March 7, 2026
How Knowing Your Instincts Can Streamline Sales And Reduce Stress | Guest Expert: Eryn Morgan
Send a text Get the Kolbe credit here. We break down what the Colby assessment measures, why it stays steady over time, and how solo consultants can use it to focus on revenue, reduce overwhelm, and sell with less friction. We unpack Sarah’s 6673 profile, compare tortoise and hare buyers, and share tiny tweaks that drive big wins. • what Kolbe measures and why conation matters • how a 6673 profile fuels ideas and overload • using a revenue‑first filter to prioritize • pairing human design ...
We break down what the Colby assessment measures, why it stays steady over time, and how solo consultants can use it to focus on revenue, reduce overwhelm, and sell with less friction. We unpack Sarah’s 6673 profile, compare tortoise and hare buyers, and share tiny tweaks that drive big wins.
• what Kolbe measures and why conation matters
• how a 6673 profile fuels ideas and overload
• using a revenue‑first filter to prioritize
• pairing human design and Colby to build trust
• experiential learning to earn while you learn
• messaging as the highest‑leverage improvement
• selling the way buyers buy, not how you buy
• tortoise vs hare buyers and sales cycle design
• using Colby for team communication and sales
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01:06 - Welcome And Show Focus
01:27 - What The Colby Measures
03:14 - Why Conation Stays Constant
04:08 - Using Colby With Clients And Teams
05:08 - Sarah’s 6673 Profile Explained
06:16 - Prioritizing Ideas And Revenue
07:34 - Human Design And Colby Subtype
09:02 - Making Assessments Actionable
10:14 - Coaching To Focus And Execute
11:37 - Trust The Process And Learn By Doing
13:38 - Incremental Tweaks For Big Gains
15:55 - Choosing The Right Coach
17:14 - Messaging As The Leverage Point
18:41 - Colby For Communication And Sales
20:35 - How Different Buyers Decide
21:37 - Tortoises, Hares, And Sales Cycles
22:36 - Where To Take Colby And Next Steps
WEBVTT
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Welcome to Market.
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I'm Sarah No L Block.
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This show is made for solo consultants who want to get booked out without burning out.
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If you've ever thought, I just want this to feel easier, you're not alone.
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Around here, we focus on simple, sustainable growth that actually fits into your life.
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So growth feels doable instead of overwhelming.
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Yes, so before we get into results, can you tell me in the audience what the Colby assessment is?
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Yes.
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So we got to do our 45 seconds worth of science here.
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Um, so we have three parts of your mind.
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The first part is cognitive, and this is your skills or what you can do.
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So when you're growing up and you take uh tests like, what should I be when I grow up, right?
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This is very much cognitive assessment.
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So that's great.
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The second piece is the effective part of our mind.
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Or this is really what is about what we want to do, our personality.
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And a lot of the tests we're familiar with, Myers Briggs, Enneagram, um, you know, human design, there's all these like very fun personality-based assessments.
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Um, and they're great, but your personality evolves over time.
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So we can't necessarily use those as consistency to make big decisions, like hiring decisions or buying decisions on them, because we're always in this state of evolving.
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So the third piece of your mind is the conative piece.
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And this is the part that only the Colby assessment is able to measure.
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It's the only test that measures conation.
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And what this is about is what you will do.
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So when you're free to be yourself, this is how you'll make decisions and take action.
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And it is incredibly reliable.
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So when we know someone's Colby score, we understand fundamentally how they're instinctively wired, how they're gonna show up.
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And so it's a super powerful tool we can use for all kinds of things where the consistency, the steadiness is what we're actually trying to measure.
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Okay, so that's interesting.
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This is like a constant.
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So this doesn't evolve.
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And nope before so, for everyone who would who will be listening when this goes live, um Aaron has my results.
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So we're going to go over those results.
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I'm super excited about that.
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But before we do that, I want to hear how you use this assessment for your own clients because that's how it came up in conversation is this is the first thing I do.
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So let's talk about that.
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Yeah, yeah, yeah.
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So I like to understand when I'm working with any business owner or if I'm working with um teams of people who need to work together.
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I want to understand how they're fundamentally wired to show up.
