entrepreneurship – Dutra Associates

Seven Principles of Extraordinary Results

July 23, 2018 By Sherry Dutra Leave a Comment

Image Provided by ThoughtAction LLC

Are you consistently getting the business results that you desire? What if you had a model that easily conveyed how you create the results that you experience each day? What if you could gain insight into the patterns of your thinking and behavior that serve you as well as the patterns that do not? What possibilities might be open to you if you could learn to run your system rather than having it run you? The Results System™ allows you to gain these benefits by providing the framework, tools and solutions that raise the bar and drive results.

The Seven Principles of Extraordinary Results provide a simple introduction to the key concepts behind The Results System™.

Results First and Foremost:

What is the outcome that you desire to achieve? Start first with defining your end result and work backwards from there. You create what you focus on.

Goals are Not Results:

It’s important to make a distinction between a goal and a result. When you do not, you run the risk of limiting your choices and options. A “result” is the outcome you want to create. A “goal” is a target or milestone designed to achieve the result. For example, when you say, “I want to reach my sales target for the quarter,” you might think you are describing a result. In fact, this is actually a goal. The result is what you will have when you achieve your sales target, such as financial stability.

Choices Not Actions:

Choose your actions wisely. Often, you might feel you are making progress when you can check items off of a list. Yet, you may end up wasting time by leaping too quickly to action and completing tasks that are not fully aligned with creating the results you desire.

Invisibles Make the Difference:

Remember that everyone has blind spots and other factors that are not yet visible. Take time to become more self-aware to reveal the aspects that are operating behind the scenes. Doing so drives better choices and actions.

Silent Partners Make Predictable Patterns:

All humans have a unique and wonderful “operating system” that creates unconscious repeatable patterns of thinking and behavior. Having such a system allows you to motor throughout your life without having to consciously think about each step you need to take to complete daily tasks like getting ready in the morning or driving your car. Over time, these patterns of thinking and behavior become invisible and operate behind the scenes. In most cases, they serve you well. Yet, when you want to change in order to get a different result, these automatic patterns kick up a fuss. In order to dissuade you from changing, there are even three lines of defense to keep you from making a shift: remaining invisible, making change awkward, and telling us stories in our own voice that convince us that change would not be beneficial.

Change is a Process:

Any change that you set out to make has an emotional component to it. To create change that lasts we must deal with the inevitable feelings that will come up. While initially you might start off positively fired up about making the change and are certain you will be successful, the actual practice of creating new habits and permanently changing your behavior may cause you to swing from confidence to doubt to hope. When you experience this roller coaster, it may be enough to have you give up and go back to your old habits. Keep in mind that the emotions that arise are all a natural part of the change process. In knowing that, you can design strategies to manage the emotional ups and downs and achieve the result you want.

Use the System:

Take a systems based approach to creating your results. The Results System™ model helps you to reveal the visible and invisible factors that drive your ability to create results. Your Results System™ is unique to you. Even teams and organizations have a Results System™. Using the model will create greater self-awareness around the strengths and the detractors that impact your results and provide you with a means to make conscious choices and choose the actions that support the achievement of your key outcomes.

Call to Action

Are you willing to make changes to achieve the result you desire? If so, what action(s) are you willing to commit to in the next week to help you achieve this result by implementing the above principles into your life and work?
If you would like to learn more about how you can reveal your own Results System™ and develop strategies to create the results you desire, please reach out to me to discuss how this system can help you in all areas of your life.

Adapted from “Seven Principles of Extraordinary Results” by ThoughtAction, LLC, 2015. Adapted with permission.

About the Author: Sherry Dutra is a Talent Development and Career Coach and Facilitator who believes we each have far more potential than we typically tap in to. She helps you learn how to step into your full potential so you can create consistent, optimal performance for yourself and your team with less stress and more enjoyment. If you would like to uncover and address hidden challenges that may be sabotaging your success, leverage your strengths, and accelerate your progress toward the results you desire, contact Sherry for a complimentary consultation.

Transformational Presence Series: Part Four: The Four Levels of Engagement

March 15, 2018 By Sherry Dutra Leave a Comment

In the final blog of this series on Transformational Presence, I’d like to share a model with you called the Four Levels of Engagement. The purpose behind this model is to bring awareness to how we ‘show up’ in relation to the daily events and circumstances we face in our personal and professional lives. This model is really just a description of what we’re all experiencing internally, all the time. When we work through this model, we’re choosing to slow down enough to see the inner workings of our level of engagement. We can take any situation or challenge and notice how we engage with it in a particular way.

