wiring Archives - Excellerate Associates

A Day Without Context is a Day Wasted

October 13, 2016 by Lisa Mininni Leave a Comment

Consistency.

For high-achieving business owners, it’s one of the painstaking parts of growing your business.

For almost every business, you operate like a farmer. You plant today what you want to harvest tomorrow. It’s the in between time of nurturing the business and doing everything necessary to generate a good crop of business.

The waiting can be frustrating!

Seth Godin talks about that in between time in his blog, Now is Never (but here comes tomorrow). He writes:

“Everything you’re working on is an investment in tomorrow.

While we can choose to enjoy the process, the end result is always at the end of an arc, always the result of many steps, of earning trust, of building a connection.

If you view any particular day without context, it is almost certain to be a failure. Because now never happens. The results always happen later. Since later is just around the corner, today, right now, is the perfect time to begin.

Now is the moment we get to plant the seeds for later.”

I couldn’t agree more. I especially like the phrase, “If you view any particular day without context, it is almost certain to be a failure.”

In my over 30 years of working with high-achieving business professionals, context is often missing.

Rarely do business professionals understand how to create that context in a way that makes a real difference for their life, their business and the contribution they are out to make in the world.

My brother is a dairy farmer. He really understands about context. Every day, he goes to work whether it’s below zero or a humid 90 degrees.

Every day, he feeds his dairy cows – because he knows that every single day he feeds 35,000 people an 8 oz. glass of milk.

Over 35,000 people depend on him each and every day.

Every day from sun up to sun down he and his team nurture the very animals that that feed 35,000 people. That’s his context.

What’s yours?

P.S. In last week’s teleseminar, Unstoppable Leader, I shared the importance of knowing your context and contribution in the world.

If you haven’t listened to the audio yet, here’s the link to listen:
https://excellerateassociates.com/free-teleseminar-unstoppable-leader

If you did listen to the teleseminar, then you know I shared a compelling ways to overcome circumstances, obstacles and barriers that make a real difference for your life and business.

If you’re asking how you can put all of the pieces and your ideas together in a framework that leaves you consistently inspired, focused, and generating results on a daily basis, then I encourage you to take the action today and reserve your spot at the Wired to Win Workshop on Friday-Saturday, October 28-29, 2016.

If you’ve been putting off things for later, then now is the time to change that.
Register at http://www.excellerateassociates.com/wired-to-win

You see, there is a specific framework that has caused thousands of my clients to align their work with who they are and get really clear on (and accelerate) their contribution in the world.

With this framework, you’ll become laser focused (and actually see results), decision making becomes easy, and procrastination disappears.

What’s most important is that the framework is aligned with your natural wiring. The beauty is that your path is like nobody else’s because nobody else is wired like you!

The Wired to Win Workshop is for you if:

-Deep inside you long to create a legacy business that has a life beyond you.

-You want to tap into your own unique mix of natural biological wiring and finally create momentum and ideal results with more freedom and ease.

-You want to put all of the disparate pieces and ideas together to create a life you’ve always wanted.

-You want to discover a key foundational framework that shifts your leadership into causing things to happen (versus you always having to generate it).

-You want a road map that inspires you each and every day to move your desired vision from concept to reality.

Register now or before Saturday, October 15 to save $300 at:
http://www.excellerateassociates.com/wired-to-win
To save $300, apply Coupon Code: wiredtowin

Create a great life,

Lisa Mininni

Wiring Lesson: The Motivation Behind the Rapid-Fire Emails

June 23, 2016 by Lisa Mininni Leave a Comment

As one of my clients read her email, she saw a notification from an employee. A few seconds later, another notification from the same employee.

Then another.

What’s happening here? “Why is this employee sending me rapid-fire emails?” she thought.

Wait!

“What is this employee’s wiring?” she asked aloud.

As my clients discover, wiring provides insights and answers to the ‘why’ questions. To go a step further, ‘how’ wiring influences an individual’s actions eliminates the mystery in understanding why people do what they do.

With this distinctive knowledge of someone’s wiring, you are able to:

Clearly and confidently communicate naturally with anybody
Equip yourself with a framework giving you access to operate effectively as a team and an organization
Appreciate what matters to the other person, how they communicate, and what they need.

My client knew that her employee was naturally wired with a high amount of communication; in other words, she was an external thinker. Her employee seeks opportunities to connect with others.

The employee innately needs to verbalize to crystallize thoughts. She was not getting that need met so she resorted to rapid-fire emails.

My client also understands that this individual needs to verbally bounce ideas off of others to formalize and finalize her own thoughts. With external thinkers, there is a dual process that happens.

They cast their thoughts aloud and respond to the reactions received from others. This helps them to develop the idea and weigh the merits of their idea or concept.

