Skillset to Mindset

One of the things I love so much about the people I get to work with is they are capitalists with hearts. They truly care about the people inside their companies.  In fact, I have a rule that I do my best to live up to; I don’t make assholes more powerful. 

I was recently on a coaching call with one of my clients who’s been with me for a long time. She shared that as she was looking around her company started feeling a little bit of guilt. Over the last three to five years she’s had a lot of success. Success she deserves. She has done a lot right and worked really hard.

The guilt stemmed from a feeling that the people in her company didn’t have the same earning potential or opportunities she has. It instantly made me think of the quote ”If you give a man a fish, you feed him for a day. If you teach a man how to fish you feed him for a lifetime”.”  So I asked her, “What is the skillset you could download into their mindsets that would give them the same opportunities you have?” 

That sparked something in her.  She realized her mindset and skillset are what have ultimately provided her with the opportunities she has. Part of her focus needs to shift into developing her people at a much higher level. But this doesn’t come without a challenge.

People who have taken a long time to craft and hone a set of skills aren’t always conscious of their skill. The reason? It is habitual to them. Masters have been practicing their craft for so long their thoughts, feelings, and actions happen automatically or below their level of consciousness.

“In general, we’re least aware of what our minds do best.”
― Marvin Minsky, The Society of Mind

Lucky for us we work inside Keller Williams Realty International. The solution had already been shared with us.

I’ll never forget listening to one of the “Think like a CEO” podcast episodes with Gary Keller & Jay Papasan. Gary was talking about expanding into San Antonio. While he was in San Antonio, the company would run and operate smoothly. As soon as he left it would all go to hell.  What he lacked was a clear understanding of what was causing the company to fail in his absence. Like many top-performing people, Gary wasn’t conscious of how his skillset and mindset were contributing to the success of that office. So he did something really smart.

Gary hired someone to create a documentary on himself. This person was instructed to follow him around with the purpose of documenting everything he was doing and saying. In doing so he brought his unconscious skillset into his consciousness which allowed him to create an operations manual. The operations manual was the leverage he needed to teach his local leadership how to do what he was doing. He created a system that allowed him to document and download his skillset into the mindsets of his people.

If you’re reading this, and you’re a capitalist with a heart. If you’re somebody that wants to help people maintain or create the same level of freedom that you’ve created in your life here’s what you do. 

First, answer this question…

What is the skill set I possess that when downloaded into the mindsets of those I lead would give them the same level of opportunities I have?

Second, answer this question…

How might I create a system that will make the unconscious conscious so that i can teach it to those I lead?


How might I document my skillset so that I can download it into the heads and hearts of those I lead?

In today’s day and age, there are so many methods/tools to make this a reality. Eliciting your unconscious skillsets have never been easier. I constantly ask my clients “What are you currently doing that you need to simply hit record on?” Everything from day-to-day procedures to sales tactics to marketing can be documented in real-time by intentionally using the technology that is at your fingertips.

I would encourage you to follow through with this if you’re someone that wants to help others rise to whatever heights that they ultimately want. Get clear on that skill set and get clear on how you can educate and teach it to those around you. Thanks for reading.