David P. Diana — Unique Perspectives in Mental Health

Waiting to be Found

June 14, 2010

Pam Dyson has something to give, and people are looking for her just as they are searching for you and I. They may not be able to verbalize this fact, but once they connect to her energy or to the experience, they come into knowing. They’re thankful to be found. Such is the power of living the new marketing model.

Pam is a licensed professional counselor specializing in play therapy and parent coaching in St. Louis, MO. She works hard to offer the highest quality care and counseling for families, and there are a multitude of ways in which Pam can be of help to parents and their children. But do people know enough to care? I’m not talking about announcing you’re open for business, connecting with referral resources, or distributing brochures and business cards. Don’t confuse this with “knowing”. For a parent, struggling to balance work and family, Pam is a life preserver thrown out in choppy seas. Her service value is not fully acknowledged unless a person is genuinely introduced to the work. A parent needs to be thrown the life ring, grasp onto it, and experience the sensation before clarity comes through.

It’s not easy to see the glass as half full when faced with a struggling economy. In spite of this reality, there are whispers of opportunity and expansion in between the lines. One example: markets across all industries have fragmented, giving you and I access to communication channels and business models that had not been available some 10 years ago. At present, we have more power and influence than we had during the best of economic times. Pam Dyson knew this. She also knew that this opportunity had little to do with technology and everything to do with community. The Internet and television might be her vehicle but the substance would be found in the quality and care of her message. She knew people were looking to be found, and Pam went out to find them.

Finding the Web

“A lot of play therapists in my market shy away from technology and are not using websites. So my name pops up a lot when parents go online to look for resources.”

Pam took a different approach than most when she decided to get more involved online. Her website, for starters, is not your typical site. It’s not merely a sign post, but a sophisticated marketing and networking tool. Pam updates content often, and uses Google Analytics to see where she is getting the most internet traffic. She uses this data to see what messages/offerings are receiving the most interest, and then adjusts her message and her role based on the feedback received.

Pam liked the increase in phone calls that resulted from her web presence, and began looking for more ways to express herself online. One of the first things she did was entertain the idea of video. She knew people had a more powerful emotional connection with video, and for a little under $200, Pam bought a flip video camera to record videos she would share with people on her website. Here’s one such example.

One of the great things about video for the web is it offers “high value” to site vistors right from the beginning. Without any commitment, people begin to get a feel for who Pam is and how she might help them. Viewers come to experience what Pam has to offer. An initial relationship, however slight, is built.

[click to continue…]

{ 4 comments }

Reaching for the Top

June 7, 2010

There is no magic formula for ramping up your business and getting it to take off. Of course, people will tell you there is, and you’ll get all kinds of interesting offers to that effect.

But I’m not buying it. Not if you want that last 10%, the upper echelon of whatever it is you’re striving for.

In my line of business it isn’t too difficult to bring about change. My organization can make some of the obvious changes to improve the bottom line: work a little harder, be more visible, offer a new service line. But once you reach a certain level it becomes much more challenging to grow. It requires a different kind of dedication and passion to move from good to great.

It isn’t easy; otherwise everyone would be doing it.

If you’re in private practice and seeing 40 patients a week, how do you achieve your goal of seeing half that amount while still growing your bottom line? Why stop there? Would you also be able to achieve the goal above AND have the opportunity to focus on something you’ve always wanted to nurture? A special research project, new business idea, or a book you always wanted to write. That change requires something different.

I was reading an old blog post from the king of the top 10% himself, Seth Godin. His simple example is a beautiful illustration of how one can reach remarkable status from wherever a person resides. Why not a lemonade stand?

“The first stand is run by two kids. They use Countrytime lemonade, paper cups and a bridge table. It’s a decent lemonade stand, one in the long tradition of standard lemonade stands. It costs a dollar to buy a cup, which is a pretty good price, considering you get both the lemonade and the satisfaction of knowing you supported two kids.

The other stand is different. The lemonade is free, but there’s a big tip jar. When you pull up, the owner of the stand beams as only a proud eleven-year old girl can beam. She takes her time and reaches into a pail filled with ice and lemons. She pulls out a lemon. Slices it. Then she squeezes it with a clever little hand juicer.

