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AuthorCEO Coach |
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December 2024
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Why is it important to be aware of what Wealth really means for us? Because without that understanding, we will end up hoarding the wrong currency and never experience abundance inspite of having all the wealth in the world. Sharing what Wealth means for me to support you to go on a voyage of deeper self-inquiry to discover your own truth and find a simple path to freedom, abundance and prosperity. Wealth for me is: 1. Time Freedom - which is the ability to own my own time. That is why inspite of all the wealth and titles in the corporate structure, I did not feel abundant. 2. Ability to live my purpose through the work I do - So, I hung up my corporate boots, 9 years ago, to walk towards an unknown future seeking not only Time Freedom; but also greater meaning, purpose and impact through my work. 3. Time carved out daily for physical, mental / intellectual, emotional, spiritual growth and development - If I don’t prioritise and take out time for this, I feel poorer by the end of the day. 4. Eating, playing and praying together as a family 5. Being engaged and involved with my parents’ lives - The time, financial and situation freedom to visit my parents, who live 5.5 hours away, for a day once-a-week makes me feel prosperous. 6. Challenging myself, physically, intellectually, emotionally, spiritually, and go beyond - Playing for black belt though I am as yet, at 45, only yellow belt in Karate has me jumping out of bed with excitement and a sense of a beautiful adventure. Playing to be a scratch player in golf though my current on-board handicap is 38 may sound like pollyanna optimism or plain Jane wishful thinking but choosing to invest in professional coaching with the country’s best coach, practising and playing makes me feel free and abundant. Inside of that experience of freedom and abundance, I witness high levels of productivity, performance and effectiveness at work and in all other areas of my life. 7. Building my will-power to wake up at dawn daily and be consistent with my morning personal practise - This has been a 30 year dream and I am finally seeing the light at the end of the tunnel on this dream. See, dreams always come true. The question is - Are you willing to hang in with it for 30, 40, 50 years? Let only the God of Death separate you from your Dream, not the Jester that is the Mind. 8. Have joyous, authentic, emotionally uplifting, intellectually stimulating conversations - I have realised over the years that interesting conversations have more to do with me being interested in others than others being interesting. 9. Doing work that raises human consciousness, one person at a time - That is why I am so deeply in love with what I do (coaching) that it doesn’t feel like work. So, everyday is one big fun holiday for me. It can be for you too. Ask me and I will tell you how. 10. Read and write - I have integrated all that I love with my work. So daily reading the great masters of my field and writing an article or writing for my upcoming book is part of my Daily Top 5. 11. Going on vacations with the whole big extended family along with kids, spouse, parents, sisters and their families - This year all of us went on a cruise together. It took me 18 years to create this big bang vacation. Though 2 family members were missing on account of work commitments, I still feel the joy of having achieved a dream at 85%. My next 2 plans are Kanatal (Uttarakhand) in November and Amritsar (Punjab) in March next year. By the way, I have learnt more about leadership and coaching, trying to get the whole family together on a vacation than all the classroom training I have attended :-) 12. Listening to music - This is such an easy win, though just realising that in working on the big ones on this list, I seem to have missed in creating one of the easiest. That is how most of us live life. We get so busy in chasing the big ones that the ones which we can catch with very little effort gets missed out. 13. Re-connecting with my heritage through learning to speak, read and write Punjabi (my mother tongue) and Hindi (our national language) fluently - Last month, I spent 3 weeks in Panchkula (twin city to Chandigarh, capital of Punjab and Haryana) where my parents stay. I usually make one day weekly pilgrimage there to check in on my aging parents and to do chores for them. I am usually so busy caught up in their lives that I don’t get to interact with anyone else. Or, we take vacations together that I hardly find myself really settling in there and experiencing the Punjabiyat of my heritage. This time, my father had a surgery and I took off 3 weeks to be with him that gave me a chance to really polish my Punjabi. I experienced a strange sense of joy, a wonderful expansiveness, a delicious home-coming. We always spoke Hindi at home and as we grew up, God alone knows when, that suddenly we were speaking, thinking and dreaming in English. I had a sudden rude awakening last year when I saw my kids struggling with Hindi. They were breezing through English exams but Hindi exams had them sweat. At that moment, I realised that I was stunting their growth as well as mine by weakening their and my roots; by alienating ourselves from our heritage, our languages, the very cradle of our creativity. Who we are would not grow tall in the world, live up to our highest potential if our roots weren’t strong enough; and our roots are Punjabi and Hindi. It’s great to know English. There’s a deep gratitude for the English language as it has been a window to the outside world for all of us in India. Though, while looking outside the window, we have forgotten to water our own roots. Then, how can we expect to fully flower and blossom to the highest that we are meant to be. I cannot even come close to defining this strange joy I felt, a deep connection even with strangers as I conversed with them in my birth language. There was a melody and a sweet tinkling of gentle bells in and around me as I spoke and heard Punjabi with the hospital staff, our relatives, Dad’s friends; and my heart expanded with love for all beings. I have always found that as we increase our connection with our own selves, our connection with all of Life expands. Can anything be more magical than that? 14. Giving back to the communities that I have the good fortune to be a part of - The big extended family that I come from, the village, state and the country I belong to, the religion that I am born into, the universal sisterhood of women that I am a part of, the condominium that I stay in, the schools and colleges I went to, the people I have worked with and those I work with, the various groups that I have joined for different reasons are all communities that I am a part of. Each of the communities have contributed to my growth and defined who I am. The only access for my ongoing growth is to give back to each of these communities for the cycle of energy, growth and evolution to be maintained. So, though I buried myself behind books and kept myself isolated by my self-created walls during both my graduate and post-graduate schools for reasons that are part of another story, I felt the need to re-connect and contribute on my journey to complete parts of me which I had left behind in my past. This consciousness has me reach back to both the communities in an effort to reconnect with myself. 15. Playing sports - I grew up playing table tennis, lawn tennis, badminton, cricket, football, squash, pittoo (does anyone remember that game anymore), hopscotch, hide n seek, gallery and many more that I have smiling memories of. As I lost myself in the hubbub of Life (which really means I grew up), sports slowly vanished without me realising it. And, then golf happened that my love affair with sports started all over again and the wild excitement of being alive surged through my body once more, healing the wounds caused by the blows of Life. Let me tell you a secret. Anything I love becomes a part of my Business Model, Parenting Model and Personal Growth Model. So, I play golf for work, play more golf along with kids and spouse as part of our family fun time and play even more to challenge myself to grow beyond what seems possible. You may want to try this tactic. 16. Become a person that I would like to give a thumbs up to when my physical body breathes its last and say - Life well lived, mate. Continue forth with your next adventure. I am at different stages of collecting the above wealth; though the journey itself feels like as if I have found my way back home. Having defined what abundance really means has me experience freedom and prosperity like I have never experienced before; though I have a lot less cash at the moment than I have had at other points in my life. The simplest way to discover what wealth, abundance, prosperity mean for you is to answer this question - If you had all the wealth in the world, what would you be doing that would have you be happy and at peace? Make your list today and start your own journey towards fun, freedom and fulfilment. I have found abundance in the way my Being understands it. May you find yours. Love, Jyoti.
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Photo Credit: www.thehansindia.com
A son of a coffee planter to a Billionaire Founder and Owner of India’s biggest coffee chain, Cafe Coffee Day, committed suicide earlier this week. His tragic end is a huge wake-up call for the Global Business Community and has learnings for all of us that we must pause to reflect and ruminate upon. And, hopefully, this helpless act of a powerful business magnate will trigger a transformation in the way we work and who we are as human beings. 1. His death is a reminder that a Business Model is not only made robust, profitable and sustainable by the business elements that define it; but also by the human depth of the founder and the leadership team, displayed by the fitness levels of their physical, emotional, mental and spiritual bodies. A business model’s effectiveness needs to be measured not only by the outer business elements, but also by the inner human elements of the people engaged in that business. We mostly get carried away by what is visible - number of outlets, number of employees, turnover, number of cities, national vs global presence etc. - that we miss the foundation on which all of this is standing. The foundation is the physical, emotional, mental and spiritual health of the person at the helm of the business, who is leading from the front. The business really ends up being a mirror of who she or he really is, what his / her personal, leadership and business habits are. 2. In the light of the above point, it is important that the leadership team at the helm including the CEO / Founder / Business Owner have a mentoring / coaching structure so that they are building themselves to be the world’s best physical, emotional, mental and spiritual athletes; without which a great business cannot be built. 3. The reason that the leaders don’t create a support structure for themselves is because as a society we tend to idolise those who have created ‘success’. So, the idols fail to realise that they too need to continuously learn, grow and evolve with the support of others. Sooner, as a society, we realise, encourage and walk towards a relationship of equals between all, irrespective of all labels; the sooner will we all experience freedom to be and less pressure for all to put up a brave face to hide a sad reality within. 4. Don’t replace ‘building a sustainable business’ with ‘raising money’. Let the money in the business ecosystem be because the customers are crazy about your product / service, not your investors. 5. Just as highest levels of fitness across the 4 bodies of the Being of the Founder / CEO is the real foundation of the business model, so is Integrity. Without integrity, the business will fall sooner or later. Sooner is better because then there is less damage. Though unfortunately, mostly it is later where both direct and collateral damage is massive. 6. Create, own and enjoy wealth but don’t be owned by it. At the end of it all, you can take none of it with you. If you can’t take it with you, then all you really are is the custodian of all the wealth that you create. So, why be perturbed when you have less of it or somebody takes it away from you or become jubilant when you have more of it. It is this emotional instability that causes so much of the stress and heartburn we have. Yes, it is a lot of hard work to reach that balance. Yet, the struggle to reach there is totally worth it allowing you to experience ‘happiness without a cause or reason’, which is when happiness can truly be yours. 7. We are part of an energy system and every action we take has an impact. We cannot act as if what we do only has an impact on us. Imagine what Siddhartha’s 2 sons, one in college and the other as yet in school) and his wife must be going through. Of course, the net worth of Cafe Coffee Day fell. Probably worse than the fall of the net worth, which is easier to re-build, is the widespread discouragement and disillusionment experienced by his employees and aspiring entrepreneurs. 8. You don’t need fancy foreign degrees to build big business. A local school and college is just as good. All that matters is the size of your dream. 9. One really doesn’t know what anyone around us is really going through on the inside. Choosing to act and speak from a place of loving kindness is probably the biggest difference we can make to people in our lives, known and unknown. 10. Being a Fighter is exhausting. What would serve us is embracing the way of the Peaceful Warrior, who knows that the real battles are really on the inside and, therefore, all battles on the outside are merely reflections of the chaos inside. You can’t kill the reflections by shooting them. Shooting the attachment and being ok with owning nothing after building an empire ground up may be a lesson one is meant to learn and having learnt that, it is likely that no pressure on the outside can cause the balance to disrupt on the inside. That is what stress really is - disruption of the inner emotional balance. 11. What has spirituality got to do with all of this? Everything because a spiritual perspective gives us a higher meaning and purpose to all that we do from moment to moment. It strengthens in us childlike trust and faith, giving us the ability to see the gift in all challenges along the journey of life and to receive them gratefully. Loved the story of a doctor that I read in Mother Teresa’s Biography sometime back. His pregnant wife and unborn child were battling death. On being asked what he was praying for; he replied he was praying for the strength and faith to accept God’s will, whatever that maybe. This spiritual perspective is the only way to access emotional balance, which is necessary to create anything masterful, genius-level and extraordinary on a sustainable basis. Siddhartha’s soul will rest in peace if we can learn and live the above lessons from his life and death because then, how he lived and how he died would not be in vain. Love, Jyoti. My 74 years old mother always has interesting stories to share that I love listening to, even at 45 :-) I listen to them with greater fascination and enthusiasm as I am growing older. There’s always a hidden gold nugget for me to take away, a truth beautifully wrapped in an engaging story presented in a whole new way that it sticks even more deeply than ever before. Here’s a recent story she told me that still has me smiling. A king cut his finger and shared his plight with his wise minister, who responded by saying - “That’s good.” The king was furious and threw his minister in the jail. The minister smiled a knowing smile at his predicament and said - “That’s good.” The next day, the king went for a hunt in the nearby jungle. He got captured by a tribe looking for a human sacrifice to appease the Gods. When their priest was getting him ready for the sacrifice, he saw his cut finger and turned towards the tribal leaders to tell them that the captive was not fit for sacrifice as he was not whole and complete. The tribals let him go. The king ran as fast as he could towards his palace. And, the first thing he did on reaching his palace was to release his wise minister from the jail. He summoned him to the court and told him - I now understand why cutting my finger was a good thing. But, what was the good in your going to the jail? The minister smiled and replied - Oh, King. If I weren’t in the jail, I would have accompanied you to the jungle and would have got captured along with you. After letting you go because of your cut finger, they would have sacrificed me. Thank Goodness, I was in the jail because of which I am still alive. I smile as I look back in life at every situation that felt like the worst possible circumstance to be in. It always turned out in a way that changed the direction of my life towards something better, bigger, brighter. Whether it was a job that I didn’t get or professional growth that didn’t come at a satisfactory pace or a relationship that didn’t work or sickness or the struggle of building my business or NOs to my numerous requests / ideas / proposals. Each situation that I have resisted and fought hard against turned out to be a gift that I only saw when I gave up the struggle after getting tired of fighting and banging my head against a wall. I had an opportunity to sit with my 75 years old dad and his equally young friend for a day and a half at the hospital waiting for a battery of tests that Dad had to undergo. In our culture, parents’ friends are like your own uncles and aunts. And, Kharbanda Uncle had us, at the same time, laughing and in deep awe of the insights that we discovered in his stories. He kept Dad and me in great cheerful and positive energy inspite of the fact that we had recently discovered that Dad has a large tumour ticking away like a time-bomb in his brain. Will share two insights from the many that I took away from those conversations. He spoke about the concept of “akaaran khushi” which translates to “Happiness without a reason”. He said that as long as our happiness is for a reason, then it is not true and will not sustain. Real happiness is from deep inside and is for no reason. Our purpose as humans is to learn to evolve from being happy for a reason to being happy for no reason. The second insight was that our physical tiredness begins the moment we allow dislike for what we are doing enter our mind. Liking or disliking what we are doing or what we have in our circumstance is our choice. The moment we allow our mind to embrace what there is; tiredness, exhaustion, stress and hence dis-ease leaves us. Within 10 days of discovering Dad had a brain tumour, my sisters and I found ourselves outside the operation theatre. Fortunately for us, our mother has taught us to trust Nature and the process of Life. And, to make the choice to be happy and grateful, trusting the goodness in everything that comes our way. She had another story for us to remind us of her teaching. One set of parents came crying to the doctor - “Save our only son. Doctor, save our only child.” The wise Doctor pronounced that the son would take a long time to heal. The second set of parents, their emotional energy centred and peaceful, came to the doctor and said - “Our son is not well. Please heal him.” The Doctor responded - “Your child will heal fast.” That reminded me of a real story I had read of 2 cancer patients with the same prognosis, on the same treatment protocol, in the same hospital, at the same stage of disease. Though there was a big difference in their Being. I don’t use the word attitude because it is skin-deep. Attitude comes from who you are as a Human Being. You may practise to have the right attitude but it doesn’t shift a thing till it doesn’t come from deep inside you, from your very Being of the Human that you are. So, the story goes, the first lady was sad, angry and upset with her cancer diagnosis while the second lady was happy and cheerful inspite of her cancer diagnosis. Few months later, the first one died because of cancer; and the second lady won the battle against cancer and survived. So, my sisters and I spent the 7 hours, that Dad was inside getting his surgery done, in deep joyous conversations deepening our connection with each other even further after many years of being lost in the maze of life. The doctor who was conspicuous in hardly speaking a reassuring word to us or even smiling kindly at us to allay our fears before the surgery, came out smiling from the Operation Theatre and pronounced that the surgery was successful, they had been able to remove the entire tumour and that Dad was in a stable condition. I have lot more stories to share. Let that be the material of my next conversation with you. Love, gratitude and reverence for all of Life and that includes you, Jyoti. I believe that the next stage of evolution of the human consciousness is through business. Its through building great businesses that the leaders at the helm of those businesses and employees who are part of that journey find themselves on their own journey of inner transformation. Both the outer journey of creating a great business and the inner journey of personal transformation are intrinsically inter-connected. One journey cannot happen without the other. Michael Gerber does genius level work in making the complex business of building an extraordinary business into a simple step by step process. In all the research on why 9 out of 10 start-ups fail, there's very little that captures the human element. There's very little that tells the story from the heart, mind and spirit of the business owner. That is why The EMyth connects, educates and inspires a shift needed for the founder to get the business out from the '9 out of 10' statistic to '1 out of 10'. This is one book that spends