Tag Archives: coaching

Getting Out Your Own Way: Find Success

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World class athletes are using sports psychology to improve their performance. The stress of high level competitions can create situations where an equally matched opponent may win an event because the stress may block the best performance by his closest competition. A small amount of muscle tension may reduce the speed of a track sprinter by 1 hundredth of a second and make this person come in second. 70% of the training time of these high level athletes is spent in the mental preparation of preparing for the stress of competition. The combination of controlling the impact of stress and practicing positive mental visualization has been proven to enhance performance for athletes, musicians, and people in business.

In my Executive Coaching practice, I am often asked to use tools from sports psychology to help develop the skills that lead to success. For example, I was working with an Executive Vice President of a large financial organization and he found that the tools help him to relax and focus better so he could could get his 8 hours of work done in 6.5 hours so he could accomplish more in less time. He found his productivity went way up. Then he found that his ability to communicate, and to delegate, was enhanced. This lead him to be acknowledged as a better leader for his division. Profits were up. Mistakes/accidents were down. His people’s morale was elevated. All of these good results and success were attributed, in his view, by the coaching and use of sports psychology. It required about 20 minutes a day of his time and it saved him time, energy, and increased profits.

This is not a secret but it does require motivation. It is not difficult, but it does require a new way of thinking and behaving. Business leaders are using these techniques more now than ever before and showing the cost benefits, not only for themselves, but for their organizations.

The secret is learning how to “Get Out of Your Own Way.” There are articles related to this at the Stress Education Center’s website at www.dstress.com (on the “articles” page and within earlier postings of this blog.) You can also go to the website for more information on Executive Coaching and Organization Development.

Building the Team: Creating a Positive Environment at Work

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We spend a lot of our time engaged in work. For many of us, our work includes regular, perhaps daily, interactions with co-workers. Relationships form with the people who we work with and who we see many days of the week. These relationships can make the work environment positive and productive or, to the contrary, negative and even destructive. Good managers encourage good relationships at work, in most situations. The supportive relationships can assist the work of the organization to move forward. As people get to “know” one another, deeper understanding and tolerance can grow which can lead to better professional relationships and enhanced productivity. Building a team in your work group or, within your immediate organization, allows people to connect in positive supportive ways. This is especially true in businesses which require communication amongst personnel to accomplish the end product or service. Technology companies, healthcare providers, most financial organizations, education, and most governmental organizations can benefit from the enhanced communication which good team building helps to create.

Team building is not a waste of time, because when it is done correctly, it saves time, increases productivity, reduces accidents and mistakes, and encourages good problem solving to overcome obstacles and time pressures. There is almost no downside to team building. It does require time to get started and to help maintain but the positive attitudes in the workforce will offer a positive return on investment. Good or great managers rely on the benefits of their efforts to build productive teams. Creating “buy-in” and the emotional connection of the key personnel will increase loyalty and productivity while reducing sabotage and increase retention. Team building can be a key ingredient for many of the most important “players.”

Consider that not all team building activities work as expected. Sometimes it can go sideways, or worse. Some planning is required and the tailoring of a team building program can have greater positive results. A good manager might want to get some assistance in developing and executing a great team building activity. Please do some research to determine the best program for you and your organization. Getting input from your team will enhance “buy-in” even before the event, so consider interactions with participants as you develop your program.

For additional coaching regarding your team building requirements or for program development consider contacting the Stress Education Center at www.dstress.com for input and support.

9 Benefits of Executive Coaching

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Why executive coaching? Because study after study shows that coaching works! Executive Coaching is an effective tool for organizations and their key people in making changes in both the direction and impact of their work. It is a cost effective way to assist your key personnel to develop their skills in leadership, communication, strategic planning & implementation, focus and accountability.

The focus of the coaching relationship is on the client, on what the client wants to have happen, and on what will help them to achieve it. There is no other relationship that consistently offers this extraordinary level of support and encouragement. The coaching relationship is often described as “having your own personal navigator for the journey: someone who will help you find your way and stay on course”. Many business and professional people describe having a coach as their own “secret weapon”, someone who keeps them focused and on track toward their goals when the tendency otherwise might be to lose energy or become distracted.

