Intro: Broadcasting live from the Business RadioX Studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Lee Kantor: Lee Kantor here another episode of High Velocity Radio and this is gonna be a good one. But before we get started, it’s important to recognize our sponsor, Business RadioX. If you’re a business coach who’s tired of being a best kept secret, set up a call with Stone Payton at bookstonephone.com to unlock your perpetual prospect pipeline. Today on the show, we have consultant and coach with Beneath the Surface Consulting, Erica Coffey. Welcome.

Erica Coffey: Hi, Lee. Thank you so much. I’m excited to be here.

Lee Kantor: Well, I am excited to learn what you’re up to. Tell us about your practice. How are you serving folks?

Erica Coffey: Oh, so serve folks in two different ways. One, I’m a HR consultant and two, I am a certified or ICF certified coach and basically just helping people to to get unstuck in the various ways that we can get stuck.

Lee Kantor: So where do you spend most of your time nowadays working with organizations or individuals?

Erica Coffey: Right now, mostly with individuals and coaching.

Lee Kantor: And what is kind of the challenge they’re having right before they hire you?

Erica Coffey: A lot of people, the most people I’ve talked to is like, they know that there’s something more that they want and, but they just can’t figure out how to get it and how to get out of their own way to, to allow it to come in.

Lee Kantor: And then how is that kind of showing up for those individuals? What are they? Is there certain things happening in their life that they notice something’s amiss or they feel out of whack?

Erica Coffey: Yeah, for a lot of people, it’s they know something’s off or they’ve been waiting for a move to happen and it’s not happening. And just like, even sometimes, just like the same scenario playing over and over for them because they can’t figure out how to get out of that loop.

Lee Kantor: So the things in their life are kind of like you said, in a loop, and they just finally notice it because, you know, I’m sure it’s been there for a minute.

Erica Coffey: Yeah. And then it’s always a question like, I’ll put out there. Hey, um, you know, this is something I offer in coaching. If this sounds familiar to you, let me know. And there’s always people are like, oh yeah, this is definitely me. Because people, once you ask the question, people start to recognize, oh, that’s what’s been happening.

Lee Kantor: And isn’t it amazing how people will go years and sometimes decades without making a move and just kind of repeating the same things over and over again?

Erica Coffey: Oh my gosh. Yes. I mean, I’m guilty of it too. So like, I think it’s how humans operate in general.

Lee Kantor: So what’s your backstory? How’d you get involved in this line of work?

Erica Coffey: Oh, my backstory is really probably unique. Um, I’m originally a Spanish teacher turned school administrator Turned HR director. Um, but the common thread through all of that has been like culture and people I really care about people and I really care about the culture of organizations. Um, and coaching allows me to do both in a different way, in a way that helps people and organizations, you know, to see what they already know. They just haven’t brought it to the surface.

Lee Kantor: Now, uh, I’m also very interested in culture. How do you kind of like what’s a good culture? What’s a good healthy culture for an organization for you? How would you describe it? Like, what are some of the, the, the qualities.

Erica Coffey: When people are accepted for who they are and when they’re allowed to operate in their strengths? Um, you know, a good culture, people will speak up when they feel like something’s not right and they’re not afraid to do that. A good culture is you feel like you have that work life balance at the end of the day, or when you close your laptop or walk away from the office. Um, and a good culture lets you grow. It gives you that space to grow.

Lee Kantor: Now in organizations that have a healthy culture, um, what are some of the things that leadership is doing to help create that? Because culture to me is one of those things where if you don’t put any work on it, it’s still going to happen. There’s going to be a culture, whether you’re being proactive, uh, in, in kind of shaping it or not. So you might as well be proactive and make it into something you’re proud of. Um, so what are some of the ways a leader can kind of help create that culture, uh, that you described?

Erica Coffey: Yeah. I think like you said, exactly, you have to be intentional about it. Like you said, culture is going to happen one way or another. And so some of the attention behind this is honestly disconnecting. Um, when you start that meeting or that one on one, have you actually asked people how their day is? Do you listen when they tell you how their day is? Are you spending just a few minutes to connect with people on that human level before, you know, diving right into business? Um, are we respecting people for humans and what they can offer? Um, are we listening? Do we give them the opportunities to listen? And when we listen and when we get that feedback, do we do anything with it? Um, because if you’re having conversations or people are telling you what they need and what they hope to see and it feels like it, you know, it’s just falling flat or nothing’s ever done with it. They’ll stop talking. And then you’ve, you’ve built this culture that you didn’t intend to build one where people like, well, there’s no point in saying anything. So I’m just going to sit back and watch.

