“Culture is what makes people want to be in your organization and motivates your team.”

Great teams don’t happen by accident. With over 30 years in the sales industry, Greta Schulz, President of Schulz Business SELLutions, knows what to look for in hiring a salesperson and how to nurture and coach them to become exceptional.

In this episode, Greta shares what she’s learned from her decades-worth of experience in sales about the impact of culture on a team, from shedding the common notion that great salespeople are born to having more efficient and effective sales discussions. Along the way, you’ll learn the key traits to look for when hiring talented people—and their resume doesn’t always tell you the full story.

In this episode, you’ll learn

1. No matter what good skills someone is born with, if they don’t practice and learn to go from good to great, they won’t be as successful as those that do
2. You need to look past a candidate’s resume for key characteristics to really tell if they’re a good fit for your organization
3. You can't motivate anybody to do anything, but you can give them an opportunity to motivate themselves

Things to listen for:

[02:53] Defining company culture

[05:08] How coaching has changed in recent years

[08:40] What makes a great salesperson

[18:21] Pain points for CEOs in hiring

[21:30] Understanding what is and isn’t in your control

[23:32] The importance of self-belief

[31:27] Why silence works in sales

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Guest:

• Greta Schulz’s LinkedIn

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“Writing is one of the most powerful, fruitful, and simple expressions of generativity.”

In this episode, featuring Matthew Kelly, Founder of Floyd Consulting and author of over thirty books, we’re discussing why everyone should write - even when getting published isn’t the end goal.

The act of writing, be it journaling or jotting a hand written note to a friend, comes with an array of benefits you may not realize. Listen in to hear our host, Kate Volman, shed light on the transformative power of writing and how it can positively impact you both personally and professionally. Along the way you’ll be inspired to start a writing practice of your own that can bring clarity to your life.

In this episode, you’ll learn:

1. How to bring back the lost art of the handwritten letter
2. Why keeping a journal brings clarity to your life
3. What a dream book can do for your journey to achieving your dreams

Things to listen for:

[00:43] What’s wrong with “You should write a book”

[02:29] The impact of journaling

[03:13] Starting a dream book

[05:05] The therapeutic value of writing

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“Accountability starts with you. Are you modeling these aspects of accountability that you expect from other people?”

One of the biggest pain points for leaders is their people not doing the work that is expected of them. So what’s the roadblock there, more of than not? A lack of accountability.

In this episode, Michele Marquis, Senior Executive Coach at Floyd Consulting, outlines four accountability killers and the strategies to stop practicing them. Michele highlights the love-hate relationship people have with accountability, and why it is crucial in achieving our goals. Through open dialogue and taking action based on feedback, leaders can create a culture where team members feel valued and heard. Listen in learn more about accountability, creating a positive culture, and leading by example.

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Guest:

• Michele Marquis’ LinkedIn

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“How intentional are you about taking action on the things that you’ve learned?”

Enriching your mind is essential to growth. But are you actually doing anything with all the knowledge you acquire? So many people feel frustrated about how, despite all the books, podcasts, and talks they’ve consumed, they’re still feeling stuck.

In this episode of Lead with Culture, Kate Volman, CEO of Floyd Consulting, poses a challenge: Take that next step. Make a move. It might be uncomfortable, but it’ll be worth it. Listen to discover how falling forward might just be what you lack in your growth journey.

In this episode, you’ll learn:

1. When you feel like your growth has reached a plateau, it might mean you’re avoiding taking the next step
2. No amount of educational content will replace real world experience
3. Discomfort doesn’t mean something is bad for you - to expand your comfort zone, you need to step outside of it

Things to listen for:

[02:02] Why failure is both vital and compelling

[03:36] The Dream Manager personal rating system

[04:50] Kate’s personal story of growth

[06:36] Finding areas of your life to grow in

[08:41] Kate’s challenge for you

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“Helping people live their dreams is the best job.”