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And what that helps me know is also where they're gonna get stuck, where there's gonna be friction, where there's gonna be stress.
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So I always want to know this score because as somebody who's trained and Colby certified consultant, it means something to me when I see these numbers, but it really translates into all the lived experience I've had, helping business owners and helping team members get unstuck.
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And so that's why I need it.
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It's almost like if I don't have it, I'm flying blind on a mission, right?
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Like I just really, really need to know so I can do my best work.
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That makes sense.
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Okay.
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So let's talk results.
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What did mine mean?
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So you have a 6673 is your profile.
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And so this is like a, it's so fun.
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I love every single, every single profile.
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Um, but what this tells me is that there is a lot going on for you in the area of um gathering information, fitting it into systems, and wanting to take action.
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And all those things are happening almost simultaneously.
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So there's this constant loop that's happening of, oh, I have a big idea, let me do some research, let me figure out how I'm gonna execute it.
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Oh, I have another big idea, do some research, let me figure out how I'm gonna it just sort of cycles around in a way that you probably have like certainly multi-passionate, so many different ideas, things you could do.
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And it can be really hard to discern which one should get your focus because they're coming so fast in this rapid-fire manner.
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So, does that sound right?
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Yeah, it sounds right.
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I literally was just talking to my husband about that this weekend.
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He's like, When are you gonna start this like capsule podcast?
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And I'm like, dude, I already have this, this, and this project.
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I will get to it, but so yeah.
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Right.
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So when when you know this about yourself, what what I would be doing as your coach is be I would be helping you to discern, okay, of all the great ideas you have, which ones do we really want to dig into and focus in on um in terms of priority, or which one's gonna bring the most revenue, or which one lights you up the most.
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We can use a bunch of different questions to do that.
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But to know that your your impulses, your instincts are gonna say to start many new things, we can start to figure out how's the best, how can we best discern where you should go with your business or what choices you should make in your business because of that?
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Yeah, that is very accurate.
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Yeah.
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The first coach I ever had, she did human design.
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And mine was manifesting generator, which is fat.
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Yeah, oh absolutely.
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And I love pairing human design and Colby.
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Um, when somebody's when somebody knows their human design, it's really fun because your subtype is actually, and people, this is like Colby like 201, right?
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People don't know about subtypes, but I teach them because they're so uh informative.
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Your subtype is actually entrepreneur.
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That's this that so it starts with your quick start innovative idea strengths, and then you go to past and figure out um what information you need in order to fit it into a system or some kind of a structure so you can launch the thing out into the world.
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And that entrepreneur plus manifesting generator, quick start manifestors are I have this big idea, I'm gonna speak it into the world.
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And then as a generator, you actually have the ability to go out and do the doing to make it real, make it happen.
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So it's a total alignment of those two things.
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I love that.
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That's so interesting.
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So before we talked, what, a week ago, I think it was, I uh I hadn't heard of this Colby assessment before.
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And then the day after I did it, because you sent me the link, um, one of my clients had said she just like started looking into her old Colby assessment scores.
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It's like, what?
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I literally just did that.
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Yeah, it's really fun.
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And it's not one of the more well-known assessments.
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Uh, it's because it has a soul singular, straightforward purpose, and because it's just the part of the brain that people are the least familiar with.
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So when Kathy Colby kind of discovered this concept of conation or volition and created the assessment to map that, nobody else had done that before.
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So there is still sort of that um lack of awareness around the assessment and how useful it is in life and in business.
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Um, and so I feel like sometimes I'm I'm the marketing advocate out in the world talking about Colby to everybody who will listen to that.
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Yeah, but it is really interesting.
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And I feel like everybody loves something that will help them understand themselves better.
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It's so true.
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It's so true.
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Okay.
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But this one makes it very, it makes it actionable beyond the page, right?
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So sometimes if you if you take an assessment, you get in your your score back, you're like, okay, but what do I do with this?
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And with Colby, there's so many practical applications that can bring it to life for you right away, depending on what your needs are.
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So that's one of the reasons I love it.
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So that's you were saying if you were my coach, the first thing that you would do is go through those ideas and make an assessment.
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What should I do first?
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And most of my clients, they're they're not like me.
