by Helena Escalante | Creativity, Growth, Mindset, Resources, Tools
TODAY’S IDEA: Waiting for the other shoe NOT to drop
Sometimes it seems unavoidable. An undesirable thing or event is about to happen. It’s inevitable, we’re waiting for the other shoe to drop.* But does it have to drop?
“What if the ‘other shoe’ doesn’t have to drop? Instead, what if the other one rose? What if the first shoe sent down a rope for the other? What if when things went well, you were creating a baseline from which to soar higher? What if things never went backward? What if when you ‘lost’ something, it was always an invitation to expand your love, expression, or sense of identity? Your life moves in one direction always. It’s always giving you the chance to grow. What if things could get better than your best experience ever?”
ACTION
TODAY: Is there a part of your life where you are waiting for the other shoe to drop? What if it didn’t? What options are there to move you upward and onward? Brainwrite some ideas for other preferred outcomes: you’ll see that there are always different options. And with a bit of creativity, they can turn out to better than we could have ever imagined!
FUTURE: Know that you always have the choice to change your mind, see things differently, and look for alternatives. Same as above, when it seems that something is inevitable, take the time to brainwrite some ideas for other preferred outcomes. This creates a shift in mindset and will enable you to seek more favorable options. Then find the resources (ask your network) for the best possible outcome to happen.
Know someone who’s waiting for the other shoe to drop and who could welcome other options? Do them a favor and please share this post with them via
email,
Facebook or
Twitter, thank you!
*For our international Gurupies**: “waiting for the other shoe to drop” is an expression in the U.S. that means, “to await a seemingly inevitable event, especially one that is not desirable.” The phrase originated “in New York City, and other large cities, during the [housing] boom of the late 19th and early 20th centuries. Apartments were built, similar in design, with the bedrooms located directly above and underneath one another. Thus, it was normal to hear a neighbor removing their shoes in the apartment above. As one shoe made a sound hitting the floor, the expectation for the other shoe to make a similar disturbance was created.” (Source: Wiktionary)
** Gurupie = blend of guru and groupie = how I fondly refer to the EntreGurus’ community, because we all follow the ideas of the gurus.
by Helena Escalante | Growth, Leadership, Mindset, Opportunity, Planning, Resources, Sales, Tools
Estimated reading time: 4 minutes, 30 seconds.
TODAY’S IDEA: The listening matrix
— From Dynamic Communication: 27 Strategies to Grow, Lead, and Manage Your Business by Jill Schiefelbein
We’ve talked about listening before (here and here), but always focusing on you: how you listen and how you can listen better. But have you ever stopped to think how others listen to you? This is especially interesting in a business setting, when you need your listener to take action (sign the dotted line, for example).
In Dynamic Communication, Jill Schiefelbein broke down the listening modes into a very handy matrix to understand how people listen. “In order to move people to action, you need to understand how they are listening to you. […] Are they listening for information, or are they listening for knowledge? The answer is the difference between action and inaction—making a sale or missing an opportunity… People who listen for information do not decide. People who listen for knowledge decide.”
The listening matrix is a four-stage continuum: stages one and two comprise the time when people are listening to gather information; stages three and four comprise the time when people are listening to acquire knowledge and make a decision. The goal is to move the listeners from any of the first three stages towards stage four so that they can take action, whatever form this action may take (buy, go, do, donate, vote, enroll, etc.). The examples below are mainly focused on sales, but you can adapt them to whatever situation you need where the goal is for the audience to take action.
This is what the matrix looks like:
INFORMATION [1: The Writer → 2: The Thinker] → KNOWLEDGE [3: The Interpreter → 4: The Decider]
Stage One: The Writer
The writer is simply taking notes and collecting information, but is not there to make a decision. “Transitioning your audience from a writer to a thinker… can be done with a relatively simple line of questioning.”
- What do you think about [insert topic]?
- What is your opinion on [insert topic]?
- What are your feelings on [insert topic]?
- What is your view on [insert topic]?
- What is your perspective on [insert topic]?
Stage Two: The Thinker
At this point “your audience is still listening for information, but they may ask questions to clarify facts, figures, details, etc.” Once they take a breather from their notes, you can further engage them with these questions:
- What do you know about [insert subject]?
- Would you share with me what you know about [insert subject]?
- What does your company know about [insert subject]?
- How do you see that process working for your business? (This question is not designed for a yes/no answer; it’s used to generate further discussion.)
Stage Three: The Interpreter
Your audience is past the Information half of the matrix and is on to the Knowledge half. At this stage is when your audience “starts to interpret how something will apply—its consequences, its benefits—in their business.” By asking the following questions you will gain intel that will enable you to understand how your audience will adapt your information to their context. Schiefelbein says, “Remember, knowledge is information applied.”
- How would your business change if…?