The whole time that she’s squeezing, she’s also talking to you, sharing her insights (and yes, her joy) about the power of lemonade to change your day. It’s a beautiful day and she’s in no real hurry. Lemonade doesn’t hurry, she says. It gets made the right way or not at all. Then she urges you to take a bit less sugar, because it tastes better that way.

While you’re talking, a dozen people who might have become customers drive on by because it appears to take too long. You don’t mind, though, because you’re engaged, almost entranced. A few people pull over and wait in line behind you.

Finally, once she’s done, you put $5 in the jar, because your free lemonade was worth at least twice that. Well, maybe the lemonade itself was worth $3, but you’d happily pay again for the transaction. It touched you. In fact, it changed you.

Which entrepreneur do you think has a brighter future?”

A simple yet powerful story. Consider some of these great building blocks when you reach for that top 10%.

Do What Others Can’t Be Bothered Doing

Maybe it involves squeezing the lemons yourself. Or perhaps you have a depth of knowledge about lemonade no one else has. Spend time on the little things that offer a true experience worth paying for. Find the passion within whatever it is you are doing, and let that energy and presence shine through. It is something that is hard to ignore.

Know Your Customer & Stick To Your Guns

You can’t please everyone, and if you try, you’ll quickly find yourself off message, burned out, and knee deep in the land of mediocrity. Maybe this means you won’t grow as quickly, but if you stay true to your principles, goals and your audience you’ll win out in the long run. You don’t need everyone! In fact, you don’t want everyone.

Turn Your Career on Its Head and See What it Looks Like

Turn your service model upside down and see what arises. You may find yourself exposed to ideas that would have been closed to you in the past. Like free, made from scratch, lemonade. Unexpected experiences often produce remarkable results. Which lemonade stand makes the most money? The “free” stand, or the $1-per cup stand.

Sometimes, when you’re working to define a path for yourself, when you’re looking to find clarity – you’ve gotta make the lemonade yourself. And then you need to share it.

For free.

{ 4 comments }

Finding Freedom from Your Principles

May 31, 2010

“Forget your so-called principles, Diana! Are you done complaining? Can we all move on with our lives now?”

Ah…sweet adolescence. I was exposed to some form of the message above on a weekly, sometimes daily, basis. It was my reward for being both a high school senior and team captain.

“Diana! Your stubborness makes you dumber by the minute.”

“What is it, pride? Why do that? Why not let it go?”

“I don’t care what you think, Diana! Close your mouth, open your eyes, and wake up.”

I despised my coach. I burned hatred for him, and it made me small and weak. I thought the adreniline rush made me stronger, but in reality, it was a complete waste of time. Time I could have used elsewhere. Decades later, my coach’s statements offer more wisdom than I realized. They are a lesson in thinking big picture by letting go. A plea to see the forest from the trees. They are a lesson in smart business.

“The way is light and fluid for the man with no preferences.”  - Lao Tzu

Never in a million years would I have thought I’d be comparing my old ball coach with Lao Tzu. But the reality is this: Clinging steadfastly to your principles is not all it’s cracked up to be.

I can argue the other side of the coin. “We have nothing without our principles!” But I’m not talking about compromising morals or giving up on what is important. I’m talking about letting go of what has you stuck, removing resentment from the equation so you can see clearly, and opening yourself up to the bigger picture. I’m talking about freedom. Freedom to nuture your creativity and to make ideas happen.

Lost in Translation

Consider this fascinating dialogue between a Western man and the Indian sage, Sri Maharaj.

Q: “When an ordinary man dies, what happens to him?”

Maharaj: “According to his belief it happens. As life before death is but imagination, so is life after. The dream continues.”

Q: “Yet, you must believe in having lived before.”

Maharaj: “Only those who think themselves born can think themselves re-born. You are accusing me of having been born – I plead not guilty!”

Q: “I am asking a simple question: there are about four billion people in the world and they are all bound to die. What will be their condition after death – not physically, but psychologically?… Do not tell me that I am not asking the right question, or that you do not know the answer, or that in your world my question is meaningless; the moment you start talking about your world and my world as different and incompatible, you build a wall between us. Either we live in one world or your experience is of no use to us.”

Maharaj: “Of course we live in one world. Only I see it as it is, while you don’t. You see yourself in the world, while I see the world in myself. To you, you get born and die, while to me, the world appears and disappears. Our world is real, but your view of it is not. There is no wall between us, except the one built by you.”