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They're like they aren't.
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Right.
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Um, but I have had a few.
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And I'm curious, what is your process to helping someone hone in on what's the first thing I should actually take action?
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How do I prioritize these ideas?
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Yeah, I I always start with revenue.
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Revenue is where I begin every conversation, no matter what if I'm working in corporate or if I'm working with a small business or a medium-sized creative agency.
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Where is the revenue coming from?
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Is always my first question.
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And do we need more revenue right now, or is revenue sufficient and we want to focus somewhere else in the business?
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Because if we don't have enough revenue, I believe revenue solves the revenue solves every problem.
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It creates many new ones, but it solves, it fixes everything.
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So I will always guide somebody towards let's figure out do we need a quick cash infusion?
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Do we need to realign offers in order to have revenue be more predictable and have more of that cash flow core offer?
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Where do we need to go with that in order to make our revenue stable?
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Because then our nervous system is stable.
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Yeah, or more stable, right?
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So then we can do other things that might have uh, you know, more of a systems base or you know, team building, that type of thing, because our revenue is stable.
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Yeah, I'm glad you so that conversation I was having with my husband this weekend, I pretty much said the same thing.
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I was like, I'm prioritizing what brings in revenue first.
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So this comes first, and that's gonna have to be a later project.
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And so that's and that's fine.
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So one of the things that you probably experience based on your score, because you are such a high quick start and you initiate in your quick start strength of innovate, many of your clients likely don't have that strength.
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Their strength is is something else in that quick start column.
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So maybe their strength is to stabilize, to keep things steady, keep the beat, or maybe their strength is to modify, which is to take an idea that they've had in the past and just make some tweaks to it in order to bring it back to life or to reinvigorate it.
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But because you are innovate like I am, I lead in the exact same way that you do.
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I kind of get them to draft off my quick start energy, right?
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So if we were thinking about, you know, a drafting off of a speed skater or a car in a in a in a car race, you're really saying, okay, I'm gonna lead with this innovation energy and I you're gonna pick it up and follow me.
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And that's how we get them to start to move on their goals and their dreams or ideas.
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Oh, that's interesting.
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Yeah.
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So how would you go about doing that?
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How would you help train somebody who feels like really comfortable in steady and just stay in the pace to okay, it's time to try something new, you're gonna have to follow me on this.
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So this is where your experience is the thing that is is what they're part of what they're actually buying when they're working with you.
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The fact that you've been down these roads and you've done this so many times before, that they're leaning into trusting that you've seen this over and over again.
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So if they buy and and they function more like a high fact finder, they need lots of information to make their buying decision, they're gonna want to know more about your experience because when you ask them to do something hard or scary or that pulls them out of their comfort zone or asks them to move quicker, there's a trust built in because you've had all that experience and they fact-finded and sort of tested all of that.
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And you also have a process and a system that you walk them through.
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So they're much more likely to trust and then take the leap or take the action, even if it's hard, because you've set the foundation where they know you have their back.
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Yeah.
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Yeah, that I feel like I'm talking about my husband more in this episode than any other episode.
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But he's an elementary school principal and he literally got these shirts made because he's really big into training teachers how to teach better.
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Um, trust the process, is what the shirt says.
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It's like, I'm taking you through this journey because I've been there.
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Just trust the process.
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We'll get to the other side.
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And and what I like to always frame up is this concept of experiential learning, right?
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So we're gonna go and we're gonna learn new skills and new, um, you know, develop these new strengths, and you're gonna make money while you do it, right?
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So it's it's we're going out, we're getting uncomfortable, we're trying things, but then they're bringing me back data that I'm then able to say, okay, well, based on what I'm hearing, let's tweak this one thing and then try it again.
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And so in that experiential learning process, not only are you building the muscle of, in this case, you know, sales, if I'm helping them with their sales process, but they're also having the opportunity to make money while they're learning.
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And I love it.
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Oh, there's nothing better.
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There is nothing that excites me more than when someone sends me a DM about a closed sale, like, yes, sister.
00:14:03.689 --> 00:14:04.009
Yeah.
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Love, love, love that.