- What would it look like if your organization used…?
- How would your job be easier if…?
- What would be the best outcome for you if…?
- How would you react if…?
- What would it take for this to work in your…?
Stage Four: The Decider
“Your success at this stage will be determined on how well you’ve connected with your audience and how well you articulate your request… Your job in this stage is to get the action.” Here are the questions that will help you get there:
- Can you see this working for your business?
- Do you see this meeting your needs?
- Are you comfortable recommending this to your board?
- Is this solution within your budget?
- Do you want to get started today?
- Is this something you feel your sales team could benefit from?
- Shall we talk about some solutions that we can work on together?
“No matter what, at this stage you need to get a “yes” or “no” and move to the next step of the relationship.”
ACTION
TODAY: Pay attention to the stages that your listeners are in, especially if you are having any conversations that require action. Adapt the questions above to move your audience to the next stage until they agree to take the desired action.
FUTURE: Adapt the questions above for your desired outcome whenever you are going to have a conversation where you need to move your audience from The Writer to The Decider. Document what works best for you and keep it as handy reference to use in a future. Don’t be afraid to test out new questions according to your project or situation. Once your audience takes the desired action, celebrate your success! And send me an email to let me know, I’ll be cheering for you. 🙂
Know someone who could benefit from this info? Please share this post with them via email, Facebook or Twitter, thanks!
P.S. – If you are in New York City next Monday, April 23 and want to meet Jill Schiefelbein (she is lovely and brilliant), she will be speaking at the same event as I: Unlearnings Live. This is a two-hour event to help you expand your world, your thinking, and the actions that make your work urgently important. Unlearnings Live is going to provide you with ideas to clear out any negativity surrounding you and create amazing environments that inspire your important work to scale. This will be an opportunity for your story to be told and for your ideas to be put into action. Please join us, we’d love to see you there!
by Helena Escalante | Collaboration, Mindset, Networking, Tools
Estimated reading time: 3 minutes, 2 seconds.
TODAY’S IDEA: Skills alone won’t make you a success
— From Build Your Dream Network: Forging Powerful Relationships in a Hyper-Connected World by J. Kelly Hoey.
The Internet is a fantastic resource that has made the world smaller, larger, wider, flatter, more connected… or however you prefer to see it. As more people have access to more resources, products and services, we must reexamine how we go about making our ideas and skills known.
Kelly Hoey*, author of Build Your Dream Network, says “these truths might make you either uncomfortable or really excited:
- Everyone is an expert.
- College degrees can be bypassed.
- Anyone can start a company—anywhere.
- Meritocracy is [bogus].”
Because if this, there is more competition at all levels and in all areas, and skills alone do not make us marketable anymore. That is why building and keeping a network is of utmost importance: “it’s the ideas without a network that don’t launch, scale or sell.”
Hoey goes on to say that “the new question is not what you know but Who knows what you know?” It’s important to clarify that this question is not about who your competition is, as in who knows the same information and has your same skills. Not at all. The question is “Who knows that you do what you do better than anyone else? Who has heard your unique point of view? Who knows what product you’re developing or passion project you are pursuing?” Another way to phrase it would be, who knows what your ideas and skills are, and what you are doing with them?
All of this is to say “your skills and expertise need an audience. […] Great ideas, and great opportunities, have networks behind them. Active networks of champions, fans, enthusiasts, early adopters, influencers—people interested in the success of the ideas’ creators.”
“New ideas don’t come to life at arm’s distance; they emerge from an embrace.”
In sum, “when you know people, and those people know what you do, success knows how to find you.”
ACTION
TODAY: Do people know what you do, what your skills are and what you are doing with them? What project of yours needs an audience? And who is that audience? Don’t be afraid to ask for help among your circles. Connect with someone to that effect today. This may be a good opportunity to reconnect with someone who can help or to ask for someone’s personal or professional opinion. People always welcome requests for help and make them happen if they can. Never underestimate the joy that helping someone else brings, I’m sure you’ve felt it, and it’s the same feeling for the people that care for you and are willing to help. Let them!
FUTURE: Make a habit of scheduling time in your calendar for networking. Whether it’s in person, by phone, or by yourself devoting the time to sending emails to say hi or sharing info that can be of interest to your contacts. Let them update you on what they’re up to, and don’t forget to update them about you! It’s important that they know what you are doing, what you’re interests are, what you’re looking for and where you need help, so that your network can work to your benefit. I’m sure you would do the same for them, wouldn’t you? With each visit, call, email or other touch points you are planting seeds of goodwill that will grow and be mutually beneficial.
Know someone who needs to build an audience for his/her skills? Please share this post with them via email, Facebook or Twitter, thank you!