more time telling you what and how to make that shift instead of merely stating 'why' of failure. It also gives a whole new perspective on the 'why' that leaves you with quite a few 'aha' moments. The EMyth is one of the essential reads from the recommended book list in the entrepreneurship program I run for business owners. Running a business without having read this book is like committing entrepreneurial hara kiri. Here's an extract from the first quarter of the book to give you a taste of what this book is about. Wishing you the deeply fulfilling joyous journey of building a great business. Love, Jyoti. The first stage of stepping into authentic leadership is building your Agility of Mind leadership muscle. As I work with leaders to step into discovering what is authentic leadership and making that a way of life to lead their lives, professionally and personally, from good to great; I find that from good to great is a 5-stage journey. Each stage is about elevating one’s consciousness by developing a specific leadership muscle. Each subsequent muscle requires the preceding muscles to be at the highest level of fitness. Here are the 5 muscles in the order in which they need to be strengthened. Actually, the right word really is ‘can’ be strengthened and not ‘need’ because human consciousness can only be elevated in that order as below: Gear 0 - Good Life. Good Business. A vague sense of emptiness; and disconnect with oneself and others. Living life as a Victim or a Fighter. Stress and not being at the highest level of fitness is an accepted part of life. Evolve to Gear 1 by strengthening A. Agility of Mind™ leadership muscle Evolve to Gear 2 by strengthening B. Being of Service™ leadership muscle Evolve to Gear 3 by strengthening C. Communicating in the world of others™ leadership muscle Evolve to Gear 4 by strengthening D. Delivery on your word™ leadership muscle Evolve to Gear 5 by strengthening E. Excellence™ leadership muscle. Great Life. Deeply Fulfilling Successful Profitable Business. Loving Harmonious Relationships at Work and at Home. Happy Responsible Kids with their Genius Joyfully Expressed. Nourishing Nurturing Me-time. Highest level of physical, emotional, mental and spiritual fitness. Making a Difference. Creating an Impact. Making a Dent in the Universe. Peaceful Warrior. The above is the journey from being a Victim or a Fighter, both limiting ways of Being, to being a Peaceful Warrior, a Gear 5 Leader. The way to evolve is to work at the level of habits across the 4 bodies of our Being - physical, emotional, intellectual / mental, spiritual. Bit by bit working at the level of habits across the 4 bodies of our Being, we grow from inside out, get connected to our own authentic self experiencing coming home to ourself. Our consciousness evolves when we go beyond understanding a concept intellectually to experiencing it viscerally and living from there. Before moving forward, let me explain what is a Distinction. Imagine an Object inside a ball. How many points are there on the ball to view at the Object? Numerous, isn’t it? At each point on the ball to view the Object from, won’t the Object look different. At two points on the ball, the views will even be contradictory. Then, which view is the Truth? What if I tell you that the Object inside the ball is Reality. View from which Point, alternatively which Point of View of that Reality is the Truth? The point that you choose you stand at determines what you see. What you see determines your actions and therefore your outcome. How do you decide which point to stand at? The point from where you can access your inner power (Power to Create™) to fulfil your highest intentions and realise your greatest dreams is the point to stand at to view the Object called Reality. That Point of View is called a Distinction. My job as a coach is for you to discover the Distinctions on your own as your own Truths so that you become them instead of you learning them by heart because I tell them to you. Though I will still tell you the Distinctions so that you know what you are looking for. You know you have discovered a Distinction when you get an INSIGHT (sight turned inwards instead of outwards), an AHA or a Eureka moment when you discover something about yourself that you hadn’t known before and that gives you the missing key to unlock part of your inner power. The discovery may be as quiet as a ‘Hmmm’ and silence afterwards. Coaching is a skill for you to access insights, uncover Blind Spots and discover Distinctions to live from a place of power. A leadership muscle is a state of consciousness defined by a level of physical, emotional, intellectual / mental and spiritual fitness achieved through letting go of limiting habits and taking on growth habits across the 4 bodies of our Being. By consistently working on habits on a daily basis, Distinctions associated with that leadership muscle begin to become a way of life. Today, lets discuss what is Agility of Mind™ and its relationship to Leadership Development. This is the first stage of leadership development. Your Agility of Mind™ leadership muscle is fully developed if you can live moment by moment the below 5 Distinctions, or 5 Distinct Ways of perceiving reality: a. I am responsible for all that happens in my space. b. Being able to experience one’s own self as whole, complete and perfect with nothing to fix or change. Living in the authentic experience of - I am extraordinary and I love myself. Being able to make the choice to be happy and fulfilled, irrespective of situations and people. c. Being able to see 360 degree view of any reality. Being able to stand in a place where you can see that your deepest beliefs are really your points of view; and that contradictory beliefs are just as valid. To live in the joyous experience of - Your point of view is just as valid as my point of view. d. Being able to recognise your own upsets and have the agility of mind to drop them by recognising that the source of your upsets is not out there but in here, that you are not upset because of how people are and how they are not or because of adverse circumstances. You get upset because your expectation didn’t get fulfilled, what you want to communicate you could not, your intention didn’t get realised. When you can understand that your expectations, communications, intentions belong to you, not to others; then you can laugh loudly when Upset tries to take you in its grip. Being able to recognise your Small Mind™ hiding behind every upset and strengthening your Agility of Mind™ to shift it to your Big Mind™. e. Recognising all your complaints as your Small Mind™ in disguise and being able to use your Agility of Mind™ to see positive aspects instead of giving in to complaining. There are 3 levels of competencies in strengthening your leadership muscles. Before we start our journey of inner leadership development, we are unconsciously incompetent. a. Starter: This is when we live from the Distinctions of the Leadership Muscle or Gear of Evolution only 20% of the time. The reason you progress is that 80% of the time when you are not living the Distinctions, you are aware that you have fallen off your path and get back every time. You fall off and yet you make the choice to come back to the path. This level of competency is also called Conscious Incompetence. b. Champion: At this level of expertise, you are living from the Distinctions of the Leadership Muscle or Gear of Evolution 80% of the time. The 20% of the time you fall off, you make the choice to come back to the path of living from the Distinctions. This level of competency is also called Conscious Competence. c. Mastery - At this level, you are living from the Distinctions of the Leadership Muscle or Gear of Evolution 100% of the time, without even being in conscious awareness of it. You become the Distinctions. This level of competency is also called Unconscious Competence. Inner Leadership Development can only happen at the level of habits across the 4 bodies of our Being. Let's explore few daily habits that will support us to strengthen Agility of Mind™ leadership muscle to elevate our consciousness to Gear 1 of Evolution: i. Exercising - Yoga, Martial Arts, Functional Training ii. Meditation iii. Journaling iv. Acknowledgements - Viscerally experiencing your wins v. Gratitudes - Viscerally experiencing your blessings vi. Buddy Conversation - Experiencing being listened to by a committed listener vii. Reading Books if you don’t read books and stopping to read for some time, if you are an avid reader. viii. Identifying what you resist, fear, hate to do, get embarrassed doing, don’t want to do, makes you uneasy and uncomfortable; and then doing exactly that. ix. Reflection The journey to your highest self, to the highest expression of your inner genius is a journey which is both deeply fulfilling and joyous. Wishing you the strength to choose that path. May you choose this gift of Life. That is my intention for you. That is my prayer for you. Love, Jyoti. Further Recommended Reading: 1. How to use Gratitude as a Leadership Tool for Business Growth? 2. How Reverence for all of Life Supports you to Lead your Business from Good to Great? 3. Without Integrity, nothing works; not even your business. Why, and What to do about it? 4. Why Must You Deepen Yourself in Mastery Consciousness to Lead your Business to Market Leadership? Met an ex-colleague after 10 years. He looked younger than he had then. He retired few years ago after contributing massively to one of the largest multinational IT companies. Originally from India, now an Australian citizen, living for most times in Singapore, he keeps coming back to India. Though, he is on multiple boards, is a serial entrepreneur successfully and profitably running several businesses of his own, is a mentor to numerous start-ups; he is most passionate about a give-back project he is doing in Udaipur (his place of birth, his home town) of bringing world-class technology education to a local college. I love having joyous, real, authentic conversations - as much with the drivers of the electric rickshaws, drivers of Ubers / Olas as with my client community from around the world, with the people from the various communities that I have the privilege to be a part of, with anyone with whom I have the fortune to share a bit of a journey this lifetime, whichever the context. And, from all these conversations, I uncovered a secret that I will share with you today. You will find it hidden in the brief story I told you about my ex-colleague above. Our degree of happiness is a function of how deeply we are connected to our roots, how much contribution we have made to the communities that we come from. We are tribal at heart and our tribes define us. It is only in coming home to our own village that we can find our way back to who we are as human beings. No tribe is better than the other, just that my tribe gives me a sense of belonging that no other tribe can; just as it is for you. I can only have deep respect for all tribes if I can reconnect to the deep respect within me for my own tribe. I can contribute to other tribes powerfully when I have contributed to my own first. Just like, only in finding a deep connection with my mom and dad can I find the deep connection with my own self; and then only can I uncover a deep connection with all beings in the world. The reason the programs I run create massive outcomes for my clients is because apart from coaching them to create business success; among other things, I also work with them on their relationship with their parents if I smell a disconnect. There always is a little bit of disconnect, that is part of our coming into adulthood. Unfortunately, this disconnect is part of our human design. Even as a coach with all my deep understanding of human behaviour, psychology and the rest of it; I will still end up creating disconnect in my kids’ hearts. Though the story should not end there. The story must continue with me working on myself and creating an environment for the kids to work on themselves to remove the disconnect. It is important to remove the disconnect because it comes in the way of our experiencing ourself and other people in our lives as whole, complete and perfect; which is the source of troubled relationships at work and at home. This is also a hidden source of stress which messes up our health, well-being, productivity, performance, creativity, innovation and impact. It doesn’t matter whether our parents are with us or have transitioned to another realm, it is always possible to reconnect powerfully with them with love, gratitude and reverence; not from a sense of obligation but from a deep visceral sense of joyous embrace of the source from where we sprang forth. A deep connection is only the first step to come home to ourselves. The next step is to contribute to our mom and dad. In doing that, we will find the energy and strength to contribute to our own self by nourishing and nurturing our physical, intellectual, emotional and spiritual bodies. That will get us reconnected to the primal need to contribute to our tribe, the communities that we are a part of, our country’s consciousness that flows through our blood. In that contribution will we experience being whole and stand tall to let our inner Sun shine brightly to light up the world. In our doing so, our children will learn to do the same, the people who are entrusted to our care at work will learn to do the same. From there will spring forth unimaginable levels of health and fitness, performance, productivity, creativity, innovation and the massive impact that we are meant to make through our lifetime. I highly recommend to all coaches, leaders and parents to understand this part of the jigsaw puzzle called leadership development. Before moving forward, let me tell you that another phrase for leadership development is “elevating human consciousness”; in people entrusted to our care at home and at work, by elevating our own first. And, yet, beyond physical tribes, we belong to intellectual, emotional and spiritual tribes that may as well be globally dispersed. We can only find higher connection by laddering up from physical (our roots), intellectual, emotional to finally, spiritual tribes. We are meant to belong to each other, though first we must belong to our own self. When we evolve to experiencing ourselves as whole, complete and perfect, we will find every relationship whole, complete and perfect. The problem is we are seeking relationships, external success, wealth, fame, creative hobbies, sports and everything on the outside to make us experience wholeness, completeness and perfection on the inside. That’s what we are really seeking. The only way to get there is not by trying to create something outside of ourselves, it is by going within to do the deep inner work to evolve from the stressful forceful ’survival consciousness’ to the restful, joyous, soothing, tranquil, equanimous, lyrical, poetical, melodious, gently flowing ’abundance consciousness’. That transformation within shifts you from good to great, professionally and personally. May you choose this gift of transformation. That is my intention for you. That is my prayer for you. Love, Jyoti. This perhaps is the most frequent question I am asked by my clients. Here is my answer to this question, trusting it will serve not only my clients but all in the world of business to generate big sales and become prosperous. 1. If your intention is to sell, you will not close the sale because people don’t like to be sold to. 2. The only reason someone buys a product / service is because they have a genuine need for it; not because you are a smart salesperson who managed to hoodwink them into parting with their money. 3. The purpose of a sale is to fulfil a need, not to make the sales person earn money. 4. If to whom you are trying to sell does not experience an authentic human connection with you, he / she will not trust you. Without TRUST, a sale cannot happen. Whenever a sale falls through, ask yourself the question - How do I rate on a scale of 1 to 10 how much the potential customer trusts me? 5. If you think all you have to do to make a sale happen is to create a snazzy website, a cool visiting card, create hoopla on social media and send messages to all your family, friends and various groups you are a part of on WhatsApp; you will soon shut shop as many numerous startups that I have seen go bust with either their passion or their cash burning out much before they found their profitable, repeatable, scalable business model. 6. Understand if you are starting-up, phase 1 is about discovering working in which field will fill you up with joyous passion that no amount of downs in your business can dim its intensity. It is about discovering what your purpose is, what makes your heart sing, feet dance on their own to a song that never stops. Having found such a business idea, your next job is NOT to sell. The next stage is about deeply understanding your target customer community. Selling becomes the pretext to facilitate that. You don’t sell in this stage to earn money. You sell in this stage to design your product / service that has customers chase you, instead of you chasing the customers to buy from you. This 2nd stage is about discovering a profitable business model, not by closing the sale but by connecting with people in your customer community, inviting them for a conversation to make a difference to their lives through the 1st iteration of your product / service, making a difference to them if they say yes to having that conversation with you, proposing to them if it feels what you have to offer will contribute to them. You learn at every step how to design that Blue Ocean product / service - when they refuse to connect, when they say NO to your invitation for a conversation to discuss how you could make a difference to them through your product / service, when they say NO to your proposal. Every NO here is more valuable than the one chance sale that you may make in this stage, because you are getting valuable information on what the customer community really needs. Please don’t try to close a sale at this stage because this stage is not about closing the sale. This stage is about really understanding who your customer is, what does he or she wants (Can someone innovate the English language to get us one word for He and She?), what does he or she needs, what are his / her hidden desires, what is her / his problem that you are trying to solve. Business building is an iterative process. There is no such thing as overnight success. Legendary success is created over 10 to 20 years. If you cannot enjoy the long-drawn step-by-step iterative ambiguous process of building a great business, it may be better to pick up a job instead. 