To explain and demonstrate this model, let’s take a situation that we’ve likely all experienced at some point in our lives – a client or colleague who frequently is late for, misses or cancels meetings at the last minute. You are now faced with the fifth time in two months that this has occurred.

Drama

So, let’s step into the first level of engagement which is Drama. The initial internal dialogue might go something like this. “Are you kidding me?”, “What is he thinking?”, “I’m honoring the time on my calendar for him, why can’t he do the same?” That’s the level of engagement of Drama. So, I know none of you reading this EVER goes to that place of drama, right? But, I’ll admit, sometimes, I can go to a dramatic place. So Drama is an either/or, black or white, whose fault is it, type of space. It’s a criticism or a complaint. And then, after there has been time to vent, we might start to move into another level of engagement which is Situation.

Situation

Now, Situation sounds like this. “So, I’m going to need to address this. Let me sit down and prepare and I’ll go through the 5 steps to having a difficult conversation so I can take care of this.” Situation is about fixing the problem. It’s about getting it off my desk, moving on, getting it over with and getting it done. Often, for a while, these situational approaches will work, as has been pointed out earlier in this series. The problem-solving done here will likely lead to an okay result but one that typically isn’t sustainable for the long haul. So, when we run into the same situation again, we look for the next solution or drop back into Drama again and then shift back into Situation.

Choice

At some point, if we’re willing to go deeper, there’s a third option that shows up where we begin to notice there’s an invitation to ask the question, “Who do I want to be in this situation?” or “How do I want to show up?” Taking this deeper perspective breaks out of Drama and Situation into Choice, which is the next level of engagement. So, as we ask ourselves those questions, the answer in this circumstance might be, “I want to be a person who is both compassionate toward my client’s (or colleague’s) competing priorities and confident that we’ll reach a solution that works for both of us.” So that is who this situation is asking for the individual to be and that’s the individual’s choice to show up that way.

Opportunity

From Choice it’s rather easy to move into the 4^th level of engagement which is Opportunity. So, let’s take this same situation into Opportunity. What’s the hidden opportunity of the situation? What wants to happen or evolve out of this? So, as we step into opportunity, there is an opportunity here to evolve as a leader. A leader who not only demonstrates deep commitment and caring for clients or colleagues but also demonstrates the same level of caring and commitment to themselves. That is what wants to emerge.

Four Levels of Engagement Exercise

Now that you have a sense of each of these levels, you’re going to have a chance to play this game. It works best if you physically stand up and step into each of the different levels. If you remain seated, then simply choose a different spot on the floor or around the room to focus on for each level.

Bring to mind a challenging situation with a client, manager or colleague. It could be something current or from the past.

Choose a spot that represents Drama.
Step into the drama of your challenging situation. Close your eyes if you’d like. Really hear, in your mind, what’s happening.
Notice and ask yourself “What’s going on?”

Step back to a neutral spot and repeat the steps above replacing Drama with Situation, then repeat again with Choice, and finally, with Opportunity.

Four Levels of Engagement Debrief

What did you experience? Where has your level of engagement been in past interactions with this person?

What would be different if you approached the challenge from Choice and Opportunity?

How can you apply your awareness of the Four Levels of Engagement in your life and work starting today?

I invite you to share what you discover in the Comments section.

Summary

When we engage with the events and circumstances of life primarily from Drama and Situation, we spend our time primarily on struggle and problem-solving. It can be that feeling of putting out one fire after another. Ultimately, this can be exhausting. On the other hand, when we engage with life mostly from Choice and Opportunity, we step into a powerful place. We are no longer buffeted about by circumstances and choose how we want to respond and focus on the potential that wants to emerge. I invite you to apply the Four Levels of Engagement model in your own life and see what happens.

If you missed the earlier parts of this series, please click here for Navigating a Complex World, here for Part One – The Three Questions, here for Part Two – Becoming Mindful, and here for Part Three – Working with What Is.

For more information about Transformational Presence, please visit: www.transformationalpresence.org

Derived from: Seale, Alan. Transformational Presence: How To Make a Difference In a Rapidly Changing World and Transformational Presence: The Tools, Skills and Frameworks. Topsfield, MA: The Center for Transformational Presence, 2017. Used with permission.

Transformational Presence Series: Part One – The Three Questions

December 6, 2017 By Sherry Dutra Leave a Comment

Our last blog was focused on Alan Seale’s Transformational Presence approach to leadership and its application to navigating a complex world. If you missed it, please click here. In that post, we announced a four-part series dedicated to exploring a tool or framework of Transformational Presence in each of the next four months. Read on for Part One.