00:14:06.569 --> 00:14:24.490
Um, okay, so that is such a great point that I just want to highlight and like put a little spotlight on is that everything that you are learning is an experiment, and the data that you gather will allow you to figure out exactly what needs to be tweaked.
00:14:24.569 --> 00:14:30.970
Because sometimes if something isn't working exactly as you had expected, it's usually something really small.
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Definitely.
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Yeah, I found like my best coaching experiences as a client have always been where I'm like 99% doing what you already coach, but you can take me that extra 1% that makes all the difference in the world.
00:14:48.490 --> 00:14:49.449
That's exactly it.
00:14:49.610 --> 00:14:51.129
That's so, so, so true.
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I love, I love thinking about um where I can find an expert to take something that's working well and make it better or make it exceptional.
00:15:00.970 --> 00:15:10.889
That's a really I love investing that way because it's almost guaranteeing results and also making it even more like who I am and more molded to who I am on my process.
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You've experienced it enough to know like, I know that this general strategy or process works for me.
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What can I do to make it better?
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I think that's something that like the listener should consider too when they're trying to figure out who their next coach is or business consultant, whoever their next guide is on their entrepreneurial journey.
00:15:32.409 --> 00:15:40.009
Like, who is doing the same processes in general that you're doing, but can elevate you?
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Yeah, absolutely.
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It's it's really key to have uh this is really a place where I get pretty passionate about what you what you want to hire when you're looking for that guide or that support.
00:15:53.850 --> 00:16:00.009
And I think that there are times where we focus on we focus on the wrong stuff.
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We think we need a certain new idea.
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And really what we just need to do is refine what we're currently working on and make some tweaks to what we're currently doing.
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Um, so for me, a lot of the time it's it's has to do with messaging.
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It's like my processes are good, the way I teach things, my structures, they're all outstanding.
00:16:17.449 --> 00:16:21.929
And and colleagues who do it the same way I do, I always go, yes, we've got this right.
00:16:22.090 --> 00:16:30.730
But where I get stuck is am I messaging that clearly enough to the person who's likely to buy from me so that they really understand and can see that I can help them?
00:16:30.889 --> 00:16:38.329
And so that's a place where I continue to make investments in messaging, even though my processes pretty much stay the same in half for 10 years.
00:16:38.490 --> 00:16:39.929
Yeah, that's a really good point.
00:16:40.250 --> 00:16:43.610
The last coach I had was two people.
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Um, one of them was a messaging and copywriting expert.
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And even though like a large portion of my own career was messaging and copywriting, having someone else's strategic brain looking at it made so much difference.
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Like it's a game changer having just another brain to be able to rely on.
00:17:09.370 --> 00:17:13.049
Yes, yes, it's the best kind of coaching relationships, I think.
00:17:13.210 --> 00:17:13.610
Yeah.
00:17:13.850 --> 00:17:16.090
I was sad because she made so much money now.
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She's not gonna coach anymore.
00:17:18.090 --> 00:17:20.090
She's like, I can retire early.
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She's younger than me.
00:17:22.970 --> 00:17:26.730
Well, yeah, it's like good for you.
00:17:26.970 --> 00:17:27.930
I'm sad though.
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I get it, I get it.
00:17:29.370 --> 00:17:37.370
So, is there anything else that we should know about the Colby assessment or how people can work with you if they want to go through?
00:17:37.850 --> 00:17:38.730
Sure, yeah.
00:17:39.370 --> 00:17:40.330
Yeah, absolutely.
00:17:40.490 --> 00:17:46.890
So, really the the things that I use it the most for are communication styles.
00:17:47.130 --> 00:17:57.290
So I see this a lot in teams or even in partnerships and marriages, and and like I've had a number of couples come to me and be like, we want to do the Colby because we're not communicating well.
00:17:57.530 --> 00:17:59.610
It's like okay, it's really interesting.
00:17:59.769 --> 00:18:11.690
Um, so what we really get to start to see when we see those instinctive ways that somebody behaves, we also understand their sort of the communication style that goes along with their strengths.
00:18:11.850 --> 00:18:19.130
And then we see where when we take you, let's say we took your score and we matched it against my score.
00:18:19.210 --> 00:18:21.290
It's called an A to A comparison.