How Can Executive Coaching Help You?
1. Gain clarity about and maximize your strengths.
2. Gain ongoing encouragement and accountability toward reaching your goals.
3. Reach higher levels of performance and results.
4. Become the leader you have always wanted to be.
5. Identify and align your life and work with your values.
6. Set and achieve individualized personal and professional goals.
7. Thwart your “inner critic” and other stumbling blocks which have previously sabotaged your success.
8. Develop and sustain balance between work and personal life.
9. Apply concepts from international research on positive psychology to learn how to become happier and derive more satisfaction from your life.

Excellent Areas for Executive Coaching Include:
• Maximizing performance and results at work
• Developing, and fully utilizing a strong, highly engaged staff
• Successfully modeling and managing the challenge of change
• Starting a new area of business or expanding your current business in new and innovative ways
• Becoming more organized and in control of your time and space
• Preparing for or successfully navigating a career transition
• Developing new energy and stamina by becoming healthier, losing weight and changing your lifestyle for good
• Creating more joy, and revitalizing the passion in work

Executive and Corporate Coaching is for Increasing Productivity:
• Human Resources Departments interested in hiring external coaches
• CEO’s, executives, managers and other professionals who would like a coach
• Companies looking to launch a coaching initiative
• Initiatives to prevent and/or cure burnout
• Companies wanting the support of a coach in any of the following: Strategic planning, process re-engineering; creating a compelling vision; launching and developing teams; or 360-degree reviews.

Also, this is great support for business owners and entrepreneurs who have goals and long ranged plans.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training (using Sports Psychology.) Contact Dr. Mason to discuss your specific requirements and to receive a tailored proposal for you or your organization.

Please visit the Stress Education Center’s website at www.dstress.com for articles on Executive Stress and Performance, free blog signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833. www.dstress.com

Executive Stress

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Executive Stress – Why We Are More Stressed Now Than Ever Before

On his one hour commute into work, Robert, the executive vice-president for a large international bank, noticed that his stomach seemed tied up in knots. His doctor had referred him for some executive coaching to assist him in reducing symptoms of job stress. Robert was being treated for stress related high blood pressure and now he was having tests for a possible stomach ulcer. It was not uncommon for tension headaches and neck aches to develop near the end of his work day and prevent him from sleeping well at night. Sometimes he would awaken at his normal time and feel completely un-rested as he pulled himself out of bed to prepare for his day. Even on his weekends, Robert would be distracted by his fatigue, loss of concentration, and an irritated stomach.

As he began his stress management coaching, Robert had a difficult time finding the time required to practice his stress management exercises. These were provided for him on audio CD’s that he could listen to while undistracted for 20 minutes. Robert was struggling with finding 20 minutes in his heavily scheduled day. After several weeks, Robert was convinced, by his coach, that this expenditure of time would not only allow him to feel better, it would probably save him time. He began to practice these relaxation strategies and to his amazement, Robert found that the program really worked. He listened to the CD’s while being driven to work. At work, he discovered that he was better able to concentrate and to communicate with his co-workers. This allowed him to get his work completed in less time. He saved one and half hours on most days. Robert invested the “extra” time in some projects that he enjoyed but had not found the time to accomplish. This gave him greater satisfaction and a sense of control that he had not remembered feeling for a long time. In several more weeks, Robert reported fewer headaches, better sleep, and reduced stomach problems. Eventually, his blood pressure began to respond and was reduced to normal ranges with less medication. Robert was convinced that stress management improved the quality of his life and allowed him to be more productive.

Why do Executives suffer from the effects of stress?
What are the possible symptoms of stress?

We are all born with a primitive survival mechanism called the “Flight/Fight Response.” This ancient survival responses has been inherited from billions of years of evolution. 5,000 years ago, if a man was confronted by a threat, he could either run away or stand his ground and physically fight against his attacker. His body would automatically prepare for the action required to survive. His heart beat would increase, his blood pressure would go up, his breathing would become more rapid, muscles would tense to prepare for the fight or to flee, his hands would get cool and clammy, digestion and libido would be reduced, and the primitive brain would take over reducing his ability to think clearly, instead making him more reactive to his fear or anger. These “hard-wired” responses that are triggered when we are threatened. The threats today are usually not as life threatening as 5,000 years ago but our sub-conscious perceptions believe that an upset client or a poor contract negotiation are as serious as a life and death confrontation. We only have one way to respond to the stress of change. Even if the change is a positive experience our body responds in part, if not all, the “Flight/Fight Response.”

