur in the office’ – the person who isn’t even aware of new trends, possibilities or technologies. You may not adopt them all, but you will have good reasons for your decisions and be able to explain the benefits of your choice.

When you have the mindset of growth and development, you will be prepared to meet new challenges and find new ways to add value.

#2 The Habit of Stretching Higher

Ordinary people coast along and rely on past achievements.

Extraordinary people reach for the stars.

Not only does an unending openness to ‘the next thing’ serve you well by keeping your idea bank fresh and full during stable times, it also prepares you to meet change and to act constructively in the face of challenge.

There are always more things to learn and do, new ways of meeting old challenges, and different avenues to explore. Developing the habit of growth will deliver you from mental and emotional boredom and sclerosis and help you maintain a youthful energy and enthusiasm.

#2 The Habit of Stretching Higher

In his famous book on Flow, Mihaly Csikszentmihalyi talks about increasing the value of the time you invest in learning or acting by removing distractions and other sources of friction. He also reminds us that flow is a habit that we need to cultivate, one that improves with training.

Here are four essential disciplines that will enable you to define and develop new habits and make them last – even when your world is falling apart:

  1. Definition: you know what it’s like to start a new habit – you set out bubbling with enthusiasm and certain that this is going to transform your life then reality sets in and you wonder if it will make a difference after all. If you define the habit and your expected outcome in advance, and refer to this definition regularly it will bolster your motivation and action.
  2. Commitment: set yourself a minimum timeframe to practice the new habit (66 days is apparently ideal) and don’t let anything come between you and your habit during that time. At the end of the 66 days you may want to re-evaluate the benefits and measure your results against your definition.
  3. Chaining: In the book Atomic Habits, James Clear talks about the power of linking a new habit to an existing engrained one eg. Get out of bed -> go for a run; stand up -> drink water -> deep breathing. This sets you up for success because you are already doing step one, and step two will quickly become a logical successor.
  4. Linguistics: The language you use to describe your habits and your relationship with them matters a great deal. When you are constantly using words that reflect compulsion or necessity (should, must, have to, ought to), you are programming your unconscious mind to find these things distasteful and difficult.
    That’s why 1. Definition is such an important part of creating and maintaining productive habits. Your definition will help you focus on why you are implementing this habit, and the outcome you expect and create a positive attitude towards your new habit.

Transforming Your Habits, Transform Your Life!

That’s not actually an overstatement.

Making and executing decisions takes an enormous amount of energy, will power, and brain power so it makes sense to conserve that power for key decisions and not fritter it away on everyday matters. Your habits become the path of least resistance and take over when you are busy, tired, or stressed… Why not create habits that support your life goals, rather than ones that undermine them?

Habit development is such an important topic that it figures in many of my business development and sales programs as well as my coaching and NLP training. I also run habit transformation programs a couple of times each year.

If you’re interested in how to build constructive habits and eliminate ones that no longer serve you, use the link below to join my email list and you’ll be notified when my next Habit Transformation challenge is scheduled.

Join My Email List

“Today you have the chance to ask: What’s next? And to answer that in a way that creatively plays to your strengths. Of course, you can also stay in your comfort zone…

And pay the price of complacency.”

~ Chandell Labbozzetta

The Speed of Change

This has been an extraordinary year, but don’t let the drama of 2020 blind you to the radical changes that have been taking place all around us for several years and the possibilities they hold for the future.

A few months ago Peter Diamandis and Steven Kotler published their latest book, “The Future is Faster Than You Think” in which they talk about the converging technologies that are transforming our world at an unimaginable speed. The book is worth reading if you are feeling complacent about where you are today and what you have already achieved.

Here are a few interesting facts to reflect on when it comes to the future:

  • Almost all the companies profiled in the business school bible “In Search of Excellence” of the 1980s and 90s are no longer in existence.
  • Since 2000, 52% of the Fortune 500 have either gone bankrupt, been acquired, or ceased to exist.
  • Today, the world’s largest media company does not create any content; the world’s largest taxi company owns no cars; and the world’s most valuable retailer has no inventory.

If those facts don’t make you stop and wonder what’s possible for you, then they should.

