0 comments on “It is time to move to a New and Sustainable Economic Model… Where Purpose creates Profits”

It is time to move to a New and Sustainable Economic Model… Where Purpose creates Profits

Insanity is: when we try to solve a problem with the same thinking that we used to create it.

Original quote by Einstein: “We cannot solve our problems with the same thinking we used when we created them”.

Most of us will agree to the statement that our economy is more than ever fragile. We have seen in the past decade massive blow-ups in the banking and other sectors. But what really happened since then? Well, some regulations have been put in place across industry sectors. But what have organizations such as banks and other institutions done since then? Have they tried to do to re-built trust? Did they get closer to the clients and employees and built back those relationships? No, the opposite is happening. They move further and further away from an employee and client driven model. Almost as if to say: “Do not touch me client… I am afraid of you”. “It is your fault client that we maneuvered ourselves into this state”. “ Instead talk to a machine”. “Machines do not make mistakes, they follow rules and protocols”. “Yes, client as long as we do not have to engage with you on a human level, Eye to Eye, we cannot make mistakes”.

In a nutshell: All that really changed is these companies have implemented strategies avoiding making mistakes and getting fined. But, no real rethinking has taken place to address the core issues, their business models; that led to those huge blow-ups to happen in the first place. Business models entirely centered  around creating profits.

How comes that we are still where we have been? Well, the organizations seem not to be able to change their thinking. They are still led by the same type of people, thinking in the same ways, the exact ones who created the problems in the first place. The baby boomer generation; a generation driven still by the post war dramas of their parents, to a large extent. Obsessed with stability, mainly financial security… ie all that counts is the profit. They define themselves and who they are through external means of positional power, the title they carry and how much assets they have to show for. Without these things they are reduced to nothing.

Oh don’t get me wrong. I am not saying don’t make money. I myself love fast cars, aircrafts and boats. But those things do not define who I am in my core. I enjoy them and they are fun. They add to my pleasure but they do not change who I am and nobody can hold me hostage with money or make me change my purpose and core values for a quick buck. And trust me many tried…and keep on trying.

However, for the majority of the baby boomer generation their main God is Money. And it is completely understandable if you see where they have been coming from. Which role models they had in their lives, modeling their work practices. For them subconsciously, financial security is literally a matter of life or death.

In a world that becomes more and more uncertain, where profits change in matter of instant on the stock market, those profit driven people become become really desperate. Hence we see more and more shady practices popping up all over the place. Requiring more and more regulations. Regulations, leading to fear in engaging on a human level. So hiding behind technology, Internet portals, social media and the like is becoming the norm. I mean lets be honest. We all love technology, and a lot of it is really cool. But at the end of the day humans are wired to be socially engaged with each other. We are craving human interaction, feeling a sense of worth etc. Something machines cannot give us.

So why do we not give the people what they really long for? Having meaning in their life, a purpose that propels them forward.

This requires however a rethinking of our current economic model. Away from profits of organizations being the end to a means… instead profits providing the means to an end. The end being the organizations purpose. Creating a loyal employee base, who in turn create a loyal customer base. This employee/customer centric model retrospectively generates long term and sustainable profits for organizations.

Basically we need to turn the economic models on its head. Whereby the employees’ and clients’ wellbeing becomes the center of all our efforts. It becomes our purpose. Where we measure our success on how fulfilled our employees and clients are. Knowing that a fulfilled and happy employee creates happy and loyal customers. In this scenario profits become a natural by-product.

Yes, you will say I am a dreamer. Especially if you are a baby boomer. It is ok. I know I am not normal, or not the norm. And I am grateful for it. I rather be not normal than insane thinking that the thinking of those people who got us into the economical crisis, will ever get us out of it again.

The article is dedicated to those who are ready to make a change and want to know how it can be done. It is for those who know that their thinking, that maneuvered them into the shit in the first place, won’t get them out of the shit. Those who are ready to take a new approach. A purpose driven approach.

Who want to learn and become a future leader in a new economy. A leader who is led by authentic and servant leadership principles. Who wants to learn how they can add real value to others, creating loyal employees and customers in return for long term profits. Who want to be a part of a world where we measure our success based on how many others we made successful.