The Three Questions

Let’s start with a focus on the three foundational questions upon which the Transformational Presence approach is built.
1. What wants to happen?
2. Who is that asking me to be?
3. What is that asking me to do?

On the surface, these seem like pretty simple questions. Yet, the beauty of these simple questions is their power to tap into our heart intelligence. Too often, we rely solely on our intellect which is incredibly good at analyzing situations, solving problems and keeping us safe. Our heart intelligence is more visionary. It can take in the big picture and show us the next step to take. One is not better than the other – which is a huge relief to me since I’ve spent most of my life relying primarily on my head. It’s using the head and heart intelligence in concert with one another that is the key. Incorporating our heart intelligence helps to break through overwhelm and complexity and find an element of clarity that can show us the way forward.

A Discovery Process

Let’s take a brief look at each of these questions.

When we ask “What wants to happen?”, we’re open to discovering what the shift might be that wants to take place or what the opportunity or breakthrough is that is waiting to emerge. We are recognizing that there is a message in the situation or circumstance we are faced with and that something “wants to happen” or evolve.

As we look at question #2, “Who is that asking me to be?”, we are exploring how we choose to “show up” in relationship to “what wants to happen”. What are the qualities and personal attributes that we want to express? For example, this might mean being more playful, forthright, resilient, open, etc.

“What is that asking me to do?” is our action question. Rather than this being a question where we try to figure out what to do next, instead we are inviting “what wants to happen” to reveal the next step to us. Then, after we take that next step, we go back to question 1 and repeat the cycle.

While we navigate the complexity of our world, we typically go directly to the third question and try to figure out what actions we need to take and how will we execute on them. Yet, if we begin to consider that every situation or circumstance we encounter might have a message for us, we can start to develop a new approach. No longer is it reasonable to plan far out into the future. Our world is changing too quickly for that. Instead, if we apply these three questions to everything that we do, we can be shown the way, one step at a time.

An Exercise to Get You Started

Here is an exercise that Alan shared with us in our recent Transformational Presence – Leadership in Action course. I invite you to experiment with this as a means to begin applying this approach to your own life and work.

Bring to mind an opportunity available to you, personally, or to your company or business right now. Then, ask yourself The Three Questions. Really listen, sense and feel the answers that come. This is a no judgment zone – let whatever experience you have with these questions be okay. It does take practice to quiet our minds so that our heart can be heard.

Then, please feel free to share your experience with us in the comments section. And, if you’d like to learn more, you can purchase Alan Seale’s book here.

Derived from: Seale, Alan. Transformational Presence: How To Make a Difference In a Rapidly Changing World. Topsfield, MA: The Center for Transformational Presence, 2017. Used with permission.

The Book Yourself Solid ® Six Keys to Creating Connection

September 19, 2017 By Sherry Dutra Leave a Comment

If you want a perpetual stream of inspiring and energizing ideal clients clamoring for your services and products, then you must build relationships of trust. Without trust, then it doesn’t matter how well you’ve planned or what you’re offering. If a potential client doesn’t trust you, nothing else matters.

So how do we create connection and build trust? Let’s take a look at the Six Keys to Creating Connection. Knowing the answers to these questions will ensure that the offers you make to prospective clients are right on target.

Who – Who are you trying to create connection with? Who is your target client or customer? The more specific you can be, the better. Once you have done this, choose one person (or organization) within your target market to focus on. Identifying and gearing your marketing to a specific individual (or organization) allows you to make the important emotional connection that is the first step in developing a relationship with your potential client.
Action: Identify your target client or customer.
What – What do they want to buy when they look for you? What are the kinds of products and services they think will solve their problems or help them reach their goals? What’s going on in their life? If you don’t know, put yourself in the shoes of the client or ask your target market. This helps you to look at what is relevant to offer. Be clear on what it is they are looking for rather than what you might like to offer.
Action: What are your potential clients looking for?
Where – Where do they look for the products and services? Is it a referral from a service provider or a friend?; the Chamber of Commerce?; a bookstore?; the web?
Action: Where do your ideal clients look for you?
When – When do they look for what you are offering? What’s the trigger? What needs to happen in their personal or business life for them to purchase your services?
Action: Describe the situations that will likely drive potential clients to seek your products and services.
Why – Why you? How is it that you are the best choice for the people you are meant to serve? What is it that is unique and special about you or the solutions you offer?
Action: Why should your potential clients choose you?
How – How do you want them to engage with you when they find out about you? Sign up for your newsletter?; attend a teleseminar or webinar?; call?; email? What’s the first no barrier to entry thing you want them to do to sample your services?
Action: How do you want your potential clients to interact or engage with you?

