Rise Leaders Radio
#46:  For Good + For Profit:  A Social Entrepreneur‘s Imperative

#46: For Good + For Profit: A Social Entrepreneur‘s Imperative

October 12, 2021

We want to inspire a change in the social currency to be not one of status or prestige, but one around what it is that we're doing for others…we think a lot can happen from making small everyday changes or actions.” – Cory Ames, CEO of Grow Ensemble

Using Business as a Force for Good

 

Inspiring and generous. When I think of my interactions with CEO of Grow Ensemble Cory Ames, he embodies these descriptors with passion and authenticity. He is an exemplar of his goal to make sustainable business and sustainable living the norm.

Prior to Growth Ensemble, at only 22, Cory was the CEO of a digital marketing agency. Next, he began consulting on all things digital marketing and SEO with the aim of using his skills for doing good. Now, as host of The Social Entrepreneurship and Innovation Podcast, he’s gleaned immeasurable wisdom from leaders in the social impact space. Such experience lends to his credibility and thoughtful dialogue.

Drawing from roughly 180 interviews with these important players and his career, Cory takes us through:

  • The distinction between social entrepreneurship versus Corporate Social Responsibility (CSR) and examples of brands in both domains
  • What’s different about launching a company focused on doing good, plus helpful advice for those entering the space
  • How he views his role as a leader, his personal philosophy and the impact he wishes to make

    And more to inspire you ...

Social Entrepreneurship vs. CSR

[08:08] “[Social entrepreneurs’] object and aim is to make some sort of meaningful impact, or some sort of meaningful change. So their business exists to ideally influence something environmental, or social…in contrast, Corporate Social Responsibility is an extension or the arm of a current business model.”

Collaborate, Rather Than Compete, for the Common Good

[27:49] “If you're in the space of wanting to use your business as a force for good to leave the world a better place, if someone else has a business whose objective is the same way, you're tackling the same goal; you're on the same team. So collaboration is a much more important priority than competition is in this space of sustainable business.”

Leadership in a Sustainable Business

[31:50] “I don't have all the answers, and I want to remain very curious and open to asking questions. That’s an expectation I want to set with anyone I work with - I'm more than okay being wrong and corrected and provided with the right information…it’s for the betterment of what we're doing, and, ultimately my betterment of understanding the world that we live in.”
 
For further exploration:
Guest links
Cory Ames https://coryames.com/
Grow Ensemble https://growensemble.com/
Grow Ensemble Newsletter https://growensemble.com/newsletter/
Grow Ensemble Podcast https://growensemble.com/podcast/
LinkedIn: https://www.linkedin.com/in/amescory/
To join Grow Ensemble's community for social impact, visit: https://growensemble.com/membership

To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#45: 7 Elements of a Winning Culture: Foosball isn‘t one of them

#45: 7 Elements of a Winning Culture: Foosball isn‘t one of them

September 28, 2021

“There’s 10.1 million positions open [in the post-COVID workforce], there is this great resignation, a great reconsideration: What am I doing? Do I feel attached to my company? Do I feel like I have purpose?” – Mike Sullivan, CEO of the LOOMIS Agency

The 7 Elements of Great Culture
The pandemic changed the landscape of the working world as we know it. Team members’ priorities have shifted into focus, and in much of the workforce, there has been a mass exodus as they search for companies that align with their purpose or values.

One element that can provide stability and longevity against this backdrop of rapid change is culture. As the CEO of The LOOMIS Agency, Mike Sullivan knows this firshand. Culture is a hallmark of strength in an organization that team members overwhelmingly respond well to. The proof is in the pudding: LOOMIS retained all team members during and after the pandemic.

My previous discussion with Mike Sullivan established why a strong culture matters. Now we’re delving into what it looks like with his 7 elements of a great culture, pulled from his and Michael Tuggle’s book, The Voice of the Underdog: How Challenger Brands Achieve Success through Culture.

Culture Starts with Safety
[05:23] “Until people feel like they are safe, and they can bring their full selves to their employment situation, they're not going to be as concerned about tapping into a purpose at work, for example, which is the second [element of culture] – what is it that I'm here to do?”

Don’t forget clients also attract (or detract from) security:

[17:53] “One of the things that I focus on is, again, the kind of clients that you bring into an organization. What I was trying to do when I built my culture was create stability, first and foremost. So if a situation is stable, if your work environment is stable, now you feel safer, now you feel more connected, now you feel like you belong.”