In this episode, we dive into the extraordinary role of a Dream Manager with guest Mattie Riley. Mattie shares her experiences and insights as a certified Dream Manager at Lighthouse Behavioral Wellness Centers, where she helps team members achieve their dreams and build a culture of passion and excitement.

With practical tips and real-life examples, this episode provides valuable inspiration for business leaders who want to empower their teams and see measurable results. Join us as we explore the power of dreaming and creating a culture where everyone thrives.

In this episode, you’ll learn:

1. By providing support and holding individuals accountable, they are more likely to take action towards their goals. Incorporate systems to track progress and provide encouragement along the way.
2. The use of tools like the rhythm of life scorecard can help team members become more self-aware and understand how different aspects of their lives are interconnected. By encouraging regular reflection, individuals can make more informed decisions and better understand their own needs and goals.
3. The impact of the Dream Manager program extended beyond the workplace. Encourage team members to share their experiences and learnings with family and friends, creating a ripple effect of dreaming and positive change in their personal lives as well.

Things to listen for:

[02:26] What’s surprising about being a Dream Manager

[05:41] Understanding the Rhythm of Life scorecard

[08:54] How others have achieved their dreams through the program

[10:04] Why the program accelerates dream attainment

[12:09] What dreams can do for people’s confidence

[13:56] What the Dream Manager certification program is like

[19:25] Advice for people considering becoming a Dream Manager

[20:03] The effect of dream storms

[22:32] Overcoming tragedies through the Dream Manager program

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“What are the next right steps that you can take towards building a deeper, more satisfied life both personally and professionally?”

In this episode, featuring Matthew Kelly, Founder of Floyd Consulting and author of The Culture Solution along with other best-selling books, host Kate Volman dives into the much discussed concept of work-life balance.

As you listen, you'll discover why balance is a myth and satisfaction is the key to a fulfilling life. Tune in to learn how to assess your personal and professional satisfaction with a simple score, and gain practical tips for increasing satisfaction in both areas. Whether you're a business leader striving to create a positive work environment or an individual looking for ways to enhance your own life, this episode will provide valuable insights and actionable steps to help you achieve work-life satisfaction.

In this episode, you’ll learn:

1. By regularly assessing your satisfaction, you become more aware of where you are and can take steps to improve
2. Consider keeping a journal to track your feelings, activities, and thoughts related to your satisfaction score to help you gain clarity and identify areas for growth
3. Rather than viewing dissatisfaction as a negative experience, see it as a signal for change and improvement

Things to listen for:

[00:36] Busting the work-life balance myth

[02:18] Measuring personal and professional satisfaction

[04:23] Understanding your baseline

[06:09] Leveraging the Five Minute Journal

[08:10] Taking control of your day

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

"Cultivating a clear culture is the only way to get a group of people together working towards a common mission.”

In this episode, Tony Ferraro, Senior Executive Coach at Floyd Consulting, joins us to challenge the premise of culture and how it impacts success through the lens of a professional football coach’s winning leadership strategy.

Listen in as we explore how Deion Sanders’s ability to challenge conventional definitions of culture allowed him to recruit and coach a team of winners. Along the way, you’ll rediscover the fundamentals of building a championship team as we discuss the importance of aligning people's attitudes with the desired culture.

In this episode, you’ll learn:

1. When faced with questions or assumptions about culture, challenge them to ensure that you're approaching the topic with an open mind and understanding
2. Understand that culture is not just about perks, but it encompasses the systems, expectations, behaviors, and beliefs that shape an organization's mission and how people feel when working towards it
3. Having a clear mission and goal is crucial for creating a winning culture. Ensure that everyone on your team is aligned and working towards a common objective

Things to listen for:

[02:57] Challenging assumptions to form culture

[08:27] Deion Sanders’s winning mindset

[09:43] Communicating clearly and avoiding assumptions

[19:24] The power of analytics and data for performance measurement

[21:52] Being a coach vs a manager

[26:15] How to expand your horizons by consuming diverse content

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Guest:

• Tony Ferraro’s LinkedIn

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“We have to believe in our dreams so much that other people's opinions become irrelevant.”

