The Client-centred Blog

Twice the productivity, with half the effort and none of the stress

Is twice the productivity, with half the effort and none of the stress a realistic goal for you and your business?

And whether you think it is realistic or not, how much difference would this make to you?

Many business people, if not all, are on the lookout for edges they can apply that will produce superior and sustainable results.

In the past I was a junkie for this kind of information and although there are probably an infinite number of things on offer, they tend to fall into two broad categories:

  1. Improving motivation (because highly-motivated people tend to produce better results).
  2. New ideas (because to improve our results we need to do things differently).

Clearly, both of these can, and do, produce superior results but I also noticed that they have significant limitations.

When it comes to motivation, people can listen to motivational speakers, whether that be live or through media, and it is true that many are very inspiring.

Yet the effects wear off.

I expect we have all found ourselves fired up by a speaker at one time or another but within a few days it was like it never happened!

With new ideas, they only work well when they make sense to people and they take complete ownership of them.

And yet this often does not happen. In fact, resistance to change is one of the biggest challenges businesses face.

A new category of ‘edge’

There is another category of ‘edge’ that is nowhere near mainstream yet and is still very much in the ‘early adopter’ stage on the Roger’s Bell Curve.

One of the first stories that really caught my attention concerned a global sized manufacturing business…

For some time it had been on a path of failure.

Huge orders were extremely overdue, lots of poor decisions were being made and there was a deeply embedded culture of blame – no one wanted to take any responsibility for what was happening.

A new and highly-experienced CEO was brought in to turn things around.

On paper the business should have been thriving. It had the best talent that money could buy (MIT and Stanford graduates in abundance), cutting edge business practices and full financial funding.

Yet nothing the CEO tried made a difference. Then he had a stroke of luck.

One of the leadership team knew a business psychologist who specialised in teaching the principles behind state of mind.

After going into the business he immediately recognised what was going on.

He said the low state of mind of the workforce the was at the root of all the problems.

The psychologist then asked the CEO…

‘How would you like twice the productivity, with half the effort and none of the stress?’

At first the CEO rejected the psychologists view and thought it sounded like a used car salesman pitch!

However, out of sheer desperation he decided to put the leadership team and then the employees through what became known as ‘The state of mind programme’.

Quickly, the fortunes of the business started to turn around.

In fact, results became spectacular.

The business performance went up to record levels, the blame culture dissolved and it became the most profitable part of the overall business (it is well documented, being the subject of two doctoral dissertations).

So, why such a change?

The state of mind of individuals, teams and whole businesses can either be an asset or a liability to what they are trying to achieve.

If people are tense, anxious, insecure and self-consumed their performance will be negatively affected – often extremely so.

When people are clear minded, calm, secure, and resilient they perform well and realise far more of their potential.

By learning and realising these simple principles behind how the mind works, two (of many) implications are:

1. People become highly-self motivated and it doesn’t wear off.

2. People become highly generative with new ideas and they embrace change because they are fully behind what they are doing.

Clearly, not all businesses have the level of problems that the manufacturing business had. Having said that, new levels clarity can transform any business.

Twice the productivity, with half the effort and none of the stress is a realistic goal when you know how to harness the infinite capacity of the mind.


Leave a Comment

Related articles

The 12 Client-centred mind shifts - part 3
Have you ever considered what creates the very highest value for your financial planning clients? I am going to suggest it is not, important as they are, the financial arrangements you recommend and put in place for them. No. It is their own mind shifts.
The twelve client-centred mind shifts - part 1
You have worked hard to become a qualified financial professional. You are making a difference in the lives of your clients and your business is steady. This is a big, well-deserved success and there is much to celebrate. Yet at this stage you might also pause, reflect, and ask yourself, “What’s next?”
How to transcend the financial planner comfort zone
Our comfort zone can be very limiting. For instance, it can hold you back from realising your greater potential, making a bigger difference to your clients, and experiencing greater success. So, in this article I explore what a financial planner comfort zone is and what it takes to transcend it. 
How to deal with imposter syndrome
Do you ever feel like an imposter in your role, that you will get 'found out', or do not deserve your success? If so, you are far from alone as this is extremely common amongst business people.
Resilience: An essential key to building a financial planning practice
Have you noticed how resilience has become a hot topic in business? For instance, there are TED talks on it, articles in the Harvard Business Review, and covid brought into sharp focus how unforeseen events can literally change our lives in a moment. This article explores a deeper understanding of resilience and why it is key for building a financial planning practice.
The 7 secrets of thriving in a long-term financial planning career
It seems to me that many people lose their passion for what they do, especially if they have done it for a long time. So, what are the secrets of thriving in a long-term financial planning career?
Better time management for financial advisers and planners
As a financial planner are you as productive as you would like to be? Would you like to get more done, in less time, and with none of the stress? In this article I am going to explore the hidden factor that leads to genuinely better time management for financial advisers and planners.
The hidden secret of where you find financial planning clients
Do you want to know the hidden secret of where you find financial planning clients? Most of the advice on how to find financial planning clients is prescriptive. It tells you what to do or where to look. Yet how helpful is this?
What are the three roles of a lifestyle financial planner?
Do you ever find your role as a lifestyle financial planner being overly complex? Would you like it to be simpler, more productive, and more rewarding? If so, this article considers that there are only three core roles of a lifestyle financial planner.
Building a financial planning business - overcoming the biggest obstacle
Building a financial planning business is not easy! In fact, you are far from alone if you find it challenging. This article explores one of the biggest obstacles of all and how to rapidly get back on track.
10 career boosting books for financial planners
Why do people's careers stall, stagnate, become mundane, fall short of expectations, and, ultimately, lack the rewards they want? In my experience it is rarely lack of...
The three types of financial planning client
There are three types of financial planning client you can build your practice around. And because the three types are defined by what the client values, it can make a massive difference to the quality of your business.
Financial Planning clients for life - the one thing you MUST do
Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. What is that one thing?
How to get financial planning clients - the only way I know
Financial planning is not a commodity. It is experiential and conversations are right at the core of this.
Time management for financial planners - why helpful tips are not the answer
How often have you felt like you had way too much to do, way too little time to do it, and you've stressed out as a result?
To succeed you must have self belief... really?
If you have a goal or outcome that is important to you and you want to go for it, then what does self belief and whether you have it or not have to do with it?
The best prospecting advice for financial planners
Why do some financial planners seem to effortlessly find clients whilst others experience growing their practice as a constant struggle?
What does it really take to 10x grow a financial planning business?
There is a critical factor in growing your financial planning business that is often misunderstood.
Can coaching for financial planners really help your career?
Why are an increasing number of financial planners choosing to work with a coach? Is it something that could help you accomplish your most important goals and realise more of your potential as a financial planner? Read on to discover why coaching works...
Financial planning relationships - how to add massive long-term value
No matter how long you have known your client what is the secret to continuing to add massive value? Imagine when you first meet a new client and the early period of your relationship. In the beginning...