00:18:21.450 --> 00:18:30.570
And when we do that, we can start to see where you and I will either work well together or we might have friction or stress in the way that we communicate and work together.
00:18:30.810 --> 00:18:45.050
And so I do a lot of, especially with like business partnerships and with like leadership teams, the getting everybody on the same page in terms of how they communicate, that's a really, really good strength around Colby.
00:18:45.450 --> 00:18:52.970
Another thing I do, and this is really for somebody who um like wants to make their sales process easier.
00:18:53.130 --> 00:18:54.890
I teach Colby for sales.
00:18:55.050 --> 00:19:17.930
So I'll actually go through and explain based on your profile, here's how you like to buy, but then making the transition to help you understand how your consumer or how your um the businesses you sell to like to buy and need to receive information and help you bridge that gap in your sales process so that you're able to close more and more sales more easily.
00:19:18.170 --> 00:19:21.769
So those are just two different like hidden tools behind these a lot.
00:19:22.170 --> 00:19:23.290
That's really cool.
00:19:23.610 --> 00:19:35.530
Cause yes, it's it's it's hard to be able to like put yourself in someone else's shoes and understand how they like to be sold to.
00:19:35.850 --> 00:19:41.290
When you hear that, it sounds weird, like nobody likes to be sold to, but you actually kind of do.
00:19:41.450 --> 00:19:47.050
Like I'm constantly selling myself on somebody by consuming their content.
00:19:47.290 --> 00:19:48.810
So I love it too.
00:19:50.090 --> 00:19:53.130
Yeah, we don't like to be sold to, but we do like to buy.
00:19:53.690 --> 00:20:02.090
And so understanding, you know, how do we best buy for and this is actually a great way um for us just to have that discernment.
00:20:02.250 --> 00:20:06.650
So for you, your your process of let me go out.
00:20:06.810 --> 00:20:08.970
I have this idea of this thing I need help with.
00:20:09.130 --> 00:20:17.370
Let me go out and consume some of the person's content, see how they're showing up, look for their consistency, and then move towards the whatever the next step might be.
00:20:17.610 --> 00:20:25.210
The way that you buy is different, even though we have the same initiation, we're both initiated as quick start innovators.
00:20:25.450 --> 00:20:31.769
I buy very future focused, and I do almost no research and no process.
00:20:31.930 --> 00:20:35.610
I just instinctively sort of know this person has solved my problem.
00:20:35.769 --> 00:20:40.570
They're the person I'm choosing, and I move forward into having a call or doing whatever the next step is.
00:20:40.810 --> 00:20:42.570
I don't get bogged down in the details.
00:20:42.730 --> 00:20:50.090
So if I get on a call and somebody's really telling me all the nuts and bolts and parts, pieces, I get bored and I want to move on.
00:20:50.170 --> 00:20:52.009
It's like, can you get me the end result or not?
00:20:52.570 --> 00:20:55.930
And so I buy that way, but you buy very differently than the way that I do.
00:20:56.090 --> 00:21:00.730
So really understanding a bit more about that for each person is it's really powerful.
00:21:00.970 --> 00:21:01.769
Yeah, yeah.
00:21:02.009 --> 00:21:05.610
So I was gonna close up this conversation, but it just made me think of something.
00:21:05.769 --> 00:21:11.690
Um, so Mariah Cas always talks about um the tortoise and the hair of the buyers.
00:21:11.850 --> 00:21:13.769
And I am such a tortoise.
00:21:14.009 --> 00:21:22.250
Like it takes me years to nurture myself to a point where I'm ready to purchase something from somebody.
00:21:22.490 --> 00:21:27.050
Yes, your hair where you're like, you are the one.
00:21:28.170 --> 00:21:29.769
Yes, it's exactly true.
00:21:29.930 --> 00:21:30.650
It's totally true.
00:21:30.810 --> 00:21:32.090
I love how she teaches that.
00:21:32.250 --> 00:21:39.850
Um, one of my former clients actually works on her team, and I always love seeing the parallels in the way that I teach it and then the way that she shares it.
00:21:39.930 --> 00:21:40.410
It's really fun.
00:21:40.650 --> 00:21:41.210
Yeah, yeah.
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