When little or no response is received from the other person, this motivates them to repeat, restate or break down the idea further to the listener. They want to ensure that their concept is fully understood and that a personal connection has been made to prompt a listener response. They will also tend to be sensitive to silent gaps in conversation, body language or reactions that are not in tune to the situation or circumstance.

To optimize this person’s natural wiring, my client went to see the employee to give her an opportunity to verbalize what she was thinking. Face-to-face communication also allowed her employee to get an innate need met making for a more productive interaction.

To get your own hardwiring report and learn how to align your work environment with how you naturally execute, join us for the:

Wired to Win Workshop

August 12 – 13, 2016 at Excellerate Associates in Canton, Michigan

What’s Your Company’s Hidden Culture?

April 14, 2016 by Lisa Mininni Leave a Comment

Second Stage Business Leader Would you dress or act the same way to attend the Master’s Golf Tournament as you would to attend a hockey game? Although both are sporting events, they have their own set of unwritten rules that influence social norms, like how you behave and dress at these events.

Newcomers to these events are expected to learn these unwritten rules. They often learn what is acceptable or not by observing the protocols or through others already in the group.

Whether you are a solopreneur who hires independent contractors or a growing company with employees, you already have these unwritten rules, often referred to as a company culture. A company culture is a system of shared vision, purpose, values, assumptions, contribution, and beliefs.

Culture can be a defining factor in your company’s success or failure. If company culture is unclear to the business owner, existing employees and new hires will determine it. That’s quite a hit-or-miss tactic that can cause a rotating door of new hires eating into your profitability.

Have you ever wondered why some new hires immediately fit into your organization and others struggle? Consider the implications when building your company’s culture through the lens of your team’s natural wiring.

My client’s leadership team has two common hardwiring elements in common. They all have a high sense of urgency (impatient) and have a high degree of autonomy. They push themselves and others hard for immediate results.

What do you think was this company’s hidden culture created from this team’s hardwiring mix of urgency and autonomy? Their staff found the greatest rewards by delivery results quickly and in silos. Rather than departments collaborating, people made independent decisions to get results.

This autonomous, results-driven organization found itself operating in less-than-ideal productivity and profitability. There was often rework because decisions were made quickly without inter and intra-departmental collaboration.

My clients discovered the impact of their natural wiring in shaping the company culture, and also how to align it and the results they want to achieve. When you are clear on your team’s hardwiring along with purpose, vision, mission, and contribution, you start to get to the root of cultural alignment.

Throughout your organization, ask:

1. Is the expectation to work in teams or self-directed and operate autonomously?
2. Is constant change the norm or long-term planning and steady execution?
3. Is the company results-driven or process oriented?

When you ask, you might reveal your company’s hidden culture.

Discover more about your natural wiring and how to align your business at the Wake Up Profitable Boot Camp for Business Owners on April 25-26, 2016.

Register before April 18 at http://www.wakeupprofitable.com.
Upon registering apply this Promo Code to take full advantage of the $1,000 scholarship toward tuition.
Promo Code: 2016earlybird

Turnover: Do you Keep Hiring and Letting People Go? (What You Need to Know To Get the Right Fit the First Time)

September 10, 2015 by Lisa Mininni Leave a Comment

You hear a lot of talk about the high cost of turnover, but press a business owner for the actual costs and they often can’t come up with a number. That is, until, they start to identify the hard expenses, like the price to post a position, the fee of a headhunter, or the overtime rates for the existing staff who pick up the slack.

Many of the costs, like overworked remaining staff, decreased productivity, and lost knowledge are often the hidden costs of turnover. Add it all up, and the actual and hidden costs are staggering.

One of the best ways to reduce turnover is to make sure each employee is a match for the position. As you know, an employee can have the right experience, spot on skills, and appropriate education, and still fail at his or her job.

The reason for the job failure often is because the employee’s natural wiring is not a match for that particular position. When you have a mismatch, what you often see are symptoms, such as the employee is disengaged, the employee is stressed, or they are ineffective despite working long hours.

In a recent Productivity Lab, we discussed the advantages of aligning the optimal wiring with the right position. I shared the story of one of my clients had an opening in their sales department. They tapped an employee who had a long history with the company in an established division to move over to create a brand new division from scratch.

Everything seemed to be a fit. He had the right experience and education. By all accounts, it should have been a win for everyone.

It didn’t take long for everyone to be at their wit’s end. Try as he might, the employee used all of his ways of cultivating relationships with brand new vendors. You see, his process for contacting and cultivating new relationships was very much like a farmer. He would plant the seed, follow up, and eventually set an appointment. He was analytical, reserved, and methodical in his approach.

