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January 2019



We’ve all heard the phrase ‘practice what you preach’. It’s an essential concept. We need to embody the principles that we expect others to uphold. The problem is that, being human, we are susceptible to hypocrisy. I found this myself, at cost. I spent years using the Motivational Maps tool, getting people to realise what their true drivers were, their energy source, their motivation, and helping them to align their lives with these inner drives for greater wellbeing and performance. I then disregarded what my motivational profile was telling me. That I needed to be doing more creative pursuits. I had gotten so locked into delivering: going on the road, turning up at meetings, giving talks, training one to one and training teams, that I had somewhere lost sight of my true primary driver, which was to create content (not deliver it). I am fairly sure this is part of what resulted in my crash and subsequent cancer, though there were perhaps other factors at play there as well.

However, surviving the cancer, emerging from the belly of that whale, I had a new outlook and perspective on life, and also a new outlook on how to transform my business so that I could do more creation, what was truly at my core. The fruit of this labour are my three (soon to be four) books on motivation: Mapping Motivation, Mapping Motivation for Coaching (with Bevis Moynan) and Mapping Motivation for Engagement (with Steve Jones). These three texts explore the greatest challenge that most organisations face: that of motivating their staff and creating a strong, cooperative team environment. At the heart of these books is my product, the Motivational Map, which is self-perception diagnostic tool that makes visible what is invisible: our inner drives, desires, and feelings. It should be noted, however, that this is not a book just for managers, CEOs, or management consultants; this is a book that promotes overturning the traditional command and control hierarchy of business and replacing it with a modern bottom-up approach, where people are empowered. I hope it is of benefit to anyone who wants to learn more about what drives us and how we can boost motivational levels for ourselves and others.

Motivation is not secret, it is not Hermetic lore to be sealed away by a cadre of elite. Motivation is for all. As a result, I want to share some of the information and secrets contained in these books with you here to help you think about how you can improve your life. I’ll be writing nine blogs in total, covering topics from all three books. Are you read to come with me on this motivation journey? I hope so!


Independent of whether we have high IQs or low ones, whether we are tall or short, or whether even we are rich or poor, perhaps the biggest single determinant of the quality of our lives is how motivated we are at any given moment, and over prolonged periods of time.” - Mapping Motivation


The word ‘motivation’ and ‘motivational’ is bandied around a lot nowadays, but it is never very well defined. We talk about motivational athletes, or even billionaires who tell their motivational sob-story about growing up with ‘only a dream’. None of this is very useful or something that the every day person can really harness in any meaningful way. Organisations spend thousands, sometimes tens of thousands or even hundreds, on booking motivational speakers who rev up their sales force for a day, only to see their performance drop back to normal within 48 hours. Where are they going wrong?

I like to define motivation as energy. It is what feeds us. When we do things we are motivated by, it increases our excitement, our focus, our energy, our commitment, and also our enjoyment. Identifying what we are motivated by, however, is not easy. I know many people, who are very insightful, who have spent a lifetime trying to figure out their own motivations and really revealing they are completely blind to them. We all are, to an extent. Our self is always the blind spot. We cannot ‘see’ ourselves, except when we look in a mirror. So, the mirror is a tool to reveal what we cannot see. The Motivational Maps, similarly, allow us to look at ourselves more clearly.

There are nine motivators. These are synthesised from Maslow’s Hierarchy of Needs, Edgar Schein’s Career Anchors and the Enneagram. They are: the Defender, the need for security, the Friend, the need for belonging, the Star, the need for recognition, the Builder, the need for material gain, the Expert, the need for knowledge and skills, the Director, the need for control, the Spirit, the need for autonomy and independence, the Creator, the need to either bring new things into the world or improve existing things, and the Searcher, the desire to make a difference to others, or, in fact, to the world. No motivator is ‘better’ or ‘worse’ than another. All of them are valid. In fact, we all have all nine motivators within us, but generally two or three of them are dominant.

