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A Labouring Lord – Rauri’s Story

by Dianne Caldwell

When I first spoke to Rauri, he was 18 years old, working part-time with his Ju Jitsu trainer teaching students and supplementing his income by working in a laboring job he didn’t particularly enjoy.

So I asked him what he would truly love to do…

Rauri’s voice shone with excitement.

“What I’d really love to do is move away from the job I don’t enjoy so I can teach Ju Jitsu full-time to teenagers….”

It turned out Rauri had been practising Ju Jitsu since he was 12 and was now highly trained. He credited both the physical and mental benefits of the sport as completely transforming his life.  Ju Jitsu was far more than just a sport to him.

“Ju Jitsu is not just a martial art, it’s a way to change your life, and I want other children to experience the same amazing life and health benefits which Ju Jitsu brings.”

There was just one problem: he didn’t know how to turn this passion into a successful full time career.

Lord Profile

 

Rauri’s profile was a LORD: 40% Steel. 24% Dynamo. 24% Tempo. 12% Blaze.

There were 2 obstacles stopping him from seeing his full potential and turning his passion for martial arts into a reality. These were his age, just 18, and the peer and societal pressure to “get a regular job”.

Together, we sat down and looked at his desired outcomes, then we established a series of key action steps for him to take to move toward his dream. These small, detailed tasks aligned with Rauri’s Lord profile perfectly.  Once he could take the dazzling dream and break it down into bite-sized chunks, the whole process was a lot less daunting.

First Rauri would contact his Ju Jitsu trainer and ask for support and at the same time, he would also put together his plan.

Getting Fast Results

Here’s the funny thing when you move toward your goals. Everything conspires to help you! In this case, Rauri’s trainer just so happened to know a teacher who was really keen on having martial arts training at her school. The next step was easy.

Rauri submitted his proposal to the teacher on the board at the school & after just 2 – 3 short weeks after shyly vocalizing this idea to me, his semester program is now in the process of being approved!

When Rauri reported back to me he was bursting with joy.

“I’ve done it!” he said.  “I’ve achieved my dream!”

Rauri’s big dream was there all the time, but for him it seemed as insurmountable as climbing Everest. All he needed was some reassurance that this dream was 100% achievable, and then some specific guidance on how to break the dream down into less daunting tasks.  Once Rauri was clear on the way forward he achieved clarity, and that was down to the help of Dianne Caldwell, the ‘Flow Consultant’ and the Talent Dynamics profiling tool.

Rauri’s story is a perfect example of how the Talent Dynamics Profile Test & Debrief has empowered a young person to know & understand their strengths to a point where they take the appropriate action they know will get them into flow.

The plan is in progress and we will update you again on the ongoing success of Rauri’s actions!

We’ll leave the final words to Rauri…

Firstly thank you so much, you have, and will continue to have, my gratitude for all the help you’ve given me. It’s been absolutely wonderful and I’m so glad you have taken the time to provide me with all your advice. I started with an idea but no knowledge or ability to bring it to life. Talent Dynamics gave me the direction in which to head and the impetus to do so, by providing clear action steps and manageable goals as well as excellent and highly personalized coaching along every step of the process. Can’t recommend it enough to anyone with a desire to realize their ideas and dreams.”


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The Power of Giving, Shakes Things Up…

Talent Dynamics have proudly sponsored Buy1Give1’s ‘Shake the World’ app.  Go to http://shaketheworld.me/ to download or find it on the app store

The app allows you to give life-saving water through a simple shake of your phone.  How many times do you take your phone from your pocket, or glance at it before putting it down?  Imagine if every time you did that you could make a real difference?

Now you can!

The shakes are funded by B1G1 Partners — businesses (like Talent Dynamics) that join B1G1 to embed giving into their everyday activities. To date, they have created 44+ million giving impacts, supporting hundreds of high-impact projects worldwide.

The Shake the World App is specific to providing water in Ethiopia.

Over 700 million people around the world do not have access to clean water. And many walk hours each day to collect contaminated water, which often causes life-threatening diseases. This is why a simple thing like having access to water really transforms lives.

Now you truly have the power to shake the world right in your hands.