One of the biggest obstacles that holds us back in our leadership journey is caring too much about what others think. We've all been there, worrying about how our decisions will be perceived or fearing criticism from others. We want to inspire you to break free from this mindset and embrace the confidence to pursue your dreams.

In this episode, we'll explore three powerful ways to stop caring what others think and start living life on your own terms. Listen in if you're ready to unleash your full potential and create the impact you've always dreamed of.

In this episode, you’ll learn:

1. When you are confident in what you are pursuing, other people's opinions become irrelevant
2. The fear of judgment or criticism from others is often unwarranted because most people are too preoccupied with their own priorities to pay extensive attention to what you are doing
3. Seek out a supportive network of dreamers and doers who understand the challenges and obstacles that come with pursuing your dreams

Things to listen for:

[01:03] Tips for not caring what others think

[03:23] Focusing on your own dreams and ignoring critics

[07:03] Chasing your dreams and investing in your personal growth

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“The hardest expectations to manage are the ones you don't know about.”

In this episode featuring Matthew Kelly, Founder of Floyd Consulting and author of The Culture Solution along with other best-selling books, we dive deep into an essential principle of building a dynamic culture. Join us as we explore the power of clear expectations and the impact they have on your ability to coach and engage your team.

As business leaders, we often face challenges when it comes to effectively coaching our people. How do we know what actions to take? How can we improve our ability to guide and inspire? The answer lies in the often-overlooked practice of setting and communicating clear expectations.

Discover how a lack of expectations can create an "expectations gap" that undermines trust, breeds frustration, and limits growth. Learn the art of clarifying expectations in your relationships, both in the workplace and at home. Understand why leaders must ensure that their team knows what is expected of them, fostering a more harmonious and productive environment.

Tune in now and unlock the secrets to becoming a better leader, as we lead with culture and build stronger, more impactful organizations.

In this episode, you’ll learn:

1. By letting people know what you expect from them, you can avoid the dreaded expectations gap that leads to disappointment and frustration
2. Whether it's through conversations or written documentation, be clear about what is expected to reduce anxiety and stress among your team
3. Instead of micromanaging every process, concentrate on the end result to allow your team the freedom to showcase their skills and creativity

Things to listen for:

[01:03] The fifth immutable principle of a dynamic culture

[05:29] The hardest expectations to manage

[07:48] Reducing anxiety and stress through clarity

[08:33] Focusing on the outcome not the details

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram

“When the leader gets better, everyone else gets better too.”

When the pandemic hit, it threw Jessica Pfau, CEO of Lighthouse Behavioral Wellness Centers, for a loop like so many of us. The problem was that she didn’t know who to approach with her problems; her husband didn’t understand the context, and her employees looked to her to direct the company. That’s where a coach helped.

In this episode, she talks about why leaders need that third-party perspective that only coaches can offer. Along the way, you’ll learn how coaches help employees value their work more and remind you to focus on the things that are essential to you.

In this episode, you’ll learn

1. Coaches provide an objective perspective that leaders will find invaluable to make better decisions
2. When leaders get better, the company gets better too
3. Coaches guide you but they’re also on the sidelines cheering for you

Things to listen for:

[4:50] The value of 1:1 coaching sessions

[6:00] What makes a coach’s objectivity so important

[9:40] Dealing with tough questions as a leader

[12:16] The safe space coaches provide

[16:51] Reminding yourself of your dreams

[22:05] Measuring the ROI of coaching

Resources:

• Floyd Coaching
• The Culture Assessment
• Matthew Kelly’s Books
• Floyd Coaching’s Blog

Connect with the Guest:

• Jessica’s LinkedIn

Connect with the Host & Floyd Coaching:

• Kate Volman’s LinkedIn
• Floyd Coaching on LinkedIn
• Floyd Consulting on Facebook
• Floyd Consulting on Twitter
• Floyd Consulting on YouTube
• Floyd Consulting on Instagram