Business, Career and Future Proofing in a World of Change

One of my Confident Conversion graduates has taken the idea of playing to her strengths and making her own rules to double her income in the past 6 months by focusing on the things she does well and delegating or dropping tasks she doesn’t enjoy.

Like Uber, Facebook, and Alibaba she stopped looking at what everyone else in her industry was doing and asked what was possible for her to accomplish and then shaped her own reality around those goals.

You may not want to be the ‘biggest’ anything and that’s fine… But if there’s one thing we’ve learned this year, it’s that addiction to comfort may be our biggest threat to survival so we need to rethink our approach to business and career and focus on:

  • Learning new skills,
  • Evaluating existing skills and modes of thought,
  • Searching for new technologies and opportunities that are revolutionising your industry.

Complacency is always dangerous. Now it’s a death sentence

Selling Yourself

If you were brutally honest with yourself, why would anyone (employer or client) hire you?

If you don’t have a persuasive answer for that question, then you have some work to do.

It’s increasingly clear that most people are far less interested in your qualifications than in your  network, motivation, experience, and skill-development potential. This is a completely appropriate response to the rapid pace of change.

The good news is that, in many fields, you can create opportunities for yourself through self-directed learning and by demonstrating your openness to new technologies and methodologies. A growth mindset (as described by Carol Dweck) is one of the biggest selling points because it demonstrates that you are open to evaluate (rather than mindlessly adopt) something new. When this is balanced by passion, proven diligence, deep thinking, and perseverance, then you become worthy of consideration.

So,…

Can YOU demonstrate those qualities?

And if not, what do you need to do and learn to be able to showcase your credibility so that you open doors to the future.

In my book, Confident Closing: Sales secrets that grew a business by 400% in six months and how they can work for you! I made the comment “We’re all in sales now whether we like it or not.” That sentence attracted a lot of negative feedback from people who think of sales as sleazy or pushy, but it’s really not a question of “Will you sell yourself?” But of “How will you sell yourself?”

Once you come to terms with that reality, you discover how important it is to work on your selling skills for the new era.

Making a Plan for the Next Stage

What is next for you both personally and professionally?

If you threw out all your existing blueprints, what would you love to do that would have value to others?

How could you do it in a way that was insanely profitable?

The end of the year is always a good time to re-evaluate your goals and dreams, and a disruptive year like we’ve just had is a particularly important time to do so.

“Do not judge me by my success, judge me by how many times I fell down and got back up again.”
~ Nelson Mandela

“Now is the only time you have to get back on track and work towards success.”
~ Teresa Labbozzetta

Why Do People Wait Until New Year to Create Change?

A few weeks ago, Andrew was panicking about his cash flow and sales. His team just weren’t closing the deals, all their most promising prospects had muttered excuses about ‘waiting until January’ to move forward, and he didn’t feel as though he could count on the outcome.

“I can’t afford to just sit around and wait and hope that things improve in January, Chandell. You taught me that. But I don’t know what else to do! If you think you can help me, I’d like you to start working with my team ASAP.”

If you’re in business, I’m sure you’ve heard this kind of response before and wondered what is going through people’s heads when they make that comment. After all, a successful business demands a proactive approach.

When I hear these words, I have a series of questions that help me discover what’s behind the delay and identify the real reasons. After all, if you’re seriously considering a key business purchase that will increase your profits or effectiveness in November, why would you wait until January to do so?

On the surface that suggests that either:

  • You aren’t sure about the value; or
  • You aren’t sure if you can afford it.
  • Neither of those issues are timing issues.

Here’s the question I worked on with Andrew’s team in our first sales team training.

Why Do People Wait Until New Year to Create Change?

We spent some time together working through scenarios and asked some hard questions about the clients, about the product they were selling, about outcomes and values, about handling objections, and about attitudes and beliefs. After that, Andrew’s team went back to those promising prospects again using an approach that we worked out together and closed 5 new clients – an even higher percentage than he had hoped for – and then moved onto some of the ‘not so hot’ prospects and got some results.

