goals are about who you want to be not what you want to accomplish folks
this is what will never stress you out this is a great way to use your goals as a vehicle to
enhance your enjoyment of something you love but it's also being used to shape the way you
reshape yourself this is the transformation part so what do i mean well i gave you the example in
the book the out of reach but insight book and i talked about when i was invited to make the speech
uh so actually if you don't have the out of reach book we give it away free and you can you can
check that out uh but but when i got asked about giving a speech to these scholarship students if
you have no idea what i'm talking about the out of reach book the goal setting methodology that
i have started as a speech i was writing a speech now i didn't actually know what i was going to do
with this speech i might have thought i was just going to go meet a bunch of nice people give this
talk that was 48 minutes to a 400 scholarship students and faculty and you know folks like that
but giving that speech was part of who i was it was a helper right it was i wanted to inspire
i wanted to be able to go and motivate these individuals and set them on the right path
right so it was a goal now what i choose to do with that
is up to me but i don't have to see all the uses of it it was part of who i was you want to strive
to be a saver or do you want to save ten thousand dollars the outcome goal that i talked about
saving the ten thousand dollars is dependent on the system you put in place in order to achieve it
but it's also dependent on other factors so so if you are a saver you are a saver you're going
to save every month and then eventually you're going to hit that ten thousand dollar mark and
beyond that's what i'm talking about do you want to read 50 books a year or do you just want to
become a reader right you are you are a reader that is who you become how many books you read is
irrelevant i quit a lot of books because it's the author's job to keep me entertained and interested
so that's what i'm talking about but this one this one this next one i want to talk a little more
about this one this is what i think a lot of you do wrong this is what a lot of companies do wrong
get into it then you set it i want to give you a couple three stories here maybe okay number one
i have been a a trainer in this capacity since 2015 july okay so right five and a half years
at the time we're doing this live and in the first year actually first nearly 16 months i
didn't sell one thing i just gave everything away because i was trying to learn the trade and i was
trying to understand how to build a community what the issues were what people were interested
in understanding what got their attention what kept them engaged and all that good stuff and then
in the next year we started selling stuff and we started selling stuff and we've been selling stuff
right ever since not one time until three days ago have i ever set a revenue goal for this company
you might think well hey that's just that's just silly how are you going to make progress without
setting revenue goals for yourself would you be surprised if i told you that every year
since that time since we started selling we've either doubled or tripled our revenue
from the previous year with no goals set with no magical number that kept me obsessed looking at
oh my god i gotta make so much money no i focused and put a system in place so that i
could gain more exposure and what happens with the system is because this takes time to understand
exactly what influences revenue i had to look at all the different variations combinations times
of the year days of the week number of people people who are interested people who weren't in
the shows i i did and the videos i put out there and the webinars i put out there and the workshops
i put out there and all the variations of that and what the right formula is in order to be able
to understand and predict what a reasonable revenue goal is it took me five years right
now that might be an extreme case but that's what i'm talking about what's another really ridiculous
thing would you go and say my goal is to open up a band when you never took a guitar lesson
that's what people do might not be that exact analogy here's another one companies i know a lot
of you guys here this one this one goes out to all the people who run sales teams all the people who
run market marketing teams all the people who run product development teams all you c-level folks
or or senior vice presidents or evps or whatevers who are hiring people to build practices and so on
what do what's the first thing that we do hire you as a salesperson you got a
million dollar quota in the first year it's about the dumbest thing you can ever do why
because the salesperson's new now they might not be new to sales but they're new to you and when
you're taking on something new the important thing about goals is you put metrics in place
that put the right systems in place that elicit the right behavior you want the employee to have
or you yourself so that you know you're doing the right things so that you know that whether it's
this year or next year you'll be able to generate a million dollars it took me five years to do that
as a trainer until i said i'm now at the point where i'm willing to put a number down so what
would we do mile walk my recruitment firm we would go out we would you know interview companies to
see if they needed our services and they wanted us to hire sales people and we would say well
you know what what do you want the sales person to achieve and inevitably nearly 100 percent
of the time we were trying to talk them out of that type of program for somebody who is higher
being hired for sales in the first year what do i care what that revenue number is that that sales
person brings in i can only know if i made a good hire and i can only condition the sales person as
an employee to to do the right things and feel great about him or herself have the confidence
to do what i need them to do and the only way to measure that is to look at the intermediary
steps that are required to to earn the million bucks how many phone calls you making how many
meetings are you setting up those become the goals those become the metrics why they're shorter on
here he is or she is there's the goal but along the timeline there are certain things that they
need to they need to attain and certain things that they need to do the bigger the goal the more
reliant you become on the systems you put in place and part of the systems and what makes them work
are the intermediary flags that you know you gotta work toward okay so when i was becoming a trainer
i needed to know what attracted the most people and i needed so that i can help the most people
and until i figured that out it didn't make sense for me to start worrying about my revenue
goals that's what i'm talking about so some of you guys that are in corporations you need
to figure out what the early goals are for the people you hire right you don't hire somebody to
increase your brand awareness and then judge them based on the revenue that they generate
you judge them based on how much traffic is coming to whatever it is they created is it the billboard
is it the tv commercial is it the website is it the search engine uh better optimized or whatever
right the this is what i'm talking about so when you were setting goals for yourself
all of you you you you want to set them right away
you don't set your marathon finish time when you don't know how to run 26.2 miles okay that's what
i'm talking about and this is why we get stressed out so you need to get into it and then look and
evaluate and get to a comfortable spot where if you would like to put an outcome goal down
you've got the backing behind it we would we took a search one time for a startup they said we need
our sales people to generate a million dollars in the first rest of where you get that number
has anybody ever generated a million bucks in your no well we think they should i don't this
is the best way to stress somebody out get them to quit make them feel ridiculous and worthless
okay you do that to yourselves all right so so so don't okay all right enough on that um i like
this formula so i talked about goals and that i only have a couple in my life
and then i talked about my life systems or the systems that i focus on in order to reshape who i
am ninety percent if i had to add them all up would be life systems and my goals would be
two to ten percent of anything that i care to track okay so so i think there's a better balance
and the fewer the goals especially if they're big the better this is how you do goals right
i went into nauseating detail in this in the in the master class
you