Connection is Founded on Communication
[07:20] “Communication is leadership … if you’ll slow it down, and let folks know, ‘I don't have all the answers. Nobody seems to have all the answers. But give me your feedback, help me set our policy.’ And inviting them into that discussion, I think is really powerful.”

Creativity Changes the Game
[15:56] “There is no problem that can't be solved with creativity. But all the other things need to be in place to be on top of your game from a creative standpoint. You really do need to feel like you belong, you have a sense of purpose like, ‘This is going in the right direction. I feel good about the people I work with – now I’m able to bring my full self.’ And that's when creativity catches fire.”

For further exploration:
 
Mike Sullivan:  https://www.linkedin.com/in/mikesullivanatloomis/
The LOOMIS Agency: https://theloomisagency.com
The Voice of the Underdog: How Challenger Brands Create Distinction by thinking Culture First https://theloomisagency.com/challengerbook
https://theloomisagency.com/blog/getting-company-culture-right-post-covid/
The Voice of the Underdog Podcast:
https://podcasts.apple.com/us/podcast/the-voice-of-the-underdog/id1567247656
HOW THE PANDEMIC NOW ENDS:
https://www.theatlantic.com/health/archive/2021/08/delta-has-changed-pandemic-endgame/619726/

To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#44 Want a Winning Brand? Build a Winning Culture with Mike Sullivan

#44 Want a Winning Brand? Build a Winning Culture with Mike Sullivan

September 14, 2021

“Ultimately, I decided I just wanted to create the kind of place that people want to work on Monday morning - they want to come, there’s no Sunday night dread. And again, it doesn't mean that it's perfect. But what it does mean is that we're focused on the right things.” - Mike Sullivan, CEO of The LOOMIS Agency

 

A Strong Culture is a Competitive Advantage

Mike Sullivan speaks with experience and authority. As CEO of the LOOMIS agency, he and his team have made it their mission to help challenger brands win more market share. And he has observed that no matter how great the branding is, if the culture stinks, the company will struggle.

LOOMIS boasts half the turnover rate of other agencies. They themselves are a challenger brand that continues to crack the culture nut with multiple, year-over-year wins as a Best Place to Work. And as a result, they produce award-winning creative.

But what is a challenger brand, and why is culture so important? I sit down with Mike and we discuss challenging the status quo, how culture and brand are inextricably linked, and how he and his team keep culture alive at LOOMIS. We also discuss brands that have successfully nurtured culture by including it in their purpose, values, and leadership competencies.

What is a Challenger Brand?

“Really challenger brands are those that are certainly challenged from a resource standpoint, but they're also oriented towards disruption. They’re oriented towards shaking up the marketplace, changing the rules, in a way that favors them… People within an organization need to think of and understand themselves as challengers.“

Clients Impact Culture, Too

[11:30] “Culture is going to reflect in large part by the company that you keep. If you’ve got difficult, challenging, unreasonable clients, then that’s going to infect your culture. It’s what you tolerate.…

[12:30] "What I always look for is the way they [potential clients] treat [our] people and the way they treat their people - how they interact, how they engage.”

Company Culture - Build an Extended Family

[15:33] “The number-one word people use to describe rich, rewarding, and supportive cultures is family…they do become sort of an extension of your family…
[15:14] “And I always think about that, you know, are these the kind of people that I want to put in relationship with our [team], because I think the world of our folks…who do you want to bring into your family, so to speak?”

For further exploration:
 
Mike Sullivan:  https://www.linkedin.com/in/mikesullivanatloomis/
The LOOMIS Agency: https://theloomisagency.com
The Voice of the Underdog: How Challenger Brands Create Distinction by thinking Culture First https://theloomisagency.com/challengerbook
https://theloomisagency.com/getting-company-culture-right-post-covid

To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#43 Pay Attention, Stay Curious:  ”Hokusai Says”

#43 Pay Attention, Stay Curious: ”Hokusai Says”

August 31, 2021

 

He says look forward to getting old.

He says keep changing, 

you just get more who you really are.

- Roger S. Keyes, Hokusai Says

 

Podcast art:  The Great Wave off Kanagawa by Katsushika Hokusai

The Art is the First Iteration. We take it from there.

The poet reminds us that art is a product of inspiration and interpretation. The artist initiates us with their work and then it's up to us to add our own meaning. 