Suddenly, the end of the year looks extremely profitable and he’s looking forward to celebrating rather than worrying over whether his cash buffer will last until business picks up in February.

I teach this same method of building value and presenting your sales proposition in my Confident Conversion course and clients are astonished at how it increases their conversion rates even though they haven’t changed anything about the product’s price or elements, they’ve simply helped prospects see what not making a decision is doing to their business.

Why Not Now?

As I write this, we’re half way through November and many business owners and sales teams have already given up for the year. To be honest, that says more about them than about their prospects. Some of my clients do have highly seasonal businesses, but they don’t just sit around waiting for the next season to roll around. They are taking action in season and out of season… and it shows in their balance sheet!

Honestly, it’s mentally refreshing to start again on January 1st and I’m a big proponent of monthly check-ins to measure where you are against your goals and reset whenever necessary, but every week is a new week, every day is a new day.

So… If you need to dig in and finish a project, or you need to accelerate your sales to meet targets…

Why not now? Today?

What Are You Going to Do to Create What You Want?

“What do I need to do to make the next 2 months the most profitable and encouraging ones I’ve had this year?”

Last week I was talking to Jenni who was overwhelmed by the work she still needed to accomplish on a project. It felt impossible and, as a result, she was procrastinating and making things worse.

We sat down together virtually, discussed the project and problem, and did some Time Line Therapy® to clear away some of the mental blocks. She still needed to do the work (and because of her procrastination that involved some late nights), but once the miasma of inertia was swept away she was shocked at how smoothly it went.

When I talked to her after the weekend the project was completed to her exacting standards and she was on track with the next milestone as well.

Just like Andrew’s sales team, all it took was a mental reset, some hard thinking, and strategic work to get results that were way better than Jenni expected.

That’s true of almost any goal you set, or milestone you need to reach and the longer you delay taking action, the worse your problem becomes.

What are you putting off?

What investment, project, or goal are you delaying as you wait for a better time?

Just STOP IT! Now.

Confident Conversion: 90 days to More Cash, More Clients, More Impact

You may already know what you need to do, but lack the confidence and skills to move forward… Or perhaps you are confused by all the possibilities and not sure of the next steps. Confident Conversion is designed to address both the practical and mindset issues that are standing between you and the income and profits you would like to see.

If you’d like to take action today and reach your goals faster, then check out my online program. Like Andrew and Jenni, the answer may be simpler and results faster than you ever dreamed was possible.

Learn more about Confident Conversion Online

“Start with the problem they already know they have – especially when you’re talking to gatekeepers.”

~ Chandell Labbozzetta

Life Without Gates and Fences

One of the things people complain about these days with so many people working from home, is that it’s harder than ever to get past gatekeepers.

It’s not actually a new problem because over the past few years many sales people and business owners have found that it’s increasingly difficult to talk to the decision-makers and get them in the room for a presentation. In fact, it may not be a problem at all – if you use this behaviour to your advantage.

Think for a moment about life without gates and fences. You would have a constant onslaught of demands, messages, opportunities, and so on and you would never get any of your own work done because you would be at the mercy of OPE (Other People’s Emergencies) – and some of your colleagues may work that way. However, if you’re not in customer service you should have gates and fences around your own time, energy, and availability and I assume that you already do.

Imagine the decision maker who doesn’t have anything stopping the onslaught of messages. Unless you are a business or development coach that probably isn’t someone you want to work with because you already know a few things about them:

  • They are easily distracted;
  • They are inundated with options;
  • They are probably not going to be fun to work with.

AND…

If you are looking for coaching clients then you absolutely need to make certain that the person with no gates or fences in place wants to change that situation and is fully aware of the price they are paying for their ‘open door’ policy.

In my experience, the person with an effective gatekeeper makes a fantastic long-term client once you have the opportunity to talk to them.

Entering the Conversation in Their Heads

One of my team members has the amazing gift of solving problems I didn’t even realise that I had. She makes my life so much easier because she anticipates problems in advance and solves them for me.

That is an awesome gift for a team member, and I hope that each of you has someone just like her, but it’s a terrible sales tactic!

That’s what gatekeepers are there for: to help you solve the problems you already know you have.