I had a good hard laugh when I read this for the first time.

This is exactly how I would have behaved and reacted had I met with a man so very different from myself. It is also exactly how I behaved with my high school coach many years ago. I would hold onto my beliefs and pride without question. My “principles” were unwavering in spite of the fact I had no idea what I was defending. And when I did not agree with or understand my coaches answers or actions, I would get frustrated, and push my agenda further, regardless of the consequences.

There are times when you must simply let go in order to move on. You don’t have to be a martyr to prove a point, you don’t have to over-analyze the situation, nor do you need to strengthen your convictions by holding onto anger and resentment.

Sometimes you need to get on with your life. Sometimes you really do need to “forget your so-called principles”.

{ 6 comments }

The New “Not Most People” List

May 24, 2010

The old model of work isn’t …well …working.

Just ask the school counselors, or the clinical managers at your local mental health center. Ask the recent graduates as they look for employment, strike up a conversation with someone at DSS, or talk with private practitioners as they watch other industries slowly take away market share.

What were once seen as safe, traditional, and clearly defined career paths for mental health are now very risky propositions. It’s easy to box yourself in and see little in the way of opportunity. I know this because I’ve fallen victim myself.

Which is why I enjoy connecting with people who refuse to go down that path. Twice a year, I take a moment to recognize a few of these amazing folks. I admire their creativity, dedication, and uniqueness. In my mind, they represent the driving force behind our profession, and you find them in organizations large and small.

I say cheers to them all!

Deborah Blalock (The Art of Overcoming the Unthinkable)

Deborah Blalock is the executive director of the Charelston/Dorchester Mental Health Center, which employs several hundred people and services two large counties. But this is not the whole story. Not even close.

In the face of crippling budget cuts, her center now employs less than half of what they once had a few years ago. And yet, somehow, someway…the Charleston/Dorchester Mental Health Center continues to be recognized throughout the state for the quality of care provided.

Deborah and her team are innovators and change agents. Over the years, they have shown an ability to thrive in an environment that shifts almost daily. One day they receive a directive for more devastating budget cuts, and the next day they define a plan that will not only keep the doors open, but will add new services in the process.

How does she accomplish this feat? I believe part of it has to do with her relentless pursuit of new ideas and innovations, coupled with a willingness to form essential strategic partnerships both locally and at the state level. Deborah’s team approach gives her the ability to lead an entire community so everyone can effectively address the problems of mental health. Hospitals, law enforcement, schools and families look to her center to problem solve and address the needs of the community.

Deborah simply will not shy away from the problem. She believes in the power of community and has used this belief to create incredible new programs in the face of seemingly insurmountable odds.

When the budget hits the fan…I’m calling Deborah Blalock.

Ulash Dunlap (Pay my dues? What dues?)

Born in London (UK), Ulash spent several years working in the field and eventually attended graduate school in San Francisco, CA.

She is the face of the new mental health professional. A new bread of clinician existing in a place where markets have fragmented, and where the entire world is within reach when armed with a laptop and internet connection. Ulash has no intention of paying her dues and every intention of working hard to live and share her passion.

Her newest project can be found at www.understandmymind.com. The goal of Understand My Mind (UMM) is to offer simple and useful information about the behavioral sciences through podcast interviews, articles and resources. Ulash’s desire is to critically examine how societal trends affect individuals’ perceptions, thoughts and behavior.

Her podcast series is a lesson in just how powerful new technology has become. Ulash leverages this form of communication to reach out to an ever-expanding audience. She produces these newscasts with the skill and determination of a fully manned production crew.

If you were to ask Ulash what she does within the profession she might present you with a tapestry of service offerings and practice areas. Psychotherapist, teacher, trainer, consultant, writer and founder of Understand My Mind are just a few on that list.

In Ulash’s mind, the opportunities are endless.

[click to continue…]

{ 9 comments }

Boxing or Ballet

May 17, 2010

It is simply part of the human condition. We twist oursleves around a discursive thinking process where logic and reason prevail. Our minds ramble on and on trying to make sense of an idea, conflict or challenge.

Should I play it safe or be frivolous?
I want to do this, but maybe I’m not good enough.
Is the idea I have good or bad?
Should I sign up for boxing or ballet?