Hokusai rolls first by offering his art - the most well known is his beautiful woodblock series, Thirty-six Views of Mt. Fuji. Roger S. Keyes, an art-historian and poet picks up the dice and rolls again by offering an interpretation of Hokusai's work. What it meant to him. I must say I like the meaning he made of the great Japanese artist's paintings.

How does Poetry Inspire Action?

Listen as I read and notice what happens with you. Taking the poem in, I want to slow down. I want to pay more attention to my surroundings and to appreciate them. And to appreciate the individual and collective trajectory of our human and non-human lives.

I want to visit a museum and wonder about a piece of art or sculpture. What is the artist saying through their work?

Being impressed and then motivated to new action is a final phase of reading poetry. You can find the Guide to Reading Poetry, along with a copy of this poem. In Episode 18, I interview a colleague who reads David Whyte's Start Close In and we discuss ways to take in poetry.

What's the link between Poetry and Leadership?

I have opinions about how reading poetry elevates our leadership and our lives. I think it deepens our experience. If we use the poem as a practice for taking on another person's perspective like Keyes did, we can increase our empathy and ability to deal with paradox, complexity and conflict.

We can read poetry to build the muscles of our imagination, which can lead to creativity and innovation - highly sought after elements of our work and lives.

A Guide for Reading Poetry:
https://mailchi.mp/rise-leaders.com/a-guide-for-reading-poetry

Episode 18:
Using Poetry to Expand Perspective
https://rise-leaders.com/podcast?ppplayer=2166354b3000fc311ad1272907939efb&ppepisode=d0ab05a8823e580f4b6d08ccede05d34

Great Wave off Kanagawa, a painting from Hokusai:
https://commons.wikimedia.org/wiki/File:Great_Wave_off_Kanagawa_restored.jpg

To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#42 What if Sales IS the Center of the Universe?

#42 What if Sales IS the Center of the Universe?

August 17, 2021

Look at sales in a very simple definition - that is delivering value for what someone needs. If you look at sales in that light, that’s a very noble profession. It starts with helping make sure that companies have the right people in their organization and Sales[people] who have the right knowledge, mindset, approach, cultural fit for the business, but also work with other areas of business.” - Chris Goade

Aligning Sales and company culture

Sales is arguably the face of the business – and foundational to an organization's success. It’s intrinsically connected to each function of the business, interfaces directly with customers, and delivers the revenue and profits necessary for growth. This is why it’s critical to develop solid sales processes and talent.

Chris Goade is the co-founder of 360 Consulting and saw an untapped market to build, rebuild, and restructure sales organizations while developing its people. He discusses the importance of a sales culture and that it aligns with company culture. This happens by finding the right people, building the right processes, and nurturing cross-functional relationships.

When done well, this creates a win-win relationship for the business and the customer.

People, Mindset, Process

 [11:09] “Work to make sure you have the right people, the right mindset, a clear understanding from everyone in the organization of what you do in sales: How do we develop leads? How do we articulate our value proposition? How do we create winning relationships?...It's a process like accounting, production, operations.”

About CRMs

[17:26] “If you start off with, 'do we have the right tool configured correctly? Do we have the right processes in there? And always keep an eye on what the ultimate goal is - this changes the whole belief system around what a CRM can mean for your business.”

Change driven by Goals and supported with Accountability

[18:54] “Get participation from everyone on the team…And now it's not just someone saying, ‘Hey, you're gonna do this,’ or ‘This is policy’… that's a whole different kind of mindset and position to come from when you start to hold people accountable…
“We don’t change for the sake of change, but change to get to the goals. … [When] they have some ownership in that in that change, then it's not so scary.”

 

For further exploration:

360 Consulting DFW : https://www.360consultingdfw.com/
Chris Goade Linked In https://www.linkedin.com/in/chris-goade-535b2831/
 
To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#41  How to Be Free

#41 How to Be Free

August 3, 2021

“Everything can be taken from a man but one thing: the last of the human freedoms - to choose one’s attitude in any given set of circumstances, to choose one’s own way.”  - Viktor Frankl

Unlocking our freedom from within

When we think of independence, we often think of it as an external event, like Juneteenth or the Fourth of July. But freedom and independence, including personal freedom, is actually a process and practice that requires ongoing effort.
Internal freedom is our ability and willingness to live into our own creative potential. It's a mindset and comes from within. To achieve internal freedom, spend time reflecting on your values, motivations and authentic desires. Double-check that the dreams you're chasing are yours and not someone else’s. We unlock greater personal power when we recognize self-limiting beliefs and behaviors that inhibit our internal freedom.
The benefits are great: when we gain internal freedom, we live from a creative and empowered mindset.