How is this helpful? Well, it reveals, very simply, what drives us. For example. I am a Creator, that is my number one ranked motivator, and therefore I need to make sure that I have time in my day for creative things: writing motivational books, writing blogs, listening to music, composing poetry. When I do these things, I get a massive energy and happiness boost. It is why I get out of bed in the morning, it completes my life. However, you might be motivated by something completely different. It seems obvious when you look at it like this, but it is amazing how many people take this cookie-cutter ‘one size fits all’ approach to people and wonder why it doesn’t work.

Let’s look at an example. What if a CEO wanted to reward their employees for a good year? What if they decided to give them all a pay-rise? That seems pretty sensible, right? Everybody wins. Except, actually, only 1 in 9 of your employees is likely to be a Builder and therefore motivated by material gain (perhaps more if they worked in an Accountancy firm or Banking – different professions attract different motivators). I’ve seen numerous examples of companies who give all their employees a pay-rise and it actually de-motivates them! It creates all kinds of problems when you look beneath the surface: ‘He got a bigger pay-rise than me, that’s not fair’ or ‘He got the same rise as me yet I’ve worked five times harder than he has’. Can you see how money does not, in fact, solve the problem of motivation at all, except when you are perhaps dealing with a Builder motivator.

Now, what if that CEO approached their reward strategy differently? What if it was custom to each person? The problem with that is working out what people want. The idea of Motivational Maps is to make it very easy to do this.


EXERCISE: Your exercise for this week is to make a note of the top three motivators from the list I have provided that you think could be applicable to you. Try and rank them from 1 through to 3. What does this reveal to you? Does it cause you reflect on previous roles and why they were or were not suitable for you? What does it say about your current role? We’ll look at this in more depth next week.


If you want to read more about Motivational Maps and unlocking the secrets of engagement, then you can find Mapping Motivation at the Routledge website.

10 Commandments of Impractical Entrepreneurship - Revisited!


A couple of years ago, following a lunch with my friend Brian Jenner, I posted an article outlining the ‘10 Commandments of Impractical Entrepreneurship’! This was based on an outline of a talk he was preparing, and he kindly allowed me to share his brilliant ideas. Recently looking back over these commandments (one always needs to refresh oneself sometimes) I realised that many of them have acquired new meaning in our current business, economic, and, indeed, cultural climate. So, I wanted to share these commandments again with some new thoughts.


The first commandment of impractical entrepreneurship is thou shall not be afraid. Brian reminded me at the time that God's most common exhortation in the Bible is: ‘Fear not’ or ‘Don't be afraid’. God says this some 80 times and more than any other piece of advice. Frank Herbert, author of the incredible Dune series, once wrote: ‘Fear is the mind killer’. And indeed, he was right. Fear shuts us down. It reduces our ability to think laterally, placing us in a state of fight or flight (on fact, there is also a third response, which is ‘freeze’). Of course, none of these responses are particularly helpful for dealing with modern day issues. I’ve been thinking a lot about fear recently, perhaps because right now you can practically smell it in the air. With the presidency of Donald Trump and the prospect of Brexit, many people feel less and less certain about their futures. Whilst I deeply sympathise with this, it is also frustrating to see people lose their heads. One would think we were entering another world war, or that the bombs were already falling, with the way people talk. A few days doing relief work in Syria or Africa might help people get a sense of perspective. The world is changing for us, not necessarily ending just yet (though all empires fall one day). It is also frustrating to see the media, rather than allaying fears, to be relishing in the fear-mongering. It is, truly, Orwellian to watch the spread of misinformation, speculation and outright lies. One might almost think they want us to be in a state of blind panic. But, I digress. If you want to weather the storms, if you want to succeed as an entrepreneur in these uncertain times, you need to shed your fear. You must look at the chaos of our era as opportunity rather than be afraid of what might or might not happen. After all, we have to overcome fear if we're going to be able to achieve anything in life.


