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!

Recruitment and Teambuilding with Heleen van Elburg

Meet Heleen van Elburg, a Dutch trainer/coach who works primarily in team building and recruitment. In this video she describes how she uses MindSonar in recruitment  and to help teams become more efficient.

It is interesting to hear Heleen describe how, in recruitment, she looks at profiles in four different ways. She goes beyond recruiting and selecting the candidate. She also works on the fit within the organisation after the person has been selected.

  1. Does the candidate have the right thinking style, the right meta programs and values for the task?
  2. Does the candidate fit with the other team members in terms of their profiles?
  3. What is a good sequence for the team, given their profiles?
  4. What is the best way for a supervisor to motivate this candidate (once they have become a team member, of course)?

Building a New Team: Alignment or Diversity?

A colleague from the US asked me: when profiling for a new team, would I want to see great diversity? In my mind that would make sense, but in reality I might want to see it aligned in some areas. What is your opinion?

In my opinion, the desired meta programs depend on what the team needs to accomplish. A sales team is different from a policy team. So in terms of priorities I would say: first of all you want the team to have the required meta programs and values to be successful at their main tasks. Once that is accomplished, you want to have as much diversity as possible. It is a bit like the relationship between towards (achieving goals) and away form (solving problems) in coaching. You want away from in the frame of towards. With team you want diversity in the frame of alignment.

If you want to put it in a procedure (which I often like to do) it would be something like this:

1. Define what the team’s main task is

2. Define what the necessary meta programs and values are for that task.

3. Make sure some team members have all (or as many as possible) of those thinking style elements.

4. Find additional team members how have some task-critical meta programs but who also have some meta programs an/or Graves drives that are distinctly different.

5. Explain thoroughly to the team why you composed them like this, and what the benefits of thinking style diversity are.

6. Prepare the team for dealing comfortably with conflicts that may arise from this engineered meta program diversity.

Good luck!

The Dalai Lama’s Thinking Style

By Rolf Scheerder

When the Dalai Lama visited the Netherlands, 48 thousand people came to him in the Ahoy stadium in Rotterdam. The ideas the Dalai Lama teaches people all over the world are impressive. He made me curious: what meta programs does this inspiring leader use when he speaks about his beliefs?

I noted down the most obvious meta programs. I list them here,  in the order of their intensity. After each meta program I copied (in quotes) some phrases the Dalai Lama used.

  1. First I noticed that everything the Dalai Lama shared is coming from an internal reference.
  2. Concept: “At the smallest level of matter there is nothing, externally there is only mental projection. Time exists by virtue of past and future, the present consists by virtue of mental projection. Matter at an absolute level does not exist, neither does consciousness (this idea about matter is a concept from quantum physics that was already known 2000 years ago by Buddhist monks).There are four Noble Truths.
    First there is the truth of the basis, the cause, that leads us to happiness and suffering.
    Second there is the truth of stopping the suffering,
    Third there is the truth of practicing the path (emptiness) that leads us to the stopping.
    Fourth is the truth of the state of lasting happiness.
  3. Structure: “’Cause’ versus ‘result’ and ‘suffering’ versus ‘happiness’ are interdependent; 4 values, 16 principles, two truths, two levels, three main issues… Understand that interdependencies without dependencies cannot exist. Violence exists only due to the concept of ‘we’ versus ‘them’; thinking about what is good for us without thinking about what is good for others.”
  4. Reactive: “My philosophy: teaching Buddhism based on the principal acceptance of spiritual messages. Not just out of devotion, first analyse what is said.”
  5. A bit of proactive behaviour was visible when the Dalai Lama helped the presenter getting the microphone in the right position. The Dalai Lama shows a lot of humor, he won’t hesitate to say something funny, even when this might confront the sensitivities of the person concerned. So he invited his female guest of the day, a well-known politician, to sit in his chair because of the size of her body.
  6. Towards: “Get ahead by practicing the path, pursue happiness.“ “Practice basic understanding, find out the causes of suffering, then practice the path, it leads to a state of liberty.”
  7. Some ‘Away from’ in mentioning: “Avoid negativity.”
  8. Procedure: “Every day I get up at 3.30 am, then I do meditation, then I listen to the BBC radio and analyse the news. My daily rhythm goes on till 6.30 pm, then I go to sleep.” “Mentally I easily adjust to different time zones, physically it is more difficult.”
  9. Options: “From my fourth birthday on, I had to learn rituals. I am through with rituals, better go to the core of our thinking.”
  10. Matching: “The cause of suffering is ignorance, everything is an idea based on something else, everything is based on interdependence. Many governments are developed more, and there are still many problems caused by mankind. Action depends on the right motivation and that comes through awareness.”
  11. Mismatching: “There is a global lack of moral ethics, which argues for a secular ethics.” (coming back to matching).
  12. Internal locus of control: “We are the cause of our suffering, by ignorance. Two levels: first not understanding how things work versus having inner peace, second stick to the self as an absolute existence. As sticking to an absolute enemy, it causes anger and 90 % of anger comes from projection.”
  13. People: “Have great compassion for all living beings, free them from suffering.”
  14. Information: “Learn from all religions, schools, quantum physics. Know what you believe in.  Accept information only after your own analysis. Understanding, knowledge is essential. To relax I read the works of great masters of Nalanda.”
  15. Activity: “It comes down to investing.”
  16. General: “7 Billion people are physically, emotionally, mentally the same, a whole. Buddhism does not believe in creation, the world was already there.”
  17. Change: “In the cause of liberation, focus on the suffering. In the cause of enlightenment, focus on the suffering of others.”
  18. Past: “Explained by insights.”
  19. Present: “Be conscious.”
  20. Kinesthetic: “We have to learn to deal with our own emotions, children in basic education, devotion, compassion, love, tolerance. Things that matter exists not by objectivity.”

Optimal Mindset for Project Management

A video about Dutch MindSonar professional Rien van Leeuwen, who did an interesting MindSonar project with project managers. Combining MindSonar with his own questionnaire about Human Success Factors, Rien looked for connections between meta programs and success factors. He identified two patterns that are involved in successful projects. In the video, Rien describes his research.