Lee Kantor: So how do you kind of work with your clients that maybe are not the individuals that are not in a healthy culture, uh, organization? Is there anything they can do from inside to help turn things around? Or is this something that they just have to accept and maybe start looking for another job? What’s the best kind of strategy to manage something like that.

Erica Coffey: It could be all of the above. So when I work with, um, yeah, I call them people leaders. It’s the concept of yourself and then your team and then your organization. And so all has to start with that person individually. And it’s, you know, coaching is a lot of asking questions, observing, really trying to figure out what’s going on. And then how does that impact your team? And then in turn, how does that impact the organization? Sometimes what I, what I’ve seen in the manager is it actually wasn’t the team, the organization, they’ve been holding themselves back. They haven’t taken that next step as a leader to grow. They’ve been, you know, afraid or nervous for whatever reason to ask the question to make a change. And so I don’t think I mean, I would never tell anyone to leave a job. You know, coaching isn’t giving advice. It’s listening and the person coming to their own, their own conclusions, but based after observations and, you know, really, really good conversation.

Lee Kantor: Now when you’re working with an organization, what is usually the thing that precipitates them contacting you?

Erica Coffey: Well, usually if I’m brought in, it’s because things have gone wrong. Right. An incident has happened. People aren’t happy. And so it’s definitely being a little bit more reactive than proactive. Um, when people are like, all right, we need someone from the outside to come in. And that’s usually when I brought in, when it’s working with the organization, when things have gone wrong a little too long.

Lee Kantor: Now, is there a niche or an industry that you primarily work in? You mentioned your background a little bit. Is that the area you do most of your work?

Erica Coffey: I’ve done work with a lot of schools, nonprofits, and I’ve also done some work with international organizations as well.

Lee Kantor: And then from an individual standpoint, um, what type of person is the best client for you in that regard?

Erica Coffey: Oh my God individual. So I truly believe like we’re leaders, no matter where we are, whether it’s being a leader at home, at work, um, just, just in your life. So my person is really anyone who’s just like, they know that they’re stuck. Um, they just need like that kick or that realization to get them out of a rut that they’re in. And so I wouldn’t say I would be, you know, veterinarians, you should call me or educators, you should call me, although with educators a little different because I did teach for 20 something years. So there’s already an understanding there, but I’m really looking for anyone who’s just trying to take that step forward. And they haven’t been able to figure out what’s been holding them back from it.

Lee Kantor: So maybe there’s kind of a level of frustration that they’d like to get through.

Erica Coffey: Mhm.

Lee Kantor: And they need some like fresh eyes on the on the situation.

Erica Coffey: Yeah. And it’s so funny, um, like I’ve worked, you know, worked with clients and they’ll say, oh my gosh, I’ve had a few said, I have never said that out loud before or. I have thought this for so long, but now I’m realizing what it actually is. And that’s where the. That’s where the magic happens when that person says, I am just realizing now and admitting this to myself. And once they have that man, we can, we can take off. Like they can start doing things.

Lee Kantor: Now. Is there any advice you can share for that person who stuck right now or might be in the precipice of understanding they are stuck. Is their low hanging fruit for an individual to kind of get unstuck on their own?

Erica Coffey: Um, I mean, I really do believe it’s asking the right questions and you can kind of coach yourself and ask and asking those questions as long as you’re going to be honest with yourself. So for example, you’re like, I’ve been in this job, let’s say someone says, I’ve been in this job for three years. I’m not making any forward movement. Well, what’s really going on underneath that? Um, what are you doing to show that you’re ready to make them make the next movement. And so maybe that is a question is what’s really going on under that? What are you not telling yourself?

Lee Kantor: So that might be a signal to somebody that maybe it’s a good idea to think about coaching if they are up for promotions and are not getting them, or they’re not kind of moving into the the dream job they had hoped for.

