One Question for Us This Week…

Lowering risk is essential to GET TO YES FASTER®.

It is one of more than fifty YESENTIALS™

that I partner with client Teams to optimize.

 

Because we can use Brain Science to Optimize Performance.

Let’s start by noting two facts about the Brain:

Survive. Save Energy.

And the research is clear…

 

Risk is 2x as Powerful

 

One of the ways we can make a difference

and SHOW PEOPLE that WE ARE DIFFERENT

is by acknowledging and minimizing their risk.

Whether it’s psychological safety or actual safety

We are in effect saying to them

Remember from my workshop– there are 

7 Cards you can use today to Attract a YES Faster–

and of the “3 C’s” I teach on the 

NICE card of the MAGNETS™

…using words of unity are one way of 

letting people know “we got your back”

(the 3 most powerful: “we”, “us” and “our”).

MAGNETS to Attract YES

Last week we kicked off the start of a

year-long coaching and training program

at McNeil & Company (Cortland, New York).

McNeil impresses me for many reasons

not the least of which is their focus on

as evidenced by the work they did coming up

with maybe the best tagline I’ve ever heard

I had an opportunity to begin work with Arch Insurance

(McNeil’s parent company) earlier in the year

and interviewed a dozen or so of the kinds of clients

that McNeil works with…discussing the problems 

in their world – (risks, pains) –

and identifying examples of how 

Arch solves those problems.

The examples can be roughly grouped into three categories

Access, Solutions and Knowledge

(the acronym being ASK)

And the Team can focus on them with every client:

Now consider the power of “We Are Who We Insure”

as manifested in behaviors focused on

Access, Solutions and Knowledge…

All of which are geared towards lowering risk.

 

And a Team that looks for ways of doing that every day. 

 

What is essential to build a high-performance culture?

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