* Here are other related posts from J. Kelly Hoey’s book: Networking is everywhere and It’s the intention that counts. Also, I had the honor of interviewing Kelly last year, here’s the video.
by Helena Escalante | Collaboration, Goals, Growth, Habits, Leadership, Mindset, Tools
Estimated reading time: 3 minutes, 52 seconds.
TODAY’S IDEA: Four-letter words
— From REWORK: Change the way you work forever by Jason Fried and David Heinemeier Hansson
“There are four-letter words you should never use in business,” say Jason Fried and David Heinemeier Hansson in their book Rework. No, they are not referring to those four-letter words.* They are talking about need, must, can’t, easy, just, only and fast.
At plain sight there’s nothing wrong with the words, I’m sure we’ve all used them. What we may not have noticed was the impact they had on the person on the receiving end. Yet we can probably remember one time or another when we were on the receiving end of those words ourselves, and how we didn’t like the way they made us feel…
The words by themselves are not inherently wrong. But sometimes, in the course of collaborating with others, “these words get in the way of healthy communication,” say the authors. “They are red flags that introduce animosity, torpedo good discussions, and cause projects to be late… When you use these four-letter words you create a black-and-white situation. But the truth is rarely black and white. So people get upset and problems ensue. Tension and conflict are injected unnecessarily.”
So, what’s wrong with these words?
Need and Must: “Very few things actually need to get done.” Instead of saying that something needs to get done or something must be done/added/changed/etc., the authors suggest saying “‘What do you think about this?’ or ‘How does this sound?’ or ‘Do you think we could get away with that?’” Need and must place an undue amount of pressure because the person on the receiving end naturally perceives or else after those words are used. Engage in a meaningful, inclusive dialogue with the other person, and you’ll both find a solution for whatever you are trying to accomplish.
Can’t: “When you say ‘can’t’ you probably can. Sometimes there are even opposing can’ts: ‘We can’t launch it like that, because it’s not quite right’ versus ‘We can’t spend any more time on this because we have to launch.’ Both of those statements can’t be true. Or wait a minute, can they?”
Easy, Just, Only and Fast: These words become a problem when they’re used to describe other people’s jobs without knowing what it entails: ‘that should be easy for you to do, right?’” Yet rarely the people on the receiving end describe their tasks as easy. And even if the actual task were technically easy, it may not be all that simple or fast to implement, or the person may not have the time to devote to it right when you want it. Easy, just, only, and fast, when applied in this context (oh, but it’s only a minor change, just to this part of the presentation, it’s nothing major, should be super easy and fast for you since you are the expert at this…) disempower and diminish the importance of the work of others; and do not give them room to provide the best solution according to their experience and expertise.
The authors also warn against these words’ cousins, the absolutes: everyone, no one, always and never. “Once uttered, they make it hard to find a solution. They box you into a corner by pitting two absolutes against each other. That’s when head-butting occurs. You squeeze out any middle ground.”
Lastly, we should also watch out for all these words when someone strings them all together because they come with many assumptions that may not have been fully pondered: “We need to add this feature now. We can’t launch without this feature. Everyone wants it. It’s only one little thing so it will be easy. You should be able to get it in there fast!”
ACTION
TODAY: When collaborating with others, think about the words you use and how you are coming across. Is there a better, gentler way to include the other person in the solution? Or, if you are the one on the receiving end, be empathetic, as the other person may not know the impact of these words (how about sharing this blog post with them?). Yet, once you are aware of what is happening, include yourself in the solution by sharing your knowledge.
FUTURE: Make it a habit of being aware of the way you think and the things you say. Sometimes, for the sake of efficiency, we tend to eagerly push through with best intentions, and don’t notice that that there may be damage left in our wake. Avoid using these four-letter words in the contexts described above and involve others in the solution: collaboration and willingness to reach the goal are key.
Know someone who uses these words without knowing the impact they have on others? Please share this post with them via email, Facebook or Twitter, thank you!
* For our international gurupies** whose native language may not be English, or for those of you who are reading this through translation technology: “The phrase four-letter word refers to a set of English-language words written with four letters which are considered profane… The ‘four-letter’ claim refers to the fact that a large number of (but not all) English ‘swear words’ are incidentally four-character monosyllables.” (Source: Wikipedia)
** Gurupie = blend of guru and groupie = how I fondly refer to the EntreGurus’ community, because we all follow the ideas of the gurus.
by Helena Escalante | Creativity, Goals, Growth, Leadership, Mindset, Tools
Estimated reading time: 2 minutes, 50 seconds.
TODAY’S IDEA: Purpose is a force and passion is fuel
— From Creative On Purpose: An Innovative Approach to Professional Artistry by Scott Perry
If you’ve ever wondered what is the meaning of life and what you are supposed to do with it, very likely you’ve come across the myriad articles, books, and videos offering advice and help.