Erica Coffey: Yeah, it could be, or even like you could be a manager and a team and, and trying to figure out why isn’t my team jelling? Well, something’s going on. Like I thought I was doing this, but it’s not working. So there’s just so many different angles you can take from it. Um, I really do believe there’s always something else going on. And part of coaching is it opens up that space for reflection and the time to really think about it. Um, that people generally won’t take on their own. And, you know, having that, that other person who’s coming in non-judgmental. They’re there to listen, observe, pick up patterns. That’s a huge key into into opening up what should be a next step, what might be a next step.

Lee Kantor: So how do you deliver your coaching? Is it primarily one on one or do you do group or do you have cohorts or masterminds? Like how do you deliver the coaching?

Erica Coffey: Right now it’s one on one. Group coaching is something I’m interested in. I’m actually going to experiment with that in just a few weeks and see how that goes. But right now it’s individual and, you know, face, not face to face. Everyone has been living in a different state. And so it’s been on the phone or FaceTime or Zoom or Google meets.

Lee Kantor: And is there a story you can share that maybe illustrates how what it’s like to work with you? Don’t name the individual, but maybe share the challenge they came to you with and how you were able to help them get to a new level.

Erica Coffey: Uh, yeah. So let me think through a few, Um. Okay. Yes, I’ve got one. Um, so I have one client who was really looking for another job, took a leap, said they weren’t going back to their current job. And then, you know, crunch time came and, you know, we were, we were talking having, you know, asking questions. How were your interviews? Tell me about what you’re feeling when those interviews. Tell me what happens after. What do you really think that’s going on? And what came out was the client realized they weren’t being who they were in the interviews. And so I asked this client, what would you say to someone else who was saying the same thing that you are? And the client said, you are enough. And then the client got really quiet and said, oh my gosh, I am never said that to myself, I am enough. And you know, we just sat there in silence for a little while while that sunk in. And then two weeks later, I got the update from the client. They land in an interview and got the job, and it was the most themselves they’d ever felt in an interview.

Lee Kantor: So once you were able to unlock that, then things she, they, they changed how they saw themselves.

Erica Coffey: Mhm. It was it was her own realization. Right. Those words weren’t from me. That was a client’s words. And that’s, that’s where it really makes a difference. And that’s what coaching is about. Like, I don’t give you the words. You come up with them. I might repeat them back to you, but they are yours. And that makes it easier for you to carry on. That makes it easier for it to be sustainable because it really is coming from you.

Lee Kantor: Now the name of your firm is Beneath the Surface. Can you talk about why you chose that? And is that kind of the heart of your philosophy when you’re working with your clients?

Erica Coffey: Oh, yes. Like there’s so there’s always something going on under the surface. Um, I read a book called What Happened to You. And the book is about not asking someone what’s wrong with them. But when you see someone is wondering the question of what happened, because we all have something that’s happened in our past. And while this book was a lot about trauma and how trauma can happen without a person even realizing it, and it shows up later, um, that’s a philosophy. It’s probably one of the, one of the most eye opening books I’ve ever. I listened to it and then I went back and bought the hard copy. It’s one of the most impactful books I’ve ever, um, read. And that to me really summarized what happens with coaching and what I want to know. I want to know what really is going on. Um, it’s never just, uh. Well, I want a new job. No, there’s a reason behind it. That’s. It’s never, um, you know, my team isn’t gelling well. Well, there’s got to be something going on underneath the surface. Beneath the surface that hasn’t been addressed yet or that hasn’t been examined.

Lee Kantor: Yeah. I remember reading a book that mentioned like, just ask yourself why, like five times, you know, just, just to get kind of a little deeper because the thing that you think it is is rarely what it is.

Erica Coffey: Yeah. And I’m a naturally curious person, ask a lot of questions. I think I get on my husband’s nerves with it, but that’s okay. Um, it served me really well when it comes into the coaching is really asking a lot of questions and being curious.

Lee Kantor: And then just kind of letting your client uncover what’s at the heart of the issue. So then they can own it. They’re, they’re the author of the story. You’re just kind of the guide.

Erica Coffey: Exactly, exactly.

Lee Kantor: Now, do you remember the first time you coached someone and got kind of that aha moment from them and that and sure, maybe what that felt like as a coach to be able to impact someone.