The pace of change has increased and adapting to change triggers the stress response. Even positive changes can be stressful. To prove a point about how positive change and stress can be dramatically bad for your health, I want to tell one brief story. When I was growing up, I read a newspaper account of a man who suffered from good fortune! The story read that a man had won a large sweepstakes award. He had won a fortune…. $100,000, which back in those days was a lot of money! He was so overjoyed with his good luck that he celebrated in an unfortunate way… he died of a heart attack! How many people do you know who get a new job or relationship, and wind up paying the price of this positive stress?

Now, more than ever before in history, people are overwhelmed by the stresses of life. The pace of change due to new technologies and the new information that technology generates has created overloads that we are not able to handle in appropriate ways. In the past ten years, people are developing symptoms of these new technologies. Eye strain, back strain, wrist/hand strain, neck problems, even increased body weight, and substance abuse increases can be linked to long hours in the modern work world of computers and technology.

Who in this modern world can say that our primitive response to stress, from millions of years of adaptation and survival, has been able to keep up with the accelerated pace of change during the past few decades? Have you evolved a new survival mechanism to counter the old Flight/Fight Response? Normally, evolution of these systems takes nature thousands of generations to develop. In today’s world, more people are overwhelmed by the accelerated pace of change than ever before in human history! There are always a few “genetic immunes” who make the rest of us look like “slackers” but, trust me, more of us suffer from the pace of change than there are those who seem to thrive in this 24/7 world…)

If we can not change the pace of the world around us, or the people we do business with, or the behaviors of the people we live with, or the global changes that affect us, then we can at least become aware of these stressors and avoid becoming a victim to these changes! We do have control over the way we respond to these changes.

Awareness is half the battle! Know how you respond to stress in your own unique way! Know what in your life is causing this transitional stress. Then, you must develop daily habits that effectively control the negative physical and emotional responses to stress. You can GET BACK in CONTROL! You can prevent, or at least minimize, symptoms of stress such as: headaches, backaches, neck aches, high blood pressure, panic, anxiety, many stomach problems, sexual dysfunction, possibly reduce auto-immune problems like allergies or some forms of arthritis, sleeping problems, bruxism, TMJ, and other stress related symptoms. The emotional symptoms such as: loss of concentration, withdrawal (depression), anxiety, being accident prone, memory loss, poor motivation, poor communication, poor performance, and some learning disabilities can be linked to stress and reduced, if not eliminated, by awareness and lifestyle changes. Key executive personnel can be given executive coaching and this can prevent them from becoming liabilities due to inefficiency or poor productivity. You will want to protect your valuable employees and avoid having to replace and then retrain key personnel who may be impaired or lost due to stress related symptoms. One higher level executive let his response to stress take the form of anger and had lawsuits threatened and the alienation of his team to deal with (and the liability that faced the company.)

Executive stress management programs are tailored to the specific requirements of the executive and their specific symptoms. Programs can include a combination of strategies such as: regular relaxation practices, increased physical exercise, and changes to the diet. These are the three components of a lifestyle designed to encourage health and symptom prevention. Though they require time and energy, they tend to give back health, well being, and effectiveness.

Stress management and regular relaxation can be performed in different ways. These can be selected and developed for individual preference and to fit different styles. Some executives enjoy stress management techniques that were created from Western European tradition such as Autogenic Training phrases. Other executives may respond better to styles of meditation drawn from “Eastern” traditions such as yoga. Regardless of the historical origins of the relaxation strategies they all will benefit the practitioners in similar ways. They all reduce heart rate, lower blood pressure, slow and deepen breathing, relax muscles, send warmth into the hands and feet, and increase the ability to concentrate, solve problems and enhance communication. The best results come with practice. It takes 8-12 weeks of regular daily practice for most people to get the maximum benefits. For myself, I found that after 12 weeks of regular practice with Autogenic Training (20 minutes per day) that I required one and half hours less sleep at night. I was better rested and could focus on tasks better, allowing me to get more accomplished in the same amount of time at work! This is not uncommon.

Regular physical activity not only helps with the health of the heart and can burn calories for weight loss but it also can assist you in by releasing stored muscle tensions. This muscle tension can cause many problems from fatigue, loss of focus, poor sleep, to muscles spasms that create headaches, and neck and back aches. By working these muscles, they can relax better after the exercise period. Many mental health professional also know that regular exercise can help to minimize or prevent depression.