Here’s the reality:

  • Prospects are busy.
  • Their receptionists are busy too.
  • Your call is seen as an interruption.
  • Unless…

You are able to enter the conversation they’re already having in their head and demonstrate that you can solve a problem that is top-of-mind – their mind, not yours!

When you do that in your opening sentence, suddenly you find yourself talking to decision makers and prospects almost 100% of the time. You may not always get a sale, but you’re far closer to one than you can possibly get if you never get past the gatekeeper and no-one returns your voicemails.

Open Doors and Invitations to Engage

In a recent Mastermind we were talking about this problem and I shared my own, virtually infallible method of handling this situation.

Another participant laughed and said, “Yes. I remember when you used that to get to me. My very well-trained PA put the call through and said that I had to take your call now… And I’m so glad she did!”

You see, my elevator pitch and sales system was designed to open doors to people who were already wrestling with the problem I solved. I learned this strategy back in the days when I was the star sales representative and then led the highest performing teams in the corporate world. My colleagues were amazed at my call to appointment rates and shocked at my close rate. I knew that if people didn’t respond to my pitch, they were either not going to buy at all, or they were going to be difficult clients.

I even had a voice mail message that got me a high percentage of call backs.

You Do Leave Voicemails Don’t You?

Many gatekeepers and professionals have a habit of blocking unknown numbers if the caller doesn’t leave a voicemail… And a great many people have developed the habit of letting calls go to voicemail if they don’t know who is calling.

An intriguing voicemail message that resonates with your ideal client enough that they call you back when they are able is an extremely effective sales tool. It means that they are calling you, and that they have enough interest in your product to do so.

This is one of the most popular modules in my Confident Conversion online course. Students find the simple technique I teach for crafting a voice mail that will get people to call you back more than pays for the price of the course… AND, it makes calling prospects fun!

Confident Conversion Online

Life Puzzle’s Confident Conversion group study course has proved its effectiveness over and over again. Over the past few sessions we’ve had people from all over the world sign up just so they could listen to the recordings, and we’ve had other people ask if they could start right away.

In response to this interest, we’ve made a self-study version available for you to start when you’re ready, and complete at your own pace. The popular group study versions will run twice a year with strictly limited number to ensure that every participant gets the personal attention they want.

For more details visit: https://bit.ly/CC-90days

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.”

~ Estée Lauder

Do You Believe in What You Are Selling?

One of the biggest consequences of our Melbourne lockdown right now is the fact that I can’t visit my chiropractor because I really can’t justify my situation as a health emergency.

It has made me reflect on the benefits of a smooth selling process.

You see, Ashley doesn’t ask me what I want him to do each time I show up to an appointment and he doesn’t ask me how often I want to visit. He’s not all that interested in my preferences… just my outcomes.

We have the discussion about my goals at the start of each series of appointments, then he tells me what I need to do and how often I need to show up at the clinic for an adjustment. Beyond that, he has his own ways of measuring my progress toward those goals and he tells me how I’m doing on his scale.

When I’m ‘too busy to show up for appointments’ he tells me exactly what he thinks about my attitude to my health and what the consequences will be.

He’s usually right.

Is he thinking about how to increase his sales volume or is he thinking about my health and wellbeing?

To be honest, it doesn’t really matter what he’s thinking because the difference that a proper adjustment makes to my mental and physical health is dramatic. Post-adjustment my ability to handle stress rises, my focus improves, and I’m able to make better decisions and deliver better work.

The same is true for your prospects!

They simply don’t have the knowledge and expertise to make adequate decisions and they have a vested interest in downplaying their needs unless they are fully aware of the gravity of their situation.

If you believe in what you are selling, you will make your life much easier if you only create options that fulfil your customers’ real needs and if, like Ashley does, you are prepared to say, “No. I cannot deliver value on that basis.”

Are You Presenting to People who Need Your Solution?

The most important reason to qualify your prospects is so that neither you nor they are wasting time. Have you ever seen the offer of a free consultation and thought, “I don’t know if it will be worth my time even if I don’t have to pay.” It’s a compelling argument.