Commandment number two is: Thou doesn't need to have a job! We are, certainly the UK, conditioned into the idea of thinking that education is all about finally getting a job that will solve all our problems and make us happy. This is really just a fixed idea which is not helpful, and furthermore many people don't even enjoy their jobs, so seeing the ‘job’ as our inevitable future may be irrelevant. Jobs and the job’s mentality can often lead to endless and unsatisfying activity; whereas creating your own business can more easily lead to purposeful goals and real service. In our current climate, this is truer than ever. People spend so much time bewailing the lack of opportunity, the lack of good jobs, and yet how is it, then, that many groups of teenagers can be making, if not millions, a more than satisfactory living wage off of YouTube videos? Talking about what they love, playing video-games, reviewing exciting new films. This is not even the golden era of YouTube content creation! Yes, there are problems with that lifestyle too (burnout, isolation, to name just two) but there are pitfalls in any profession. Coaches and mentors burn out! I did myself. What I am trying to say is, as one door closes (stable jobs-for-life in the public sector, for example), another door of potential opens for those willing to make the leap of faith. In a few years’ time, YouTube may not exist. This doesn’t mean it is the end. We must adapt and change to our new environment.


The third commandment is Thou shalt try things out. You cannot discover profound and useful things unless you do things other people don't do; you need to experiment and need to innovate, and unless we do we won't get anywhere. It was Drucker who said that only two things made money for a business: marketing and innovation. So trying things out is really important. There might be an activity you do which suddenly sparks a new idea, or else puts you in a great mind-set for working. Not everything has to be work related, but at the same time, the things you do in your free time might well feed into your work and feed that passion. I myself love classical music. I can’t play, but I love to listen and have an eclectic collection. This is nothing to do with my work. Or is it? I regularly listen to this music when I am writing, or creating new content for the business. It stimulates and relaxes me in a way rock or pop music rarely does. What kind of music might relax you when you work? Try it out!


Fourth, Thou shalt accept failure. Accepting failure in the right way is the potential catalyst for learning. The famous Edison story tells how he perfected 10,000 ways how not to make a light bulb before he went on to establish how he could do it. Sometimes it is very difficult to distinguish between success and failure. As Rosabeth Moss Kanter observed, 'Everything looks like failure in the middle. In nearly every change project doubt is cast on the original vision because problems are mounting and the end is nowhere in sight'. It's only with hindsight we realise the problem is a necessary part of the solution; so it's important not to get demoralised by what appears to be failure at some point during the process.


Then most interestingly, Brian shared the Fifth commandment: Thou shalt not give anything away for free. In our current era of relentless charity, and the way we are more connected than ever to people in need via online services, this might sound cruel. The fact is, you cannot help others if you cannot first help yourself. Abraham Lincoln once said: ‘The best way to help the poor is not to become one of them’. The majority of entrepreneurs providing a service are certainly under-charging. The majority of writers, artists and creators in the UK and US are paid less than a living wage (the 2018 ALCs study revealed the median income of a professional author is now at under £10,500 a year). We must get creative on how we can offer assistant to people at fair prices, but still run a viable business. Do we have multiple revenue streams from different projects? One project which is more altruistic and one more profitable in the traditional sense? If we really think about helping people as our top priority (whether we’re providing business or financial advice, counselling services, writing coaching or something else entirely) then we can create new ways to add value to people’s lives, and adding value is a sure way to increase your own value.



Thou shalt account for every penny, commandment number six. This shows a healthy respect for money and actually values its value. We can be driven by ideals, or large humanitarian goals, but still value money and not be wasteful of it!


Commandment number 7 is Thou shalt move with the times. This is more important than ever before! My good friend Ross Thornley is writing a book about just how rapidly our modern era is changing. How many organisations do you know that use old ideas, old methodologies, old technology, and wonder why they are becoming less and less competitive? If an organisation or business isn’t growing, then it’s dying.


Thou shalt not sacrifice thyself. This is the timely commandment number 8. We see it all the time, don’t we? The entrepreneur that mistakes stubborn stupidity for savvy persistence. Some ideas need to be abandoned as soon as it is clear that they are not going to work. But we get attached to ideas and won’t let them go; we sacrifice ourselves, re-mortgage the house and even our relationships, on the altar of some flawed idol that is never going to deliver. The counter to this is good information and accurate intelligence.