Yours sincerely,
Martina Willis

The kickass economic transformer…
Transforming the economy into the next Millennia

1 comment on “The Trust gaining Factor: Authenticity = Client WIS-F-IWIG”

The Trust gaining Factor: Authenticity = Client WIS-F-IWIG

The other day I enjoyed a lovely evening by 23 Degrees sitting outside in the streets of Malaga with an old friend and ex-colleague. She opened my eyes to a missing dot/connection in the current prevailing sales training methods of SPIN/complex solution selling techniques.
She said, you know what drives me crazy? They keep on telling us in sales training, we need to gain the trust of the client. But if I ask how, they can’t give me an answer. There and then, I realized, I am guilty of this as well. I keep on talking about trust but I never really explained what it is that creates trust.
No it is not a process, or a complicated technique to follow. The answer is actually very simple.
Be your authentic self. So the client gets a feeling of WIS-F-IWIG. What I See (and feel subconsciously) is what I get. A feeling of concurrency needs to take place on all levels to create trust.

WIS-F-IWIG the main driving factor for gaining trust
Only 20% of communication is verbal and the further 80% of communication is non-verbal, mainly received and felt subconsciously. This means if the client gets told something verbally that is not concurrent with what he/she receives subconsciously, a “nagging feeling” will set in making him/her feel something is off. The client may not be even able to grasp consciously why, but he/she will close up and stop most likely the engagement. I believe, 9 out of 10 times, when a client uses price as an excuse, the sales person just failed “horrifically” to set up a trust relationship. As a matter of fact, the factor price has just become an excuse to get rid of the sales person, as the client’s professionalism hinders him/her from stating: Sorry, but I have a nagging feeling something is not right with you.

Authenticity:
In simple terms it means: to be concurrent with ones emotions, thoughts and the spoken word. No matter what this may be. However, this requires a deep awareness of the underlying values and believes driving a human’s behavior patterns. This is also the crux of the matter. Most fail to be authentic, because they have no idea what drives them and even less what makes them to who they are and how their “whole” persona projects to the outside world (blind spots)

Why is being authentic so difficult?
I think we can split it into three main issues being in the way of authenticity.

  1. Emotions are bad: Our society, especially business, demands from us to be “rational”. Emotions are not rational. Therefore, we deny the existence of emotions. Even so the human being, by default is an emotional being. The brain itself stores any information and experience as an emotion. Most buying decisions, given quality is equal, are made based on emotions. The whole cosmetic and fashion industry is based around emotional selling. The need to be beautiful. However in most other industries, especially in the more technical fields, I keep on seeing rational sales techniques (the product and features sales person) who will lose almost each single time the sales to a competitor, who has managed to gain the client’s trust.
  2. Social Conditioning: Being taught to hide emotions and not to feel them, right from childhood on, through our schooling system and then into the job, we have buried our own emotions so deeply that we have no idea anymore what really drive us. All we can feel is something lacking, an underlying uneasiness, a background noise, but we cannot pin point it anymore. But trust me, the client feels this underlying uneasiness and will interpret it as: something is not quite right.
  3. Fear of rejection=death: the human is a social “animal”. Being a part of something and belonging is one of the main driving factors. Not surprising, if you think that in the stone ages, being alone in the wild, not belonging to a group of others meant pretty much ones death. Nowadays we may not be killed by a wild animal but be rejected and thrown out by our bosses/co-workers if we do not fit into the prevailing cooperate norm. Creating the same basic feeling as the fear to be killed if we do not “bend” to the cooperate-and social norms. So most will stay in line out of fear. Some their life long. However, the best they ever can achieve is mediocrity. The never will be highly successful. Especially not in sales. As the client can literally “smell the fear” of the sales person. A client will either stop engaging at this “smell”. Or the “consciously” switched on client, will use this fear for his/her own gain by starting a price war, till he/she has squeezed every last penny out of the sales person’s margin.

What now?
If you want to become authentic and highly successful, by being aware of who you really are, what your values and believes are that drive your behavior patterns, and change them if the hinder you to be the successful, visit our unlock our full sales potential retreats.  For sales organizations, contact me to set up a customized training for you.