Diet and nutrition can effect your health and well being. There are many different philosophies on eating for the best health. In busy times, business people need to eat well to maintain their highest levels of performance. Eating as close to “natural” is recommended. Fast foods and highly processed convenience foods are not the best for long-term health and well being. Food additives (colors and preservatives) can cause bad reactions. American eat too quickly and this unfortunate habit is spreading worldwide. Drinking alcoholic beverages for relaxation can easily move to excess and can then stress certain systems in the body. One glass of wine is probably better than no stress management, but becoming dependent on drinking wine, beer, or distilled spirits is not a good strategy for stress management.

Regarding diet and nutrition, executives who find themselves suffering from the symptoms of stress should consider reducing, if not eliminating, caffeine from their diets. Caffeine acts as a stimulant and can increase symptoms of stress. Caffeine can negatively impact your sleeping patterns and reduce your productivity on future days. With the increase of coffee and expresso shops in the past 15 years, we have noticed an increase in symptoms of stress. Caffeine is found in coffees, black teas, chocolate, sodas (most colas and some caffeine enhanced beverages), and some other products. (Please read the packaging labels.) This can be a very difficult habit to change. If you want to eliminate caffeine, and you are a heavy user, please slowly reduce your consumption by gradually replacing your caffeinated products with non-caffeinated products. I have worked with people who have eliminated their headaches, muscle pains, sleeping problems, stomach dis-stress, and even high blood pressure problems by minimizing their use of caffeine.

Though stress from the pace of change is unavoidable, you can avoid becoming a victim. By taking the time necessary for these preventive activities, you will save time and enhance your performance.

Since 1978, the Stress Education Center has provided consulting and training services for individuals and organizations. The books, tapes, training seminars, online courses, and executive coaching have assisted thousands of motivated business people to improve their performance and enhance the quality of their lives.

For additional information on retention or copies of the executive summaries on Hiring Winners or Keys to Retention based on information gathered from executive interviews, contact L. John Mason, Ph.D. at the Stress Education Center – Dstress.com (360) 593-3833 or mason@dstress.com

As an Executive Coach, consultant, and trainer, John works with executive management teams to leverage their strengths and create superior performance.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Executive Coaching and Training.

Please visit the Stress Education Center’s website at Stress, Stress Management, Coaching, and Training for articles, free blog signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

Toxic Managers an Executive Briefing

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Have you ever had a boss or manager who seemed to destroy the spirit of your organization? For whatever reason, their management or leadership style is noxious enough to make their personnel go from productive caring people to people who wish to sabotage the organization. Sometimes these managers are placed in their positions by executives who wish to “shake things up” in a certain department and this can turn out to backfire on them.

When toxic managers work their destructive “magic” on an organization, good, experience people leave. In the short term this may look good because it can reduce expenses, but if you lose good people, and the people who are left are passive aggressive, or more directly focused sabotage, then the organization turns unproductive and ultimately unprofitable. This destruction can be blamed on the “line” staff as an excuse, saying that “THEY” did not cope with change. But the real responsibility lies with the executive who placed the toxic manager in their new position. These executives are rarely held responsible for their bad decisions.

This is not an innocent mistake! It is a calculated escalation of bad judgment, laziness, and fear driven thinking that the incompetent executive rains down upon the department, and the organization. If they did their jobs correctly, they would have had better leaders/managers in position giving the proper training or support in the first place. So the executive is the real saboteur and yet can often sidestep the mess that they have created.

Executives need to be held accountable. They need effective coaching, mentorship, leadership, and support. You know this sounds like advice that politicians, business, government, healthcare, military, and education leadership could all benefit from practicing. Sometimes, poor leadership does not know when to ask for coaching or support. Sometimes their egos just get in the way. Whatever their excuse for bad leadership, they are responsible for the reduced productivity and poor performance of their organization.

Know your people. Do not let toxic managers subvert your organization’s work and productivity. Take responsibility and do the difficult work of finding the “right” people to manage and then let them take credit for their good work. (You can not know your people if you do not know yourself!)

Being a great manager or leader does not usually come without support, coaching, and mentoring. If you or your organization can benefit from executive coaching consider contacting the Stress Education Center at www.dstress.com for an interview that can lead to a proposal that can lead to your success.