At number 9 we have: Thou shalt learn some psychology. Brian Jenner recommends Robert Cialdini’s famous book, Influence, and so do I. Getting to Yes is also another classic in the same mould. And if I may be immodest, try my Mapping Motivation, published by Routledge. But without understanding people, we may not be quite dead in the water, but the swim is going to be one hell of a harrowing experience; but if we understand people and can get them alongside us, then we really will gain leverage and buoyancy.


Finally, Brian recommends as his tenth commandment: Thou shalt walk away. This of course is one of the key negotiation principles of Getting to Yes. But you will experience indifference, opposition, and competition to your ideas and sometimes the best option is to walk away rather than confront these negative situations. As they say in martial arts: ‘What you resist persists’. Letting go can be much more effective and harmonious.


So ten brilliant commandments, all with plenty of meat round them. But as I said to Brian as we sat there, he with his coffee and me with my mint and ginger, ‘There’s one missing commandment, Brian’. So here is my extra bonus.


Commandment number 11: Thou shalt have a story – for the story will excite and energise, the story will create friends and allies, and the story will expand all our horizons and possibilities. The story will let us all understand what is going on and why! In times of turbulence, fear, uncertainty, stories become more important than ever. In fact, they become fuel which people burn through the long winter. We need stories, to feed our imaginations, to stimulate our creativity, to remind us what heroism looks like. Why do you think shows such as Game of Thrones have become so popular? It is because the brutal and treacherous world of Westeros gives shape to our fears and shows us how real heroes, like Jon Snow (played by the stoic Kit Harrington), deal with them. So, stay strong as we head towards the future, and remember, do not be afraid!

Transforming The Self


As a motivational mentor I encounter people with many issues and these always divide along the lines of the three core life elements: achievement, relationship, or self growth. Paradoxically, sometimes the more the serious the issues, the easier they are to support and help. People who believe they are doing all the right things sometimes cannot change, and therefore cannot transform their Self.

In this way, it’s easy to become stuck in life, sensing vaguely that something is ‘wrong’ or requires improvement but not sure where to start. How many people who are diagnosed with cancer have the thought: “But I eat healthily, exercise, I do all the right things!” I myself thought along those lines when I received my own diagnosis, although examining my life after the event, I saw quite clearly some areas where I could have improved my way of life and perhaps if not prevented it, but reduced its seriousness.

There is a wonderful story in the Sayings of the Desert Fathers about Abbot Lot: “Abbot Lot came to Abbot Joseph and said, ‘Father, to the limit of my ability, I keep my little rule, my little fast, my prayer, meditation and contemplative silence; to the limit of my ability, I cleanse my heart of thoughts; what more should I do?’” This question – what more should I do? – is relevant to us all in our odyssey through life. And I am sure you can see how difficult it is to answer, given the fact that Abbot Lot is already doing so much. Indeed, Abbot Lot specifically refers twice the ‘limit of his ability’ – he is doing, in our language, the max!

As mentors and coaches, then, it is easy to see how to help or direct somebody who is all at sea, who is not doing any of the basics in the three core life elements. But how do we help the person who is dissatisfied by their progress when they are sincerely doing the best that they can already?

Let me invite you now to reflect on what would your answer be to either Abbot Lot or to one such client that you have experienced or might experience in future. What would you say?

What Abbot Joseph said is revealing: “The elder man rose up in reply, and stretched out his hands to heaven, and his fingers became like ten lamps of fire. He said, ‘Why not be utterly changed into fire?’”

Whilst on the surface, entirely cryptic, this answer is instructive and brilliant on many levels. First, he “rose” – the physical body changed in order to make his response. Second, the digits of his hand ‘became like ten lamps of fire’. As a theological point, what may the ten represent? It is likely the Ten Commandments – the law – the very thing that Abbot Lot is consumed by following – all the right procedures, and protocols, and ‘rules’ that supposedly lead to heaven. Third, the all-consuming question – not an answer – a suggestion almost: become fire!