IUSP Martina Willis: Or why a training with Martina
I have spent the last 20 years in different roles, always with direct or indirect sales-and budget responsibility, (product manager, strategic technology consulting, business development, technical-and sales team coaching, CTO and CEO positions) in large to small enterprises. In those 20 years I always overachieved my/the teams target. When I have seen the prevailing political notions in an organization or department make success impossible, and I was powerless to change them, I left the sinking ship. So far without failing, all of them sank based on my prediction. But I never sold my authenticity or bend my values because a superior demanded it of me. Knowing if I cannot be authentic anymore, I am set up to fail anyway. The last one who demanded of me to sell my authenticity was just scrutinized in the Swiss press.
Furthermore, I have worked in very diverse fields, such as Saudi Arabia. Where trust is the basis of any business, I managed to gain the trust of Executives and do great business and this against all odds of being a female. Becoming even the trade ambassador for the UK to Saudi Arabia.
Clients, especially male clients, tell me their most personal, intimate secrets, even when I only was trying to sell them an IT solution.

0 comments on “Mañana mañana – Andalucian Way of Work”

Mañana mañana – Andalucian Way of Work

By Martina Willis (Columnist) Olive Press

WHEN I first came to Spain I did what all the ‘nice’ foreigners do. I turned a blind eye to the lack of ‘quality’ work and total disregard for punctuality.

Actually, I was happy if workers turned up at all and simply accepted the ‘Andalucian Way of Work’. Who was I, a newcomer, to try and change the system? However, when I opened The Source Of Wellbeing it became quickly apparent that things needed to function if I wanted to be successful. As foreigners on holidays or a retreat have very little tolerance and patience for the ‘Andalusian Way’, I was faced with a real challenge. What had become ‘good enough’ for me was, for others, way off the scale.

I had to change my way of dealing with staff completely and set expectations and boundaries. Basically I had to apply my project management skills and leadership abilities. At first I was met with blank looks and a ‘what’s wrong with her’ attitude. But then a miracle happened. They changed their ways, almost without exception.

Along the way I realised a couple of things.
There are some people who never learned any different. So there was no way they ever would be able to live up to The Source’s high standards.
Others were just plain lazy and thought they could get away with it. They mostly shaped up or shipped out.
And then another set of people started to enter my life. People who shared my values and attitudes a towards quality and standards.

The moral of the story is the same as always. We can not change others but we can change ourselves. And if we change, the circumstances and people around us will change.

But we need to be very clear to what we want and what our own values and expectations are.
Only then do we become authentic leaders others will follow. Our own behavior, words and actions should reflect this and then others will relate to us on all levels.

What about you? Do you feel stuck with an issue or a person? Do you have clear expectations and values? Or do you say one thing but do another?

• For help with all these issues and more, get in touch by emailing martina@thesourceofwellbeing.com

0 comments on “Understanding the ‘helper syndrome’”

Understanding the ‘helper syndrome’

Southern Spain is the land of many opportunities, but even more lost people, writes Martina Willis
original article  at: http://www.theolivepress.es/spain-news/2015/09/10/understanding-the-helper-syndrome/

SINCE I started to appear in the Olive Press a few months ago I have had an incredible amount of people randomly bowling up at my front gates.

Mostly wanting to work with me in one form or another, they promise this and that and, it is fair to say, a lot of them are rather odd.
What I have noticed with this bizarre form of ‘jobseeker’ is that, generally, they do not take care of themselves.

I know you should never judge people by appearances, but it tells me immediately that they suffer a form of the ‘helper syndrome’. This is when somebody elects a ‘helper’ occupation, such as a therapist, counsellor or healer in order to fill in a gap in their lives.
This could be from the classic empty-nest syndrome when a child leaves home or from a complicated work-life situation they left behind in their home country, thinking a life in Spain would be so much easier.
However, what they have not understood is that happiness is a state of being and NOT doing. And as long as they adopt a ‘helper’ occupation in order to fill this gap in their lives, they will never succeed in their occupation.