Coping with Grief and Loss – a Process

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We all suffer from loss in our lives. Sometimes the loss relates to transitions through life that are normal and expected states of growth and development such as moving from childhood, through the teenage years, and then into the adult responsibilities that confront most people. Though this is a difficult transition, we must all face this if we live past our 18th birthday. There are more serious or traumatic losses that many of us encounter such as the death of close family member or friend, the loss of health due to accident or illness, the loss of an important relationship, or possibly the loss experienced with a career change or loss of a job. These are difficult times and hard lessons to experience in the course of life. These losses, though potentially painful, can be times of learning and personal growth. Many of these transitions can be less distracting and with a greater potential for learning if you have a positive support network. Here is the dilemma. Most people do not have a network of healthy, positive supporters to allow for movement through difficult transitions with grace and healing perspectives.

We can learn from our painful transitions and losses. We can wade through these changes more gracefully, and possibly with less discomfort, if we have the best team of support surrounding us. Some people look for professional counselors or coaches, or perhaps clergy to help with difficult transitions. Some of us have personal mentors who can be trusted and who have the necessary communication skills to assist in times of need. Some of us have healthy relationships, friends or family who can help without too much of their own “baggage.” Many people do not have enough access to the positive supporters who can help us through the grief that life throws at us.

There are many books and potential sources of information which help us to understand the process of dealing with loss and grief but for most people reading about the grief process is not enough. We need to be supported by a personalized experience that we can gather around us as we muddle our way through our emotional and spiritual pains of loss. We need to be “touched” by the proper support in many ways. We need to be allowed our grief and yet “called on it” when we have gone past the limit and start the “wallowing process.” We need to find the exact, personalized process to assist in managing the stress, anxiety, pain, confusion, and the “emptiness” of replacing the part of ourselves which has been lost with the more experienced and empowered person who has survived a major change/loss/growth… Do not miss the opportunity to build a support network of “healthy” and available people. You never know when a need will arise for this special support.

Each of us need to find the best way to learn our lesson and then to move on into our new, restructured life. We need to learn the best way to take care of ourselves, benefit from the lessons, and then discover the most appropriate directions to move our new life. To do this, we need to find people we can trust and invest the resources into the process of self-care and self-development so we can move down the path that leads to our goals. This is easier said than done, but if you realize that you would survive this transition more easily and possibly more quickly with positive assistance then you must do the work and find the correct support you require.

In the future, we will be expanding and releasing information regarding a new program which can assist most people in developing an individualized transition plan. We are beginning to build a process for creating a positive support network which will enable participants to discover their strengths, accept their weakness or flaws, and to free up energy to invest for moving toward positive goals and enhanced lifestyles. The working title for this process is “Finding Your Tone.”

Please comment or send questions to the Stress Education Center at wellness@dstress.com or visit the website at www.dstress.com.

Change Happens: Change & Transition Management

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Life change is unavoidable. The pace of change has increased to a record rate with the latest innovations and information technologies. Our body’s primitive response mechanism has not been able to keep pace and we are living with “overwhelm” as a daily companion. We do not have time to adapt at a genetic level, so we must learn to use behavioral adaptations to survive and thrive.

Each of us is a unique person with our unique habitual response to stress. Some of us respond to stress with anger, frustration, rage, or fear. Some of us get “uptight” and hold tension in our jaws, necks, shoulders, backs, or legs. Some of us want to run away as a response. Sometimes we tighten our stomachs, hold our breath, feel our heart racing, our blood pressure may rise, or our hands and feet may get cold. Sometimes we withdraw as if we could hide from the dangers of newness of our transitions.

When we do not have any “control” over the transition and it is an “important” issue, then our stress levels increase. Our body responds, in the only way that it can, as if we were in a life or death situation. We must learn that in life’s interactions, the only thing that we can control is our response to the event. If this situation is important to us, it is best if we can have some input in the change process. We must understand our role and importance of our contribution to the larger picture. And finally, we must be meticulous with our self-care.

If stress comes from an unclear picture of what the transition entails and what our role in this transition will be, then we can respond with fear and resistance which can hurt the project and often our credibility. Communication with higher ups, peers, and the personnel we must manage is critical. Make sure everyone really understands their value, their role, and their contribution to the success of the project. Honesty is essential. Open conversations about the fears of the new or the grieving of the things that have had to change to make way for the new policy or procedure. Dealing with these issues will enroll the participants more successfully.