Erica Coffey: Oh yeah. So my, my first client who took a gamble on me because I was still, you know, working towards certification, the hours. What it came down to with this person was they didn’t think they deserved good things in life. And that was a lot to unpack. Um, when someone says or they start noticing the pattern, I keep doing these things because I don’t think I deserve any better. That’s a hard truth to sit with. Um, you know, fast forward to the end of our sessions and this person is now exercising. They are now, um, eating better, eating healthier, cooking more meals at home. They’re looking at different jobs to see what the possibilities are because they realize telling themselves they don’t deserve good things was was just a lie. They they told themselves. Right. Um, I have since spoken with this client. They, they came back to give me an update and still working out, still doing better, still in the same job, mostly, at least in the same place. But they’ve accepted it now. And so they’re looking at it from a different lens. And, you know, that was my very first client. And I said there’s a lot of experimental things on my part because I was still learning as I was coaching. Um, but the fact that they still get in touch with me, um, they still want to come back and ask questions or have a talk or keep me updated. Um, just to say like how proud they are themselves. Not that I did it, but that they’re still maintaining that is exactly what a coach wants to hear.

Lee Kantor: Yeah. And then when, when a client leaves a coach, um, how do you recommend they continue working on themselves. Is there some strategies or some things that a client could do post working with a coach that you would recommend?

Erica Coffey: Yeah, and I think it would come. I think that’s something that client would have learned throughout the, the sessions, like most packages are like, you know, about 12, 12 sessions. They can be shorter. But if coaching is done well, then the client has picked up new patterns and new habits that they’ll be able to sustain. There’s also, you know, packages. You can come back for a check in, you can come back for once a month. And so it really is up to the client on what they want to do. The coach can make offerings, but the coach cannot suggest what they do next. That is up to the individual, right.

Lee Kantor: But you’re trying to kind of, um, kind of get yourself out of a job, right? You’re, you’re, your goal is to have the client be self-sufficient enough to kind of not need you, like learn from you and then be able to move on until maybe the next challenge where they might reengage for a different reason.

Erica Coffey: Exactly. Yeah. You are working, working to put yourself out of a job. Um, but at the same time, there’s the opportunity for you to continue with them. However, however they want to, it’s, um, like, I think that’s kind of like the role of consulting is you want the organization or whoever you’re working with to learn and to keep going. And so you kind of do want to put yourself out of a job, but you also are always there as a resource.

Lee Kantor: So what do you need more of? How can we help you?

Erica Coffey: Oh, man. Um, I could just use some more clients. Honestly, um, people are willing to be flexible and meeting with times. Um, I just really want to help people become who they are and who they’re meant to be. And a lot of that just comes from having these conversations, having these talks. So I am open to speaking with anyone who’s ever thought about coaching. Okay, um, hasn’t tried or someone who’s had it before and they’re, they’re looking for another coach to come in.

Lee Kantor: So somebody who’s stuck, uh, maybe who didn’t get that promotion they had hoped for. Uh, that’s a good person for you. What about an organization? Is there, um, what’s kind of the, the way you, uh, start a relationship with an organization? Do you do a talk or a training or workshop?

Erica Coffey: Oh, all, all of the above. Um, so I do do workshops. My, my goal is I really like to facilitate, I don’t like to talk at people. Um, I’m about being interactive and having conversations and make people think. And so yeah, I am always open up to come in and facilitate a conversation. Um, I can do a talk, but like the educator in me is I don’t want to talk at you. I want us to have a conversation together. I want, I want you to walk away with something concrete. Um, and then I said, I love working with managers. I believe managers are the glue that hold organizations together. And the stronger we can make a manager and their leadership skills, the better it is for the whole organization.

Lee Kantor: And if somebody wants to learn more, have a more substantive conversation with you. What is the website? What is the best way to connect?

Erica Coffey: Oh, they can check out my website beneath-the-surface.net.

Lee Kantor: Good stuff.

Erica Coffey: Yeah. Or they can send me a message on LinkedIn.

Lee Kantor: And, and, uh, you’re just under your name. Erica coffey?

Erica Coffey: Yes, sir.

Lee Kantor: Erica. ERICA. Coffey COFFEY.

Erica Coffey: Yes.

Lee Kantor: All right. Well, Erica, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Erica Coffey: All right. Thank you for the opportunity.

Lee Kantor: All right. This is Lee Kantor. We’ll see you all next time on High Velocity Radio.