“Most of it is pretty bad,” says Scott Perry, author of Creative on Purpose. “Here’s the worst advice of all: ‘Follow your passion’.”
Stop right there. Whaaaaaaat?! This is exactly what most of us have been told all our lives.
“Passion is poorly equipped to act as an inner guide or a compass for directing your work. That is because that’s not what passion is for. That job belongs to Purpose.”
Perry states that just as gravity is a force that keeps us grounded and electricity is a force that powers mechanical things, purpose is a force too. If “scientists define ‘force’ as a push or pull upon one object resulting from that object’s interaction with another object;” then purpose “is the push or pull of one object (you), resulting from your interactions with other objects (others, events, surroundings, etc.).”
To figure out your purpose is something that takes a bit of time and that is not set in stone: it will grow and change with you “as your beliefs evolve, your skills develop, and your audience grows.” You’ll want to revisit and tweak your purpose many times throughout your life. Perry provides an illustrative diagram to help understand that our purpose is the intersection of three things:
- Who you are (your core values)
- What you do (your core talents and soft skills)
- Those you serve (people who share your values and are in need of your talents).
(Click on image to enlarge) Source: BeCreativeOnPurpose.com on April 12, 2018.
And where does that leave passion?
Passion, as well as profits, recognition and influence are the results of purposeful work and living. However, by themselves, Perry says, they are “improper motivators” because they lead to compromised decisions and may take you away from your core values and beliefs. Yet none of those results are inherently bad. On the contrary, they are valuable resources “that can be used to fuel and sustain purposeful living and work. They are not the ends, they are the means!”
If your work is driven by a strong and clear purpose, passion will result; and it will become a renewable resource to fuel your life and work.
ACTION
TODAY: When faced with a decision, ask, “what’s it for?” That simple question will start you on your way to making sure that all you do is aligned with your purpose.
2nd ACTION FOR TODAY: Please join Scott Perry and I as we chat about purpose, passion, and professional and personal growth during the Creative on Purpose Live streaming via Facebook. Simply click this link (https://www.facebook.com/CreativeOnPurpose/) at 1 pm EST and join the conversation, we welcome all your questions and comments. I look forward to seeing you there!
FUTURE: When faced with an action that may have important consequences, Perry suggests taking a second to pause and ask yourself: “What’s it for? What’s the real reason? Is it unselfish? Does it align with your values? Is it generous towards others?” Once you have pondered the answers you can determine if the results will be aligned with your personal or professional purpose, and then you can decide what’s next.
Know someone who could benefit from living and working with purpose? Please share this post with them via email, Facebook or Twitter, thank you!
by Helena Escalante | Goals, Growth, Habits, Mindset, Opportunity, Tools
Estimated reading time: 2 minutes, 3 seconds.
TODAY’S IDEA: Magic is about to happen
— From A Year Without Fear: 365 Days of Magnificence: 5-Minute Mind-Set Shifts by Tama Kieves
Someone recently described life as “a work in progress” and it deeply resonated with me. At some point or another, one or more areas of our lives are indeed works in progress, with all the chaos that this might entail: ups and downs, decisions, craziness… and lots of learning for sure! Our work is, in the words of Michelangelo, to discover the statue inside us and chip away the stone to reveal it to the world.
This made me think about a very brief but oh-so-beautiful idea from Tama Kieves, one of my favorite authors, that I’ll share in its entirety with you:
“In a Macy’s department store, I saw a sign in front of a boarded-up construction area.
It read: MAGIC IS ABOUT TO HAPPEN.
It didn’t read: DISASTER IN PROGRESS AND A LOSER CAUSED IT.
So, let’s place that MAGIC sign in front of the unpleasant aspects of our lives.
Reconstruction guaranteed.”
Next time certain parts of your life are under construction, shift your mindset and think of it as something beautiful and magical that is about to happen.
“It’s still magic, even if you know how it’s done.” –Terry Pratchett
And if you are in the New York City area on April 19, come hear Tama Kieves at the Business Library: guaranteed to cause some magic in your life! (It’s free.)
ACTION
TODAY: Examine which areas of your life are “under construction.” Shift your mindset and apply the “Magic is about to happen” sign instead. What would you like the outcome (that is, you) to be/do/have once this magic masterpiece is completed? Set that intention and take one action today that will start or further lead you down that path.
FUTURE: Resolve to change the “under construction” or “work in progress” sign in your life and business to the “Magic is about to happen” one. Visualize and determine what you would like the outcomes to be/do/have once the construction finishes. Set your intentions/goals and work towards them, yet be open to them changing and turning into something much better. How many times do we say, well, I set out to do this, and as it turned out, I ended up with this other thing/result that is so much better… You want to be open for the same to happen to you!
Know someone who needs some magic in their lives? Please share this post with them via email, Facebook or Twitter, thank you!