 

What Internal Freedom looks like:

[07:46]“It looks like creating visions for our own life and then taking steps toward those visions. We’re honest and clear about what we want, not what someone else wants of us, or what we feel obligated to do.”
“Using discretion and intention for where we place our focus and attention…Know where you want to spend your time and attention and create boundaries and practices so that you find that sweet spot.”

How we hold ourselves captive:

[12:35] “Complying, staying small, and not rocking the boat. Staying quiet in meetings and agreeing.”
[14:47]“Not recognizing and valuing our own worth, expertise, contribution, impact - a feeling of not belonging.” For example, “’Everyone at my company has specific expertise…I run customer support so don’t have much to contribute.’”  One way this belief impacts someone is in feeling unable to say no in an attempt to prove one’s worth. Burnout and resentment follow.

For further exploration:

Journal Prompts for Freedom pdf https://mailchi.mp/rise-leaders/journal-prompts-for-freedom

Rise Leaders Radio Episode #13 with David Emerald: Three Vital Questions for Transformative Results and #33 with Jerry Magar: Putting Your Values Into Action (www.rise-leaders.com/podcast)

CliftonStrengths assessment
Man’s Search for Meaning by Viktor Frankl
 
Books by David Emerald:  The Power of TED* The Empowerment Dynamic + Three Vital Questions:Transforming Workplace Drama
 
Mastering Leadership by Robert J. Anderson and William A. Adams (socialized/self-authoring, creative/reactive)
 
Reboot:  Leadership and the Art of Growing Up by Jerry Colonna
Cassandra Speaks: When Women are the Storytellers, the Human Story Changes by Elizabeth Lesser
Owning Your Own Shadow by Robert A. Johnson
Loving What Is by Byron Katie
To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#40 Try the ‘blend’ : A practice to build stronger relationships and deeper trust

#40 Try the ‘blend’ : A practice to build stronger relationships and deeper trust

July 13, 2021

“When we’re blending, we felt in lockstep, we were in flow. Perhaps we even felt like the conversation was a nice dance. We felt open, connected with, 'gotten'…When we are able to blend, we have stronger relationships that are based on deeper trust.”

 

'Blend' to build stronger relationships

In a society that seems to value being right and accomplishing tasks quickly, a willingness to engage in the difficult work of connecting with what others care about is a game-changing mindset. Blending is one means of accomplishing this: an authentic willingness to be open to another person’s concerns, move with them, to hear and understand their perspective.

This week we’re looking at what blending is (and isn’t); how to sense it; and how to observe, reflect, and practice it.

What Blending Isn't:

[3:42] “When we're having an experience of not blending or not being blended with, we may say that we feel pushed into something. We might feel stiff-armed or kept at a distance. We feel like we had the rug pulled out from underneath us.”

Observation Before Action

[6:07] “The magic in all of this is in raising our self-awareness so that we can catch ourselves when we're blending well, and not so much.”

[8:38] “Observe yourself. Notice the situations where you blend well. And when you don't, I've given you clues already to look for: when you jump in to fix, advise or shut something down, or when you move into complying and pleasing.”

 

Center, Calibrate and Connect

 [10:57] “When you're actually in the blending conversation, connect to what you care about. Center yourself physically, release tension, calibrate your nervous system. Now connect with the other person and engage by asking questions and attempting to expand your own perspective.”

For further exploration:

Rise Leaders Radio Episodes focused on embodiment: #32 Speak Up Stand Up:  Chris Johnson on Becoming Fierce; #25 The Leadership Pause with Chris Johnson (www.rise-leaders.com/podcast)

Pushing Hands - An embodied exercise:  Wikipedia https://en.wikipedia.org/wiki/Pushing_hands

"Embodied Leadership: The Somatic Approach to Developing Your Leadership" – Pete Hamill https://bookshop.org/a/16835/9780749465643

"The Leadership Dojo: Build Your Foundation as an Exemplary Leader" – Richard Strozzi-Heckler https://bookshop.org/a/16835/9781583942017

To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

 

#39 Your Body’s Role in Being an Effective + Resilient Leader

#39 Your Body’s Role in Being an Effective + Resilient Leader

June 29, 2021

“Our embodiment is our extraordinary ability to put complex actions and interactions on autopilot. So that what comes next, or how to respond, becomes second nature... I'm talking about the body as a reflection of the person who lives within it.”