7. Assuming you have discovered through the iterative process the product / service that has your customer community chase you because you are solving a problem that they really want to solve and are willing to pay you money to solve it. At this stage, your business model is profitable. The next stage (Stage 3) is to make your Business Model repeatable and then scalable. How do you make your Business Model Repeatable - by ensuring that with the same input, you get the same output which is a 'super delighted customer who can’t wait to talk about your business with his family, friends and colleagues'. Yes, this stage is about defining processes so accurately that you can pick up anyone from the road and they can run your business. Scalability is built into the business model by making yourself redundant. Please understand making yourself redundant is not about finding the right resources. Let me keep this burning topic for the next day to discuss. How do you close a sale at this stage? You do that by having a pre-defined step-by-step process on how to make a sale happen based on your experience of successfully doing it. You figured that process at the end of stage 2 and continued to refine it in stage 3. It is time to train your people on that process. Closing the Sale becomes a completely different process in stage 4 (Scaling up) and stage 5 (Corporatizing) of the business-building process. Here are few excerpts from the book by my favourite teacher of Starting-up - The Start-up Owner’s Manual by Steve Blank - interspersed with the teachings of Centre for Entrepreneurial Excellence™ on building a great business. Wishing you deeply fulfilling, successful, abundance-creating business that contributes to your customer and employee communities, and to you and your family. Love, Jyoti. Have you ever experienced that you have so many ideas to solve a problem and yet when you give them all to your people, nothing happens. Nothing gets implemented. The problem remains just as unsolved as before, even growing bigger. You end up being frustrated and irritated because you did tell the solution and you know that your solution will fix the problem in its bud and create amazing results. But, the people to whom you give your ideas to continue to resist you and resist doing what you tell them to do. And, then, you begin to face the same problem with your kids. They have so many more opportunities than you had. And, yet, they are floundering these opportunities and the resources that you are working hard to provide to them. Leave alone being grateful, they don’t even listen to you. You know exactly what they need to do. If they did exactly that, their lives will begin to shine. And, yet, they continue to resist you, resist doing what you tell them to do. What’s happening here? So far, while you were an Individual Contributor at the workplace or your kids were not pre-teens as yet, your brilliant ideas supported you to create success because you were implementing them. Now, that your role has changed. Instead of an Individual Contributor, you are a Leader at work and at home. Your success is a function of other people (your team or your kids) implementing your ideas, your old model of Being will not only not support you to create the success that you dream of, it actually will hinder you from moving forward as you will come face to face with a wall of resistance from those who you are privileged to lead, both at work and at home. You may use the brute force of your charisma, the power of your personality and conviction to get people to follow your lead but that’ll take you only that far. You may end up leading your organization to climb the tree but flying to the moon will escape you. If you are committed to creating impact, making a massive difference, making a dent in the Universe by leading your business from good to great, have loving harmonious relationships at work and at home, raise happy responsible kids with their genius joyfully expressed, nourish and nurture yourself to connect with your highest self; then listen. Yes, LISTEN and not tell. Yes, LISTEN and not TELL. Don’t tell them what to do. I know your ideas will make them fly so high, but they cannot fly with your ideas. Just as a baby bird can only fly with her own wings. They can only fly with ideas that are their own. They can’t see with your Light. They can only see and walk with their own inner Light. Giving them all the knowledge and information to convince them to do what you are telling them to do is making zero difference to them because they are not listening. They are not listening because they haven’t become leaders as yet and don’t know how to listen. The constant chatter in their head about the limiting view of themselves, of you and of life itself are 3 big walls that does not allow anything to enter. You are privileged to be a Leader. It is your privilege to grow beyond the default design of a human being, become aware of your own chatter in your head and STILL it, so that you can LISTEN. It is your privilege to drop your 3 walls so that you create a space for them to drop their 3 walls. Then you can really step into their world and communicate in their world so that they really understand what you are saying. Till that time, you will say, they will resist because they haven’t as yet learnt to LISTEN. It’s your privilege to grow your inner leadership, to increase your leadership depth to listen, understand and lead your people at work and kids at home to their own ideas, to their own solutions so that they can implement them. Your job as a leader is no longer to be a star performer, it is to create a space for star performers to grow to their highest potential. Next time, someone comes to you with a problem, create a space of listening by asking questions. Not questions to make them wrong but genuine questions, sourced in deep love and care for who they are as human beings. As you ask questions which uplift and expand them, their inner wisdom will trigger and yes, they will come up with solutions that are much better than yours. That is our privilege as leaders and as parents, to raise our people and our kids to become better than us by letting them find their own answers and solutions rather than creating fixed structures for them to follow based on our own knowledge and information. As leaders and parents, it is our privilege to do 10 times of what we ask our people and our kids to do. As leaders, it our privilege to unconditionally give our love, acceptance and care to our people as we would give to our kids because just as we are custodians of our children, we are custodians of our people. They have been placed in our care and it is our privilege to provide them a space of loving kindness, total acceptance and gentle caring for them to throw the lampshade off their inner Light to fearlessly shine brightly. As leaders and parents, it is our privilege to coach our people and children to fulfil their highest intentions and realise their greatest dreams; not by telling them what to do but by leading them with questions and guiding them to uncover their inner wisdom to find their own answers, their own solutions. To be such a leader, it is our privilege to be on an inner journey to come home to who we authentically are. Wishing you the self-awareness, courage and strength to be on such a journey. Love, Jyoti. Further Recommended Reading: 1. How to use Gratitude as a Leadership Tool for Business Growth? 2. How Reverence for all of Life Supports you to Lead your Business from Good to Great? 3. Without Integrity, nothing works; not even your business. Why, and What to do about it? 4. Why Must You Deepen Yourself in Mastery Consciousness to Lead your Business to Market Leadership? I went to watch the final day of the top golfing event of the country yesterday - Hero Indian Open. I followed the leader of the first 3 days. After a dissatisfactory tee-off at one of the holes in the back 9 of the golf course, he beat the ground with his club. At that moment, I had an inner knowing that he will not win the tournament. After almost being an easy winner based on first 3 days performance, he ended up 4th earning only USD 80,850 instead of USD 291,660. My 10-year old son was volunteering at the event and had the fortune to be with the 3-ball that the tournament winner was a part of on one of the 4 days of the event. I asked him to describe his experience and he described the tournament champion as having so much humility, being kind and cool even after a particularly bad shot. I heard other stories of other players cursing or throwing their club down or at the caddy, when a shot didn’t go their way. I have seen this as much in Business, as in Sports and in all other areas. Your craft mastery only takes you forward that much. Beyond a point, how much of an expert you are no longer counts. Of course, it is what gives you entry to the top league in the first place but to be the leader of the top league and to stay there; you need something more. After you have worked your way up the pyramid, everyone is now working just as hard with almost similar resources. Let’s call Craft Mastery (being a master of your domain, a super expert) the first lever in the game of Life. You have to put in the 10,000 hours of purposeful, persistent, deliberate practise (made famous by Ericsson) for you to reach at the top of your industry. Once you are top 100 of your field, what then gives you the leverage to be number 1? It is no longer Craft Mastery. What got you to Top 100 or Top 1000 league will no longer take you forward. What, then, is the second lever? Compare the 2 players above, the one who could have been number 1 and the one who did become number 1. Notice the difference between the two players’ response to an adverse situation and their way of Being. Observe the stupendous difference between their earnings. That is what the second lever does - push you to Top 10. I call the 2nd Lever - Leadership Depth which is who you really are on the inside. Humility, kindness, still calmness in the face of chaos are all characteristics of people who have worked hard at growing on the inside. Their success and prosperity on the outside becomes a mere reflection of the shine inside. You can beat the ground, people around you, yourself but all that will not get you to win the tournament of life. Lets say, you made it to Top 10. The 2nd Lever will no longer take you forward. You need a 3rd Lever. What could that be? For fans of Bollywood and Indian History, what made 21 soldiers fight a heroic battle at Saragarhi against 10,000 to 12,000 Afghans? What made the Indian Women underdog hockey team win in Chak De, one of my favourite Hindi movies? Let's take an example from Business. Under JRD Tata’s leadership, the assets of his business assets grew from Rs 62 crore in 1939 to more than Rs 10,000 crore in 1990. He is a founder of many landmark Indian businesses - Tata Consultancy Services, Tata Motors, Titan Industries, Tata Salt, Voltas and Air India - contributing significantly to the economic prosperity of our country. What is common between the 21 Sikh soldiers of Saragarhi, the Chak De team and JRD Tata that had them be so successful in their own domains? Each one of them were not playing their game for personal wins, they were instead standing up for a cause so much bigger than who they were. There are JRD Tata’s words - If I were to attribute any single reason to such success as I have achieved, I would say that success would not have been possible without a sustained belief that what I did or attempted to do would serve the needs and interests of our country and our people and that I was a trustee of such interests. The Chak De Team weren’t playing for themselves. They weren’t playing to earn money. They were playing for the freedom of the spirit of womanhood, which they experienced being denied to them. They were playing for their country, for the sense of belongingness to their country beyond the region, state or religion they belonged to. The Saragarhi bravehearts were fighting for the honour of their community, for the honour of their country. That is the 3rd Lever. I call that lever Business Excellence or Sports Excellence, depending on the domain. As long as you are running your business or playing professional sports to earn money for yourself and your family, so much of your inner power is denied to you. When you can evolve to be a stand for a cause, have your work be a way for you to live your purpose to make a difference in the world; you have unlocked the 3rd lever. Wishing you 'all the 3 unlockings' to experience deep joyous fulfilment and abundance at levels unimaginable before. Love, Jyoti. Infact, the real question is - How to stay inspired to continue building your Business with passion and joyous energy inspite of the ups and downs in Life? There is no escaping from the trials and tribulations that Life invariably throws up to test one’s commitment to realise one’s impossible, unimaginable dreams. How does one then continue walking the path with unbridled and unstoppable energy? All of us have the seed of genius in us. Only those of us are able to nurture it to fully blossom, who keep walking on the path towards our highest self; irrespective of chaos inside or outside. Chaos is the Universe’ way of supporting our growth. Therefore, expect chaos, confusion, self-doubt to be your constant companions as you build your business. If that be the case, then it would be more effective to befriend chaos, confusion, self-doubt and their various other avatars than to resist or struggle against them. Imagine pushing a wall with all your might. Can you feel the wall pushing you back? Can you see you are still standing where you were before? You see, half your mind is struggling against the wall, resisting the wall and you are only left with half your mind’s capacity to creatively figure out a solution to go to the other side of the wall. What if instead of pushing the wall, struggling against it. resisting it; you simply stood still and accepted it the way it is and the way it is not. You may get a brilliant idea to take support from the wall by resting your back against it. In that moment of mental and physical restfulness with your mind’s energy fully available to you since half of it is not struggling against what is, how likely would it be for stroke of creativity to unfold a solution for you to gracefully and effortlessly walk to the other side of the wall. Therefore, in the moments of chaos, confusion, self-doubt, criticism, illness, lack of support from those who really matter, loss of energy, scarcity, financial ruin or any other limiting experience; drop your armour and embrace what is. Fully own it and accept it. Receive it with gratitude as a gift from the Universe to support you to be bigger than who you are at this moment so that you can create much bigger outcomes than you have ever created. I call this leadership ability - Childlike Trust and Faith. Childlike trust and faith in the Universe, childlike trust and faith in the process of Life, childlike trust and faith in Life as it unfolds. It requires leadership depth to live in the experience of this childlike trust and faith. Without this ability, nothing of life may make sense; sucking away energy from the onward march on the path that we feel most connected to. Once we stop struggling in the ocean of Life, we realize we already know how to float and that more we struggle to not drown, greater our chances of drowning. Its when we trust the Universe (which includes all of Life, all Beings and ourselves) and become still, we will find ourselves floating. Why is it a leadership ability? What has childlike trust and faith got to do with Leadership or Business? Everything because the mind is then fully available to finding creative solutions. There is unleashing of undiscovered creativity, locked-in productivity and high level of performance. All of this put together creates effortless customer creation, operational excellence and extraordinary service delighting customers; resulting in greater profitability in a Business ecosystem. The next question is how to build this childlike trust and faith in ourselves and our team members. Leadership development is inner work, requires growth on the inside instead of something that can be hammered in from the outside. Therefore, you cannot train people to become leaders. You can only coach them to be on the inner journey of personal transformation to grow in leadership depth. And, that journey begins 2 stages before: Stage 1 of Leadership - Gear 1 - Coaching your people to discover what their fears are, what they resist the most and supporting them to step outside their comfort zone to fully experience themselves as whole, complete and perfect. Stage 2 of Leadership - Gear 2 - Coaching your people to relate to others as whole, complete and perfect. Coaching them to viscerally experience what it means to be grateful and stay immersed in that experience. Stage 3 of Leadership - Gear 3 - Coaching your people to step up from Gratitude to Childlike Trust and Faith in the Universe, in Grace, in Life or any other word you want to use. All these shifts require shifts across all the 4 bodies of the Being - physical, mental, emotional and spiritual; dropping of limiting habits and taking on Growth Habits at each of the 4 bodies. Before you can coach others, you have to model it yourself. That is why coaching is effective because it is not about Telling, it is about Being. The above journey is a strategic long-term growth path to be the kind of person who remains motivated through the ups and downs of building a business, through the inevitable vicissitudes of Life. More tactically, here’s what you can do to deepen yourself in the Leadership ability of Childlike Trust and Faith: 1. Be a part of a mastermind group of positive people on their journey to their inner genius. We become who we most spend our time with. 2. Build a structure for yourself to be continually growing, to be continuously on the Leadership path to your highest self - from Gear 1 to 2 to 3 and onwards. Having your own coach is a critical component of this structure. 3. This should have been the first, actually because the above 2 make sense only if you have this - a purpose, a dream, a personal inner commitment to be so much bigger than who you are right now to create so much more than you are creating right now. 4. The ritual of daily prayer, which I am finding slowly eroding, is a powerful way to immerse yourself in childlike trust and faith. The process of a heartfelt prayer allows us to unmask to commune authentically with our own self through the Universe. A prayer is not when you beg the creator for something, it is when you seek nothing and open yourself to the Grace of God. The true meaning of prayer became alive for me when I read about a doctor whose wife was delivering a baby with both the mother and baby at high risk. He didn’t pray for the well-being of his loved ones. Instead, he prayed to God to give him strength to accept with Grace whatever He decided as the outcome. 5. Praying before eating is another ritual that is powerful in shifting the Being. The act of praying before eating helps us to become more mindful, connects us to our inner self which not only increases the nutritional value of what we are eating but also helps to still our mind and empty us of limiting emotions and thoughts, if the prayer is heartfully offered; resulting in better decision making ability, greater creativity in problem solving and better communication. This way, every meal is an opportunity to get in touch with our Source of productivity, performance, creativity and innovation. Here’s a variation that I did on St Francis of Assisi’s prayer that powerfully reminds me every meal of what my personal inner commitment is, what my values are, what my promise is to be, the place I want to come back to every time I fall off my path. I end the prayer with Gayatri mantra, which is a prayer in Sanskrit for strength to transform the mind from darkness to light. Create your own version of the mealtime prayer and include your whole family in the process to support your children to start their leadership journey to their highest self as early as possible. Grace, make me an instrument of thy peace. Where there is hatred, let me be love. Where there is injury, let me be forgiveness. Where there is doubt, let me be childlike trust and faith. Where there is despair, let me be optimism. Where there is darkness, let me be light. Where there is sadness, let me be joy. Where there is negativity, let me be soothing joyful positivity. Where there is chaos, let me be peaceful order. Where there is confusion, let me be clarity. Where there is struggle, let me be joyful effortless creation. Where there is lack, scarcity, yearning; let me be abundance and prosperity. Where there is lethargy, boredom, inaction; let me be enthusiasm, passion and powerful, effective action. Where there is judgement, let me be deep understanding and reverence for all points of view. Where there is anger and hurt, let me be loving tenderness. Where there is arrogance, let be me grateful humility. Where there is treachery and betrayal; let me be childlike trust & faith, integrity, unconditional love & acceptance. Where there is bitterness and resentment; let me be forgiveness, gratitude and joy. Where there is indifference, let me be love. Where there is fear, let me be loving embrace of all of my fears and joyous effective action. Where there is humiliation and rejection; let me be love and grace. Oh, Divine Grace, grant that I seek to console than to be consoled. I seek to understand that to be understood. I seek to love than to be loved. For, it is in giving that we receive. It is in forgiving that we are forgiven. It is in dying to self that we are born to eternal life. Gayatri Mantra is a sanskrit prayer to transform one’s default small limiting mind sourced in fear and darkness to our Big Mind sourced in Love and Light. ओम भूर्भुवः॒ स्वः । तत्स॑वि॒तुर्वरेण्यं॒ भर्गो॑ दे॒वस्य॑ धीमहि । धियो॒ यो नः॑ प्रचो॒दया॑त् ॥ om bhūr bhuvaḥ svaḥ tát savitúr váreṇ(i)yaṃ bhárgo devásya dhīmahi dhíyo yó naḥ prachodáyāt Wishing that you break free from your inner and outer shackles to come home to yourself to create success, fulfilment and joy on the inside and the outside. Love, Jyoti. Here’s how you build Great Teams with the Right Talent: 1. Have a cause so powerful that it brings tears to your eyes because your passion for what you stand for and how you live that through your business is the glue that holds a Great Team together. It’s been proven time and again, it is not the money that draws people to an organization and makes them stay. 2. Know what your team member’s dreams are and make them your own that supporting them to realize their greatest dreams becomes more important to you than your own dreams. Be your team member’s coach, not their boss. 3. Have a relationship of equals with each of your team member that you are comfortable with them holding the mirror to you, creating the space for you to be their Leader not by authority or external power but by your inner power to inspire them to choose you as their Leader with their mind, heart and soul. 4. Choose to hire those as your team members who love learning and are passionate about their domain over those who are from top-notch colleges. 5. Check during the interview if they do household chores. If they do, you have found a valuable team member who understands what responsibility is, owns it fully and is not afraid to roll-up their sleeves to do what has to be done. 6. Assess before deciding to hire what their values are. Hire only if there’s a match between your values and theirs. Teams usually are ineffective and unproductive more often because of values mismatch than for any other reason. Therefore, ask yourself what are your values before stepping out to build a team 7. Know what your cause is, making what dent in the Universe would touch, move and inspire you. Hire those who are touched, moved and inspired by your cause. That is the super glue that holds the team together. 8. Bring those people in as your team members who want to join you not because they can earn a salary but because what you and your business are upto creating in the world inspires them and gives them an opportunity to make a difference. 9. Right Talent are people who are committed to be the best in their domain and yet have an endearing humility of a beginner. 