Multiplying Profit

Written by a human, for humans, always.

I was in a coaching session with a client recently...

And casually, they dropped that they had multiplied their profit by 5x from the year before.

They stated it as if it were the most natural thing in the world...

Then we continued our session, focusing on other topics.

Here's the thing...

I know many people who are constantly worried about their profit...

And they would be thrilled with a 10% increase in profit in a year...

Ecstatic about a 20% increase...

But would believe that 500% (aka 5x for those who hate math) would be impossible to imagine...

And my client glossed over it during our session like it was just another breath taken in the life of their business.

This client also would not have reacted that way when I started working with them a few years ago.

They would have been thrilled with a 5% increase when we first began work together.

One thing that I can tell you for certain...

Is that this type of result does not come from mindset work alone.

Many people imagine what it would be like to increase their profit like that...

They try to manifest it...

Talk to themselves in the mirror, believing that if they just say it enough...

It'll magically happen.

But in most cases...

It completely fails to happen...

Because the brain is great at detecting nonsense.

I can also tell you that the solution is not just better tools and resources.

This client is mostly using the same types of tools that they were using when we began working together.

So...

What is it that has allowed them to create such a change in their business...

While also acting as if it were nothing big?

Understanding human psychophysiology within business ecosystem design.

Let me explain...

We have to look at two different levels...

The client's individual psychophysiology...

And the business ecosystem that they are designing and cultivating.

Both have been incredibly important to creating their results.

Let's start at the psychophysiological level.

Most people in today's world have an extremely diminished psychophysiology.

Over 80% of the workforce is operating at some level of burnout...

With the trends expected to continue to get worse.

That was also where this client began.

Constant stress...

Worries about being able to pay bills...

Wondering whether they would even continue having a business.

They had been struggling after the hardships many businesses faced in 2020...

And they wanted to recover from it...

But had struggled to even get back to where they had been.

This is what you need to understand about burnout, according to research...

In burnout, you are operating at 5% or less of your productivity potential...

And it is absolutely possible and common to go into negative productivity...

Where you are working hard...

But things continue to get worse.

You also have to understand...

That if you are in light levels of burnout...

It is going to take a minimum of 3 weeks of dedicated recovery to overcome it...

And in cases of deep and long-term burnout...

It can take over a year to recover.

Plus...

Passive recovery is not enough to eliminate burnout...

And in most cases, it can actually make burnout worse.

(This is due to behavioral enrichment problems, where not doing enough creates worse psychophysiological results. Similar to what you see with zoo animals experiencing psychological decay and dying more quickly when in zoo environments, forcing keepers to find creative ways to keep animals engaged and not bored.)

That is where we began our work on the individual psychophysiological front.

Figuring out how to recover from burnout...

Discovering the stress chains that existed in their life so we could eliminate them...

Figuring out what in their life needed to change so that they could have the "capacity" to escape from burnout.

But you cannot end there...

Burnout is just a limiter...

And removing it does not magically create peak performance.

Burnout caps your productivity potential at 5% or less...

And escaping burnout can raise your productivity potential to around 20%.

That, right there, however, is a 4x increase in productivity...

Which is significant...

But there's so much more that can be accomplished when you work further on psychophysiology alone.

I have worked with this client on...

Identity psychology...

Functional breathing...

Optimization of physiological structure...

Aspects of neurogastroenterology...

Reducing and removing memory capsules stored in the nervous system...

Flow psychology...

And more.

Now, you may be asking what some of these have to do with business...

And I would tell you that to believe these are not business problems reveals how shallow your understanding of business truly is.

All of these, and more, play psychophysiological roles...

Usually unconsciously...

That impacts and prevents us from utilizing our higher cognitive functioning toward business ends.

You might discover that your brain fog has to do with dysfunction in the blood-brain barrier of the gut.

A subconscious reactive shadow identity may be what is preventing you from taking the next required step to improve your business.

An unknown memory capsule may be triggering your nervous system to react to a business stimulus in a dysfunctional way...

And it may have been ongoing for so long that it has created a dysfunctional breathing habit that is reinforcing the nervous system to trigger more quickly.

All of these can, and frequently do, become business barriers...

And that is only at the individual level, without looking at group psychophysiological dynamics and how they play out in reality.

Here's the thing...

If you begin to work on these...

And begin to design your psychophysiology to engage in consistent flow states...

You begin to gain the ability to unlock 100% of your individual productivity potential...

Another 5x increase from the average without burnout.

This alone could unlock significant increases in what you are able to accomplish...

Without actually changing anything from a traditional business perspective.

But we can go even further when we bring in our second level...

The business ecosystem design.

