Improving Motivation and Job Satisfaction – the importance of the Graves Drives

One valuable use of MindSonar is to identify a person’s motivators.  For example, this is important when designing recruitment and retention strategies for an organisation and for individual teams, and when coaching individuals who want to achieve a long-term goal which will take time and dedication.

In using MindSonar for these purposes it’s important to look at the Graves Drives within each profile.  These will tell you a lot about the values that matter most to the individual – the things that they need to get from the given context in order to feel fulfilled and motivated.  By looking at the Graves Drives of the individuals concerned, it usually becomes apparent that, even in the same context, different people have quite different values.

For example, in people considering changing jobs in a particular sector, I have seen some who prioritise the Graves Drives Powerand Competition, and others for whom Learning and Order are the priorities. Similar differences can exist even between members of the same team.

By knowing this and by being aware of the impact of not enabling individuals to obtain them (namely, dissatisfaction and demotivation) managers and coaches can develop a more tailored approach to motivation.  This could be by using different language when describing the opportunities available – emphasising those aspects which match what is important to the individual, or (for larger organisations) it could be about providing a more varied range of any optional benefits available to staff.

Without the information that is provided by the Graves Drives as identified by the MindSonar profile it is all too easy to fall back on the assumption that all people are motivated by the same things. Such an approach can lead to poor recruitment and retention results for companies, or to coaching clients becoming disenchanted with their progress towards major goals.

Of course, the whole profile should be taken into account as thinking styles are also an important consideration, but without an understanding of the individual’s values, much could be missed.

If you’ve done a MindSonar profile, have another look at your Graves drives and think about how they are influencing you in that context – could you improve your own motivation by taking them more into account?  If you haven’t done a profile yet, then why not contact a certified MindSonar Professional to arrange one – it could make all the difference to your success!

Listening with Meta Programmes – the key to successful communications

How many times do you, or those around you, complain that people just don’t listen or that they ignore requests and instructions? It seems to be a common source of stress and conflict in the workplace and at home, and a problem in public places where signage about use and safety are needed. So often, messages just don’t get through to the intended recipient.

Most of the time, the blame for the miscommunication is placed on the ithe listener (or reader) and so little thought is given to the original communication itself. However, very often the problem would be resolved if the wording of that communication were changed. If the focus moved from wishful thinking about the audience suddenly changing their response, to ways in which the communicator could change their messaging so that it would be heard by more people, then perhaps success would be more likely. It is also an important thing to consider when producing marketing materials for anything from business services to health advice.

One way to do this is to review the communication for the Meta Programmes that are behind it and then consider versions which come from other Meta Programmes. Here are some examples that come to mind:

  • “Please put your refuse in the correct recycling bins”. This comes from a Matching Meta Programme, so risks not being acknowledged by those with a strong Mis-matching thinking pattern. Simply adding something like : “Putting materials in the wrong bin prevents proper recycling” might address this.

 

  • “If possible, avoid calling between 1 and 2 pm as this is our busiest time”. This will be heard more by those with an Away From thinking pattern than a Towards. Therefore adding “To receive a faster response, please call before 1pm or after 2pm” might reach more callers.

 

  • “Contact us now to book your holiday” is very Proactive. Using the phrase “Call us to discuss how we can find the ideal holiday for you” will attract the Reactive thinkers.

 

  • Similarly “Call us now for information” might appeal more to those with an Internal Locus of Control, whereas “Call us now for advice” might attract those with a more External Locus of Control.

 

There are, of course, many other examples, and this exercise can be done with any communication. The more that is known about the audience for a communication, the more it can be refined. Understanding the Meta Programmes of the audience can make communications so much more effective.

I commonly came across these sorts of mis-communication when managing complex projects, particularly between the policy people (General, Activity) and the mathematicians (Specific, Information). Often it was as if these two groups spoke entirely different languages, so common were the mis-understandings.

This doesn’t mean that every sign and communication has to be written in a lengthy and multi-optional way, just that consideration of the audience is vital, particularly when miscommunication is occurring frequently.

Perhaps you’ve experienced this problem, or have observed it in your environment. I’d love to hear of examples and possible solutions – so let me know in the comments box please.

