They believe that the reason they aren't performing is real, right?
So mindset coaching from my perspective, I wouldn't necessarily tell an employee,
I'm going to mindset coach you.
[LAUGH] Because most people who are kind of stuck in their thinking don't
really think they're stuck in their thinking.
They think it's an external problem.
They think that something else is making it so they can't achieve their goal.
So keep that in mind that we don't want to say to
someone you just need to change your thinking and you'll be successful.
That may actually be true, but isn't an effective approach with someone okay.
So how do we know this?
The way that I know someone needs mindset coaching is through their language,
what they say when you talk to them.
So, the first thing we want to do when we've identified that someone does have
the skill, but they're just choosing not to do what needs to be done to get
the goals achieved is we have to really talk to them.
We have to ask them what's going on, okay?
So, the goal was 50,000, you got 20,000, what's going on?
And they'll have all sorts of reasons, right?
Well it's too hard.
It's not a good time of year.
The market is really affected.
No one will call me back.
I don't really know what to do.
This feels overwhelming to me.
This isn't a fair goal.
Other people's goals are lower than mine.
You'll start to hear language that you can interpret and
understand as their thinking.
Remember that circumstances just exist right?
So if the circumstance is your goal is $50,000 in revenue,
now what we do is we define that in our mind.
Someone who hits that $50,000 in revenue probably has a thought like Cool,
I'm excited to achieve this.
This will be great to achieve this goal.
I'm looking froward to celebrating when I achieve this goal.
This goal is easy, right?
Where someone else might look at that 50,000 and say my gosh,
that goal's impossible this time of year.
I don't know what they were thinking.
Who do they think I am honestly, right?
So the way that someone thinks about a goal determines whether or
not they achieve it, right?
So the first thing we have to do is really ask our employees,
what are they thinking about when they think about this goal?
And you've gotta pay attention to what they say.
We've gotta really listen.
You've gotta listen to them and what they say,
not evaluate them through your own perspective, okay?
And then the way that we help people is we help them notice what
they're thinking, and how that's impacting their results.
So for example, have you noticed employee that you say to yourself a lot,
how impossible it is to hit this goal at this time of year.
How do you think that's impacting how you feel everyday to think that?
And they might say, well I feel really frustrated.
Okay, and so when you're feeling frustrated and you're at work,
how are you acting?
Just be honest with yourself, right?
Well, I think I'm unfocused and probably not paying very good attention, okay.
And so when you're unfocused and
you're not paying attention at work what kind of result are you getting, right?
So what we want to do here is,