Click the banner to go to the Shake the World website!


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A Case of Mistaken Identity! Talent Dynamics for Young People

By Teejay Dowe – Talent Dynamics for Young People

So many of our young people today struggle to articulate just who they are and that’s no surprise really as it’s not exactly something we teach in school. We rarely are asked to define our identity much deeper than our name and perhaps role in a team, or later business, and so when faced with options and opportunities how do they know what to choose?

Well, the answer to that all too often unfortunately is they have no clue and so are pushed in one direction by parents, pulled in another by teachers, given suggestions by careers advisers and influenced by peers. No wonder they can often in later life find themselves in jobs that put them completely out of flow, they become disillusioned, stressed, miserable and under perform. Know anyone like that?

Robert’s Story

I met a young man like that recently, his name was Robert and he was working in a firm of accountants. It was actually the senior partner of the firm who asked if I could help because if he didn’t get sorted out then he was out!

Robert is a very bright young man, and a little cocky with but he’s young and it’s part of who he is. We began the conversation around his profile as he came out as a Star and he immediately told me that he felt it was all a bit superfluous, there wasn’t really any substance to it was there? And his boss had thought that too (or maybe planted that seed?)

It made me smile when I asked him if he’d actually read the detail of it and he admitted he hadn’t and that’s very typical of a Star, just looking at the overview. So we explored the report in more depth and he resonated with much of it, nodding and agreeing that was so like him and in other things agreeing it was not. Then, after all the agreement he said

“Actually this just makes me more confused. Now I really don’t know who I am at all. It’s made it worse!”

I smile and we go back a few steps in the conversation and add more insight in to his natural gifts and talents and the types of roles that would suit who he is. We go around in circles for a little as he continues to protest and then all of a sudden he stops and looks at me and says….

A Bitter Pill

“This is a bitter pill to swallow. I really do know more about who I am than I have ever admitted to anyone and now I am realizing that the reason that I am struggling in this job, feeling as if no one appreciates me, bored with the data entry and detail is that I’m in the wrong job.

I love the job when I’m able to go out with the boss and meet new clients, or greet them and show them around the office and I get to have some variety in what I do. That’s not very often in this job though and I’m miserable. I was going to go on to train as an accountant but I know I would find it really hard and too much for me. I just wanted to please my dad and my boss. What should I do?

Should I leave?”

Of course that is an option but not the only one. There was no reason why he could not stay with the firm but find another role there that allowed him to shine, interact with people, promote the business and work in a team.

Or, understand why he felt stressed in this job and start to look around for those types of roles in other industries where he would be in flow, build trust in who he is and what he does best and really add value to a business so he can feel appreciated.

Discovering that his thoughts of “I’m not good enough here and nothing I do is ever good enough” was just a case of mistaken identity and that when he does what he is naturally gifted and talented at he will shine, Robert is excited to find that new role and enjoy his career again.

Teejay Dowe will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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DT’s Tower: Who You Gonna Call?

Unfortunately the answer isn’t always “Ghostbusters” which turned 30 this month.

Shameless use of popular culture segue over, the point of this blog is to pick up where I left off last time with my Delegation Game.  I thought it might be useful to show how I am attempting to solve a problem that would take me out of flow very quickly if I’m not careful.

I might have mentioned 🙂 but I’m a Lord.  As a raging introvert (extroverts can be raging, why not intorverts?) the ‘people’ side of the Talent Dynamics square is not my strong point.

In fact according to my profile report I have 0% in Blaze energy.  I’m reposting the square as proof.

Impressive I know.  This really makes it hard for me to delegate but even more so… it makes it hard for me to know who to call.  My first instinct is to do the task myself.  My second response is to think about training or learning how to do it if I can’t do it at the moment.  My third inclination is to park it until I have time to think about it…

… which never happens.

My Solution

Despite being introverted I am known to speak.  Sometimes at length.  Building on the flowchart that I shared last time I am identifying all the things that need to be done which I can’t do or don’t have time to do.