In a perfect world, there would be time to honor all of these necessary steps for positive transitions, but often the reality is less complete. We must develop strong, uncompromising habits for personal survival and self-care. This might include non-negotiable time for exercise and stress management practice. It would include patterns during stressful transitions where there is enough time for sleep/rest and proper nutrition. Simplify your expectations and distractions. It may not be the best time to take on new projects that would add to the stress like: remodeling the house, moving, new relationships, or large family or social commitments. In other words, use your best common sense and do not over do non-essential activities.

Consider using the following checklist of eight tools for managing major transitions more gracefully.
Tips for Surviving Change

1. Self-Care Daily! See and Use the suggestions from the Ten Timely Tips article (at “articles page” of www.dstress.com.) Self-care is the single most important ingredient to maintaining balance as you go through transitions and change. Proper diet, exercise, and regular relaxations will allow you to be more productive with a higher quality of life!

2. Communicate. Keep yourself from falling into the pitfalls of life by giving and getting feedback about every major concern (change/transition) you are dealing with. Remember, listening is the most important part of communicating. Ask for clarification, so you can make good decisions.

3. Planning… Be Prepared. A productive journey through life’s transitions can not occur gracefully without a plan. Long range goals can keep short-term setbacks from defeating you in major ways. Focus on your long term goals regularly to keep you focused and moving ahead. Plan in every area of life: Finance, self-care, education, relationship, emotional growth, creativity/aesthetic, and spiritual development.

4. Develop Positive Support Mechanisms. If you want to survive, in good health, you need to have proper feedback and support. The “Family” is not always the best place. Friends and professional counselors can sometimes be the best venue for honesty and appropriate support.

5. Develop Positive Rewards. Small and large rewards along your way help make motivation easier, especially with large, long-term goals. A real heartfelt pat on your own back with achieving a reward makes the difficulties easier to bear.

6. Use and Develop Your Humor! Positive Attitudes Really Help! Difficulties, when viewed as opportunities for growth and proving your abilities, are less harmful. But do not bury your anger, fear or sadness.

7. Deal with the Dilemma of Diversity! Every change throws you into a position of dealing with new people, teams, attitudes, emotional “stretches” and more new obstacles. Learning acceptance (through self-care) can help you to make the necessary adjustments and get along faster toward productivity and higher performance. There will always be a contrary attitude around, accept that other opinions exist and you are entitled to your own.

8. Maintain Balance in Your Life! Prioritize, acknowledge, celebrate, and follow through on every area of life, including your emotional and spiritual needs.

© L. John Mason, Ph.D. Stress Education Center and Dstress.com

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Executive Coaching and Training.

Please visit the Stress Education Center’s website at http://www.dstress.com for articles, free blog, and learn about the new courses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

Achieving Your Financial Goals: A Secret to Success

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Part I:
Do you have a goal to your financial success? Do you have a plan for reaching this goal? If you are like most people, you desire financial security and higher levels of financial success. The dream of financial freedom and a demonstration of business acumen are quite common as a precursor to reaching your ultimate vision, but how do you actually reach your objective? It all starts with a well conceived goal.

Have you ever worked on a major project like building a house, writing a book, creating a successful business venture, taking a extended trip, developing a larger community project or fund raiser, or created a large event (like a wedding, rock concert, class re-union, etc.)? Any of these projects can not reach success without a solid plan.

A “Dream” of wealth or financial success is different than a well thought through plan. Planning starts with goal setting. It requires that you spend the time necessary to gather information, outline the necessary steps to achieve the project, develop a workable timeline, acquire the resources, and take the steps to move down the path to your goal.

These are simple concepts. Why do so many people have dreams that are never fulfilled? What steps must you take to achieve your dreams? You can not plan without a viable goal. You can not succeed on a large, important goal without sustained action. You can not achieve success without commitment and focus. If you are not “driven,” can you accomplish your larger goals? Can learned attitudes or beliefs sabotage your success?