I have a string of qualifiers before I let people register in my courses (especially where there is group interaction involved) because I’m not really interested in having people who simply pay me. I want people who are investing in themselves and who will benefit from the solutions I offer.

Does that seem too hard?

It’s actually more a question of calling out the problem you solve loudly and clearly. Your solution may be fantastic, but if the people you offer it too don’t yet feel the pain of that problem, then they are unlikely to purchase.

There’s more to it than that, and I teach the details of helping prospects feel their need in Confident Conversion: 90 days to More Cash, More Clients, More Impact my online course but the essential thing to understand is that your prospects have many problems and so they need to solve them sequentially. If the problem you solve isn’t screaming at them every time they turn around, they’ll focus on solving something else first.

When you crank up the volume on their pain, they are prepared to step onto your sales slide.

Have You Found a Way to Make the Abstract Visible?

One of the people in a recent Confident Conversion: 90 days to More Cash, More Clients, More Impact group session had a problem. The benefits of her service were rather abstract and she was struggling to help prospects feel the pain and see the results so that they would commit.

Many businesses face this challenge – both those which are service and those which are product focused. The craft of selling likes in helping them make connections between things they can see and feel and those that they can’t. Once you’ve done that, price becomes irrelevant.

Last week I was talking to a business owner who has recently started working with clients in the US. He was shocked to receive a tax bill from the IRS for over USD$9,000 and he ended up seeking additional advice from an accounting firm that specializes in both Australian and US taxes. The difference between what his current accountant charges and what this expert charges is stunning, but the fee paled in comparison with the appeal of making the problem go away.

His account of the sales conversation was a study in how to turn an abstract “this is what the IRS thinks I owe because of X,Y, and Z, but I’ve calculated it as $0.00” into a clear picture of two very concrete choices that contrasted misery and joy.

Ashley (my chiropractor) does it, too. His sessions are bookended with an analysis of what I’m experiencing and at each session he reflects back to me how I was feeling on my previous visit. He has even managed to turn the spinal visualisation into a kinaesthetic connection that reinforces the value of regular sessions for my overall health and peak performance.

Every business must do this if they want to sell more easily… including yours. And, in over 20 years of working with sales teams and business owners, I haven’t yet found one for which this couldn’t be done.

How Will You Make Your Value Tangible?

These three elements will completely transform your prospecting and sales presentations and set you head and shoulders above your competition. When you sit down and do the work, at first it seems too hard, but then ideas start to flow, and results start to show.

It is one of those activities in which you do the work up front and quickly see the results show up downstream, but it won’t happen if you don’t put the time and effort into thinking through all the steps and elements you need to include.

Once you do the work, though, the results are similar to wielding the proverbial magic wand… So what’s stopping you?

“Each problem that I solved became a rule, which served afterwards to solve other problems.”

~ Rene Descartes

Critical Thinking and the Statement of Your Problem

Sally had just received a warning that for the third week in a row she had missed her sales targets and was required to attend a coaching session. Her boss had hired me as the outsourced sales manager because as she put it, “I can monitor sales results, but I don’t seem to be able to change them. I need someone to train and manage my team for me, without having a full time employee.”

Sally was feeling defensive when we started our session. She had a list of reasons why she hadn’t achieved her targets:

  • Offices were closed and people working from home;
  • Economy was tight and uncertain;
  • Everyone else’s sales were also lower;
  • Struggles of working from home;
  • Personal issues…

It all added up to: “None of this is my fault.”

I could see her point. Actually, that was a large part of the problem. She was bringing her emotional perspective into the problem rather than thinking critically about what her real problem was, and how to solve it.

Andrew had a similar problem except, in his case as the business owner, it wasn’t a question of an external reprimand that kept the problem top-of-mind. The problem was reflected in his bank balance and cash flow issues. He came to me and said, “The clients I get argue over every item on the bill and there just aren’t enough of them to cover my costs and make this worthwhile! What am I going to do?”

Notice that Andrew, as a business owner, was looking for a solution, where Sally (the employee) was mostly complaining about how unfair it was to be held to account for her performance in tough times.

BUT… They were both looking in the wrong place for the solution.