10. Great Teams are formed around great leaders. Ask yourself the question - "How can I become an even better leader than I am today to inspire the formation of Great Teams with the Right Talent?" Wishing you a joyous and a deeply fulfilling ride as you build a great team with the right talent to lead your business from good to great. Love, Jyoti. Want to build a massive business empire, create great amount of wealth, be wildly successful? Live the laws explained in this book - The Go-Giver by Bob Burg and John David Mann. It is truly a little story about a powerful business idea, just as the tagline says. Bob Burg is a former top sales professional, now a highly sought-after conference speaker world-wide and an author. He was named by the American Management Association as one of the Top 30 Most Influential Thought Leaders in Business for 2014. John David Mann is a successful entrepreneur and award-winning co-author. His ‘Take the Lead’ (with Betsy Myers) was named by Tom Peters and the Washington Post as Best Leadership Book of 2011. Wealth creation is the outcome of being a giving person, according to the authors, inspired from their own business experience. The book weaves a beautiful, unputdownable story to elucidate what they call “The 5 Laws of Stratospheric Success”. My own experience bears out the truth of these laws. If you are looking to transform your organization's culture to create the foundation for exponential growth and success, gift this book to every employee. Here are few excerpts from the book to inspire you to read the book end-to-end. It is a few hours read, not only because the book is 122 pages short but also because it is written in a very engaging style. Read it and it may as well become the turning point in your life. 1. … be a giving person, period: one who gives thought, gives attention, gives care, gives focus, gives time and energy - gives value to others. Not as a quid pro quo, not as a strategy to get ahead, but because it is, in and of itself, a satisfying and fulfilling way to be. - Arianna Huffington 2. … the more successful <people> are, the more willing they are to share their secrets with others. … The interesting thing is, the bigger they are, the nicer they are. … I believe that a person can reach a certain level of success without being particularly special. But to get really, really big, to reach the kind of stratospheric success we are talking about, people need to have something on the inside, something that’s genuine. 3. … the majority of people operate with a mindset that says to the fireplace, “First give me some heat, then I’ll throw in some logs.” Or that says to the bank, “Give me interest on my money, then I’ll make a deposit.” And, of course, it just doesn’t work that way. 4. Most of us have grown up seeing the world as a place of limitation rather than as a place of inexhaustible treasures. A world of competition rather than one of co-creation. 5. In life, you often don’t get what you want. But, here’s what you do get - You get what you expect. 6. Go looking for the best in people, and you’ll be amazed at how much talent, ingenuity, empathy and goodwill you’ll find. 7. Ultimately, the world treats you more or less the way you expect to be treated. … you’d be amazed how much you have to do with what happens to you. 8. A very useful thing to remember: appearances can be deceiving. … Truth is, they nearly always are. 9. … the Golden Rule of Business - All things being equal, people will do business with and refer business to those people they know, like and trust. 10. … the point isn’t to have <your customers> pay you more, it’s to give them more. You give, give, give. Why? Because you love to. It’s not a strategy, it’s a way of life. And when you do, then very, very profitable things begin to happen. … but I thought you said you are not thinking about the results. That’s right, you are not. But that doesn’t mean they won’t happen. 11. All the great fortunes in the world have been created by men and women who had a greater passion for what they were giving - their product, service or idea - than for what they were getting. And many of those great fortunes have been squandered by others who had a greater passion for what they were getting than what they were giving. 12. It means that you get to determine your level of compensation - it’s under your control. If you want more success, find a way to serve more people. It’s that simple. … It also means there are no limitations on what you can earn because you can always find more people to serve. The Reverend Martin Luther King, Jr, once said, ‘Everybody can be great because anybody can serve.’ Another way to say that might be, ‘Everybody can be successful because anybody can give.’ 13. “There are people who get rich, and there are people who do good. My belief system said you are one or the other, you can’t be both.” … “And I saw that my old belief system was only getting in the way. It wasn’t serving. So I decided to change it.” “Have you ever made up a story? … Life works the same way. You just make it up. Being broke and being rich are both decisions. You make them up, right up here.” She tapped her finger to her temple. “Everything else is just how it plays out.” What you focus on is what you get. 14. There are three universal reasons for working. Survive - to meet your basic living needs. Save - to go beyond your basic needs and expand your life. And serve - to make a contribution to the world around you. … Unfortunately, most people spend their entire lives focussing on the first. A smaller number focus on the second. But those rare few who are truly successful - not just financially, but genuinely successful in all aspects of their lives - keep their focus squarely on the third. 15. Changing my focus from seeing what I could get to what I could give was when my career started to take off. 16. … by a network I don’t necessarily mean your customers or clients. I mean a network of people who know you, like you and trust you. They might never buy a thing from you, but they’ve always got you in the backs of their minds. … They are people who are personally invested in seeing you succeed, you see? And, of course, that’s because you are the same way about them. They are your army of personal walking ambassadors. … You want to know what makes that kind of network happen? Stop keeping score. … most of the time, what people call ‘win-win’ is really just a disguised way of keeping track. Making sure we all come out even, that nobody gets the advantage. … When you base your relationships - in business or anywhere else in your life - on who owes who what, that’s not being a friend. That’s being a creditor. … Make your win about the other person … Forget win-win - focus on the other person’s win. … if you place the other person’s interests first, your interests will always be taken care of. Always. Some people call it enlightened self-interest. Watch out for what other people need, with the faith that when you do, you’ll get what you need. 17. Money. Position. … a history of outstanding accomplishments. …. These things don’t create influence. - influence creates them. … Putting other people’s interests first <creates influence>. 18. Have you ever wondered what makes people attractive? I mean, genuinely attractive? Magnetic? … They love to give. That’s why they are attractive. Givers attract. 19. I believe there is one reason, and only one reason. that we have stayed together so long and are as happy together today as we were forty-eight years ago - more so, in fact. That reason is this: I care more about my wife’s happiness than I do about my own. All I’ve ever wanted to do since the day I met her is to make her happy. And here’s the truly remarkable thing - she seems to want the same thing for me. 20. “Besides, ladies.” She tapped her index finger a few times in her temple. “It’s what’s inside that makes you beautiful, not the wrapping.” … My husband gave me the most surprising gift of all. He gave me the wake-up call of a lifetime - when he walked out of the door and never came back. … It took me one full year to unwrap, open, understand and use that gift. … When I said that my life as a mom, wife and household manager left me with nothing the marketplace wanted, I was wrong. There was something else I’d learned over those years, and that was how to be a friend. How to care. How to make people feel good about themselves. And that, my friends, is something the marketplace wants very much - always has, always will. ... What I am here to sell you on is you. People, remember this: no matter what your training, no matter what your skills, no matter what area you are in, you are your most important commodity. The most valuable gift you have to offer is you. Reaching any goal you set takes 10% specific knowledge or technical skills - 10%, max. The other 90 plus percent is people skills. And what’s the foundation of all people skills? Liking people? Caring about people? Being a good listener? Those are all helpful, but they are not the core of it. The core of it is who you are. It starts with you. As long as you are trying to be someone else, or putting on some act or behaviour someone else taught you, you have no possibility of truly reaching people. The most valuable thing you have to give people is yourself. No matter what you think you are selling, what you are really offering is you. … You want people skills? Then be a person. … It’s worth ten thousand times more than all the closing techniques that ever have been or ever will be invented. It’s called authenticity. 21. He thought about Gus’ long, rambling conversations, his easy manner with potential clients, his erratic, extended vacations. He smiled. “You just love what you do. You love talking with people, asking them questions, learning all about then, finding ways you can help them, serve them, fill a need, share a resource … 22. It’s not better to give than to receive. It’s insane to try to give and not receive. Trying not to receive is not only foolish, it’s arrogant. When someone gives you a gift, what gives you the right to refuse it - to deny their right to give? … In fact, every giving can happen only because it is also a receiving. 23. … if the secret of staying young, vibrant and vital throughout life is to hang on to those precious characteristics we all have as children but which get drummed out of us - like having big dreams, being curious and believing in yourself - then one of those characteristics is being open to receiving, being hungry to receive, being ravenous to receive. … having big dreams and being curious and believing in ourselves - those are all aspects of being receptive, they are all the same thing as being receptive. … Inside every truth and every appearance, there’s a bit of opposite tucked inside. … So, the secret to success, to gaining it, to having it, is to give, give, give. The secret to getting is giving. And the secret to giving is making yourself open to receiving. 24. The point is not what you do. Not what you accomplish. It’s who you are. 25. I just told you we are giving this contract to your competition. Your response was to thank me and give them a compliment. You’ve got heart. 26. And, the 5 Laws of Stratospheric Success are: i. The Law of Value - Your true worth is determined by how much more you give in value than you take in payment. ii. The Law of Compensation - Your income is determined by how many people you serve and how well you serve them. Your compensation is directly proportional to how many lives you touch. iii. The Law of Compensation - Your influence is determined by how abundantly you place other people's interests first. iv. The Law of Authenticity - The most valuable gift you have to offer is yourself. In other words, your authenticity is the most valuable gift that you can offer. v. The Law of Receptivity - The key to effective giving is having the humility to stay open to receiving. Having big dreams and being curious and believing in ourselves are all aspects of being receptive. These are not new ideas. Just that most of us understand them only intellectually without living them at a much deeper level - emotionally and spiritually. One of the reasons my clients have created wealth and fulfilling business success is because they get coached to live these principles viscerally instead of these being mere intellectual ideas in the head. That's the magic the authors have weaved with their book. They have made available to us, through the enchanting story, the age-old wisdom in a way that it awakens us from deep within and connects us to our inner knowing. As a result, who YOU are shifts and then everything outside shifts. Wishing you the joy of deeply fulfilling, joyous stratospheric success. It is not given to a few special ones. It is available to all of us. We are at the source of it. It is an act of creation. Each one of us has an equal opportunity to make the choice to create it in our life. Then, let me end with wishing you the courage to make that choice. Love, Jyoti. Contrary to popular belief that CEOs just need to be great leaders and that domain expertise is not critical for their success, my experience tells me that truth lies elsewhere. Look at the top 6 largest companies in the world by market cap: 1. Apple 2. Alphabet (Google’s parent company) 3. Microsoft 4. Amazon 5. Facebook 6. Berkshire Hathaway Each of the CEOs - Steve Jobs, Larry Page / Sergey Brin, Bill Gates, Jeff Bezos, Mark Zuckerberg, Warren Buffet - in the above companies were / are the best domain expert of their business. The creativity, innovativeness and customer impact displayed by these businesses which led to their market dominance is the direct outcome of the craft mastery / domain expertise of the founders, their commitment to make a difference to their customers implemented through the process of business excellence and the courage sourced in leadership depth to go where no one had gone before. You could be a Founder CEO or a Professional CEO hired to manage and grow the business. Founder CEOs usually start their journey with a focus on craft mastery / domain expertise but as their business scales up, the founder CEOs get busy with growing the business and lose focus on learning and growing their domain expertise. If growing your business ongoingly is your commitment, then continue to lead from the front by continuously learning to remain the best expert in your business, not only in your own country but in the world. Professional CEOs, if external hires, may even be hired from another industry and therefore may not have the sound grounding in the business of their company. If you find yourself in such a situation, the best is to don a student’s hat and learn with velocity and vigour about your new domain. From examples below from a referenced article in INC, it is evident that it is more than a co-incidence that super successful companies are usually headed by domain experts who also have strong business leadership skills instead of only business skills. “Instagram's CEO Kevin Systrom was a self-taught programmer. Facebook's CEO Mark Zuckerberg began writing software before entering high school, and still keeps a hand in coding today. Dropbox CEO Drew Houston wrote the first lines of code for his company from a Boston train station. WordPress co-founder (and founder / CEO of WordPress's parent company Automattic) Matt Mullenweg used his technical skill to help build the democratic publishing platform from the ground up. Microsoft's Bill Gates, Amazon's Jeff Bezos, Google's Larry Page...the list goes on. Each of these leaders possessed a deep understanding of the technology that their business was built upon.” Quoting from articles in Harvard Business Review: “Studies suggest that the best leaders know a lot about the domain in which they are leading, and part of what makes them successful in a management role is technical competence. Another study found that employees are far happier when they are led by people with deep expertise in the core activity of the business. Happier employees means greater productivity. One study found that quite small boosts in happiness went on to produce a reliable 12% extra in employee productivity. It has recently been demonstrated that firms with happy employees go on to have better stock-price growth in the future.” All the above research does point in the direction of the importance of craft mastery / domain expertise along with leadership depth and business excellence skills for the CEO to successfully navigate and lead their organization successfully and profitably from good to great. Even without these studies and huge amount of research to understand the importance of the CEO being a domain expert for business success, there is a very logical reason why it is so. You see, your business will scale up only if your people are best in whatever domain they are in. And, we know that the only way to inspire a certain behaviour is by modelling that behaviour. It also has a phrase for itself. It’s called ‘leading from the front’. Is there any other way to lead than to do 10X yourself of what you want your people to do? Therefore, if you choose to be a domain expert apart from being a leader and a business manager, your people will choose to be experts in their domain besides displaying business excellence and leadership depth at their work. I often meet business owners bored of the business they are running and looking to do something else. On digging deeper, I always come up with someone who stopped learning on the journey somewhere. When I meet a CEO full of life and still in love with their business, it is usually someone who is continuously deepening their understanding of their craft / domain by learning on a daily basis. You may love your craft, your domain but to have your whole Being lit up by your passion and joyous pleasure of working, you want to have the commitment to learn something new daily to grow and evolve to be the best in your field. Take inspiration from the CEOs of the top 6. They spend large amount of their time learning. Warren Buffet of Berkshire Hathaway spends 80% of his time reading. Steve Jobs was a self-confessed avid reader. Bill Gates reads one book a week. “Still, reading books is my favourite way to learn about a new topic. I’ve been reading about a book a week on average since I was a kid. Even when my schedule is out of control, I carve out a lot of time for reading.” Bill Gates Jeff Bezos has a habit of reading books too. He is very passionate about books and reading. Mark Zuckerberg is also a strong believer in reading to learn and grow. These CEOs read not only to expand their horizons within their specific domain but also to go beyond the blinkered view of one’s work. It is the potboiler of ideas sourced from different variety of reading that expands their creativity, innovativeness and ability to see an opportunity that most miss. So, here’s the recipe of success for an aspiring CEO and for current chief executives, a roadmap to increase their impact in the world: a. Stay ahead of your industry by learning and growing to be the best in your domain. Learn all you can to master your craft to become the key person of influence of your industry. b. Learn and implement Business Excellence by giving your employees a purpose, a cause to work for; starting with yourself. Deeply understand your customer community to make a dent in their Universe so that you spot Blue Oceans that most CEOs chasing sales targets would miss. And, if you can build your organization to function even better after you, you have truly implemented Business Excellence. c. Increase your Leadership Depth to nurture a culture of trust, vulnerability, compassion, collaboration and contribution because all these are the critical inputs for enabling performance, productivity, creativity and innovation at all levels in the organization; which ultimately results in exponential profitability. Michelangelo, the Master Artist, who exerted an unparalleled influence on the development of Western art is supposed to have said at 87 years of age - I am still learning. Wishing you and your team the joy of the journey with purpose, mastery and impact. Love, Jyoti. References: 1. https://www.inc.com/aaron-skonnard/why-tech-savvy-ceos-rule-the-world.html 2. https://hbr.org/ideacast/2018/04/why-technical-experts-make-great-leaders.html 3. https://hbr.org/2017/11/can-you-be-a-great-leader-without-technical-expertise 4. https://hbr.org/2016/12/if-your-boss-could-do-your-job-youre-more-likely-to-be-happy-at-work 5. http://faculty.london.edu/aedmans/Rowe.pdf 6.https://www.researchgate.net/publication/268491675_Boss_Competence_and_Worker_Well-Being There are essentially three models of running a business: a. High Volume, Low Impact b. Low Volume, High Impact The third model - High Volume, High Impact is essentially a second stage available only to businesses who start off as Low Volume, High Impact and choose to step-up to the next stage. High Volume, Low Impact takes you on the path on which High Volume, High Impact is not part of the journey. Therefore, if you are looking to build your business to the Platinum Standard of High Value, High Impact; start your business with the intention to make a big impact to your customer communities through your business. Let’s understand that in a bit more detail; and how all this is linked to staying lean and selling big. It seems easier to build a business with low hanging fruit of low impact, high volume. It doesn’t require you to be a master of your craft. It doesn’t need you to learn and grow yourself to be a person of influence in your industry. It doesn’t require you to have the leadership depth to challenge your industry’s status quo or have the deep understanding of how to implement business excellence. With very little entry barrier because of limited requirement of domain expertise or insightful customer understanding or in-depth knowledge of business building, High Volume Low Impact is in the red ocean with numerous other businesses competing with each other primarily on cost. The focus is how to make as much money as possible as soon as possible. The challenge with this strategy is not only that there’s constant struggle to stay afloat in the red ocean with negligible customer loyalty who are likely to switch based on marginal price differences, there is also no experience of contribution, mastery and purpose that we all crave for. Leaving aside the higher perspective, a High Volume Low Impact is also a low margin business with profitability constantly under pressure. It is a business at best mediocre, at worst on the verge of death. Yet, 80% of businesses operate here; fighting it out for 20% pie of the market in terms of revenue, working hard, struggling to make ends meet, with people engaged in the running of the business invariably under a lot of stress. There is no experience of fun, fulfilment, freedom. In sharp contrast, building a High Volume, High Impact business ground-up from Low Volume, High Impact stage is a lot more fun and fulfilling with greater autonomy as you re-define the market landscape with the courage sourced in greater leadership depth, commitment to serve and make a difference to your customer communities and the joy of mastering your craft. This journey of Business Mastery is in reality a journey of mastering your own self. Then, why do a majority not follow this path. Here’s why: 1. It requires one to be constantly pushing oneself and one’s business out of the comfort zone; battling against inner demons of fear and resistances. 