Part II:
Most people do not do the “work.” The work is goal setting, planning, gathering the necessary resources, and the focused follow through for their success. People want the benefits of financial success without committing to the real required work. Sometimes the required work includes the “work” on oneself to understand and then overcome ones own resistance to financial success. It is hard to attract money and financial success if you actually fear or loath wealth. Many people stand in their own way to achieving success. These people say that they want to succeed but do not believe that they will succeed. Many people who have not done the “work” will reach financial goals and then sabotage their long-term objectives because they are not really ready for success.

A necessary secret to success:

If you are serious about achieving your financial goals, you must get serious about dealing with your deep resistance to success.

You may require support and coaching. In some cases you may have to go further and get good therapy to get to the source of your negative attitudes or beliefs. If you have not reached your highest levels of productivity and success, then you may have to get “outside” perspective to overcome your barriers. If you think that you do not require extra support or coaching, and you want to make the same mistakes over and over, then do not make any changes. It will be more comfortable to do it the “old” way, but do not expect better results. If you really want to gain the success that you desire then it is time to “knuckle-down” and get to work. Be excited about the possibilities and as open as you can be to the new insights that will help to drive your success.

One resource for you to create some awareness about your possible sources of resistance and some new behaviors that you can adopt that will lead to financial success can be found in a book titled “Secrets of the Millionaire Mind, Mastering the Inner Game of Wealth” by T. Harv Eker. I learned a lot by reading this book. Eker claims that there are 17 behaviors that are common for financially successful people that can be missing in less successful people and by modeling these behaviors you can move more easily toward your financial goals. You may want to take action and review this type of information.

Along the way, remember to make time to take good care of yourself. Financial success means nothing if you have compromised your physical, emotional, and spiritual health.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Executive Coaching and Training.

Please visit the Stress Education Center’s website at http://www.dstress.com for articles, free blog, and learn about the new retreats & telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

Reasons for Corporate Executive Coaching

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1. To enhance performance, increase productivity and profits, and career Development:
Accountability partnerships

2. Protect company’s assets from potential legal challenges.
Behavioral corrections: harassment, anger management, conflict management, and “last chance” support for poor performance.

3. Management Team team building: Enhancing communication, EQ, team productivity, OD

4. Retention of Key Personnel (and Loyalty): Incentive Bonus Package, Benchmarking top performers and learning what motivates your key people (to keep them satisfied and productive.) Creating an “Attraction Package” for hiring success (use Benchmarking for selection process.)

5. Honoring organization’s Mission Statement of support for executives, leaders, and managers. Offering “Continuous Life Long Learning” investment, skill development or enhancement (leadership and managing,) and career management (perk.)

Costs of Executive Coaching should be more than offset by increased productivity, reduced turnover, and risk containment.

Areas of Experience with Executive and Management Team Coaching:
• Skills for Productivity and Performance Enhancement – Accountability
• Leadership Development for Executives & Managers
• Communication Development for Executives & Managers
• Sales Skills Development and Accountability
• Meeting Management
• Time Management
• Goal Setting and OD Planning
• Work/Life Balance
• Stress Management – Reducing Stress Related Health Challenges
• Customer Service
• Anger Management and Mitigating Harassment
• Manager/Supervisor Skill Development
• Team Building Skills for Managers
• Motivation Skills for Managers
• Presentation Skills Development
• Career Management
• Leading Change
• Conflict Management
• Emotional Intelligence (EQ)
• Negotiation
• Assessments, Benchmarking Success, 360 Degree Feedback, EQ

Visit the Stress Education Center http://www.dstress.com for more information regarding Executive Coaching. Or Call the Stress Education Center at (360) 593-3833.

6 Keys to Sales Success & Personal Prosperity

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Sales Prosperity – Success Tips
Including Tips for Sales Managers

#1 Know Your Strengths and Challenges

If you want to more productive and prosperous in your sales activities, you must begin by knowing where you are strong and where you have challenges. You will not benefit from “sticking your head in the sand.” By knowing and understanding what you do well and what requires more attention, you can improve your productivity. There are several ways to gather this information.

Assessments which are specific for determining skill levels in the sales process can be very helpful. This works especially well when we can “benchmark” the top performers in your organization, so you can compare your skills with the most effective sales personnel. Assessments which measure your behaviors and motivations can also be powerful tools to better understand your unique skills and motivators. These behavioral assessments will also tell you about your style of communication and can assist you in learning how to be more effective in communications with your clients. Interviews with clients and people who know you and your work can also be useful for this assessment process.