Exploring Solutions Means Analysing the Problem

In another blog IF You Can’t Solve a Problem with the Same Thinking that Created It, THEN… I talked about the reality that you cannot solve a problem with the same level of thinking that created it. In this one, we’ll dive down into specifics.

When I asked Sally some questions about her situation and her sales results I discovered some interesting information.

  • She only knew about her sales rates when she received the weekly sales statistics;
  • She was feeling somewhat isolated and abandoned working from home and missed the face-to-face interaction and daily encounters of office life;
  • She had no clue how any of her colleagues were doing;
  • She had a lot of things going on in her life at home;

However, the key to her problem wasn’t any of those things…

The real issue lay with the actions she was taking (or not taking) on a daily basis which were reflected in her sales results. That gave us a clear plan of action… IF she wanted to change because the problems we needed to address were UPSTREAM from the presenting problem of too few closed sales.

Andrew’s problem was very similar, he started out looking for ways to remove clients’ resistance to paying appropriate prices for his services and realised that the problem lay in his process for attracting clients.

Openness to Change

You’ve probably already identified the real challenge that comes when you correctly identify the problem and track it to its source: Resistance to change!

When I talked to Sally and her boss (and the other team members) about ways of highlighting both activity and outcomes so they had ongoing feedback, they weren’t sure about that kind of change.

We plotted the sales process and highlighted the activities that preceded the sale – looking at percentages and numbers: the change felt uncomfortable.

We talked about alternatives for creating interactions while working out of the office, and different possibilities for making sales presentations. There’s already so much change that we can handle any more…

Andrew had a similar response.

He had a steady stream of clients coming from his existing efforts (even if they did all pressure him about prices, complain constantly, and pay late). He was afraid that any change would upset that balance.

Eventually, they both agreed that the price of stasis was higher than the price of change so they took action.

Formulating an Effective Solution

In the process of working through this, both Sally and Andrew learned how to use some important questions and critical thinking tools that they could use in other situations.

The process of digging beneath the superficial presenting problem to find out more about it became a rule that they were able to apply to refine their approach to personal problems and other business problems.

Realising that the problem they were facing might not be the problem at all, but just a symptom of another problem provided a whole new approach.

Confident Conversion: 90 days to More Cash, More Clients, More Impact

Some coaches like to view their client’s problems as discrete issues to be solved one by one. My approach is different. I like to empower my clients by giving them the tools and skills to apply the process from one problem to another.

In high school trigonometry, I was stumped by transformations.

When my teacher helped me work out an equation using cos, sine, and tan and explain how all the equivalencies worked for one problem, I was stumped when the next one looked different. It was years before I realised that my problem wasn’t that I couldn’t do the mathematics, it was that I didn’t have the right questions to step me far enough back to identify the core similarities and apply a process to them.

Sure, some kids could instinctively see the patterns and work out the transformations, but there were plenty like me who couldn’t do that.

One of the goals of my Confident Conversion: 90 days to More Cash, More Clients, More Impact program, is to give you the tools to solve the business and career problems by sharpening your critical thinking skills. You may choose to have a coach as well (I highly recommend that), but you will also find that suddenly, when you solve ONE problem, you can see the way to solve a handful of OTHER problems that you had thought were unrelated.

If you’d like to learn more about our new self-study program, go to https://bit.ly/CC-90days

“One reason that it’s helpful to talk about your problems with someone else is the unique perspective they bring to bear on it. Did you know that you can teach yourself to do this without the help of someone else? You can. It’s one of the most useful skills I teach.”

~ Chandell Labbozzetta

You Need to Discover New Ways of Thinking and Defining Problems

You may have heard the story about the group of people who were blindfolded, then taken over to an elephant and asked what they thought it was. As they crowded around the elephant, each person described it based on the particular part they could feel. Even though they were all accurately describing the element they were close to, they did not have a clear picture of the whole animal.

Problems in any area of life are like that – including business problems. We see the problem from our own perspective, and we feel it’s effects, but we can’t see all round it. In addition, we’re also often caught up in an emotional response to the existence of the problem in itself.