2. It requires a lot of purposeful, persistent, deliberate learning and practise to build oneself as a master of the domain / craft that one has chosen to build one’s business in. 3. Most people start businesses to make money rather than use it as an opportunity to make a dent in the Universe and live their purpose and passion through their business. 4. This path gives outcomes in the long-term but those results are massive and sustainable. You need to have tremendous patience to build legendary businesses. Therefore, this is not the path that those looking for a quick buck choose. 5. It requires one to be purpose-driven with deep belief in one’s impossible, unimaginable dreams. Most people never grow themselves to reach this level of depth. With the above background, here’s how to stay lean and sell big: 1. Chase impact, purpose and passion; instead of money or external success. 2. Spend time in learning to be the best in the world in your field. Like Newton, stand on the shoulders of giants in your industry to see further than anyone else has seen before. Stand on their shoulders by learning from them either directly or indirectly by reading whatever they have learnt from the books published by them or on them. 3. Choose to work at the top-end of the customer pyramid - premium customers who are seeking high value. 4. To work at the top-end of the pyramid requires high-end expertise. So, invest in a few high-end experts rather than many low-end resources. 5. Focus on few customers at the top of the pyramid and build deep trusting relationships with them by giving them what they need to be successful in what they are upto in the world, instead of selling what you have. 6. If you assess your current customer profile, you will realize 20% of your customers contribute to 80% of your profitability but you are spending 80% of your energy on those 80% who are only contributing to 20% of your profitability. If you shift 80% of this inefficient use of your energy to serve your top 20% clients, you will not only build deeper relationship with them but also a more profitable equation for both you and your clients. This shift in focus to your top 20% releases a lot of your resources (customer creation, operational and delivery) which are no longer required allowing you to become leaner in resource investment and yet bigger in profitability. Wishing you the joy of purpose, impact and mastery. Love, Jyoti. As your Business grows, your role changes rapidly. Most businesses fail to scale up because the founder never learnt how to adapt his / her role to the changing needs of the growing business and ends up becoming a bottleneck in the growth of the very business that (s)he is committed to grow. A business has 5 distinct stages and the founder CEO has to re-invent herself / himself at each stage. The re-invention required is so dramatic that if not consciously planned for, gets invariably missed out. Unfortunately, the Founder CEO looks at the wrong questions to solve for as (s)he is looking to grow her / his business. Wrong Questions Examples of wrong questions are: a. How do I increase profitability? b. How do I get more customers? c. How do I hire fast enough to manage the growth? Such questions indicate that the torchlight is turned outwards. Powerful solutions do not get created with an outward focus. Right Questions To leave the corridors of mediocrity to occupy the throne of market dominance, the right questions would look like as below for each question in the list above, respectively: a. How can we make a massive difference to our existing clients? What are their needs that are not being served by anyone in our industry so far? How can we build even more trust in our relationship with our clients? b. How can we give such enormous value to our target customer community that they queue outside our office to become our customers; instead of us queuing outside the customer’s office to get them to become our customer? How do I and my team get more committed to my clients’ business growth than to selling our products and services to them? How do we make such huge difference to our customers that they take over the role of sales and marketing for us? c. How do I grow my people to manage our business growth? Answers to these questions move you in the right direction to help you and your team discover powerful, effective, creative, innovative solutions to create your blue ocean. Questions that are One-Level Deeper After asking the Right Questions, as above, by turning the torchlight inwards; the next right step is to increase the intensity of the torchlight by asking deeper level questions as below, respectively: a. What do I need to do to build a culture of Being of Service to our customer community? A super successful serial entrepreneur I spoke to last year told me that they never set profitability goals. That they grew by 30% is more an observation than some goal they set out at the beginning of the year. In the same breath, he also observed that the structure of the company is such that it serves the employees first. The jobs are structured such that their lives are compatible with their roles, rather than forcing it the other way around. b. How do we engage deeply with our customers so that we really understand them? Another highly successful professional CEO of a large international Bank told me that he gets his team to regularly call up the customers for informal conversations. c. Where do I need to grow the most to create the space for my people to grow? An observation I have about authentically successful leaders is that they have no desire to dominate or any need for external power, whatsoever. They are constantly looking at the mirror, taking responsibility for any mess-up and giving away credit for any progress made or success achieved. They have a space that has people feel whole, complete and perfect; and inspires them to unleash their inner genius. It is never so much as who do I hire, as much as who do I be that people give not only their mind, but also their heart and soul to the jobs that they do. Answering the questions which are one-level deeper grow your business with even greater velocity as you find clarity, direction and inner power to lead your business from good to great. With the above context, it is now easier to answer the question that we started this conversation with - How to Let Go and Delegate as your Business Scales? Going one level deeper, the real questions then become: 1. Why am I not able to let go? 2. What are my fears that are stopping me to delegate? 3. How do I grow so that I create the space for my team to become better than me? 4. What is the experience that I leave my team with? Do they feel respect for themselves, for me and for each other in my space? 5. What is the impact I want to create through my business and what kind of culture do I need to nurture for me to be able to create that? And, of course, if you know me well enough, that’s where I leave you - with even more questions than you started out with me because I contribute to you not by giving you answers to your questions but by leading you to even more powerful questions. Though, before we end today’s conversation, here are the 5 distinct stages in the life-cycle of a business and what re-invention is demanded of you at each stage, incase you got curious about it. I call the stages Mountains because that is symbolic of the experience a business owner / CEO goes through from stage to stage - as if flying from one mountain top to another. And, if the flight is not powerful enough, finding themselves crashing right to the bottom in the valley between the two mountains. Mountain 1 - Mountain of Purpose - On this mountain, you are fired up with purpose, passion and the intense burning desire to make a dent in the Universe. Your business idea fires you up, is the cause that touches, moves and inspires you. Mountain 2 - Mountain of Value - On this mountain, you marry your passion and purpose to what’s missing in the world for the customer community that inspires you to make a difference to. You iterate to find your Blue Ocean. Making a difference, making an impact, being of service to your customer community is what now fuels you. Mountain 3 - Mountain of Growth - On this mountain, you continue iterating till you find your repeatable, scalable, profitable business model. On this mountain, your cause becomes bigger than you and you inspire others to get lit-up with the cause that you and your business stand for. Mountain 4 - Mountain of Scale - On this mountain, you grow so much in leadership depth that your people experience themselves as whole, complete and perfect in your space; and engage with their work with not only their mind but also with their heart and soul. Only when employees are engaged this deeply in their work that a business can truly scale in a sustainable manner. Mountain 5 - Mountain of Mastery - On this mountain, you have mastered yourself. You lead your business to become a steady-state corporate and have put in place a leadership team to succeed you and create business outcomes even more powerfully than you did. To have created a team better than yourself gives you a sense of accomplishment. You have successfully made yourself redundant and it gives you great fulfilment at having transformed your business to become a self-sustaining engine of growth, making an impact in the world and creating passive income for you. Wishing you the joy of the journey to come home to yourself because as you fly from Mountain 1 to Mountain 5, you grow deeper and deeper to come home to yourself. That's what makes this journey worthwhile. Love, Jyoti. To be at the highest level of fitness demands that you do so many things which are uncomfortable, difficult and out of your comfort zone. It needs you to push your body against the rebellion of your mind which is used to being comfortable and living an easy life. It is not so much your body that resists as much as it is your mind that comes in the way of your highest level of fitness. When you day in day out follow a vigorous and rigorous fitness routine, wake up and force your body to work out when the mind would rather have you snuggle in for an extra snooze in the mornings, you snub the rebellious mind and break free from its tyrannical hold over you. This daily ignoring of the cries of the mind and doing exactly what it rather not do teaches the mind to be agile and fit; besides letting it know that you are the boss. For the mind to be fit, you have to identify and embrace every resistance it holds within its nooks and crannies by doing exactly what it resists. Then, look for all that the mind fears and embrace all your fears by doing exactly what the mind fears. That’s how you unleash the enormous power of the mind to increase your productivity, performance, creativity and innovativeness. Only then leading your business beyond the dreary corridors of mediocrity to the freedom of masterful business excellence in the vast expanse of the open skies of your unlimited potential is available to you. When you can conquer your mind by adhering to a fitness routine of a world-class athlete, then you release enormous energy and find yourself in the joyous experience of amazing levels of strength, stamina and health that you haven’t experienced before. People make the mistake of thinking they need to manage their time better. Actually, you need to manage your energy better. You may not be able to increase the number of hours available in a day but you can for sure increase the amount of energy that you have. Greater your energy, greater your effectiveness, efficiency, productivity and the blissful joy of living your purpose through your work. And, it has nothing to do with age. At 45, I have more energy than I have ever had in all of my life. It is because I not only have a rigorous fitness training schedule comprising of yoga, martial arts and cross fitness training; I am also very mindful of what I put inside my body. What you eat and drink has as much impact on your energy levels as your exercise regimen. My coach is 83 years old and is sharper than people much younger to him, so much so that he has me on my intellectual toes sweating my mental muscles during our sessions. My karate coach’s super coach is 73 years old and is still teaching students to reach the highest level of expertise in Karate, doing 100 continuous push-ups along with his students much younger to him during their sessions. My father at 72 has decided to learn golf and is sweating it out on the range. The fat on your body or any lifestyle disease that you have picked up along the way is a sign of hidden potential waiting to be unleashed. It is a barrier to you living your greatest and most fulfilling life. It comes in the way of your productivity, performance, creativity and innovativeness at your work and in other important areas of your life; and stops you from leading your business from good to great. Sickness and poor health are the biggest time stealers. Rescue yourself from these time wasters by taking responsibility of your health and well-being; and doing whatever it takes to be at the highest level of fitness. You can only work on your emotional, intellectual and spiritual fitness if you have laid the foundation of physical fitness. Being fit at all the 4 bodies of your Being - physical, emotional, intellectual, spiritual - is your access to your genius. Don’t give in to your mind’s excuses for not jumping out of your bed to train yourself to be as fit as an Olympics level athlete. Your body has so much more capacity, ability and wisdom than what your mind credits it for. Wishing you the euphoric joy of perfect health, fitness and well-being so that you make a massive contribution to the world through your work and as a result to yourself. Love, Jyoti. Book of the Week: Mindful Leadership Coaching (Journeys into the Interior) by Manfred Kets De Vries7/3/2019 What connects me the most with the author, Professor Manfred F R Kets De Vries, is the fact that he finds and recommends the group coaching format for CEOs as most effective. I have always loved getting the CEOs / Business Owners together in a group coaching format instead of working with each one only individually. The learning is accelerated in this format because the participants get to observe others getting coached instead of being on the hot seat 100% of the time. The combination of being on the hot seat (getting coached) and being a fly on the wall watching others getting coached gives the participants breakthrough insights and deeper understanding of their own blind spots, opening them to a new way of looking at everything. New actions can only arise from a new way of looking at oneself, others and Life itself. New actions, not taken before, create unimaginable impossible outcomes. The group coaching format of CEOs / Business Owners also gets them to be part of a Mastermind Group. It is pretty lonely at the top, so to have a peer group constantly challenging you to be better than your best and yet covering your back all the time is undeniably a gift. You do become an average of 5 people you spend your time with. Always being surrounded by your subordinates is definitely not a way to grow. A cross-industry peer group with similar challenges and providing to each other a safe space to drop your masks is an incredible growth structure. That is why I connect deeply with Professor Manfred F R Kets De Vries from INSEAD. Not only because he has a similar experience of the effectiveness of group coaching formats for CEOs but also because he employs psycho-analytical tools to delve deep inside the inner workings of his clients’ mind, heart and spirit to unleash productivity, performance, creativity, innovativeness not available before. There are very few in our industry who go beyond the mind to coach their clients to realize their greatest dreams in deepest communion with their highest self. That makes him one of my favourite leadership experts / super coaches in the world. I loved reading his book and couldn’t resist smiling as I read the book to see so many of my unconventional ideas validated. If you are a CEO, Business Owner, High Performer on your way to the top job or a Coach, this book is a must-read for many reasons: 1. There is very little understanding of what coaching truly is and its incredible power to enable leadership development to support organizations to cut-over from good to great. 2. A certification is no guarantee that the coach will deliver. 3. At the rapid pace with which technology is evolving and its impact on social structures, current style of leading is no longer viable. Leaders have to evolve to become coaches instead of managers. 4. Coaching begins at the top, not at the bottom. If the CEO doesn’t have a coach, coaching will deliver so much less value to the organization than what it can. 5. Before hiring a coach or implementing a coaching structure in your organization, you should know what coaching is really about. Here are introductory key ideas from his book - Mindful Leadership Coaching (Journeys into the Interior) - in the form of excerpts. Hope this article inspires you to read the book cover-to-cover for breakthrough insights and deeply fulfilling outcomes in all areas of your life. 1. Leadership Coaches offer expertise that is not necessarily found inside the company. Another, which probably accounts more for its attractiveness, is that most find it easier to confide in an objective outsider. External coaches are more likely to offer a confidential relationship within which executives can discuss delicate issues freely, let their defences down, and explore blind spots, biases and shortcomings. 2. The higher executives climb on the organisational ladder, the less they can depend on technical skills and the greater their need for effective interpersonal skills and emotional intelligence. This is where leadership coaches can make a major contribution. 3. At its most basic level, the role of a leadership coach is to help the executive acknowledge and deal with realities that might otherwise be avoided, denied, or accepted with resignation. … Effective leadership coaches contract with their clients to not only improve their clients’ performance, but also to guide them on a journey toward personal transformation and reinvention. … The coach also has a role in helping executives to build shared understanding, that is, learn how to think and interact better in a work setting, through courageous conversations, assisting them in giving constructive feedback. Coaches may <also> help executives to create better functioning teams and design organisational cultures that will get the best out of their people. 4. Mindful Leadership Coaching … means drawing the clients attention to the experience of the present moment in an open and non-judgmental manner. This can be viewed as a distinct state of consciousness, distinguished from the normal consciousness of everyday living. Mindfulness leads to wiser judgment about what is and isn’t important. Taking a reflective pose, rather than resorting to a flight into action, gives clients room to roam from perspective to perspective, from one incomplete thought to the other, until those thoughts begin to crystallise and become the basis for insight and growth. … While most of what we achieve is by “doing”, mindfulness achieves its ends by “not doing”, simply by taking the time to observe - before doing. … The aim of mindful interventions … is to help us become more aware of our thoughts and bodily sensations, and in so doing be able to cope better with day-to-day emotions and problems. … Although the burden is on coaches to be mindful in their work, they should help their clients to acquire mindfulness skills at the same time. 5. Mindful consciousness is quite different from the ordinary consciousness that is appropriate for our day-to-day activities, where attention is actively directed outward, in regular space and time, normally in the service of some agenda or task, and ruled by habitual response patterns. Mindfulness helps us to become more aware of the unhelpfulness of some thoughts. It helps us direct awareness inward and focus on the present moment. Mindfulness makes us aware of what is, as opposed to what needs to be done - to experience non-doing, or non-effort. In a state of mindfulness, we self-consciously enable ourselves to suspend agendas, judgements and common understanding. In being mindful, we are being several things all at once: passive, alert, open, curious and exploratory. In addition to the passive capacity to witness experience as it unfolds, the purpose of mindfulness is to allow us to have a different, less conflict-ridden relationship with our thoughts, emotions and bodily sensations. The expected outcome is an increase in well-being - to have more control over our own mind as we spend less time dealing with difficulties and focus more on constructive activities. Thanks to mindfulness, what were once seen as difficulties may disappear altogether. … When mindfulness is used appropriately, it can be a very powerful and effective method to bring about personal insight and change. Being mindful will help coaches unravel negative thoughts and painful emotions. It will help us and others free ourselves from unnecessary fears and unhelpful, habitual patterns. 