At The Source Of Wellbeing I am looking for therapists who have found their inner source of wellbeing, exactly that, and radiate this state of being to our clients.
They need to act as role models when guiding our clients to achieve a balanced body, soul and spirit.

Our beauty therapist Jade is one such example and loves and breathes this state of being from the inside out.
When you are in her presence you feel immediately lifted and her heart is reaching out for you.
Tina, our yoga instructor is the same, making you feel at ease and content the second you step into her presence.

However, these types of professionals are sadly few and far between in southern Spain. And I’ve stopped counting how many times I have felt sheer exasperation after interviews.

But it would not be me if I could not see an opportunity in seemingly negative experiences.
To this end, I’m starting a weekly meeting for local women called ‘We First’ next month.

In these sessions, we will share stories of how we learned and found the courage to put ourselves first and how we found our own inner source of wellbeing.
Ultimately it means we can share this experience with our family and friends and, of course, give hope to other women who want to find more fulfilled lives.

0 comments on “We First Meeting: A transformational meeting from Female for Female”

We First Meeting: A transformational meeting from Female for Female

Come and join us …

In the “We First” sessions, we will share stories how we learned and found the courage to put ourselves first and how we found our own inner source of wellbeing, happiness and contentment.
Ultimately it means we can share this experience with our family and friends and, of course, give hope to other women who want to find more fulfilled lifes.

Meeting Details: Start  16th of September 2015
Every Wednesday: 20:00 to 21:00
Location: TheSourceOfWellbeing, Finca La Fuente, Coin Spain
Cost: 5 Euros contribution towards coffee and tea
Meeting style: Drop In Meeting

For further Details please contact TheSourceOfWellbeing Phone Spain: +34 951 20 43 06

0 comments on “Paradise found: My Source Of Wellbeing”

Paradise found: My Source Of Wellbeing

In a new, colourful monthly column, for the Olive Press Martina Willis describes her transition from a boardroom boss to the owner of an Andalucian wellness spa

I CAN’T help but see the irony in the new path I have chosen.

The first half of my life was spent surrounded by hard facts and logical thinking, as I navigated my way around giant corporations in the technology sector.
Now my job is to create balanced, happy and healthy minds, bodies and spirits.
Back then, I didn’t give a megabyte about the so-called ‘beautiful’ things in life, as I was doggedly worked my way up to board level.
Beauty products were for the female assistants of my ‘boys’, who worked for me… certainly not for me.
Yes, I needed to look the part when I entered a board room and tried to convince the men around it to part with their money or follow one of my schemes.
But my fashion sense only went as far as a tailored black suit, and a very moderate level of make-up, usually bought at the airport on the way to a meeting.
To be honest, I wouldn’t have recognised the modern-day me, with a new passion for Coco Chanel lipstick and my favourite red Jimmy Choo stilettos.

Now the proud owner of an idyllic wellness retreat, the Source of Wellbeing, hidden in a stunning valley near Marbella… my life has changed 100%.
The old me was driven by the deep psychology of human emotions and the intricacies of business.
I learnt how to lead and coach my employees to success in my many years working in Europe, USA and the Middle East, mostly sleeping little more than four hours a night.

Now, I usually get eight hours a night, get a siesta if I feel like it and take as much time as I want to walk my dogs, work out and hang out with my friends.

Sure, setting up a wellness business here has had plenty of challenges, in the loosest sense of the word.

There are a myriad set of different problems to cope with on a daily basis, but as I remind myself when I get a bit desperate about the ‘Spanish’ way of things: ‘Come on Martina – you’ve dealt with a lot worse.’
And yes, if a water leak the size of the fountain in Lake Geneva is spraying into my courtyard, I can deal with it.
Because, after all, I moved here because of the weather, the lifestyle and the life-loving locals… not the kind of things you usually associate with a boardroom.

Over the next few months I will share my successes and pitfalls in setting up a retreat in – frankly – the middle of nowhere.
I have become an expert in keeping ‘cool’ with all the many challenges one runs into when building a business in Spain and at the same time navigating through the endless jungle of beauty, wellbeing and body treatment therapists.