This is a staggering suggestion: that at root we need to burn up the old life and become something completely new, and wholly free, and incandescently bright. It suggests to me a state of ‘being’ rather than ‘doing’. Abbot Lot is concerned entirely with this question ‘What more can I do?’. Abbot Joseph’s reply is that he should change into fire. In other words, become something else. This represents transitioning from a state of practising religion or faith, to embodying its meaning. The same can be true of our coaching clients. There comes a point where simply ‘doing’ the procedures, the routines, that lead to a better life or business practice will be unsatisfactory because there is a higher level of ‘being’ to attain. Exactly how we reach that transformation is, of course, another question, and a complex one. But it must surely begin for all of us, if we consider the real meaning of the story, with the vision and the intention to be that flame.


Best Ever Year, 2019


I hope that everyone has had celebratory New Year’s Eves full of life and laughter! I hope, too, that the morning, whilst possibly bringing a hangover, has also brought the promise of an exciting year ahead. Whilst Time is certainly an artificial device, something we use to measure out life, we derive our measurement of Time from the natural cycles in the world. The rotation of the Earth about the sun. The procession of the Equinoxes. The wax and wane of the Moon. So, it is important, regardless of our views, to mark time, transition, to acknowledge the moment where one thing becomes another: spring becoming summer, one day becoming the next, one year becoming the another. Whilst some people might say that nothing has changed with the advent of a new year, I disagree. Everything may have changed, even if it is only our perspective. This reminds me of a story I may have told before, but it’s an important one, so I want to re-iterate it. I think, if anything, it is more pertinent now than when I first told it.

There is so much to learn from children, if only we could listen. Of course, one needs to be clear: there is a world of difference between being child-like and childish. We need to avoid the latter and embrace the former. One way I have come to appreciate this is through my own son when he was young. I vividly remember when he was about six years old and I was encouraging him to do the homework his Primary school had set him to do (yes, unbelievable, I know – what are these people on?) and he turned to me, disarmingly, and said: “Daddy, children were meant to play.” As soon as he said it – like a blow to my heart – I knew he was right. What was I thinking? That at six years old he should spend all day at school and then come home in the evening and start toiling over a load of nonsense that had no bearing on his life whatsoever?

“Carry on playing, Joe,” I said, and quietly crept away, ashamed I had disturbed him. And before then and after then, my son had a knack of identifying the real issue without thinking about it, and without being a smarty-pants. But one of his best perceptions only emerged gradually. My wife and I noticed a pattern when we asked him a familiar family question. For example, he had been to visit a friend, or he just had been to his martial arts club, or had a special meal, or we’d come back from going to the cinema with him or even watched a DVD at home. This typical question always went along the lines of: “How was it Joe?” – how was the visit to your friend, or the martial arts club, or the meal, or the film? And we kept getting this unselfconscious response: “Best ever.” Indeed, this response became a bit of a family joke and persisted into the present time: “How was your date with your girlfriend?”

“Best ever, dad.”

And I realised this was fundamentally important. So many people look back to the best ever time of their life, and then spend all their time regretting how this could not continue. The truth is, of course, no matter how old we are, we are now at the best ever moment of our life, and the next moment is going to be even better. This is a vital expectation for our lives, for without it we are going to subscribe to the zeitgeist philosophy that being old is bad, decrepitude is inevitable, and that only being young is worthwhile. On the contrary, being old has massive advantages and things are even better – ‘best ever’ – now than they were before. Expectations are, of course, our beliefs about future outcomes, and so a belief that is so positive, so pregnant with energy, so vital, is going to have a massive effect in exactly the way that self-fulfilling prophecies do. In other words, it is highly likely to become our reality, if we believe it and not just ‘think’ it.

Certainly, for me, I realise that I am at the very best time of my life now. Eight years ago I nearly died of cancer, but that was best ever too: best ever illness that enabled me to move on from where I was utterly stuck. Every year since has got ‘best ever’ written all over it too. So as we all face 2019 what are we thinking, or rather believing? Is this going to be your ‘best ever’ year? Or are you already resigned to mediocrity, more of the same, or worse: a gradual deterioration in everything – health, wealth, relationships and the self? Do yourself a favour, then: take advice from my son, and from children and from the child-like everywhere, and whenever asked ‘how’s it going?’, reply: ‘best ever, thanks’.