-Amanda Blake, Your Body is Your Brain

Embodiment, Learning and Leadership

Amanda Blake is the author of Your Body is Your Brain, a Ph.D. candidate in Leadership and Management, and an expert in experiential leadership learning and the art and science of embodiment.

Today we explore the positive impact that embodied self-awareness has on our resilience, our effectiveness in leading, and ultimately in living a more fulfilling life.

What is embodiment?

[06:55] “Embodiment is a felt sense way of knowing about ourselves about others and about the world…non-judgmental attention to what our interior state is to our sensations or movements…A way of being, a way of knowing, and a way of paying attention.”

A pathway to resilience

[18:39] “When we start to develop our embodied self-awareness, part of what happens is we get better at noticing the red flags, and stress.”
[19:57] “It's like this secret superpower where you can go, ‘I'm just going to soften my shoulders a little bit here, I'm just going to relax my jaw or feel myself sitting in my seat.’ All of a sudden, that starts to change the constellation of stress hormones in my body.”
Recognizing when you carry stress in your body is the first step to overcoming and bouncing back. This can help us return to the path we need.

Embodiment is personal and pragmatic

[24:10] “It's very unique and individual what we might need or want to do to counteract the tendencies we might have that can be totally unconscious.”
[25:55] “Prime people to think about, okay, for this meeting, this conversation, this activity, how do you need to bring yourself to it? What way of being will best serve the outcome that you're aiming for? Then how do you embody that..whatever that may be?”
Do you need to open your shoulders and lean forward to better engage? Do you need to soften anywhere to relax and appear approachable? It’s up to you to determine what’s best for the situation and what to do physically to bring your best self.

For more conversations on embodied leadership, try out Rise Leaders Radio episodes #25 & #32.

Free download mentioned in this episode: Stress to Serenity Guide:  https://embright.org/centering-challenge/

To connect with Mandy:
Website:  https://embright.org/
About Mandy: https://embright.org/mandy/
LinkedIn: https://www.linkedin.com/in/amanda-blake-892195/

Order the book through Bookshop: https://bookshop.org/a/16835/9780999368107

#38 Ecosomatics |Connect to your body to connect to your world

#38 Ecosomatics |Connect to your body to connect to your world

April 20, 2021

“When we connect to our own energy and life force, we're actually connecting to the big energy out there in the world…And this is the venue, the entry point into connecting with all the rest of life around us.” - Mark Mooney

Connect with your body, connect with the world
According to Mark Mooney, the embodied or self-actuated self includes a deep connection to all the rest of life on the planet. Achieving this requires an understanding of somatics and ecosomatics.

Somatics is a body-centered approach to learning and transformation; we learn through our body to reach our potential. Ecosomatics integrates deep ecology, which acknowledges the inherent value and interconnection of all living things. Tapping into our senses and sensations lays groundwork for both.

This week Mark explains how our bodies and our “ historical shaping” inform our strategies for navigating the world. He also explains how connecting with nature enhances our wellbeing - and how to connect with nature even when it’s not easily accessible.

Be fully in the experience of life
[15:36] “We might as well be in the experience of life as opposed to thinking of life. Joseph Campbell suggested that we're not looking for the secret of the meaning of life. He suggests that we're looking for the experience of life, which means experiencing all of our emotions fully.  Being fully aware in the moment and to the things going on around me. [Then the] experience of life just gets better.”

Our shape suggests our mood
[22:15] “That's an interesting part about shaping. You look at people’s shape, a ‘resigned shape’ is one of the things that people can see the most: kind of collapsed - looks like there's a weight around the neck…it’s part of the defense of ‘let's make myself smaller.’ I'll bring my energy and I'll condense my musculature. I'll actually bring my head down. Now I'm going to be smaller.”

Connect to your senses to become present and alive
[50:21] “Cultivate your connection to your senses. Go for a walk (and nature is probably going to give you the easiest time to do this) and spend 10 minutes strictly in one sense…so I could walk slowly and just pay attention to what I hear. What's the furthest away thing I can hear? What's the closest thing? What's high pitch, what's low and bass? And just pay attention and listen to the quality of sound.”
[54:28] “It opens a world getting connected to our senses on this level, it opens a world that we're just not usually paying any attention to.”

