Companies that hook into people’s natural authentic desires dramatically outperform those focused on improvement metrics. Joe cites a Dutch nursing company (from Reinventing Organizations) that shifted from optimizing efficiency metrics to helping patients become self-reliant. By hooking into nurses’ natural desire to help people, they became 40-60% more efficient than competitors.
The same principle applies to a collections agency that operates on transparency — actually telling debtors what they paid for the debt and working together on solutions. By being authentic rather than compartmentalized, they get better results and glowing testimonials from customers.
“People think they have to compartmentalize themselves to do business, and that compartmentalization, that inauthenticity, it absolutely makes you less efficient.”
When a debt collector compartmentalizes their heart and goes in hard, the customer matches that — going hard or playing victim. Inauthenticity invites inauthenticity. Joe’s coaching methodology works the same way: working on the personal stuff always transforms the business, with a “100% success rate,” because as the person transforms, their attitude toward business transforms too.
Related Concepts
- Being yourself designs your life
- Connection enables accomplishment
- Internal alignment mirrors organizational alignment