I’m using a spreadsheet so I’m definitely in my flow here.  I’m then matching people who I can talk to who are either already part of my team, have some expertise in the area or show no signs of struggling with this particular item.  Then I work down the list (making it a task which comes easily for me) and:

  1. See if someone in the team is interested in helping
  2. Investigating solutions with those with expertise
  3. Asking how others who don’t seem to struggle solved the problem

Now there are still gaps.  But whereas before it was a mountain of ‘stuff’ now I have specific things I need help with.  During networking or casual business conversations I can talk about these issues and in all likelihood I will either get suggestions OR (best scenario) I will happen across someone who can solve it.

The point of all this is that I now ‘know’ who to call AND have a process to follow to stop delegation tripping me up in future (in theory).

HAPPY BIRTHDAY GHOSTBUSTERS!


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Keynote Speaker of Trust Conference 2014:Sir Bob Geldof!!!

We are thrilled to announce that the our Keynote Speaker for The 2014 Trust Conference is Sir Bob Geldof!

I’m sure you’ll agree that Sir Bob Geldof has a lot to share about trust and the global business environment…

As a tireless campaigner for numerous good causes and charities throughout the world, Sir Bob Geldof is able to use his high profile to great effect. From African famines and aid organisations to business, global politics and communications, Sir Bob has raised awareness of a wide range of causes.

Rising to fame thanks to his music career, which began with The Boomtown Rats in 1975, Sir Bob is known for the hit albums and singles he has recorded – both as part of a band and as a solo artist, and he continues to be a prolific recording artist. During the 1984 famine in Ethiopia, he turned his attention to charity work, organising Band Aid and the fundraising event Live Aid. In light of his charity work, he received a knighthood in 1986.

Through his co-ownership of Planet 24, a television production company that launched The Big Breakfast in 1992, Sir Bob became firmly established as an astute businessman. He also founded Deckchair.com, and online travel agent, in the late 90s, and sold it in June 2003. Following the sale of Planet 24, in 1999 Sir Bob and Alex Connock went on to found Ten Alps Communications. This company produced documentaries for Channel 4, Sky and the BBC, among others.

Sir Bob continues his charity work today, having recently completed a series for the BBC entitled Geldof in Africa, during which he travelled through West, Central and East Africa. He has also written a number of articles for publications including Time magazine.

The Live 8 concerts, undertaken in 2005 and performed in the same spirit as Live Aid 20 years previously, were a huge global fundraising event, and cemented Geldof’s place as a tireless campaigner for global charities. As such, he has received a number of awards, including the Nobel Man of Peace Award, several Honorary Doctorates, and a number of Nobel Peace Prize nominations.
As part of his plans to support Africa and assist in its development, in order to bring it in line with China and India, Sir Bob set up a private equity fund in 2010, called The 8 Mile Fund.

You can book your tickets for the 2014 Trust Conference here


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Nicci’s Call: ONE Thing That Differentiates Trusted Selling from Bad Selling

By Nicola Bonfanti – Talent Dynamics for Sales

Put the client’s interests first.  Before your own!

Cold Call

What is it about cold calling and pushy sales that leaves you cold or even makes you angry when you are on the receiving end?

It’s the feeling that you don’t matter to the salesperson, you are just a number, a name on a list to call, that the salesperson doesn’t care about you at all but is just trying to get your money.  Am I right?

Trusted People to People selling is not about manipulating or pushing people into buying things they may not need or want.

It’s about connecting with people, getting to know them, understanding them and finding a fit. A much more informative, enjoyable and profitable experience for both parties.

It may seem counter intuitive but actually by putting your client’s needs before your own you are much more likely to make the sale and make it a bigger and longer lasting one too.

So what is involved in putting your client’s needs first?

Understand Them

Understand them, their problems and issues and build rapport in a trusted relationship

A lot of sales people have Star profiles and this is the best profile for attracting others, communicating the message. In their enthusiasm and excitement Stars may get carried away and lead a conversation with their new product.

Instead of this some key questions, putting the spotlight on the prospect, not themselves, would give greater insight into what the client wants first before proposing a solution.

That way the prospect feels listened to, cared about, and will be more open to your suggestions and advice tailored to their own needs, than a general “pitch” about the products that may not have taken their needs into account. In other words, don’t lead with a seller offer but with a buyer need. And you won’t know what that buyer need is until you’ve listened to them and asked them key questions

Create Value

Ask not what you can profit from your client but what value you can bring to your client?