Thoughts on complaints and perceptions of bias

Recently I read of an analysis by the BBC (British Broadcasting Corporation) into the complaints they received about political bias in news reporting.  The BBC have a stated aim to be unbiased in their reporting of news, so they do investigate claims of such bias.  The results of the analysis revealed that there was pretty much an even split between those complaining of left-wing bias, as there were of those complaining of right-wing bias. This seemed puzzling, other than to add to the belief that more people are willing to complain about what they don’t like, rather than complement what they do.

I started to think about this finding in terms of the thinking styles which might be at work in those submitting complaints of bias. I wonder if what’s happening is that people don’t notice the things that they agree with because when we agree with a point a view, we start Matching and feel comfortable. However, when we are listening to something that we disagree with, we start Mis-matching and so notice how many things seem wrong to us and which therefore cause us some discomfort.  In this way we become more aware of those items with which we disagree than of those which we find easy to listen to because of our agreement with them.

So, my theory on the BBC’s findings are that many people only notice those articles with which they disagree because Mis-matching generates feelings of discomfort which are absent they are Matching. As a result, some perceptions of bias will be the product of the observer’s thinking style rather than of the article itself.

I think this observation can help when working with clients who are experiencing stress and frustration with other people with whom they disagree.  In coaching, if we can encourage such clients to move into a Matching meta programme, and so to see areas of either agreement or of differences which could be used to complement their own thinking, then conflict resolution and better co-operative working might be achieved.

The team profile MindSonar exercise does this well for teams in which conflicts might exist.  Might it also be useful in more domestic settings too? I wonder if any family therapists out there would be interested in giving it a try?

I’d love to hear your thoughts and experiences on this subject – perhaps there are other meta programmes at play too.  Let me know in the comments box below…

The At My Best profile – a real game-changer

During my training to be a MindSonar Professional. I did an “At My Best” profile. In this exercise, I completed a MindSonar profile after focussing on a context in which I was feeling motivated, inspired and able to develop and take forward ideas and solutions which enabled me to succeed in what it was that I wanted to achieve. That is, I profiled the thinking patterns, Graves Drives and criteria that I employ when I’m working at my best.

I found it a really enlightening and useful exercise, as it enabled me to identify the metaprograms which were key to taking forward projects that I had put on the back burner for a while.

Some of the shifts I needed to make to move into my At My Best profile from my stuck position were ones I was aware of – such as moving into a more Proactive thinking pattern, rather than a Reactive one. Others had been less noticeable to me. For example, when working at my best I employ a stronger Internal Locus of Control than I did with respect to those projects which were on the back burner. This surprised me as I usually have a strong Internal Locus of Control overall and hadn’t realised how much some projects were being held back because of a concern about what others might think.

At my best I was also much more focused on Towards motivation than Away From, and this shift could also help me identify my desired outcomes and what I really wanted to achieve.

The insights from the exercise went beyond simply identifying the shifts in meta programmes which would help me increase the amount of time I spent in my At My Best profile. Looking at the Graves drives and Criteria also helped me to realise that some of my stalled projects didn’t really meet my needs in terms of my values and priorities. This was a particularly enlightening section of the Mindsonar profile for me. Once I saw that some of my projects were just not aligned to what was really important to me, it was easier to either modify them and even to let some go.

Since doing the At My Best profile, I’ve made some real shifts in what I’m aiming for, and some real changes in the way I identify and approach my plans for the future.

When working with clients who feel stuck or stalled in some way (which is pretty much all of them), I think it’s really useful get the client to do a At My Best profile. The changes it can bring to how they experience working on their plans and dreams can be game-changing.

Have you done an At My Best profile yet? If you have, then please share your experiences and insights from it below. If you haven’t and would like to, then contact your nearest Mindsonar Professional to arrange one – it could make all the difference to your success!

MindSonar for the self-employed

Here in the UK, the number of new businesses starting up each year is rising significantly, with 660,000 being set up in 2016. However, statistics suggest that as many as 40% of start-ups don’t make it to 5 years. I suspect the same is true for many other countries too.

It’s not surprising therefore that coaches are often approached by clients who are in the early years of their business . Many are wondering why they are struggling to keep the business afloat and are suffering from more stress and unhappiness than when they were employed. Many are already considering ending their business to go back to employment, where they felt more comfortable.

A MindSonar profile analysis for these clients can be incredibly powerful. It enables them to identify any Meta Programmes they are operating which are not helpful for a business owner, and which might be getting in the way of their success and happiness. Once problem areas are recognised, coaching can then enable the client to identify the Meta Programmes they want to develop in themselves and also ones which might be best strengthened in the business by outsourcing a service or employing someone else.