6. Mindfulness, and the capacity to coach in depth, are closely intertwined. … Effective leadership coaches are like gardeners. The presenting problems are weeds, we’ve got to get to the roots to prevent them from popping up again. 7. Much of what happens to us is beyond our conscious awareness. … All of us have blind spots. There are many things we don’t want to know about ourselves and to preempt this kind of knowledge, we resort to defensive processes and resistances to avoid experiences that we find disagreeable. Unfortunately, many people derail due to the blind spots in their personality. … It is important to realize that these resistances come to the fore due to conflicts within ourselves; we need to accept that inner dissonance is part of the human condition. … To have a better understanding of unconscious patterns, our defensive reactions, and our blind spots, we need to explore our inner theatre and pay attention to repetitive themes and patterns in our lives. … Exploring the relationship between our past and present will be very illuminating, as it will enable us to become liberated from habitual, ingrained behaviour. 8. Nothing is more central to who we are than the way we express and regulate emotions. Emotions determine many of our actions and emotional intelligence plays a vital role in who we are and what we do. Intellectual insight is not the same as emotional insight, which touches us at a much deeper level. To understand others, and ourselves we need to explore the full range of experienced emotions. These emotions will also play an essential role in why we do what we do, why we take on certain roles, and why we are passionate about certain things. 9. Napoleon Bonaparte said - “Leaders are merchants of hope.” Leaders need to speak to the collective imagination of their people to create a group identity to help people become better than they think they are. … help people to have dreams about the future. … see people acting on those dreams. 10. You can never have an impact on society if you have not changed yourself. - Nelson Mandela 11. Unfortunately, there are far too many leaders who fit Albert Einstein’s alleged definition of insanity: “doing the same thing over and over again, expecting different results.” 12. …in much of my research and writing, I have made a plea for leadership group coaching as an experiential training ground for creating more effective leaders. 13. … work with the coachee’s past, present and future in order to provide insight about the reasons for specific, behaviour patterns. …<such> interventions contribute to a deeper understanding of the significance and meaning of personal patterns and the inner structure of a person’s personality, complex human relationships (including deeply buried and repressed emotions), and the role of teams, group dynamics and organisational processes. 14. … essential for both the coach and coaches to understand the degree to which their actions are affected by what is going on below the surface. This necessitates an exploration of the clients’ own personality, their implicit underlying values, the experiences that have shaped their character, and the kind of effects they have on others. Furthermore, … these dynamics influence the undercurrents operating in teams or organizations. Such deeper understanding will help the people who are being coached to function in a more effective manner in whatever situation they will find themselves. 15. Organizations that recognise the benefits of leadership coaching can profit in many different ways: improved interpersonal skills; out-of-the-box thinking; better conflict management; more effective team behaviour; an improved ability to manage and advance personal career goals and the career goals of others; and the ability to create a coaching culture, and authentizotic organizations - places of work in which people feel at their best. In this kind of organization, people find meaning in their work, celebrate the people they work with, have pride in what they are doing; and trust the people they work for and with. 16. Good leadership coaches take leaders where they want to go. Great coaches, however, will take them to undiscovered shores. … coaches <should> take a reflective stand. Leadership coaches are not sport coaches. Taking a reflective stand - practising mindfulness - cautions against knee-jerk reactions in leadership coaching. Exceptional coaches have the ability to acquire knowledge and analyse it both logically and emotionally, the true test being the ability to recognise a problem before it becomes an emergency. We should all aim to be exceptional coaches. Wishing you a deeply fulfilling, authentic uncovering to joyously come home to yourself so that others in your life, at work and at home, experience the courage to do the same. Love, Jyoti. So, the story goes that an old woman was very upset about the new way of life that the Prophet Muhammad was propagating that whenever he would pass her house, she would run up the stairs to throw garbage on him from her balcony. And, all he would do was shake his dress and walk on to the Mosque to pray. Morning and evening, he would pass her house and get greeted by garbage. He never changed his route. All he did was shake off the garbage from himself and move on. One day, no garbage fell on him. Overflowing with love and in deep concern, he walked into her house to check if she was well. So, to be a Muslim means to be pure love for all beings, irrespective of what others do to them. Rama and Bharata are having an argument just outside a forest. What are they arguing about? Rama says the kingdom belongs to his brother, Bharata; and Bharata says the kingdom belongs to Rama and wants to go to the jungle for 14 years in place of Rama. But, Rama wants to support his father to be Integrity, to honour his Word and goes for the 14 years vanvaas / exile instead of laying claim to the throne. So, to be a Hindu means to be love, reverence and integrity. Young Nanak's father sends him to the fields to shoo away the birds and prevent them from eating their crop. Even at such a young age, Guru Nanak is overflowing with love and instead of shooing away the birds welcomes them into his farm. The legend has it that that year, their farm had the maximum produce. So, to be a Sikh means to be love and generosity. Jesus Christ has been brutally nailed to a cross. And, inspite of that pain, all he could think and say about his tormentors is - Father, forgive them, for they do not know what they are doing. So, to be a Christian means to be love for all beings, inspite of the pain caused by others. There were many Buddhas before Gautam, during his time and after him but they didn’t spend their time teaching others what they had learnt. But, Gautam, the Buddha spent his entire life, from age 35 when he attained enlightenment till he left his earthly body at 80 years, teaching people the meditation process that he used for attaining enlightenment, the process that India had lost and he had re-discovered, the meditation process of self-transformation through self-observation. Gautam, The Buddha, is breathing his last under a tree and the crowd is milling all around him to be with him. One person pushes everybody aside and asks Gautam to teach him the meditation technique because he didn’t trust his disciples to teach him correctly. Even, on his deathbed, Buddha taught what he had discovered with so much love, without a care about the discomfort that his own physical body was in. So, to be a Buddhist, means to be love and to give away all the knowledge one has for the benefit of others. So, if we are a true Muslim or a true Hindu or a true Sikh or a true Christian or a true Buddhist or are true to whatever other religion we belong to; we are humans destined to be love. We may choose to be Love this Lifetime or may take many Lifetimes to embrace the real essence of who we are. Everything that is happening in our Life - the best, the good, the not-so-good, the bad, the ugly - is pushing us in the direction of being our highest self, our highest idol who we revere and pray to. Praying is not about asking for what we want, praying is asking for the strength to be like the God that we pray to. We are made in the likeness of God and God is Love. Being on the journey of transformation from our Evolutionary Fears to being Transcendent Love is the purpose of our Life. And, it is in living this purpose through the work we do, the businesses we run, the relationships that we belong to that we find our way and come home to ourselves. May we all connect with our Light within and experience the homecoming. Love, Jyoti. Inspiration: Shri S N Goenka After hating cooking all of my life, 7 years ago, as a young mother, came face to face with my commitment to nourish and nurture my children to health and fitness through the food they eat. My commitment turned out to be stronger than my dislike of anything to do with the kitchen and I signed-up for an Ayurvedic Cooking Course (Health through Food) with Art of Living to learn what to do in the kitchen besides telling the cook what to make. My commitment held me for 7 long years, which is the time it took me to travel from dislike to disinterest to curiosity to deep interest and engagement in nutrition and its implementation through cooking the food we eat. The journey has taken me through Ayurveda, Naturopathy and Western scientific research. The more I study, the more I am moving from deep interest towards loving the science of food not only for fulfilling on the primary reason of getting started on this journey but also for self-preservation and for supporting my clients. After all, my clients can only lead their business to deeply fulfilling success and impact when they are at their optimum level of health and fitness. Couple of interesting observations before I move forward towards the reason I started this article: 1. Love is the inspiration but it is commitment that gets you to take action inspite of the resistance to stepping out of your comfort zone. 2. Results only get created in the magical space just outside your comfort zone. 3. There is no overnight success. You can create any results you can dream of as long as you are willing to make a long-term commitment to creating those results. I have a lifetime commitment to the well-being of my kids, a lifetime commitment to impact the world through coaching and a lifetime commitment to play the game of mastery in all that I do. What are you committed to? 4. Kids are the biggest personal development and growth program you can invest in. I have grown, evolved, learnt so much more as a 13-year old parent. 5. Though, if I hadn’t invested massively in my own growth and development with numerous master coaches, I wouldn’t have known that being a parent is the opportunity that God gives us to grow our own self - physically, emotionally, mentally and spiritually. The real reason I started to write this article was to make a summary of the key ideas from the book I read recently: How Not to Die (prematurely) - Discover the Foods Scientifically Proven to Prevent and Reverse Disease. I strongly recommend reading this book to take your health and fitness in your own hands. Doctors and modern medical science may help you control and manage the symptoms of your body but healing yourself to perfect health and well-being is something only you can do. The book covers the food that we should eat and the food that we should avoid to prevent and / or reverse: i. Heart Disease ii. Lung Diseases iii. Brain Diseases iv. Digestive Cancers v. Infections vi. Diabetes vii. High Blood Pressure viii. Liver Diseases ix. Blood Cancers x. Kidney Disease xi. Breast Cancer xii. Suicidal Depression xiii. Prostate Cancer xiv. Parkinson’s Disease Dr Greger also lists the 12 things to eat daily for optimum health, fitness and well-being. The list is an eye-opener and helps you to take your and your family’s health in your control. Here are few excerpts from the book to get you interested enough to start your own journey towards greater productivity, performance, effectiveness, creativity, innovation and mastery because the pre-requisite for all this is your perfect health and fitness. Reminding you once more that disease is a choice we make and is not the default outcome of going around the sun for more number of years. 1. Now, however, we know that as soon as we stop eating an artery-clogging diet, our bodies can start healing themselves, in many cases opening up arteries without drugs or surgery. 2. There may be no such thing as dying from old age. … Until recently, advanced age had been considered to be a disease itself, but people don’t die as a consequence of maturing. They die from disease, … 3. Back in 1903, Thomas Edison predicted that the “doctor of the future will give no medicine, but will instruct his patient in the care of the human frame in diet and in the cause and prevention of diseases. 4. The pandemic of chronic disease has been ascribed in part to the near-universal shift toward a diet dominated by animal-sourced and processed foods - in other words, more meat, dairy, eggs, oils, fizzy drinks, sugar and refined grains. 5. To see what effect an increase in meat consumption might have on disease rates, researchers studied lapsed vegetarians. People who once ate vegetarian diets but then started to eat meat at least once a week experienced a 146 percent increase in odds of heart disease, a 152 percent increase in stroke, a 166 percent increase in diabetes and a 231 percent increase in odds for weight gain. During the 12 years after the transition from vegetarian to omnivore, meat-eating was associated with a 3.6 year decrease in life expectancy. 6. Even vegetarians can suffer high rates of chronic disease if they eat a lot of processed foods. Take India, for example. This country’s rates of diabetes, heart disease, obesity and stroke have increased far faster than might have been expected given its relatively small increase in per capita meat consumption. This has been blamed on the decreasing “whole plant food content of their diet”, including a shift from brown rice to white rice and the substitution of other refined carbohydrates, packages snacks and fast-food products for India’s traditional staples of lentils, fruits, vegetables, whole grains, nuts and seeds. In general, the dividing line between health-promoting and disease-promoting foods may be less plant- versus animal-sourced foods and more whole plant foods versus most everything else. 7. … it wasn’t the weight loss and it wasn’t the exercise that reversed cell aging - it was the food. 8. It turns out a more plant-based diet may help prevent, treat or reverse every single one of our 15 leading causes of death. A heart-healthy diet is a brain-healthy diet is a lung healthy diet. The same diet that helps prevent cancer just so happens to be the same diet that may help prevent type 2 diabetes and every other cause of death on the top 15 list. Unlike drugs - which only target specific functions, can have dangerous side effects, and may only treat the symptoms of disease - a healthy diet can benefit all organ systems at once, has good side effects, and may treat the underlying cause of illness. The one unifying diet found to best prevent and treat many of these chronic diseases is a whole-food plant-based diet, defined as an eating pattern that encourages the consumption of unrefined plant foods and discourages meats, dairy products, eggs and processed foods. Treating the cause is not only safer and cheaper but it can work better. So why don’t more of my medical colleagues do it? Not only were they not trained how, doctors don’t get paid for it. No one profits from lifestyle medicine (other than the patient!), so it’s not a major part of medical training or practise. That’s how the current system works. The medical system is set-up to financially reward prescribing pills and procedures, not produce. 9. The primary reason diseases tend to run in families may be that diets tend to run in families. 10. Three hours after eating 50 grams of broccoli sprouts, the enzyme that cancers use to help silence our defenses is suppressed in your bloodstream to an extent equal to or greater than the chemotherapy agent specifically designed for that purpose, without toxic side effects. 11. In the Gene Expression Modulation by Intervention with Nutrition and Lifestyle (GEMINAL) study, Dr Ornish and colleagues took biopsies from men with prostate cancer before and after 3 months of intensive lifestyle changes that included a whole-food, plant based diet. Without any chemotherapy or radiation, beneficial changes in gene expression for 500 different genes were noted. Within just a few months, the expression of disease-preventing genes were boosted, and oncogenes that promote breast and prostate cancer were suppressed. Whatever genes we may have inherited from our parents, what we eat can affect how these genes affect our health. The power is mainly in our hands and on our plates. 12. Such lifestyle medicine pioneers as Nathan Pritikin, Dean Ornish and Caldwell Esseltyn Jr. took patients with advanced heart disease and put them on the kind of plant-based diet followed by Asian and African populations who didn’t suffer from heart disease. … Their patients' heart disease started to reverse. These patients were getting better. As soon as they stopped eating an artery-clogging diet, their bodies were able to start dissolving away some of the plaque that had built up. Arteries opened up without drugs or surgery, even in some cases of patients with severe triple-vessel heart disease. This suggests their bodies wanted to heal all along but were just never given the chance. Let me share with you what has been called the “best kept secret in medicine”. Given the right conditions, the body heals itself. … But what if you kept whacking it in the same place 3 times a day - say, at breakfast, lunch, and dinner? It would never heal. 13. Dr Ornish reported a 91% reduction in angina attacks within just a few weeks in patients placed on a plant-based diet both “with” or “without” exercise. 14. Plant-based diets are the nutritional equivalent of quitting smoking. 15. Research suggests a few extra daily servings of fruits and vegetables can reduce both the number of cases of asthma during childhood and the number of asthma attacks among people with the disease. 16. Foods of animal origin have been associated with increased asthma risk. A study of more than 100,000 adults in India found that those who consumed meat daily, or even occasionally, were significantly more likely to suffer from asthma, than those who excluded meat and eggs from their diets altogether. Eggs (along with fizzy drinks) have also been associated with asthma attacks in children, along with respiratory symptoms, such as wheezing, shortness of breath and exercise-induced coughing. Removing eggs and dairy from the diet has been shown to improve asthmatic children’s lung function in as few as 8 weeks. 17. Researchers out of Australia tried removing fruits and vegetables from asthma patients’ diets to see what would happen. Within two weeks, asthma symptoms grew significantly worse. … Researchers repeated the experiment, but this time increased fruit and vegetable consumption to 7 servings a day. This simple act of adding a few more fruits and vegetables to their daily diet ended up successfully cutting the study subjects’ exacerbation rate in half. That’s the power of eating healthfully. 18. Supplements don’t appear to work. Studies have repeatedly shown that antioxidant supplements have no beneficial effects on respiratory or allergic diseases, underscoring the importance eating whole foods rather than trying to take isolated components or extracts in pill form. 19. … the key is starting early. High cholesterol and high blood pressure may begin hurting your brain as early as your twenties. By your sixties and seventies, when the damage can become apparent, it may already be too late. 20. … regardless of the carcinogens that could be lurking in the environment, your greatest exposure may be through your diet. 21. India’s gross domestic product (GDP) is about 8 times less than that of the United States and about 20% of its population lives below the poverty line, yet cancer rates in India are much lower than in the United States. Women in the United States may have 10 times more colorectal cancer than women in India, 17 times more lung cancer, 9 times more endometrial cancer and melanoma, 12 times more breast cancer. Men in the United States appear to have 11 times more colorectal cancer than men in India, 23 times more prostate cancer, 14 times more melanoma, 9 times more kidney cancer and 7 times more lung and bladder cancer. Why such a discrepancy? The regular use of the spice turmeric in Indian cooking has been proposed as one possible explanation. … The low cancer rate in India may be due in part to the spices they use, but it may also stem from the types of foods they are putting the spices on. India is one of the world’s largest producers of fruits and vegetables, and only about 7% of the adult population eats meat on a daily basis. What most of the population does eat every day are dark green, leafy vegetables and legumes such as beans, split peas, chickpeas and lentils, which are packed with another class of cancer-fighting compounds called phytates. … High phytate intake has been associated with less heart disease, less diabetes and fewer kidney stones. 22. Humans evolved eating huge amounts of fibre. … Because plants don’t tend to run as fast as animals, the bulk of our diet used to be made up of a lot of bulk. … Our bodies were designed to expect an ever-flowing fibre stream, so it dumps such unwanted waste products as excess cholesterol and estrogen into the intestines, assuming they will be swept away. But if you aren’t constantly filling your bowels with plant foods, the only natural source of fibre, unwanted waste products can get reabsorbed and undermine your body’s attempts at detoxifying itself. 