What the start up business division needed in that position was a sales hunter: Someone who had a competitive drive, high sense of urgency, and the ability to undertake risks and assume responsibility for them. They would be wired to respond positively and actively to challenges and pressure.

Not all sales positions are created equal just like not all sales people are wired the same. Match the job success factors with the natural way a person executes and you’ll find a win for everyone: for the employee, for the company, and for the customers.

Being able to assess how you are wired has a greater influence on your profitability, productivity, and results than you might realize. When you create an awareness around your natural wiring, you create the means to manage and motivate yourself and others effectively.

To learn more about your own natural wiring, join us for Wired to Win! Your Path to Passion, Purpose, and Profits. Learn more and register now for this online, interactive program at http://www.excellerateassociates.com/wired-to-win

How Does Your Wiring Increase Sales Conversions (or Not)?

March 12, 2015 by Lisa Mininni Leave a Comment

It has been estimated that 9 out of 10 sales training courses have no lasting impact after just three months. That’s really unfortunate since many business owners spend thousands of dollars on sales training each year.

With a significantly high failure rate, that’s a major cut into your profitability, especially when you calculate the number of training hours you and your team spent in training. If you add up everyone’s time and travel expenses, you might just find you didn’t get the return on your training investment that you wanted.

To get the most from your training dollars, I recommend a distinctive way to close on more sales that is authentic to you and honors your prospect. From a long-term perspective, this distinctive way to approach your prospects results in:

A longer-term relationship with your clients
More effective and productive networking, and
A better understanding on how best to motivate your team.

The distinctive conversation occurs when you understand the way you are naturally wired. When you understand your natural wiring, you can also become masterful at spotting it in others, like your prospects.

What is Natural Wiring?

Your natural wiring is present at birth and stays with you your entire lifetime. Your wiring is a part of your nature, while your behaviors are part of your nurture.

Let me first address your behaviors, which are part of the nurturing environment and change over time. What are those nurturing factors? Education, relationships, and responsibilities are some factors that influence your behaviors. This is why you don’t behave exactly the same way you did when you were 18 years old.

To take it a step further, let’s talk about your wiring. The discovery of ‘how’ wiring impacts an individual’s actions eliminates much of the mystery in understanding how people like to receive their communication. With this newfound knowledge, you are able to more clearly and confidently interact with people around you.

This profound insight into your own wiring then makes it easy to spot it in others. When you spot how your prospect wants to receive their communication, the sales process becomes less about what to say next and more about how you can best serve your client.

What I recommend to my Excellerate Success Institute students is to notice. Notice the cues that your prospect is giving you. This goes far beyond mirroring your prospect. When you notice not only what they say but how they say it, you will begin to zero in on how they want their information and what kind of information they want.

Why is this important?

When you deliver information the way the other person wants to receive it, you’ll be more effective. You’ll be more effective not only in cultivating the relationship but your prospect will see that you “get” them.

When they see that you understand them, they will have a sense of confidence in working with you. It also builds trust. And people do business with people they know, like and trust.

How Does Your Wiring Increase Sales Conversions (or Not)?

When one of my clients, who creates websites for small businesses, began to work with me, she was frustrated that she wasn’t closing on more prospects. She had some clients but was dissatisfied with her conversion rates.

We began by reviewing her Preferred Client Profile. This is a profile of her ideal clients that we complete in the Wake Up Profitable Boot Camp for Business Owners. One of the key factors is a person’s psychographics. In that, she identified the wiring of her best clients.

Once we identified the wiring of her best clients, I knew instantly what was happening in her sales process with her prospects.

She was delivering her information the way she was wired: methodically and a lot of information.
The prospects she was attracting liked their information quickly and in bullet points. They didn’t want to be involved in the details of creating their own website and that’s why they wanted to hire her.

Can you see the potential disconnect if a person delivers a lot of information slowly to a person who wants their information fast and in bullet points?

At one point, she would send them a 20-page report to complete so she could give them a scope of work. She wondered why it took so long for them to complete and sometimes never got it back resulting in a lost sale.

She would overwhelm them with information. And, this is what we know: a confused mind never buys.
We addressed her concern over getting the information she needed to quote a scope of work and being able to meet her fast-moving clients who wanted their information in bullet points.

The solution was simple.

I recommended that she create 1 page with clickable options on what they needed in a website, rather than a fill in the blank 20-page report.

Within a short time, she was getting what she needed to identify a scope of work and her prospect received the information the way they needed.

The fact is sales training can be a major source of your profitability. You just have to notice the needs of your prospect and deliver the information the way they want to receive it.

If you want to implement a lasting way for you to authentically close on more business, join us at the Wake Up Profitable Boot Camp for Business Owners on April 28-29, 2015 in Hawaii at:

http://www.wakeupprofitable.com

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