Home / Challenging Times: Shifting Your Leadership Style Challenging Times: Shifting Your Leadership Style Guest: Gary Karthauser How one leader’s experience is perhaps part of a broader trend for coping with the challenges brought on by COVID-19. Our discussion with Principal Financial Group’s Gary Karthauser who explores how he’s adapting his leadership style to the challenges of leading teams in a pandemic. One seasoned leader’s insights into how values-based leadership and coaching provides a solid foundation for getting results in the most unprecedented of times. Listen to our discussion with Gary as we focus on: the role of values, purpose and connection with the mission over money in attracting and keeping people engaged keeping top talent and keeping them connected to your organization the role of coaching as a critical success driver in day-to-day execution and longer term employee motivation and development how customer engagement has transitioned and the impact of virtual connections changes in recruiting strategies and what people are considering differently in their careers Listen Now Amazon iHeartRadio GoodPods More Options Your Host Will Milano Chief Marketing Officer, Integrity Solutions Quotes from Gary Karthauser “I feel very strongly that servant leadership will provide the best outcome not only for the people that I work with and serve but for me personally.” “When I shifted focus to really helping others get what they want what I found was my income went up, my satisfaction went up, my energy level went up, commitment went up and my sense of belonging changed dramatically.” “The key to coaching to me is to take that emotional piece- get away from ‘the numbers’, which are not emotional- and tie their day-to-day activities, goals and objectives to accomplishing those larger emotional goals that they have.” “People today are going to be very selective in terms of who they join. They want to join something larger than themselves. They want to connect to the mission and vision of your organization. And I think they’re looking for value.” Related Links Connect with Gary on LinkedIn Subscribe to Mental Selling on Apple Podcasts, Spotify, SoundCloud, Google Podcasts, iHeartRadio, Stitcher or wherever you get your podcasts. Leave us a comment or review- we’d love your feedback! Share This Post: Related Episodes When Service Meets Sales in Healthcare with Michelle Dillon and Amanda Ervin Guests: Michelle Dillon and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 135 July 9, 2026 21:15 Human-Centric Selling and Risk-Aware Growth with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 134 June 4, 2026 29:45 When Compliance Meets Culture in Banking with Jack Haworth Guests: Jack Haworth In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 133 May 15, 2026 23:47 Why Emotion Still Wins in Sales with Amara Hunt and Amanda Ervin Guests: Amara Hunt and Amanda Ervin In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 132 May 4, 2026 32:39