6-Steps to Starting Your Best Year Yet Presented by Performance and Results Coach, Kris Gleason

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Stop “Shoulding” on Yourself: How to Set Goals That Inspire You

Why set goals?

“Goals are powerfully motivating and will help us get where we want to be. Across every domain, people who set specific, challenging goals outperform people who go out and just aim to do their best.”

Maurice Schweitzer, co-author of the book Friend & Foe: When to Cooperate, When to Compete, and How to Succeed at Both

Why set goals?

“Goals are powerfully motivating …”

But are they really???

Motivating goals?

1. Make $350,000

2. Pay off credit cards

3. Recharge – vacation?

4. Hire new assistant

5. 225

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Your Choice

1. Deal with the past

• If you do what you’ve always done, you’ll get what you’ve always gotten.

• Put the past in the past – but learn from it first:

─ List your accomplishments and disappointments from the last year

─ Identify lessons learned – choose the 3 most valuable─ Create 3 guidelines (pieces of advice) that will lead to

more good results this year

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Walk the talk

Ask for help when needed

Put the client first

Keep people informed

Face the music

Guidelines

● A piece of advice to yourself that leads to more of the good results and fewer of the bad

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▪ Positive▪ Memorable▪ Short

Creating Guidelines

DisappointmentI didn’t reach my sales goal.

GuidelineDo what you know to do

Lesson LearnedI fly by the seat of my pants and don’t use

the sales skills I’ve learned.

GuidelineDo what you know to do

Creating Guidelines

AccomplishmentI surpassed my sales goal by 15%.

GuidelineDo what you know to do

Lesson LearnedWhen I mentally prepare for every prospect I

encounter , they simply can’t say no

GuidelineAlways be mentally prepared

1. Deal with the past

Once you create your guidelines:

• Let go of the disappointments

• Post your guidelines where you will see them everyday

What difference will this make for you in the next year?

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2. Create a Mindset for Success

Actions ResultsBeliefs

2. Create a Mindset for Success

Actions ResultsBeliefs

• No way will this person commit

• I’ll NEVER be any good at this

• This product is crap!

• I don’t return his calls immediately

• I can’t seem to drum up any enthusiasm

• You rarely talk with clients about the product

• A client found another rep to work with

• I’m not making enough contacts

• I didn’t meet the sales quota for a new product

2. Create a Mindset for Success

• List the actions you take that lead to unfavorable results – choose the top 3 that most limit you

• For each action chosen, ask yourself why and listen to the voice in your head

─ I don’t return calls immediately because…─ I can’t seem to drum up any enthusiasm because…─ I don’t believe in this product because…

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2. Create a Mindset for Success

Limiting ActionI don’t prospect enough

Limiting beliefThe results are so disappointing, it’s not

worth the effort

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Creating Paradigms

Shift your beliefs to create a new paradigm;the new reality you want to create:

• I know exactly how to succeed.

• I am a master at producing results.

• I am trusted to get the job done, time after time.

• The world is waiting to hear from me.

Creating your New Paradigm

Positive

Personal

Present tense

Powerfully and simply stated

Pointing to an exciting future

2. Create a Mindset for Success

Limiting ActionI don’t prospect enough

New Empowering BeliefI power through prospecting calls (because I know

that every NO is one step closer to a YES)

Limiting beliefThe results are so disappointing, it’s not

worth the effort

2. Create a Mindset for Success

Actions ResultsBeliefs

• No way will this person commit

• I’ll NEVER be any good at this

• This product is crap!

• I don’t return his calls immediately

• I can’t seem to drum up any enthusiasm

• You rarely talk with clients about the product

• A client found another rep to work with

• I’m not making enough contacts

• I didn’t meet the sales quota for a new product

Time to move forward

• You’ve reviewed the past year and learned your lessons

• You’ve created guidelines to ensure positive results moving forward

• You’ve identified and addressed your limiting beliefs

• NOW, you can start thinking about goals

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3. Use a whole-life framework to set goals

• Ask yourself: What are my values? Write them down

─ Values are at the root of every decision we make

─ Good goals are in sync with your values

• Identify all the roles you play

Father:

Wife:

Salesperson:

Marketer:

Encouraging, Participative Father

Supportive and Loving Wife

Member of the Million Dollar Club

Enthusiastic marketing champion

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3. Use a whole-life framework to set goals• Using your list of roles, brainstorm what you want to achieve this next year

• Do a brain dump

• Choose the top 5-10 goals you want to achieve next year

• Make them SMART goals

SMART Goals

Think big. Remember this is a 12-month planTime bound

Important to the people you serve, your future viability and relevant to your vision and values

Relevant

At least an 80% probability of successAttainable

How many? How much? Who?Measurable

Clear deliverables or results Make 20 prospecting calls a day Close $2.2 million in sales by year end

SpecificProcess goalResults goal

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SMART Goals• By year end, generate $1,350,000 in sales

• Be free of credit card debt by 12/31/16.

• Increase my income 20% by 12/31/16

• Lose 20 lbs by 12/31/16.

• Take a 2-week vacation by 9/30/16.

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4. Turn your goals into gifts

• Stop “shoulding” on yourself

─ Generate $1,350,000 in sales

─ Be free of credit card debt by 12/31/16.

─ Increase my income 20% by 12/31/16

─ Lose 20 lbs by 12/31/16.

─ Take a 2-week vacation by 9/3016.

• Make your goals inspiring

• Add the WHY!! and they become gifts

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4. Turn your goals into gifts

• By year end, generate $1,350,000 in sales and rank in the top 10 nationally

• Enjoy the freedom and satisfaction of being free of credit card debt by 12/31/16.

• Increase income by 20% in 2016 so we can buy our dream house

• By Christmas 2016, be healthy, flexible and energetic enough to play basketball with my sons and not poop out.

• Take a trip to France to explore my roots and connect with distant relatives by 9/30/16.

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5. Assess and declare your level of commitment

• Paradigm A: NO MATTER WHAT

• Paradigm B: I’ll do the best I can

• Make note on your plan as a constant reminder…

5. Assess and declare your level of commitment

B: By year end, generate $1,350,000 in sales and rank in the top 10 nationally

A: Enjoy the freedom and satisfaction of being free of credit card debt by 12/31/16.

A: Increase income by 20% in 2016 so we can buy our dream house in 2017

A: By Christmas 2016, be healthy, flexible and energetic enough to play basketball with my grandsons and not poop out.

B: Take a trip to France and connect with distant relatives by 9/30/16.

6. Ensure your goals are reached

• Breakdown annual goals into monthly action items

• Schedule a monthly date with yourself to review your plan and score your progress

• Set quarterly milestones

• Keep a positive mindset

• Share your plan – go public

• Celebrate your successes!

• Hire a personal coach to increase accountability and keep you on track

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6. Ensure your goals are reached

What does a personal coach do for you?• Cheerleader

• Strategist

• Ass-Kicker

• Director

• Sees in you what you may not see in yourself

• Holds the vision when you can’t see it

• She guides you to the light switch so you can turn it on

• She won’t let you quit

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Conclusion

• Setting inspiring goals can make all the difference in your attitude, the actions you take, and your ultimate level of success

• Take the time to make 2016 Your Best Year Yet!

─ Go to www.bestyearyet.com and register for the online workshop.

─ Create your one-page success plan and take advantage of our cloud-based tracking system

Win a FREE coaching session with Kris

For a copy of the article: “What to Expect When Working with a Coach” and a chance to win a free coaching session, contact kris@resultscoaching.us