EI, WHAT IS IT? AND
HOW IS YOUR SUCCESS LINKED TO IT?
By Steve Mitten B.ApSc, CPCC, MCC
President – ACOACH4U.COM
is short for Emotional Intelligence, which is a general
term for a very important set of skills we use everyday. These skills determine how well
you know and manage yourself, how well you deal with
all that happens to you, and how well you deal with
others. And the reason we are talking about
it is EI is emerging as the single most important
determinant in your success. That’s right,
nothing is a greater predictor of your success in your
life or career, than your level of EI.
Here is sampling of the research on EI:
In 1991, bottom-lined oriented, American Express
commissioned an in-house team to evaluate why their
financial advisors were not selling more of the AMEX
Research had indicated that the product was good,
and the customers needed the product, and yet few were
The team discovered that the problem
Specifically, negative emotions in both the prospects
and the advisors. Prospects were fearful, suspicious,
and distrustful. For their part many of the average
performing advisors felt incompetence, dread, and humiliation.
The study also revealed that the high
performing advisors, looked at things differently. They
were able to forge more trusting relationships with
their clients. They also had their core values
and motivations for selling insurance in alignment,
and were more aware of their own negative feelings,
and better able to re-frame or re-direct them.
Amex set up a program to help a group
of their advisors better identify and deal with their
negative beliefs, and helped them define and align their
values and motivations. The result was that the
group that had the soft skills training out performed
the control group by 12%.
In a company that does $2.1 billion in sales
this can be significant.
In a 1990 study (by Hunter et al), 200 companies
and organizations were examined. It was found
that top performers were 127% more productive
than average performers. The competency research indicated
that about one-third of the difference was due to technical
and cognitive (IQ) ability, while two-thirds was due
to competence in the area of EI.
(In top leadership 4/5th of the difference
was attributed to EI competence.)
In another study (by Spencer), 300 top-level executives
from 15 global companies showed that those who were
stars, exhibited higher competencies in influence, team
leadership, self-confidence, achievement, drive and
So EI is important. And if you are like
most people, odds are you are pretty good at some areas
of EI, and pretty average at others.
Overall you are probably average.
(That’s the bad news – and before you move into
denial, remember 80% of the population self-reports
that they have greater than average intelligence.)
The good news is that, unlike IQ, where what
you got is what you got, every single EI competency
can be further developed.
you can do?
Your competency in EI does matter. It can make you much
more successful and a lot more happy. Many serious business
thinkers believe that high levels of EI competency will
soon become the litmus test of successful candidates
for sought after positions.
Whether you are a coach, corporate player
or entrepreneur, here is what you can do to increase
someone who is certified in the EQI (most widely
used instrument for measuring EI) and get yourself
the areas of competency most important to your success.
This varies with your profession and position. (See
the example below.)
with a qualified coach to build these competencies.
Example of EI in action
Peter was a Engineer with strong technical skills. Upon promotion to managing a small
business unit, he knew he would benefit from some coaching
to build his skills communicating and leading his team.
Early into his new role, Peter noticed that he was having
a hard time building trust and rapport with the rest
of his team. We
decided to have him complete the Bar-On EQI to better
identify his strengths and weaknesses in the EI realm.
Peter tested out as being slightly about
average overall, with strengths in assertiveness, independence,
self-regard and reality testing. However one of his
lowest scores was in the general area of interpersonal
relationships. As someone who had spent most of
his career focusing on independently solving technical
problems, this was not a big surprise.
Once we identified his weakness in this
area – a crucial one for managers – we were able to
develop some specific exercises that Peter could work
on to build his awareness and competency in areas of
empathy, social responsibility and building trusting,
mutually satisfying interpersonal relationships.
As an example of an exercise to build
his competency in the area of empathy - which is the
ability to detect and discern the emotional state of
others – we had Peter simply try to notice and journal
the emotional state of the various colleagues Peter
ran into each day.
Was this individual anxious, excited, discouraged,
When Peter began this exercise he had
to admit that he had never really bothered to notice
other’s emotional state.
As he began to notice be became better and better
at flushing out the nuances of different moods.
And, as was part of the exercise, he was able
to confirm his assumptions by asking the individuals.
As this competence grew, Peter was much more
successful in connecting with, managing and empowering
Coaching and EI.
If you are interested in developing your EI, and fully
leveraging the greatest determinant of your success,
you can learn more about the topic at http://www.eiconsortium.org/.
If you are ready to start growing now,
the week-to-week, one-to-one, process of working with
a Certified Coach, qualified in the EQI, is the most
effective means of developing your EI skills, fast.
Get out there and make things better.
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THE MARKETING MAGIC OF BRANDING
By Steve Mitten B.ApSc, CPCC, MCC
President – ACOACH4U.COM
you are involved in some esoteric profession such
as Tomb Raiding, chances are there are thousands
of people that offer the very same service you
do. Why would someone choose you?
And even if they wanted to work with you,
how could they find you among the sea of practitioners
all clamoring for the same business and claiming
to offer good service at a fair price?
The answer is through the marketing magic
is a marketing term and it deals with how you
position yourself uniquely in your clients mind.
Let’s face it, one of the outcomes of the
technological revolution is that it is getting
easier for everybody and his dog to show up on
the world stage, and offer their wares.