23. Interestingly, the immune boost provided by the cruciferous vegetables like broccoli not only protects us against the pathogens found in food but also against pollutants in the environment. 24. … there’s already something that can boost your immune system for free and by so much that you can achieve a 25-30 percent reduction in sick days. … What is it? Exercise. 25. Funded by Bill and Melinda Gates Foundation, the Global Burden of Disease Study involved nearly 500 researchers from more than 300 institutions in 50 countries and examined nearly 100,000 data sources. The results allow us to answer such questions as “How many lives could we save if people around the world cut back on fizzy drinks?” The best answer! 299,521. So soft drinks and their empty calories don’t just fail to promote health - they actually seem to promote death. But apparently soda isn’t nearly as deadly as bacon, ham and hot dogs. Processed meat is blamed for the deaths of more than 800,000 people every year. Worldwide, that’s four times more people than those who die from illicit drug use. The study also noted which foods, if added to the diet, might save lives. Eating more whole grains could potentially save 1.7 million lives a year. More vegetables? 1.3 million lives. How about nuts and seeds? 2.5 million lives. Worldwide, if humanity ate more fruit, we might save 4.9 million lives. That’s nearly 5 million lives hanging in the balance and their salvation isn’t medication or a new vaccine - it may be just more fruit. 26. The two most prominent dietary risks for death and disability in the world may be not eating enough fruit and eating too much salt. Nearly 5 million people appear to die every year as a result of not eating enough fruit, while eating too much salt may kill up to 4 million. … Humans are genetically programmed to eat ten times less sodium (salt) than we do. 27. Higher consumption of vegetables may cut the odds of developing depression by as much as 62 percent. A review in the journal Nutritional Neuroscience concluded that, in general, eating lots of fruits and veggies may present “a non-invasive, natural, and inexpensive therapeutic means to support a healthy brain.” Trusting the excerpts from the book interested you enough to take a conscious look at what you eat and pick up the book to figure out how to eat healthfully so that you immensely enjoy your life and contribute much more through your work on account of delightful levels of health, fitness and well-being. Here’s me wishing you a deeply fulfilling joyous journey of discovery towards greater health, productivity, performance, innovativeness and creativity. Love, Jyoti. Why Must You Deepen Yourself in Mastery Consciousness to Lead your Business to Market Leadership?13/2/2019 Let’s begin by defining Mastery. I love the way Robert Greene describes Mastery in his book ‘Mastery’: “… we can identify three distinct phases or levels. The first is the Apprenticeship; the second is the Creative-Active; the third, Mastery. In the first phase, we stand on the outside of our field, learning as much as we can of the basic elements and rules. We only have a partial picture of the field and so our powers are limited. In the second phase, through much practise and immersion, we see into the inside of the machinery, how things connect with each other, and thus gain a more comprehensive understanding of the subject. With this comes a new power - the ability to experiment and creatively play with the elements involved. In the third phase (Mastery), our degree of knowledge, experience and focus is so deep that we can now see the whole picture with complete clarity. We have access to the heart of life - to human nature and natural phenomena. That is why the artwork of Masters touches us to the core; the artist has captured something of the essence of reality. That is why the brilliant scientist can uncover a new law of physics, and the inventor or entrepreneur can hit upon something no one else has imagined.” For an entrepreneur to run a successful profitable business, (s)he has to hit upon something no one else has imagined. To get to that stage, the entrepreneur has to necessarily focus on being a master of his / her craft, his / her domain. Let’s now define Consciousness. As per the dictionary, Consciousness is the thoughts and feelings of an individual; awareness of one’s own existence, sensations, thoughts, surroundings etc. Therefore, Mastery Consciousness is the physical, mental, emotional and even spiritual awareness of Mastery, a deep burning desire to be a Master of one’s craft / domain that one is passionate about and walking the path to become one, irrespective of barriers outside or inside. In fact, the definite march towards Mastery gets greater fuel, greater the barriers. How do you implement this in your business? Based on my experience and study of the masters, the journey to being a Master of your Craft has five stages: 1. Amateur: This is the stage of Passive Learning, when you learn on your own through reading works of masters in your field, training yourself through material available in the public domain. 2. Professional: This is the stage of Active Learning, when you implement whatever you are learning to make a difference to your chosen target community. 3. Expert: You become an Expert by learning through Apprenticeship, when you learn directly from an existing Master of your Craft. 4. Mentor: You become a mentor when you coach others to become Experts in your domain. 5. Master: You finally become a Master when you coach other coaches to coach others to become Experts in your domain. This is when you go inside your craft and become it. There are 2 other journeys an entrepreneur must necessarily undertake in parallel to the journey of Craft Mastery because all the 3 journeys are inter-linked. You cannot travel on one journey without undertaking the other two journeys. The three journeys are: 1. Craft Mastery - From Amateur to Master. 2. Business Excellence - From a Business Idea linked to one’s Purpose of Life to a Self-Running, Self-Sustaining, Repeatable, Scalable, Profitable Business making a dent in the Universe of its Customer Community. 3. Leadership Depth - From Unconditional Love, Acceptance and Reverence of oneself to having others in your space experiencing Unconditional Love, Acceptance and Reverence for themselves and for each other. Here’s an article for a deeper dive into these three journeys - How to Lead Your Organization from Good to Great The question that we are really exploring right now is - Why Must You Deepen Yourself in Mastery Consciousness to Lead your Business to Market Leadership? With the preamble as above, we are now in a position to understand why? 1. For market leadership, you have to hit upon something no one else has imagined. You need Mastery of your craft / domain for that. 2. Without physical, emotional, mental and spiritual awareness of self and one’s surroundings, there can be no Leadership Depth, no inner wisdom without which Mastery is not available. 3. Without your Business being a vehicle for you to live your Purpose of Life, there will be no drive, no joyous passion, no burning desire to walk the path to Mastery. Wishing you the intense burning desire to discover your purpose this lifetime and to live that through your business, through the work that you do to come home to yourself. Love, Jyoti. ![]() What is Integrity? The word integrity evolved from the Latin adjective integer, meaning whole or complete. Integrity is the state of being whole and complete, to be in perfect condition. It is an inner experience of being whole, complete and perfect; with nowhere to go and nothing to prove; with nothing to change or fix to experience wholeness, completeness and perfection in who you are. Only from this state of Being, can creativity, innovation, performance, productivity and effectiveness arise. How can a business survive without all of these? The access to an experience of being whole and complete is to be honest, truthful, and to value and honour oneself. Valuing and honouring myself means to value and honour what I say to myself and to others. Integrity, therefore, is not only about being honest and truthful; but is also about honouring myself by honouring my word to myself and to others. What is my word? There are 5 words that define me: 1. When I say, I promise X: This is my word at the bottom of the ‘promise’ / ‘word’ hierarchy. 2. What I say: I say, I will come. I didn’t say, I promise I’ll come. Even then, it is my word, my promise to go wherever I said I will go. 3. My intentions and dreams: Our intentions and dreams are our promises to ourselves to transform our wants and burning desires into reality. 4. My commitments: Our commitments are our promises too. The values that we are committed to, the relationships that we are committed to, personal growth that we are committed to, whatever it is we are committed to is then also our promise, our word to ourself and to others. 5. Expectations that people have of me: People in our life have expectations of us. Those become our promises too unless we have a straight conversation with others and let them know that you are aware of the expectation but are choosing to release yourself from it. Unless a conversation like this has happened, we are bound by others’ expectations of us. They expect from us, they hold that as our word to them. The truth is we are aware of the expectations but may not have the courage to have an obviously difficult conversation and choose to push this under the carpet instead of rock the boat. The impact of pushing under the carpet is that we anyway won’t do what is expected of us because we don’t want to and yet the other continues to expect of us feeling hurt at our not honouring the expectation. This throws the relationship in negative spiral to a certain death of the relationship in the near future. You may still be staying together, and yet the relationship is dead emotionally, mentally and spiritually. How can we honour our word to ourself and others? Honouring my word is to keep my word; doing what I said I will do, at the time I said I will do, the way I said I will do. If I missed to keep my word, then Integrity would be to restore my word to regain my experience of being whole, complete and perfect. Restoring your word means to acknowledge your broken word and the impact of breaking your word to whoever the promise was made (either to self or to another), take responsibility of the impact and make a new promise. Though, why really bother? I came 2 minutes late to a meeting; or made a customer delivery 5 minutes late; or I said to a colleague “I will be with you in 5 minutes” and didn’t even see my watch to know when the 5 minutes started; or I plan to wake up at 7:00 am daily and hit the snooze button every time to snuggle in for another 2 minutes. Surely all these things are insignificant. Unfortunately, not. Why are such seemingly insignificant things so important? It is because our dreams and our intentions are our promises to ourselves, our word to ourselves. If we don’t value 100% of our own word moment by moment, the five bodies of our Being (physical, energy, mental, emotional, spiritual) assume that our word is of no value to us, we are not really committed to creating what we say and will not throw their full weight behind our dreams and intentions. With no inner power (physical, energy, mental, emotional and spiritual support from our own self) to fulfil on our intentions and dreams, we struggle through life wanting so much but not experiencing fulfilment at being able to create all that we want to. Unfulfilled dreams and intentions rot us from inside, killing us softly with their unsung song. If you want inner personal power to create a magnificent Life, if you want to fulfil all your intentions and realize all your impossible unimaginable dreams that scare you because they seem so big, then value and honour every Word that you are at the source of. Keeping your word means doing what you said, doing it the way you meant it, at the time you said it. Lot of factors play to not make this possible always. Instead of just brushing something you missed under the carpet, Integrity would be to honour your word by restoring your broken word to restore your power to create. Restoring one’s word is a 5-step process: 1. Acknowledge your broken word. A word is broken when either you didn’t do , or didn’t do it the way you meant to do it, or didn’t do it by the time you said you would. You acknowledge your broken word to yourself if you had made a promise to yourself or you acknowledge your broken word to whoever you had made an explicit or an implicit promise to. For example - I had promised to finish this report by 5-Feb and I missed to submit it. I acknowledge my broken word. 2. The 2nd step is to share the impact of the broken word on yourself and on others. To continue with the same example - I had promised to finish this report by 5-Feb and I missed to submit it. I acknowledge my broken word.The impact on me is that I am feeling guilty and have been avoiding you. The impact on you is that you felt let down and got delayed in honouring your commitments. The impact is also that you lost trust on me. 3. The 3rd step is to take responsibility for the impact: Here’s how you do it - I had promised to finish this report by 5-Feb and I missed to submit it. I acknowledge my broken word.The impact on me is that I am feeling guilty and have been avoiding you. The impact on you is that you felt let down and got delayed in honouring your commitments. The impact is also that you lost trust on me. I take responsibility of this impact. 4. The 4th step is to make a new promise: Continuing with the same example - My new promise is to finish the report by today end of day. 5. The 5th step is to share your structure of success that will support you to fulfil on your new promise: In the above example - My structure of success would be to re-prioritize and re-schedule everything else on my calendar today so that I can fully focus on the report. To re-cap, Integrity is honouring and valuing yourself. Valuing and honouring yourself requires you to honour your word because you are the words you say to yourself and the words you say to others. Therefore, Integrity is honouring your word which is to keep your word - doing what you said you will do, at the time you said you will do it, the way you said you will do it. If you missed to keep your word, then Integrity requires you to restore your word to be in honour of your word. Integrity can either be 0% or 100%. Let me prove it mathematically. We are born with 100% integrity, with an experience of being whole, complete and perfect. Then something happens and we break our word and push it under the carpet. Our Integrity falls below 100%. Our integrity now, for example, is at 90%. Something happens and we are faced with the choice to honour our word or not. Our probability of honouring our word is only 90% of 90% which is 81%. Next time we are faced with a choice to honour our word or not to honour our word, our probability of making the choice to honour is now only 81% of 81% which is 66%. The next time, our integrity will reduce to 61% of 61% which is 37%, next time it will be 14%, then it will be 2%, finally it will fall to 0%. Therefore, keep track of promises you make, carefully observe what you say, take committed actions to fulfil your intentions and realise your dreams, honour your commitments and review the expectations people in your life have from you to ensure Integrity. Build the courage to have the difficult conversations to free yourself from the promise implicit in others’ expectations from you or have the strength to become bigger than who you are in this moment and honour others’ expectations from you. Remember Integrity is a Gear 4 value. Without the workouts on the other Gears to cycle up from Gear 0 to Gear 1 to Gear 2 to Gear 3, you will not have enough strength to be Integrity. Refer to the below 2 articles to understand this journey to come home to yourself. 1. How to use Gratitude as a Leadership Tool for Business Growth? 2. How Reverence for all of Life Supports you to Lead your Business from Good to Great? May you have the wisdom to be self-aware, courage to face your blind-spots and commitment to go beyond to connect with your Highest Self. In your personal journey from good to great, you will find the wisdom, the courage and the commitment to lead your business from good to great. Love, Jyoti. Inspiration: The Curriculum of Living from Landmark Worldwide Have you ever noticed that a senior leader is usually kinder and more respectful than people down below in the corporate ladder? I had a billing issue with our internet service provider. The call-centre representative was rude and point-blank refused to consider my request saying it is just not possible. I told her in that case I would request for disconnection. She told me - “Sure. I will connect you to our Disconnection Department.” That is inspite of the fact that I have been with this service provider for 14 years now. After a few minutes of waiting, she connected me to her supervisor. The tone and language of the supervisor is remarkably different - gentle and soft instead of brusque and loud. She has me soothed in no time, accepted my request in the first breath of the call and re-engaged me as a customer. After 14 years, going somewhere else was anyway a pain. I was only too happy to continue now that all my requests were accepted. This is my experience everywhere. Higher in the leadership hierarchy I go, there’s greater ease in communication, lesser stress, greater listening, lesser rush and a sense of respect flowing in both directions. Here’s a trick question: What comes first - reverence or growth in the organization? Always reverence. You can train yourself to be respectful but that’ll only take you so far. If you are aiming for the top seat and aiming to sit there for a long time, you would necessarily need to train yourself to be Reverence for yourself, all Beings in your space and for Life itself. This is because Respect is at the level of behaviour while Reverence is at the level of the Being. When some attribute is at the level of behaviour, it’s not deep enough and you may shift your behaviour based on where or with whom you are. Reverence means Deep Respect. It has trickled to the core of who you are - not only behaviourally / physically / verbally but also intellectually, emotionally and spiritually. If you reflect, you will find that Leadership Growth is nothing but evolution of the Leader on his / her journey to be the greatest version of themselves. As they walk on the inside to be the greatest version of themselves, they inspire followership and mass movement towards the future they want to create. That is when magic happens in organizations, when employees stop working for money and work for the joy of building cathedrals. Only then a business stops struggling to be good and heaves upto the zone of greatness. How does one melt into Reverence? It is a step by step process involving all the 4 bodies of your Being - physical, intellectual, emotional, spiritual. I love the analogy of a car to describe Leadership Evolution. You shift from neutral to Gear 1 to Gear 2 to Gear 3 to Gear 4 to Gear 5. Reverence comes in Gear 3 of Leadership Evolution. Gear 2 is when you soak yourself in Gratitude. Without Gratitude, Reverence is not available. Gear 1 is when you take responsibility for all that happens in your life - the good, the bad, the ugly - without making yourself or others wrong. Gear 1 is when you can see what you believe as a view from a point and recognise that it is just as valid as other views from all other points. Then you find yourself without a reason to argue, debate or feel righteous. You are at peace, knowing you have simply chosen a belief because you have chosen it and that doesn't make you more right than others. Gear 1 is when there is nothing to complain about because you know you are responsible for all that happens in your space. Though you neither make yourself wrong, nor others nor the situation. Gear 1 is to be able to see yourself as the source of your upsets and not people or circumstances. Gear 1 is the ability to make the choice to be happy, irrespective of what others do or don’t do, irrespective of what Life throws up at you. Only after this shift is Gratitude available to you as the most powerful creative force for you to create everything that you want to create in this Lifetime. Yes, you can create whatever you want in this Lifetime. Just that you have to keep becoming bigger than yourself, other people and Life itself; moment by moment. Welcome to your Hero’s journey. Love, Jyoti. Fads worry me because people pick them up more for their current flavour rather than the in-depth understanding to implement them to move their lives irrevocably to the next level. But the real problem is not so much that. The real problem is that the fads don’t shift us from the inside because their implementation is on the surface, only engaging the intellectual body. As a result, a very powerful habit that has the potential to uplift our life comes and goes; leaving us a little cynical about its value, lost to us forever. Gratitude also seems to have become a fad. I do hope it doesn’t remain one; so that the power of this leadership habit can be experienced in its full-blown intensity as the source of business growth. Gratitude is the most powerful creative force in the world. I have known it to heal cancer in the body, heal relationships, create health and fitness, financial freedom, business growth. What is Gratitude? It is being in the state of deep thankfulness. The most important word in the last sentence is BEING, as in the Human Being. The Being of the human being actually has four bodies - physical, intellectual, emotional and spiritual. Therefore, to really bring on the power of gratitude in your life, you have to be engaged at all the four levels, all the four bodies of your Being experiencing deep thankfulness. I recently observed from a distance the concept of Gratitude being implemented in an organization. I applaud the organization for this massive new thinking initiative for their employees. Though, unfortunately, only the intellectual mind seemed to have got engaged as I could see from the use of timers for regular gratitude moments and mastermind style group updates. I wonder if the BEING shifted for the people participating in this initiative. Did they feel different? Did they create different outcomes in their lives, personally and professionally? Did they experience being suffused by Divine Love and Intelligence. Till it is not this deep, Gratitude doesn’t work. It is not about thinking Gratitude, it is about feeling Gratitude viscerally beyond the level of the mind. Though, intellectually understanding Gratitude is the beginning of the journey. My one-time teacher, Brandon Bays, used Gratitude to shift her body at a cellular level to heal and melt her basket-ball size tumour in her stomach that had her look like a fully-pregnant woman. She calls that process “The Journey”. I did a one-year program with her to understand and learn to deliver it to my clients. I have had my clients clear up emotional blocks from childhood to finally access Gratitude viscerally to heal themselves, heal their relationships and grow their businesses. Gratitude is like a Gear 2 process. Without moving from neutral to Gear 1, shifting habits across all the 4 bodies of the Being, one cannot step into the zone of Gratitude. Let's call that Gear 2. Then, Zone of Genius would be Gear 3. Here’s a true story for you to understand the steps to accessing Gratitude. If you chant the magic mantra “I love you. I am sorry. Please forgive me. Thank you.”, nothing much may shift because the mantra actually captures the 4-step inner transformational journey that is required for the kind of magic that Dr Hew Len was able to create through what he called ‘Ho’oponopono’ and that Brandon Bays was able to create through ‘The Journey’ process. It is the same 4-step shift that a prayer or a spiritual practice can induce if it is intense and from the depths of one’s heart. I heard of a Sikh lady who healed her breast cancer by simply chanting ‘Wahe Guru’ with childlike trust and fate. It is the same 4-step inner process. Here are the 4-steps: 1. The 1st step is to unconditionally love and accept one’s own self, however one is and however one is not; relating to oneself as whole, complete and perfect. (I love you) 2. The 2nd step is to take responsibility for all that happens in one’s space - the good, the bad, the ugly. (I am sorry) 3. The 3rd step is to forgive oneself for causing the mess in one’s own life. (Please forgive me) I call the above 3 steps part of Gear 1 leadership transformation. 