Resources mentioned in the episode:
Mark Mooney:
mooney23@comcast.net
ecosomatic.com
https://www.linkedin.com/in/mark-mooney-6116a49/
Strozzi Institute:
https://strozziinstitute.com/
Richard Strozzi-Heckler, PhD:
https://strozziinstitute.com/about-2/#richard-strozzi-heckler
Deep Ecology + George Sessions: https://en.wikipedia.org/wiki/Deep_ecology#:~:text=Deep%20ecology%20is%20an%20environmental,in%20accordance%20with%20such%20ideas.
Arne Naess:
https://en.wikipedia.org/wiki/Arne_N%C3%A6ss

To subscribe to the Rise Leaders newsletter for more resources:
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To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
https://rise-leaders.com/contact-info/

#37 Intimacy, Self-Orientation & Fear | A Deep Dive Into Trust

#37 Intimacy, Self-Orientation & Fear | A Deep Dive Into Trust

April 6, 2021

"If we insist on being buttoned up, polished professionals, that gets us a certain distance in our business lives. But showing up as a human being and being willing to relate to our clients and our colleagues as human beings, not just as professionals, gets us 10 times further.” - Andrea Howe

Strong connections build trust
Andrea Howe kicks conventional business to the curb and transforms how people work together. Augmenting our talk with Charlie Green in episode 36, Andrea helps us take a deep dive into the foundations of trust for us to accomplish this.
 
Building trust can feel risky. It requires shedding protective mechanisms to reveal vulnerability and, as a result, make human connections. In the workplace this often spurs fear. After all, it can be a tough balancing act to appear competent and set professional boundaries while also taking opportunities to let our guard down and reveal ourselves. Fear also inhibits true connection because it magnifies self-orientation. We can’t truly be there for others if we allow our own fear to take hold and guide our interactions.  

As you’ll discover, these 3 elements are interwoven, but when they’re examined, you can see how an awareness of them helps a novel way of working and thriving unfold.

Face fear
[14:37] “Human beings, professionals, struggle with fear…[sometimes] it’s a subtle, insidious force that has us suddenly doing or saying things that maybe aren't the optimal from a trust-building standpoint. But it's pervasive, and I think it's critical for us to attend to…we’ve got to shine some light on it, normalize it, practice ways to manage it and mitigate it, and therefore be able to show up not only more powerfully in a more grounded and centered way, but also more courageously.”
[28:01] “So think about it, when we're in a fear-based place, even if it's subtle, the ability to really tune in to another human being is compromised.”

Intimacy builds a safe haven
[31:16] “In looking at the data we've collected over more than a decade now, those with the highest intimacy scores tend to also have the highest trustworthiness scores…
“If there isn't safety in a relationship…if you're my client, what's the likelihood that you're going to disclose to me or even be willing to explore with me the real issues? What really needs to be attended to? What you're really concerned about are what your fears are.”

Generosity: The antidote to fear
[39:51] “Be willing to give stuff away. Give away ideas. Give things away. And that doesn't mean not valuing your services [or] charging appropriately for your services. But one of the best ways for people to have an experience of who you are is to get a little taste of it. So why not be willing to invest, give them a little demo…a way of getting to know you, who you are, and what you're capable of.”

Resources:
Linked In: https://www.linkedin.com/in/andrea-howe-she-her-22a105/
Trusted Advisor Associates: https://trustedadvisor.com/
The Get Real Project: https://thegetrealproject.com/
(Upcoming Webinar): https://trustedadvisor.com/webinars
The Trusted Advisor Fieldbook: https://trustedadvisor.com/books/the-trusted-advisor-fieldbook

Episode 36: A Way of Being for Sustainable Sales Success:  Focus on Trust, Courage, Intimacy: https://rise-leaders.com/podcast/?ppplayer=2166354b3000fc311ad1272907939efb&ppepisode=abad7dfecb82a6462b25f83e0101fc4d
Trust Equation Guide: https://rise-leaders.com/trust-equation-guide-2/ 

 

To subscribe to the Rise Leaders newsletter for more resources:
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To discuss executive coaching, leadership development program design, and workshop facilitation, please visit:
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