An observation I have made during the past eight years coaching top producers is that they are tremendous goal setters. They are more consistent at goal setting than average producers. How can this be? I call it “The power of goal setting.”
Each month I am contacted by numerous financial advisors wanting to discuss working with me. I ask each of them to fax or e-mail their most recent goals to me for review. Over 75% indicate they do not have them in writing, yet they wonder why they don’t have the success they want!
The financial service business is rapidly changing, and you are faced with more decisions, meetings, activities, deadlines, etc. I believe the key to success in your business and in your personal life is a goal setting process. Developing a regular “success ritual” of writing out your goals in detail will give you the clarity and focus to take your business to new heights. Below I have outlined a process I personally use and encourage all my clients to adopt.
Developing Your Goal Setting Ritual: Let’s start with the obvious. You must commit to making time to think and write your goals out. It is best done during the part of the day when you are at maximum energy. Get a hard-bound journal or writing pad—no legal pads (they’re too easy to lose, besides we want to keep a on-going log of your success). Pick a place where you will not be interrupted, conference room, office, park, beach, etc. Being focused on the task is critical!
Do not try and set goals just because you have blocked out time. Goal setting is an on-going process. If you are having difficulty in coming up with goals, take a break and begin again in a day or two. It is more important to be inspired by your goals then being held to an articificial deadline.
Many people set the wrong or poor goals, do not achieve them and then become negative toward the entire goal setting process. Make sure your goals have meaning to you!
How To Set Goals:There are many ways to set goals. Here are the steps I recommend:
1. Break down your life into specific categories (business, personal, family, heath, etc.).
2. In a bulleted format, list what you want as a goal in each category.
3. Don’t worry about how you are going to achieve a goal.
4. Write down why the goal is important to you.
5. Give the goal a specific deadline.
6. Write what actions you must take on a daily basis to achieve your goal.
7. Write out what you will reward yourself with when you attain this goal.
Example: (Health)
What: Keep my body weight at 180 lbs.
Why: This is my ideal weight. I feel my best with a lot of energy.
By: Throughout the entire year.
How: Run each morning for 20 min. Weight train 4 times a week for 30 min.
Reward: Many years of an active lifestyle and the lifespan to enjoy my future grandchildren.
How Often To Set Goals:I am a firm believer that goal setting is a continuous, life-long process. Try blocking out two half-days a year for your major business planning and goal setting process (the beginning of July and the month of December). Each month allocate two hours to set, review and refine your goals. Each day start by reviewing each goal and focus on what you have to do to accomplish that goal for that day.
Follow these guidelines and you will notice a sense of clarity and new energy in your business and your life!
Author’s note: Joseph J. Lukacs, Business Coach, is the founder of International Performance Group LLC., a professional business coaching company delivering customized individual coaching by telephone to financial and insurance professionals. He is also available for speaking engagements on a limited basis. International Performance Group LLC. is based in Melbourne, Florida. Joseph can be reached by e-mail to jjl@ipgllc.com, by telephone at 321-255-2889, or by visiting his Website: ipgllc.com.