The Meta Programmes likely to be causing such problems vary depending on the individual and their circumstances. However, I often come across problems in such clients who have particularly high scores for one or more of the following four Meta Programmes.:

1. Options
These clients have lots of ideas about the directions in which they could take their business or the ways in which they could market their services, but do not have a planned strategy for implementing them. They talk of the all the possibilities and they usually have lots of unfinished plans and ideas. MindSonar provides a way for the client to identify this way of thinking and so enable them to determine how to address the problem. This could be choosing to develop a higher Procedure Meta Programme in themselves, or to outsource some elements of their business to someone who already has a well-developed procedural approach.

2. Reactive
These clients have often thought a lot about how to develop their business and have a lot of knowledge about what can be done, but they have taken few or no actions to implement their ideas. They can always think of another piece of research which is needed before action can be taken. Once this is recognised by the client, they can work with their coach to enable the client to develop a stronger Proactive Meta Programme.

3. Proactive
Strange as it sounds to some, there can also be problems for self-employed clients with a very high Proactive score. They generally have good ideas about what they could do in their business, but take a scattergun approach to implementation. Typically, they’ve tried out each of their ideas but without any level of consistency. They do not often spend time waiting to see what the outcome of each action is as they quickly move to the next. Once recognised, coaching can then be used to enable the client to develop a stronger reactive Meta Programme.

4. Internal reference
Although a good level of Internal reference is helpful for the self-employed, if it is very high it can lead to a reluctance to learn from others, and even a reluctance to research their market. This can lead to failed marketing and product development as customer needs are not being met. Consequently, coaching can to enable the client to develop a stronger reactive Meta Programme can prove useful.

Working with these clients to identify triggers and activation statements and to activate resources is a helpful start. Combining this with solution focussed work such as Intensive Goal Description can bring about quite dramatic changes in their experience of running a business.

As I mentioned earlier, there can be problems for the self-employed with other Meta Programmes, particularly if they are a sole trader. This is not surprisingly as many are trying to cover many roles from marketing and accounts to being the specialist in their own field. The strength of MindSonar is that it can be used to help them recognise, and further develop, flexibility in their thinking styles, thus helping them become more successful in their role and, hopefully, less stressed.

Improving door-to-door campaigns


Financial Commitments
Recently I’ve had a number of reps from charities knock on my door asking me to set up a regular donation to one of their campaigns. For the most part, they are well-known charities which support worthwhile causes, and ones that I contribute to when I see their collection boxes. However, I never make any financial commitments on my doorstep. When it comes to finances I operate a very strong ‘reactive’ Meta Programme – I like to have time to think and research before signing up to things. Therefore, I ask for information and a web address, so that I can look at the campaign in a little more detail, and set up a contribution if I decide to. However, all the reps can offer is instant sign-up on the door. They have no information leaflets and no way to enable people to set up a donation later on the basis of the door-to-door campaign. When chatting with the reps, they tell me that many of the people answering their doors have a similar mindset to me. They found the whole task disheartening.

Once the Door is Closed…
These door to door campaigns are therefore only able to get donations from those who operate a ‘proactive’ Meta Programme in that context. Yet recent scandals here in the UK about a number of charities’ fund-raising practices have made many people more cautious about signing up for anything without looking into it first.

I understand that the fear is that once the door is closed the person will not go to the website, and will not subscribe. However, if the reps could learn to (1) identify both what was important to the person and what their main meta programmes were in relation to the product on offer and then (2) to respond with the right approach – using the appropriate language, activating statements and non-verbal cues – then more subscriptions and sales could be achieved.

MindSonar in Charities
When selling your products or services that you want to get people to sign up for, do you have approaches for people operating a ‘reactive’ Meta Programme? Are you confident that you and your reps can recognise those people? If not, you are probably missing out on all of those who simply want time to think before saying yes.

Using MindSonar in the training of your reps will enable them to learn how to tailor their approach to potential customers. This can have a
significant, positive impact on results: improving not just the number of sales, but also improving customer satisfaction rates and helping team motivation as reps achieve more positive responses.

Also, maybe those of us who are certified MindSonar professionals should offer our services to the companies who approach us with a one-size-fits-all speech when we answer the door. They could be our next clients!