Last week I attended a writing workshop by best selling author and teacher, Natalie Goldberg. She made the argument that 90% of writing is listening and receiving. I thought the statement was worth sharing because it can be applied to just about anything you and I do!

Breaking Through Polarity

In an attempt to free our minds from the trap of polarity, Natalie walked us through various exercises. One of which required each person to list conflicts they struggle with on a consistent basis. She asked us to map them out in a typical “this or that” manner.

The group began taking turns sharing what they had written. And that is when I heard one woman in particular. She stood up and dead panned, “Boxing or Ballet”. It was rich in symbolism, and I found it to be a fantastic metaphor about identity formation and the struggle to break free from the boxes we are placed in.

Sometimes, in order to find an answer, or to simply find your footing, you must go beyond the obvious options. “Boxing or Ballet?” Perhaps there is a third or fourth choice somewhere along the continuum.

Breaking through the noise of labeling, judging and analyzing is of great benefit to aspiring writers. It frees a person so they are able to speak from someplace else. I’m wondering if you and I can take that same challenge? Step out of our comfort zone and find new insight.

Maybe it starts by taking a small risk.

I don’t know what exactly…breakfast for dinner? Allowing yourself a few moments each day to sit and relax? It could be any number of things.

Crack open your everday structure, break through the obvious choices, and give yourself permission to view something from an entirely different angle.

Boxing or Ballet?

Why must that even be the question?

{ 5 comments }

Ten “Not So Obvious” Steps To Marketing Success

May 10, 2010

I’m not a big “list” person (even though lists are known to be a blogging best practice). But this past week I found myself swimming in ideas. Ideas I wanted to share. So today I am purposefully breaking my “one idea – one message” rule. Here are some interesting thoughts worth pondering.

1) Be Mindful of “The Big Three”

If you do nothing else, keep these three market realities at the forefront of your mind. They will have a positive or negative impact on your business and career depending on how well you understand and utilize them.

- Market Fragmentation is your window of opportunity. Gatekeepers are disappearing all over the place, leaving you with possibilities not available ten years ago. Don’t miss the boat!

- The “old model” of work is dying out. State agencies and large behavioral health care systems are a great example of this shift. What was once a safe and comfortable path is now a very risky proposition.

- Traditional forms of advertising do not have the reach and influence they have had in the past. Markets are about conversations and connecting, they are not about self-serving advertisements. You will need to make a real connection to break through the “information clutter”.

2) Approach Everything as a Creative Opportunity

For me personally, it starts with finding that place where there is no separation between “life” and “work”. Find this and you will begin to see opportunity where it may never have existed before. It’s how I uncover marketing lessons for my company when my 6-year old son tells me about a 30-year old Pop Rocks myth (a candy he has never even seen), or when I learn about mobile Korean Taco’s in Los Angeles, or when I discover how a man named Dick Fosbury revolutionized the high jump.

When you find something you are passionate about, focus relentlessly on it. Spend time learning and growing within that space.

3) Understand that “Real Artists Ship”

I first heard this from Seth Godin’s book, Linchpin. It was a statement made by the founder of Apple, Steve Jobs, to one of his engineers. The engineer was holding up production of a new product because he wasn’t 100% happy with a particular piece of computer code. The take away – don’t become paralyzed trying to achieve perfection.

And don’t search for that one otherworldly idea, that one concept you feel is the epitome of creativity. What use is the idea if it lies well beyond the realm of possibility? Search the edges, that fine line between what is and what could be. Then dive in, produce something and share it with others. Avoid the temptation for “perfect”. Get yourself into action mode, put yourself out there, and be a part of that creative energy. It will serve you well, and will bring you to a place where things expected and unexpected can happen.

4) Let Go

Sometimes, opportunity arises when you choose to let go. It may be a belief or idea you have been holding onto for years, something you protect with all your might. What would happen if you set it free?

You don’t have to take that lowly job so you can “pay your dues”. You don’t need to work harder at what you are doing. You don’t have to hold onto your belief that writing a novel is frivolous and unrealistic.

If something isn’t working, and you want to define things on your own terms, try giving it up and see what happens.

[click to continue…]

{ 6 comments }

← Previous Entries

Next Entries →