Competition is truly global and your ability
to stand out in the growing crowd is directly
related to the success you will experience. A powerful, unique, memorable brand
will help you establish who you are, what you
offer, and why you are the obvious choice for
your customers. So let’s get started.
take a moment to imagine the mind of your potential
customer. In a word, it is noisy. In two words, it is noisy and confused.
In three words, it is noisy, confused and
suspicious. Look into the mirror. We are all consumers. All are minds are like this. We get hit on by hundreds of pitches
each day, suggesting our life can be miraculously
changed by buying a new deodorant or toothpaste. So we consumers are a cautious and
And if you want to sell us something, you
need to get to know us, and we need to get to
We are talking about creating relationship
here. We are talking about creating a relationship
based on a consistent, unique and meaningful message. We are talking about branding.
is an exercise that will help you get a better
feel for the process. Ask yourself:
are my customers and what do they want? -
Few of my customers want coaching.
Many want practical solutions to specific
situations in their life that will give them
immediate value. Find out what your customer’s
special needs are.
am I? – Describe yourself and your service
in a sentence or two.
makes me unique? – List 3 ways in which you
are different or offer more value.
is my competition? – Describe them in a few
the important distinctions. –
Take a customer’s eye view of the differences
between you and your competition.
Try to come up with a branding statement
for your competition.
your position – What are the key, unique benefits
customers can only get from you that sets
you favorably apart from the rest of the pack. These should be stated clearly
it out – Try your branding on a few of your
confidents and some friendly clients.
let’s say you have done all this and come up with
the guts of a branding proposition that will set
you apart from the pack and claim a special spot
in your customer’s mind.
You now need to do two things very well.
you need to repeat this branding message in all
your communications, advertising, webs, letterhead,
introductions, etc. so that whenever anybody thinks
about you they will also think about how you are
special and unique. (Volvo does this very well.)
You also need to be patient. It does take
some time to benefit from this, as the average
consumer needs to be exposed to a brand at least
6 times before its qualities can be fully absorbed. But if you persist you will succeed.
you need to resist the urge to dilute your brand,
and try to be all things to all people.
This is a particularly challenging task.
If you are like most people – including me – you
will resist giving up any of the competitive turf. But if you don’t, you will loose
your brand and end up back with the rest of humanity
struggling for a consistent identity.
you still have problems thinking about branding
or positioning yourself in a niche, take heart.
There is something called the “Halo” effect.
Simply put, this means that if you are
seen as an expert in one field, you will be generally
perceived as an expert in others. So even though you may be marketing
to a narrower segment of the market, you will
attract customers from other segments.
Learn more about all this. Apply it to
your business, and watch the better results come
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WITHOUT COMMITMENT YOU HAVE NOTHING!
Katie Bennett, HBA, CPCC
Professional Coach, Speaker and Workshop Leader
many times have you said you want something, really
want something, and yet you never make it happen. You
have a dream of changing careers, buying your first
home, running a marathon, traveling to a far-off place,
striking a better balance in your life and actually
making it to your kids ball game or starting your own
business. How many things have you wanted but you never
make them happen?
biggest thing that likely stands in your way is a lack
of commitment. A lack of full, non-negotiable,
I’ve worked with so many clients who claim over and over and over
again that they want something and yet they consistently
stand in their own way of achieving success. If this
is you, you may want to question your level of commitment.
A place to start
With all my clients, I ask a few key questions to gauge where they
long have you wanted this in your life?
How long are you willing to wait?
Now, ask yourself: “Out of 100%, how committed am I to doing this?”
your answer is anything less than 100%, stop now. Know
that it will never happen. Unless you are 100% committed
to making something happen IT WILL NOT HAPPEN! Sorry
to tell you, but its true.
now you have a choice – either get 100% committed or
let it go. It does not serve us to hang on to things
that we never intend to actually do. It only drains
our energy. If you know that you will never do this,
do yourself a favor and let it go. Release it and all
the energy contained within it.
you are unwilling to let it go, then you know you need
to get 100% committed. So how do you do that? There
are a couple of different strategies that can work very
Create a compelling vision.
strategy that works is to create such a compelling vision
of what you want that it gets you committed and into
action. What does your dream or goal look like? Really
explore it in all its detail. Perhaps you can even create
a “dream board” with pictures and ideas of what you
want. Other questions to consider are: What will be
the impact of doing it? How will your life change? How
good will your life be when you achieve this goal?
Create a “Painful” vision.
is said that we will do more to avoid pain then we will
to move toward pleasure. If the compelling vision is
not enough to get you committed and into action, find
something incredibly painful to “punish” yourself with
for not doing it.
me give you an example from Anthony Robbins book “Awaken
the Giant Within”. He cites an example of two friends
who for years could not lose the weight they wanted.
They had tried everything and always failed. Finally,
they made a deal with each other that if they didn’t
reach their target weights by a certain date that they
would eat a can of Alpo dog food. UG! Can you imagine?
They told all their friends and family about the deal
and they carried around their can of Alpo dog food wherever
they went, and whenever they thought about cheating
or missing a workout, they took one look at the can
and got back on track. And they finally reached their
key was they associated a significant enough amount
of pain with failing that they stuck to their commitments.
And it worked. Now its your turn to try this exercise
– what would be so “painful” if you don’t do what you
want that it compels you to get into action and stay
Tell people what you want to do
There is amazing power that comes from telling someone else what
we have committed to do. For many of us, this simple
act of telling others is enough to compel us to do it.
Try it. Tell 5 close friends what you want and watch
yourself get into action and make it happen!
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