Once you have understood their problems you can decide whether and how you can help them with it and where your value sits with their problem.

This whole process is accelerated when you know their Talent Dynamic profile as you immediately know what is important to them; – Dynamos want to feel significant, Blazes need variety, Tempos want to feel connected and Steels want assurance and security, so you can tailor your response to answer those needs.

Some clients may think they know what they want but by digging deeper to find what the real problem is, and not just taking their order, you will be giving them more value of your expertise and experience and potentially getting a bigger order from it.

I have worked with a lot of Stars who are proud of their sales record. However when they have realised the importance of listening first and putting the client first they have understood the sales they have lost and those orders they took that weren’t renewed.

Build the relationship first, the ongoing trust and value will then ensure you continue to do business for the long term.

I’ll give the final word to Stephen M.R Covey:

Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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Salesman Sam! Talent Dynamics for Young People

By Teejay Dowe – Talent Dynamics for Young People

Sam is a young man, 20 years old who got a gift of Talent Dynamics for Young People because he was a client for one of our consultants, when she was training. He was invited to come along to the session to receive his debrief in exchange for being her accreditation client.

Sam’s Story

Sam arrived late for the training in his leathers and helmet and slouched himself down in his chair in a mixture of awkwardness, self consciousness and ‘do I really have to be here-ness’ and the debrief began.

During the coaching conversation that followed we discovered that Sam was a Star Profile which was a bit of a surprise to the observers as Stars are high energy, love to be in the spot light, are engaging and influential – they’re party people. That was definitely not the Sam in the room that we saw and yet, he did agree with everything his profile said he was.

Puzzling. Or was it?

Sam worked in a warehouse where he spent his day picking orders for customers all by himself. He was actually in danger of losing his job as he was frequently late for work, not rushing to get to a job he was miserable doing. When asked why he did that job he told us that it was a job and he needed the money.

His aspiration was that if he was able to keep his job one day he might like to be a manager, not because he wanted to stay but because that would be more money.

So curious now, the consultant asked “So what is the money for?” It was as if someone had suddenly switched Sam on! Her sat up tall in his seat for the first time, put a big grin on his face and excitedly said:

“It’s for a new motorbike. I love motorbikes, they are my life! I know exactly how much I need to save and the exact date I’ll have enough to buy my dream bike!”

The difference in that young man in that moment was like night and day!

Night and Day

Suddenly there was the Star!

Alive, alert and engaging. The Sam we’d seen was simply a Sam out of Flow and here he was suddenly shining.  Now, Stars make great promoters and sales people so the consultant asked him what it would be like to go to work everyday and do nothing but talk about motorbikes.

Imagine, everyday you would be surrounded by them and share your passion with others who appreciated your knowledge and enthusiasm! He could combine his dream and his job and become a motorbike salesman – how awesome would that be? Sam could hardly breathe at the thought! He had never considered that the two could combine let alone be something that he was naturally gifted and talented at.

That slumped in a chair Sam was a different man and practically bounced out of the room like a ‘Tigger’ with a new vision of what life could be for him.

I LOVE the power of Talent Dynamics for Young People and the rapid transformation it can bring!

Teejay Dowe will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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What Horse Riding Can Tell You About Trust and Flow

Michelle Clarke of Talent Dynamics talks about how her recent experience of riding a horse called Magnum while on holiday at the White Stallion Ranch in Tucson, USA is a great example of how trust and flow can help you and your colleagues.


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A Trader in Childcare: Emily’s Story

By Teejay Dowe

When Emily came to me recently it was because her confidence was at an all time low, her self-esteem in shreds, and she’d lost all vision and direction. All because of a bullying boss.

Emily had loved helping to bring up her baby brother, now 5 years old, and she was delighted when she got her dream job in childcare.

Unfortunately for Emily, a near miss situation at work sparked off a bullying spree by her boss and she felt she had no choice but to resign.  She got another job in childcare but her ex-boss continued to bully her: as a result her confidence was shot and she lost that job too. Now she was beginning to doubt whether childcare was for her, but she didn’t have any idea of what else she could do.