#2 Know Your Product

Any good sales people know that product knowledge and understanding your “USP” (unique selling proposition) is essential for setting you and your product in the best possible light thus enhancing the sales process. New sales personnel do not always have to be “experts” but they do need to know the strengths of their product and how it might compare with major competition. Developing relationships and getting the information you may not be able to answer to your clients questions becomes essential when you are new or are developing new relationships.

#3 Know Your Customer

Understanding your customer, in general, is important. Understanding your customer, in specifics, can be the difference in the sales process. You can not be lazy or make assumptions to have long term success. A tailored proposal based on your client’s specific requirements is necessary to close the deal, so do your homework. If you do not know THEIR “hot buttons” then they will not pay attention to you or buy your product or service!

Knowing the attitude and style of specific customers will be very useful when you put your presentation together. For example, your client may be a “detail” person, or perhaps a “cutting edge” person. Your sales pitch will vary to best connect with the unique character of your client. You can be coached in how to be the most effective in building your targeted presentations.

#4 Know How to Communicate Benefits to Your Customer, Effectively!

Understanding your client is essential. Knowing how to best communicate your “USP” in ways that solve your clients’ challenges will help you to most successful. So, knowing your product’s benefits, and your clients requirements, packaged for the unique communication style of your client will lead to sales. This is easier said than done, but can be learned and then practiced for the greatest levels of success.

#5 Know How to Focus and How to Follow-up

Understanding the sales process and setting goals is important. Perhaps even more important to sales success is knowing how to stay focused and releasing the distractions which can get in the way of your positive efforts and waste your precious time. Focus is a skill that can be coached and developed. If you have time to waste then this skill is not as important, but most successful people are very busy and need to be able to keep themselves clear and focused on their goals.

Appropriate follow up with clients provides the experience of professionalism, respect, and customer service that helps to build long term successful relationships. Great follow up will also lead to referrals and testimonials that will generate future business. Over performing in your follow up activities will be seen as exceptional service and this leads to greater productivity and prosperity.

#6 Know How to Prepare Yourself for Prosperity and Success

Wanting to be rich and successful is not enough to create this higher level of success. Preparing yourself for achieving your goals requires time, effort, and often feedback. Attracting success and prosperity has become a recognized part of the sales process for the most successful sales performers. You can read books on this topic or go to trainings. If you wish to take the quickest path to prosperity and to overcoming any personal blocks to success, you may want to consider getting coaching that is designed for your specific requirements. Everyone wants to be successful. Not everyone knows how to get there with some extra support from an accountability partner. (It can cost you some money to be successfully coached, but it can also pay major dividends to have this additional support.)

Sales Success Tips for Sales Executives-Managers-Owners

Do you want to get the most out of your sales force? Would increased productivity help your organization’s bottom-line?

Benchmarking your best producers is very useful. Knowing their skills, their motivations, and their behaviors will help you to avoid wasting time and money when filling your critical sales positions. Understanding your weakest performers can offer you the information you need to develop these low performers or to avoid hiring them for your unique sales situation. With your best sales performers benchmarked, you will be able to develop the most effective training programs to increase productivity in all your sales team. Each organization is unique so do not get outside consulting or training that does not fit for the specific requirements that you have.

Would you like to pay coaches or trainers based on your teams success and not on a flat fee basis? If a trainer or coach could help you or your sales team increase sales by 20% would you be willing to pay a 2% of this increase or 10% of your increased profit for this service? This is similar to a 10% “finders fee” for a productive referral. Besides benchmarking, your success may require coaching and training for your sales team. Consider a lower cost coaching/training model with an incentive driven compensation system. In some situations, I will coach sales teams and get paid a percentage of the increased sales business. For this to work, we need to do an assessment of your sales staff, research the market, and better understand the unique selling features of your product or service. If we can both profit from this sales development program, then we can discuss the percentage of compensation and the time lines for compensation. There are some fees for the assessment process which cover the costs of research and for program development.

L. John Mason, Ph.D. is the country’s leading stress management expert and the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Success & Executive Coaching and Training. His experience in guiding sales teams and individuals has succeeded in increasing profits and productivity. If you want to be more successful, call Dr. Mason for a proposal.

Please visit the Stress Education Center’s website at http://www.dstress.com for Stress, Sales Management, Coaching, and Training for other articles, free newsletter signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833. www.dstress.com

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