Clearly defining these six keys will help you to determine what you want to offer your potential clients as you create your sales process and to build trust and credibility in an authentic way.

The Six Keys to Connection are excerpted from Book Yourself Solid® by Michael Port and is a registered trademark of Michael Port & Associates LLC. Used with permission. Sherry Dutra is a Certified Book Yourself Solid® Coach and Trainer.

7 Keys to Enhancing Entrepreneurial Resilience

July 22, 2017 By Sherry Dutra Leave a Comment

Entrepreneurship can be an exciting and rewarding experience. Yet, building any kind of business is not without its ups and downs. There is no question that you will encounter situations where the outcome isn’t quite what you expected or you’ll experience what you might view as a “failure”. To weather the inevitable challenges you’ll face, resilience will be a muscle you’ll want to enhance. Resilience will allow you to ride the roller coaster of entrepreneurship and to continue to offer your gifts to the world when you might otherwise give up.

What is Resilience?

The dictionary.com definition of resilience is, in part, “the ability to recover readily from adversity or the like; buoyancy”. The word buoyancy brought a childhood memory to mind. I grew up near the ocean and used to play for hours in Cape Cod Bay. I can remember tossing around a beach ball with my friends while we splashed in the water. No matter what any of us did to push that ball under the water, it always popped right back up to the surface – ready for the next game. Resilience is very much like that beach ball. No matter what you face, if your resilience is strong, you can learn from your experience, reset your course, and be ready for what’s next.

7 Keys to Enhancing Resilience

Here are some practical keys that you can incorporate into your life that will support you in enhancing your resilience. These keys will not only positively impact your entrepreneurial life but also your personal life. So what are you waiting for? Let’s explore.

Stay aligned with your purpose: I believe that we all have a purpose and that discovering yours will keep you on track no matter what circumstances arise. What are you uniquely equipped to offer to the world? What brings you the most joy and passion? The answers to these questions will give you some clues to your purpose. With a defined purpose, that you are aligned with, you naturally attract people, resources, ideas, and opportunities that support you.
Practice gratitude: Take a few moments each day, throughout the day, to appreciate and express gratitude for the people and things in your life. Stopping to notice what you are grateful for on a regular basis develops a habit of looking for good things and releases dopamine that supports a positive outlook.
Set clear goals: Research has shown that the brain loves a good goal. It will work tirelessly to give you what you focus on. The most successful and resilient people set specific, measurable and time based goals and consistently take action with the certainty that they will achieve them.
Be present while working on those goals: A 2010 Harvard study found that people spend 47% of their waking time thinking about things other than what they are working on. When you are focused on the past or focused on the future, you are taking your energy away from what’s going on right in front of you. Mindfulness, or being focused on the moment, has been shown to modify brain processes that support resilience. And, experiencing and enjoying the moment is part of the journey.
Act “as if”: Your brain doesn’t know the difference between a robust vision and reality. Don’t believe that? Then, take a moment and imagine that you have a beautiful, fragrant, juicy lemon in your hand. Cut off a slice of that lemon. Breathe in that lemony scent. Now, bring it to your mouth and take a great big bite. Salivating yet? You didn’t really just take a bite out of a lemon, did you? Yet, in creating that vision, your body reacted “as if” you had. So, start to take action in accordance with who you want to be. Act “as if” you already are being, doing and having whatever it is you want to create in your business. Your attitude will be shifted to a more optimistic place and your resilience will build.
Build a supportive team: Going it alone typically doesn’t work. Without the support of others, we tend to get stuck in doing things the way we’ve always done them. Create a community of supportive people from different backgrounds and professions who can help to keep your mind open to fresh perspectives and new ideas. Having others to lean on creates resilience-building social support.
Look for the gift: What is the opportunity in the situation you’re facing? What might the situation be trying to show you? By focusing on the opportunity rather than the challenge, you open the door to solution-finding rather than problem-solving. You choose how you want to “show up” in the situation and your positive focus enhances your resilience.

There is no one formula for enhancing resilience. Find what works for you and practice it on a regular basis. Over time, you are likely to find that how you respond to those entrepreneurial ups and downs is very much in your hands.

What has helped you to build your resilience? If you’d like to share your strategies, please add a comment.