4. Now, one is ready for experiencing Gratitude viscerally in the body and emotionally. (Thank you) This is what I call as Gear 2 of the leadership transformation journey. And, wait there are 3 more Gears to step up to. Though, as of now, we will content ourselves with understanding Gear 3, which is the 5th step below. 5. Therefore, the 5th step is falling into childlike trust and faith in the Universe, which is really experiencing Gratitude spiritually. Without experiencing Gratitude emotionally, this step-up is not available. The important thing to remember is that all the 5 steps are available as an outcome of dropping our limiting physical, emotional, intellectual and spiritual habits and taking on Growth Habits. Habits are like building blocks of who we are and what we can create. To shift what you can create in your life, you have to shift who you are. And, to shift who you are, you have to shift what your habits are across all the 4 bodies of your Being. Wishing you the joy of this deeply fulfilling journey of growing yourself and your business. Love, Jyoti. If you are in the business of services, this is one book you want your sales team to read. The book is about what sabotages client loyalty and how to get past that to have not only your clients asking to do more business with you but also sending more clients from their network to your doorstep. But, before you gift the book to your sales team with the expectation of seeing increase in your top and bottom line, you would need to read it first because what is in the book cannot be implemented unless you as their leader believe in and live these principles. The author, Patrick M Lencioni, is Founder and President of The Table Group, a successful management consulting firm specialising in executive team development and organisational health. His business principles are now course material at the University of Saint Mary. CNN Money listed him in 2008 as one of "10 new gurus you should know”. He is "one of the most in-demand business speakers.” His work has appeared in the Wall Street Journal, Harvard Business Review, Fortune, Bloomberg BusinessWeek and USA Today. Read below few excerpts from the book to get an overview of the magic formula and experience deeply fulfilling, joyous success even as you smile all the way to your bank by implementing the ideas from the book. 1. Without the willingness to be vulnerable, we will not build deep and lasting relationships in life. That’s because there’s no better way to earn a person’s trust than by putting ourselves in a position of unprotected weakness and demonstrating that we believe they will support us. 2. For those who provide service to clients, vulnerability is particularly powerful. Those who get comfortable being vulnerable - or as I call it, naked - are rewarded with levels of client loyalty and intimacy that other service providers can only dream of. 3. …even though clients require us to be competent enough to meet their needs, it is ultimately our honesty, humility, and selflessness that will endear us to them and allow them to trust and depend on us. 4. … we need to make sure that they’d be the right kind of client. … We’ve learned over years that having a bad client is worse than having none. … it prevents you from finding other good clients. And you’re unlikely to get a good reference. In fact, they are likely to tell everyone they know how you weren’t able to help them, because they certainly aren’t going to admit it was their fault. … it just makes you feel bad about coming to work. It destroys the culture. 5. “Do you ever worry that you are going to do too much during your sales call, and that the client will take it and use it and not hire you?” … “I don’t worry about it. Very few people are going to do something like that. If they need help, they need help. Even if what I show them makes perfect sense, they usually know they need help implementing it and getting the rest of their team on board. … even if they do that, then they’d probably be a pretty lousy client anyway. So it would be better to find that out up front.” 6. … fairly long list of principles … but not much structure around their approach. 7. … one of the most intense, interesting and effective behavioural therapy exercises I had ever witnessed. All in a little more than an hour. Starting with the CEO, they went around the room and told him what they thought his most valuable attribute was for the team, and then they went around and told him the one thing they thought he should work on. The answers were pretty consistent; he took them well, and promised to do his best to address the biggest area of weakness, … Then they went around the table and did the same for everyone else … 8. Almost all of the time and energy … was being directed toward consulting to (servicing) paying clients. Those clients in turn became the sales engine for the firm, and even when we did an occasional cold call, it was the references from clients that shortened the sales cycle considerably. I’m not even sure I’d call it a sales cycle at all. 9.” … They spend almost none of their time selling. … most of their business comes from referrals and warm leads. And in the rare event that they do a cold call, they spend very little time doing research or writing up proposals or wordsmithing presentations.” What do they do then? … “… when they meet up with a client, they spend their time asking questions and doing primary research right there. It’s like they skip the entire sales process. And, they are remarkably successful. … instead of trying to outsmart the companies they are selling to, they just go there and start consulting.” 10. … they are far less professional than we are. They are also less sophisticated, less rigourous and less systematic. But they are so much more effective. … every client … raves about these people. They do most of the marketing for them, and without being asked. More than half their clients come from unsolicited referrals. 11. Why did the client pick them instead of us? The client tells them why - “It just felt like you guys were going to tell us how to run our business, and you were trying to convince us that you knew more than us, I guess. And you were telling us all the things that you would do for us if we hired you. They didn’t do that. … They didn’t come up with any answers. But they asked questions. And, they had suggestions, but they admitted that some or all of these suggestions might not be right. And, some of them weren’t, but some were, and more than anything, it felt like they were more interested in helping us figure our problems than they were in closing the deal.” What has it been like working with them since then? “The same as it was that day. It’s like all they are interested in doing is helping us solve our problems. I’ve already told half a dozen other CEOs about them. I couldn’t be happier.” 12. The power of what they do can be explained in one word: vulnerability. 13. The three fears that sabotage client loyalty i. The 1st Fear: Fear of losing the business It’s not that they go out of their way to tick off their clients. It’s just that they are so focussed on saying and doing whatever is in the best interests of those clients that they stop worrying about the repercussions. They make themselves completely vulnerable, or naked, and don’t try to protect themselves. … they’ll usually look at a company’s website and get a general sense of what business the client is in. But they do most of their research when they meet the client, by asking questions. And they certainly don’t come up with a slideshow or a marketing packet. a. Consult, don’t sell. Give away the business. The other part of this, giving away the business, is about never worrying about the fees. Don’t bring them up during the sales call unless they ask. Don’t apologise for what you charge when they do ask. And if there’s ever a dispute about fees, side with the client and charge the lesser amount. … That’s what nakedness and vulnerability are all about. If a client wants to take advantage of you, let them. I’ve seen their consultants go to a client and suggest that they pay a lower retainer because they weren’t using their services enough.’ … It’s all about standing there naked in front of the client. It’s about building trust. And in the end, that means the client trusts them and takes care of them. b. Tell the kind truth I know a consultant who told his client that he needed to move his son out of a leadership position because he was incompetent. Another guy I know recently told a CEO that he doesn’t hold his staff accountable. And, last week I had to tell a guy that I thought he talked too much during meetings. But remember the ‘kind’ part. We give them that sort of feedback with a level of empathy and concern that you would normally reserve for a friend. No matter how uncomfortable the conversation might be in the moment, eventually the clients are so glad that someone cares enough about them to be honest, they probably can’t imagine not having you around. c. Enter the danger In consulting, entering the danger comes into play in those moments when you are in a meeting and someone says something that is either strange or politically sensitive, and you know that the level of anxiety and discomfort in the room is high. What you are tempted to do is just be quiet and let the moment pass, but what great consultants do is walk right into the middle of the situation and call it out. Whenever I see someone enter the danger …, clients inevitably come up to you individually and thank you. They say things like “I am so glad you made us talk about that’, and ‘I’ve been wanting to do what you did today for three years, but I felt it would have been a career-limiting move.” ii. The 2nd Fear: Fear of being embarrassed One fear that most consultants struggle with is the fear of being embarrassed or looking stupid in front of their clients. a. Ask dumb questions Whether it’s an industry term or an acronym or a concept that everyone else in the room seems to understand, they just never pretend to know more than they do. … I think their clients appreciate that about them. b. Make dumb suggestions <Don’t hesitate to make suggestions, even if they turn out to be dumb.> c. Celebrate your mistakes If a suggestion turns out to be dumb, you admit it was a bad idea as soon as you realize it. You laugh at yourself. You take their ribbing. And most important, you don’t stop making suggestions. Most of your ideas won’t be horrible. Even the ones that aren’t so good won’t hurt you as long as you are humble enough to acknowledge that you are not an expert. And if you have built trust with the client, they don’t think about it for a second. … The idea is that your clients are looking for good suggestions, and they don’t mind sifting through some not-so-good ones as long as they are offered with good intentions and with no ego attached. iii. The 3rd Fear: Fear of feeling inferior One of the last things consultants want is for their clients to look down on them or, even worse, look right through them. There is something about wanting them to see you as being important that goes with the job. The fear of being embarrassed or looking stupid is about taking an intellectual risk. It’s about the pride of not wanting to be wrong. The fear of feeling inferior is more about humility as a person, not needing to be the centre of attention. Even taking on a role of true subservience to a client. … some of the principles that go down with this … a. Take a bullet for the client b. Make everything about the client c. Honour the client’s work - This is about genuinely displaying enthusiasm and respect for what the client does. d. Do the dirty work There is something so powerful about a person who in one moment can be confident enough to confront a client about a sensitive personal issue, and then in the next moment humble themselves and take a position of servitude. It’s the paradoxical nature of it all that makes it work. Here are few excerpts from the book where the author explains what he means by The Naked Service Model and what to do specifically to shed the three fears that destroy client loyalty. At the outset, let me tell you that it won't be as simple as reading the book to get breakthrough business performance. What the implementation of the ideas in the book really requires is the transformation of what it means to be you, what it means to be a leader in your organization, what it means to be a business in the world. Its only on this journey of leadership transformation beginning with you will you get access to your inner creative power and outer enthusiastic followership to lead your organisation to cut over from good to great. What this journey requires is for us to build high levels of self-awareness about our own evolutionary fears - I am not good enough, I am not important, I am all alone. After being present to one of these or a combination of these fears, the journey requires us to march forth like peaceful warriors to transmute these evolutionary fears to step into the highest version of ourselves. Click here to read the 5-Stage Leadership Development Process I use with my clients to support them to become naked service providers; unleashing their performance, productivity, creativity and innovation. They create not only breakthrough business results but also breakthroughs in other areas of their life - health and fitness, relationships, kids, finances, purpose, spirituality, emotional intelligence. I find it incredibly beautiful to observe how building a great business only happens in parallel to going within to be the greatest version of who we are. Wishing you the joy of the journey. Love, Jyoti. 3 years back, I picked up golf. 2 years back, I was still struggling with golf so continued learning golf. Last year, I committed to Karate. This year, I am giving myself up to piano and western classical music. Today, I had my first class in the same music school as my kids. My class was earlier than my teenage daughter’s so I was already practising when she strode in. She marches upto me, looking as much amused as bemused; not really knowing how to react as she sees me struggling with the piano keys and promptly announces matter-of-factly: “Here, you are not my mother.” Before it registers, she has already vanished into her singing class. I had the music notes to worry about than to think about what she said. See, she doesn’t see adults learning around her except her funny mom who picks up a new thing to learn every year. Couple of parents watched me enjoying the struggle of learning and said you are an inspiration. I know the idea of learning inspires them but they are unlikely to be inspired enough to commit themselves and their time to something that they will have to battle with because that is what learning is. Battling your grey cells with new information to process. This battling, this struggle is the exercise what our brain needs the most to stay young, healthy and fit right till we breath our last. That’s what the researchers at the Harvard-affiliated Massachusetts General Hospital have found. I spoke to my best friend to share the excitement of the new thing I am learning this year. She shares how she struggles to get her kids to their badminton class. She acknowledged it is possibly because she herself is too lazy to do anything herself. I know it is not as much as laziness as the ennui of existence that catches up with you. I admire the parents who bring their kids to the golf course for their classes because I cannot find enough commitment in me to just sit somewhere while the kids experience the joy of learning. I leave for the golf course at the time I said I would because I love practising and playing. I have never had to push the kids to attend their class because I would rather that they do something out of love, rather than because I am pushing them to do. Their love for golf has only grown as I left them to figure out that for themselves. Though, I have learnt this the hard way. Few months back, my daughter told me how I had killed her love for Art by buying her books on famous artists and history of World Art. I listened to her in numb silence because I finally understood why she didn’t want to do anything with Art anymore after being such a prodigious and a passionate artist. My over-providing for her and giving her more than she asked for or was ready for is what killed her love for Art. I had also inadvertently killed her love for piano and maths earlier on. I am learning to give her space to discover herself and find her inner commitment. Being left to her own devices to figure out things, she came back to piano after 4 years. Having burnt myself, I realised how only love and inner inspiration can drive learning. External motivation, grades, rewards, incentives and punishments only kills the inherent genius in kids and in people. That is why having grown up with external motivation, grades, incentives, rewards and punishments; by the time we have grown up, we are left up with zero inner inspiration, passion and joy of learning. That is why, we age. Dying is inevitable, aging is not. We age by choice by not keeping alive love, passion and inspiration in us. I read someplace sadness is not the opposite of happiness, boredom is. Boredom sets in when we are not learning, growing and evolving; when we are not challenged to grow beyond who we are at this moment. Joy is in increasing our fitness across the 4 bodies of our Being - physical, emotional, intellectual, spiritual - by taking on learning something to mastery. What are you doing this year to grow? Which hobby will you re-invest yourself in? Which creative art or sport will you commit yourself to mastery? Which mountain will you scale or new land will you discover? Your age, your health, time, money - nothing is a barrier. The real barrier is inside your head. All the thoughts that are racing in your head telling you why you cannot pick-up something new to learn are the barriers you are choosing. You can change the clothes you are wearing, so can you change your thoughts to support you to travel in the direction you want to explore. You are not your clothes, you have clothes. You are not your thoughts and emotions, you have thoughts and emotions. Just as you choose your clothes, you choose your thoughts. And, the thoughts you choose determine your lifestyle; determines the quantum of happiness, peace and fulfilment in your life. You are bigger than your thoughts, bigger than your emotions, bigger than your circumstances. Stand up to walk towards the Life of your choice. God did not send us to Earth with a destiny already written out. We are made in the likeness of God - as a creator, a creator of our Life. (S)he sent us here with an empty whiteboard to write our destiny. We can also rub everything to draw something new. You don’t believe it. That is why you won’t create it. Suspend your disbelief, resignation, cynicism for a moment and step into your dreams lying hidden inside you, with childlike trust and faith. Now, let's have a conversation. Love, Jyoti. References: What does it take to be a Super-Ager? |
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