Most people see businesses like a machine...

If you just add the right cogs...

Put in the right systems...

Get the right business tools...

Put up a sign that is a testament to what the culture is supposed to be...

You'll have business success.

The reality is that these initiatives frequently fail...

Because businesses are not machines.

They are inherently ecosystems.

If you look at any ecosystem on the planet...

You begin to discover that just placing something from one ecosystem into another doesn't magically make things better...

Typically, it makes things worse.

If you put a desert cactus in a rainforest ecosystem...

It dies.

If you put a predator in an ecosystem that does not typically have that type of predator...

You get an invasive species issue that can fracture and destroy that ecosystem.

Businesses work very similarly.

Most people simply believe that if you just "copy and paste" something successful from one place to another...

It will magically create success.

Let's look at one in particular...

The Google ping-pong table phenomenon.

At one point, Google was ranked as the #1 place to work...

And magazines, blogs, and "experts" frequently discussed the "fun" environment created by the company...

With things like "ping-pong tables" that were always accessible to employees.

These things were credited as the reason for Google's business success.

So...

Many people attempted to copy the tactics...

Adding ping-pong tables into their offices and trying to make things fun so that they, too, could have Google's success!

The results?

Mostly bad.

Some saw a net neutral response.

No one reported any significant increases in success.

To understand why it was beneficial for Google and failed for so many others...

You have to look at Google's ecosystem.

The majority of their workforce...

Were techies.

If you understand techie culture...

You have a lot of really intelligent people who have a tendency to sit in front of their computers for hours on end, losing track of everything.

Remember earlier when I discussed human enrichment problems?

These employees were having physiological challenges from sitting in front of a screen for too long.

Remember when I talked about flow states?

These employees were focusing on the computer screen for too long, far outlasting the flow state's biological length of 50 to 90 minutes...

Causing these employees to go into psychological distress.

There is also the issue of hyper-focus where, when you focus on a problem for too long, you lose sight of what the problem actually is...

Which tends to cause further frustration in trying to solve the problem...

And a higher likelihood of falling into mistakes.

What these specific employees needed...

Was something that would get them out of their desks...

Which would engage their neglected bodies...

Was challenging enough that they would want to do the activity...

But easy enough that they would not give up and just go back to their computers.

The solution...

Ping-pong.

A game that requires more technical technique than physical brawn...

Is easy to learn and quick to pick up...

Can accommodate people of varying levels very quickly...

Is fun for many people to play or watch, even when they are not particularly good at it...

Combatting the stressful environment...

Is a great way to get the brain to stop focusing on a task in the conscious mind, allowing it to go into the subconscious...

Where brain processing and connections occur significantly faster...

Leading to problems being solved more quickly...

Faster innovations...

And it was not a deep distraction because techies have a tendency to love being in front of their computers.

A great solution within the ecosystem of Google.

But...

Put a ping-pong table in front of a hyper-competitive sales team...

Filled with former jocks who still regularly go to the gym...

Then you suddenly have a distraction that decreases productivity.

Wrong invasive animal in the wrong ecosystem.

Put a ping-pong table in an organization that is constantly behind schedule...

People always working late to meet deadlines...

Then you suddenly have an expense that never gets utilized and is taking up room that could be used in other ways.

Wrong plant that dies in the wrong ecosystem.

The solutions to the problems you have must look at the psychophysiological realities of the workplace they are being applied to...

And must fit with what is needed within that ecosystem.

Often...

This means you cannot just plug-and-play what others have done...

Because the ecosystems are completely different.

So, I worked with my client to understand their business ecosystem.

What skills and abilities did they and their team have?

What is needed by their clients and employees?

How can we design systems that highlight the strengths of the organization?

What systems are actively hindering resources that could be utilized elsewhere?

When you do this correctly, you can begin to build business leverage...

Where less effort creates greater results...

Because the ecosystem is thriving.

When you combine both of these aspects...

Suddenly, a 10% profit increase seems like a joke...

Especially when individuals are capable of significant productivity increases...

Gain access to higher levels of problem-solving and innovation...

And it is all occurring in an ecosystem that is designed to match what is needed for everyone within that ecosystem to flourish.

This is why my client acted like their 5x increase in profit was just another day.

Because when you understand human psychophysiology within business ecosystem design...

You discover that these results should not really be that extreme.

I'm not saying that everyone who does this will experience a 5x increase in profit.

There are many other factors at play in businesses...

Such as category size potential and the current size of the organization.

What I am saying, though, is that vastly more becomes possible...

Including multiplying profit...

When you unlock human psychophysiology within businesses and design ecosystems for those humans to flourish.

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