Taking the Profile Test

Emily discovered that when she took her Talent Dynamics for Young People profile she was a Trader profile. The more we delved into the description, the more she began to recognise herself.

At first she found it easier to recognise the challenges and struggles that Traders often face.  She agreed that she’s often more sensitive than other people and probably takes offence more quickly.  And she definitely recognised a very typical Trader trait, which is saying ‘yes’ when she really wants to say ‘no’.  We playfully put a strategy in place to help Lucy say ‘no’ more often.

When we turned to the Trader profile strengths, Emily also began to recognise herself in those.  She agreed that she really cared about people; that she loved to connect with people; and that she enjoyed taking care of people.  We explored this area in great depth, and because someone else had written down the words, she started to believe them.  For Traders seeing is believing.

The Results

Through the profile and our discussions, and perhaps because the challenges had resonated so strongly for her, she began to see that maybe she could have a career in childcare after all: that she had the right strengths.

Further evidence of her suitability for childcare came through exploring what she perceived as a lack of academic ability.  When we looked at her communication and learning preferences, we discovered that she learns through doing.  And that’s exactly how she helps the young children in her care to develop: by getting into the thick of it and doing things with them.

I was so happy to see the sadness lift from her bit by bit throughout the session, and by the time she left, her confidence was restored.  A week later I heard that she’d got into a great college course that’ll open up all sorts of opportunities for her.  She told me:

“I now realise that it’s okay to just be me and do the things that I want to do and also the things that make me happy when I do them rather than trying to change who I am just so that I can fit in … I am now living my life the way I want to and feeling much better because of it”


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Nicci’s Call: What is Blocking your Flow of Sales?

By Nicola Bonfanti – Talent Dynamics for Sales

Probably you!

I work with a lot of people who are great at what they do, have fabulous products or services to offer and have had a degree of success at the start of their business but for different reasons the number of new clients are drying up, they are not growing the business or getting the level of sales or income they feel they deserve and….. they are worried about being perceived as pushy or desperate if they were to make concerted sales efforts!

But today, people to people selling is not about manipulating or pushing people into buying things they may not need or want. It’s much more about connecting with people, understanding them and finding a fit. A much more informative and enjoyable experience for both parties.

There are three basic pre-requisites to being successful at selling which are open to ALL profile types:

  1. Believing in your services, products and yourself
  2. Understanding and caring about your prospects
  3. Being able to communicate what you sell to your target audience in a value-driven way to solve their problems.

This month’s blog will focus on the first of these.

Self Belief

If you’ve been thinking that sales has become more challenging, you’re right.

The basics are pretty much the same, but today’s business environment is more dynamic than ever. The competition is bigger, faster, stronger, and smarter than ever, and your clients are more educated, as well.

They are searching for information by themselves, and looking to salespeople not to show them different marketing materials and list features and benefits, but to understand their wants, needs, and business concerns from the customers’ perspective.

It is time to use an approach tailored to this new market, and for that you need a new skill set that combines sales skills, persuasion, psychology, and a good understanding of Talent Dynamics.

The Talent Dynamics report we have for ourselves is a great source of comfort – permission to be ourselves, identifying our talents and value to others but sometimes we need reminding of that and how to use that information to make more sales.

The Creator profile is great at spotting opportunities, of creating products, services and programmes that are innovative, unique and compelling. They can make recommendations that their clients will listen to and follow as they are trusted experts and can help the clients solve their problems.

Once a Creator remembers that and puts the client first – the client that needs these programmes – and not their own ego or fear of rejection then they make valued and trusted salespeople that the clients are attracted to.

The Creator (you’ll recognise her in the video below) has a fantastic service and product that she truly believed in and is really passionate about helping young people but there was something blocking her that was stopping her getting as much success as she deserved.

The block was herself – her fear of failure, of rejection of coming across as a pushy salesperson which would damage the credibility of what she was doing.  Once she remembered her talents and skills as a Creator and that her mission to help others was more important than her fear of rejection she was back in flow.

So if you are not getting the sales you deserve, start by looking in the mirror and really understanding yourself and believing in what you have to offer.

Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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