Inspiring Leadership

June 21, 2017 By Sherry Dutra 1 Comment

Are you in need of some inspiration? Have you been wondering why your team isn’t more invested in their work? Are you struggling to describe your service or product in a way that captures attention? If so, then, please set aside a few minutes to watch Simon Sinek’s TED talk on “How Great Leaders Inspire Action”. Through his work, Sinek recognized that all great, inspiring leaders and organizations, think, act and communicate in the same way. This led to his discovery of what he calls “the golden circle”, which is a simple but game changing insight.

The Golden Circle

Imagine three concentric circles. Why? is in the inner circle. How? is in the middle circle. What? is in the outer circle. Every person and every organization knows what they do. There’s usually no doubt around that. Some can also tell you how they do it. Sometimes this is referred to as the value proposition or what makes them unique. However, a very, very small percentage can tell you why they do what they do. Contrary to popular belief, the “why” doesn’t have anything to do with making money, though monetary success tends to come to those who can uncover the “why”. The “why” is about the answers to the following questions: What gets you up in the morning? What’s the belief that drives you each day? What is your purpose?

When we aren’t clear on the “why”, then we communicate from the outside in. We focus on the “what” and the “how”. Honestly, the “what” and the “how”, by themselves, aren’t very inspiring. When we think, act and communicate from the inside out, like those inspired leaders and organizations, we connect with others who believe what we believe and we capture other’s minds and hearts. As Sinek states, “people don’t buy what you do; they buy why you do it”.

Implication for You

So what is the implication for leaders? No matter the size of your team or the company you work in or own, true leadership involves inspiring and energizing those with whom you work and interact. I invite you to get in touch with your “why”. What is it that you believe in that gets you up and out every day? How will you share this with your team – to inspire deep commitment? How will you share this with your customers – to inspire long term relationships?

To hear more directly from Simon Sinek, including business examples and the science behind his theory, please click on this link.

Call to Action

If you’d like to share your “why”, please do so in the comments section.

Relationships and Value: Considerations for Entrepreneurial Success

March 24, 2017 By Sherry Dutra Leave a Comment

Recently, I read Gerard Adams’ article titled “Social Currency and Your Circle of Influence”. Adams defines social currency as “your value to the world” and your circle of influence as the people you spend the most time with. It’s a great reminder that to grow our entrepreneurial success, we must pay attention to both. So, it prompted me to share some ideas to help you take action.

Evaluate Your Relationships

Let’s start with your circle of influence. While the notion that you begin to take on the traits of those you surround yourself with makes complete sense, how often do you really evaluate the quality of your relationships? As the saying goes, “old habits die hard”. There is often a tendency to continue to hang out with the same people out of habit or because it’s comfortable rather than to take notice of whether it’s a positive relationship or not.

Call to Action – Relationships

Define what a positive or healthy relationship means to you in both your personal and professional life.
Make a list of the key people you spend time with in both environments and note whether they are part of your personal or professional life.
Evaluate each relationship against your definition(s).
- Which ones lift you up?
- Which ones bring you down?
For those that lift you up – identify strategies to continue to nurture and grow each relationship.
For those that bring you down – you have 5 choices
- Stay in it, as is
- Change it
- Change your view of it
- Accept it
- Leave it
Work with someone you trust to help you put a plan in place to grow the positive relationships and effectively manage or shift the negative ones.
Notice what happens as you consciously focus on crafting your circle of influence.

What’s Your Value?

Let’s move to your social currency or the value that you bring to the world. You may be able to immediately articulate the gifts and talents that bring value to those you interact with. If so, go right to the call to action below and jot them down. In some cases, however, you might find that pinpointing the value you offer is more difficult – not because you don’t have value but because it is something that is so easy for you to do, you discount it and don’t see it as valuable. If this sounds like you, enlist the help of those who are positive members of your circle of influence to help you answer the questions below.

Call to Action – Value

What natural gifts, talents and strengths do you bring to your business/work?
What is unique and different about you?
Listen to your emotions while you work. What activity or activities bring out your passion and make you happy or satisfied?
Share your value within your circle of influence and with all you encounter. Shine your light and watch your business grow.

Make a commitment to surround yourself with those who energize and inspire you and leverage your strengths while continuing to grow and develop. The combination will play a key role in your success.

About the Author: Sherry Dutra is a Talent Development and Career Coach and Facilitator who helps you create consistent, optimal performance using all your capacity and potential in both your work and life. If you would like to uncover and address hidden challenges that may be sabotaging your success, leverage your strengths, and accelerate your progress toward the results you desire, contact Sherry for a complimentary consultation.