We’re often just like the people with blindfolds on who were confronted by the elephant when it comes to problem-solving. We see one part from one perspective. Often, that perspective is the reason the problem exists in the first place.

For example, Jim struggled to get his employees to arrive at work on time. He called me and invited me to help him solve this problem. As he described the problem, people were always arriving late, shifting deadlines, making excuses, and generally not acting responsibly.

We arranged to meet at a café at 8am to discuss the situation before heading into the office. At 8:10am he called to tell me he was running late and would be there in 5 minutes. At 8:45am he received a message on his phone from Sam, his accountant: “See you in fifteen minutes.” A quick check on his calendar revealed that he was double booked.

I looked at him as I stood up to leave. “I’ve just solved your problem, Jim. Your staff members may have a problem. You most certainly do, and I’m willing to bet they’re just following your example. Until you sort out your disorganisation, I don’t think you can ask much of your staff.”

Jim did not have a clue that he had a problem until I pointed it out to him. Even worse, as long as he was misdiagnosing the problem, he didn’t have a hope of solving it. When we met the following week, he looked at everything from a completely different perspective.

Calling a consultant or coach doesn’t have to be your first step in finding a solution. You can start to identify the problem yourself using the steps that follow.

Chunk Higher...

People naturally approach problems at varying levels of abstraction. You may be a naturally abstract thinker or a naturally detailed thinker. There’s no right or wrong about it, but you want to be aware of your own tendency because it will affect the way you:

  • Perceive Problems
  • Define Problems; and
  • Solve Problems.

Many people focus on a specific problem (like Jim’s frustration with unreliable employees). As long as Jim was focused on the behaviour of his employees, he missed a fundamental part of the problem which was his own elastic approach to time and appointment commitments.

By asking the questions:

  • For what purpose? And
  • What is this an example of?

you can discover more about what is really going on and where the cause of the problem lies. If you are naturally an abstract thinker, then there is a high probability that you will only discover what you already know, so you need to…

Chunk Lower

Some people instinctively frame problems in universal abstractions (like ‘world peace’, and ‘climate change’, ‘racism’, ‘gender stereotypes, etc). When you do this it’s very had to find solutions at a day-by-day level.

The other side of Jim’s problem was that he was looking at a soup pot of all his employees, every day, in every way. As we dug into his problem later on, it was clear that there was a subset of his employees who meticulously fulfilled their obligations, and a growing number of employees who did not. In order to solve the problem, we needed to delve into the details and ask questions like:

  • What or whom specifically are we talking about? And
  • What are specific examples of this?

These answers will help you identify the extent of the problem more accurately. If you already think in a detailed fashion then you may become overwhelmed and need to chunk higher to uncover the insights you need, or even…

Chunk Sideways

You’ve probably heard of lateral thinking and its modern founding father, Edward do Bono. Looking at problems from the side, or chunking sideways, is one of the most challenging approaches for most people.

As we looked at Jim’s problem with organising his own time and honouring his commitments, he realised that it showed up differently in many areas of his life as well. It wasn’t just a question of switching calendar apps or time management tools or activating louder and more persistent alarms. Nor was it a question of changing just one kind of unreliable behaviour. It was showing up in multiple areas of his life.

Jim had an unusually powerful desire to please people, so his first response was always “yes.” In addition, he was incredibly optimistic about how quickly he could accomplish tasks and how much he could fit into his life.

It wasn’t until we asked the questions:

  • What are other examples of this? And
  • Where else does this show up?

that we realised how widespread the problem was and what it would take to solve the problem.

The really exciting part is that once Jim grasped this approach, he was able to use it to solve several other problems that had been bothering him for years. In fact, a few months later, he was able to help his daughter apply the same approach to her schoolwork and transition from a struggling C-student, to a stellar A+ student at the top of her class.

Confident Conversion: 90 days to More Cash, More Clients, More Impact

This cornerstone program isn’t your standard business growth course that focuses purely on tactical and strategic elements. In addition to those essential elements, our goal is to provide you with the mindset and thinking tools that give you new ways of analysing and solving problems.

You can discover more about it at https://bit.ly/CC-90days

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