SETTING GOALS: DO YOU BELIEVE IN IT?

Do you know the common characteristic of top salespeople? They have taken the time to sit down and create a clear blueprint for themselves and their future lives. Even if they started the process of goal setting and personal strategic planning with a little skepticism, every one of them has become a true believer.

Becoming a True Believer

Every one of them has been amazed at the incredible power of goal setting and strategic planning. Every one of them has accomplished far more than they ever believed possible in selling and they ascribe their success to the deliberate process of thinking through every aspect of their work and their lives and then developing a detailed, written road map to get them to where they wanted to go.

The Definition of Happiness

Happiness has been defined as, "The progressive achievement of a worthy ideal, or goal." When you are working progressively, step-by-step toward something that is important to you, you generate within yourself a continuous feeling of success and achievement.

You feel more positive and motivated. You feel more in control of your own life. You feel happier and more fulfilled. You feel like a winner, and you soon develop the psychological momentum that enables you to overcome obstacles and plow through adversity as you move toward achieving the goals that are most important to you.

Determine Your Values

Personal strategic planning begins with your determining what it is you believe in and stand for your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.

Your values, virtues and inner beliefs are the axles around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.

Fuzzy or Clear?

Successful people are successful because they are very clear about their values. Unsuccessful people are fuzzy or unsure. Complete failures have no real values at all.

Build Self-Confidence and Self-Esteem

Values clarification is the beginning exercise in building self-confidence, self-esteem, and personal character. When you take the time to think through your fundamental values, and then commit yourself to living your life consistent with them, you feel a surge of mental strength and well-being. You feel stronger and more capable. You feel more centered in the universe and more competent of accomplishing the goals you set for yourself.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, decide for yourself what makes you truly happy and then organize your life around it. Write down your goals and make plans to achieve them.

Second, begin with your values by deciding what it is you stand for and believe in. Commit yourself to live consistent with your innermost convictions - and you'll never make another mistake.

THE SECRETS OF SUCCESS (AND FAILURE)

One of the great "secrets" of high achievers is that
success is so incredibly EASY! Success is every bit as
simple and (almost) as easy as failing, and you only need
two little secrets. Do you know them?
Here you go:
The secret of success: A few easy disciplines repeated
every day.
The secret of failure: A few small mistakes repeated
every day.
That's it folks!
If you want a great romance, do a few simple things, and do
them every day. Whisper a few simple words. Practice a few
small kindnesses. Take a moment to listen, to exchange a
hug, a kiss, a tender look. Take a moment smile when you
meet. Show respect. Be patient. Be kind. This is not
difficult!
And, if you want to be stressed over money, that's easy
too! Just spend a little more than you make and repeat the
process every day. A few extra purchases, repeated every
day, will get you there.
And that leads to the power of habits.
Almost everything we do is governed by our habits. We get
up at certain times, we prepare for the day in certain
ways. We wear certain clothes, we eat breakfast (or not)
out of habit. We get to work the same way, and largely, we
perform our work just about the same way, day after day,
out of habit.
Here's another great example: People read or don't read out
of habit. Almost everyone can read and almost everyone has
access to a library or bookstore. Almost anyone can get the
equivalent of a graduate education within a few short
years. But WHETHER we read (or not) is a primarily matter
of the habits we choose.
Almost everyone COULD exercise every day, and whether we do
or not is primarily a matter of the habits we choose.
So, why not choose habits that support and encourage and
strengthen us? Why not choose the BEST habits?
High achievers cultivate winning habits. They have the
HABIT of arriving for appointments on time. They have the
HABIT of preparing for every presentation. They practice
HABITS that support their health, their finances, and their
life-time goals.
It is always dangerous to make sweeping generalizations, so
I say this with tons of respect for the exceptions out
there, but I will say it anyway: Most of us have TERRIBLE
habits.
We are in the habit of watching too much television and
eating too much bad food. We have habits of lethargy and
comfort. We have habits that undermine our finances and
limit our education. We have habits that are NOT taking us
where we want to go.
If you want less stress, develop the habits of relaxation,
mediation, and calmness. If you want better relationships,
develop habits that build deep, intimate and satisfying
partnerships! This is not difficult!
The secret of success: A few easy disciplines repeated
every day.
The secret of failure: A few small mistakes repeated
every day.
Develop the habits of high achievers and you'll get the
results that high achievers get, every day.

IDEAS Verses ACTION!

This week I had one of those "blinding flashes of the
obvious" - times when something jumps up and I laugh at
myself for not having seen what's been in front of me all
along. Here's the distinction I finally "got":
"We don't need more good ideas; we need better execution of
the ideas we already have!"
I was talking with a member of my Mastermind group about
where we get our best ideas. We talked about marketing
experts, about websites and technology resources, about all
the books we've read. It was a wonderful discussion, but I
started getting restless because the list seemed endless.
Finally, I got that flash of the obvious! We already have
LOTS of pretty good ideas! They may not be the most
brilliant or best ideas in the world, but they aren't
totally stupid, either! Fundamentally, I pretty much know
what I "ought" to be doing. The problem is not with getting
more and better ideas. The problem is in the execution.
The problem, as always, is GETTING STUFF DONE!
Many people are familiar with the distinction that
perfection is often the enemy of excellence. In trying to
do something "perfectly" we procrastinate. We wait until we
have all the information and all the tools we might need,
and as a result the job never gets done at all! The
objective for most projects is not perfection, but
excellence.
Here's another distinction that is similar, but as far as I
know, it's original with me: "Best practices" are often
the enemy of "good enough" practices!
In trying to find out how the experts do things, and
modeling ourselves after the most effective people in our
industry or profession, too often we end up never getting
started.
Yes, of course, we want to be smart and efficient and use
the best techniques we can find. Of course we want to be
"ahead of the curve"; there's nothing wrong with that! (I
am certainly a fan of education and learning and coaching!)
But sometimes looking for the "BEST" simply becomes an
excuse to avoid getting started.
Most of the time, I know the next step. Most of the time, I
have an idea about how to proceed. Most of the time, I KNOW
what I need to do!
Only rarely do I truly need new ideas or expert advice
before I can take the next step. Only rarely must I read a
book or find the perfect website in order to get started.
Most of the time what I really need is to take what I
already know, add a bit of time and effort (usually called
"work"), and GET STARTED!
I believe it is Tony Robbins who says that EVERY action
gets some kind of result and that even inefficient action
will eventually get positive results. Of course, we want to
be as smart and productive as possible - no one argues
about that - but often the key to achievement is not a new
tool or better information or superior talent. Often the
key to achievement is simply using what we have and out-
working the competition.
This week, start wherever you are, with whatever you've
got, and DO something with it! If you can do something
brilliant that's wonderful, but get started! And if you
can't do something brilliant, then just "keep on keeping
on." One day at a time, step by step, do what you can and
repeat it until you reach the top of the mountain, until
that wonderful day when your friends wake up and are amazed
at how "lucky" you are!

BUILDING YOUR CAREER OR BUSINESS: THE PARTHENON PRINCIPLE

During the Persian War, the building on the Acropolis of Athens was burned by the invading Persian forces. Following the war, which ended in 479 b.c., the Athenians began rebuilding their city, which culminated in the construction of the Parthenon, the greatest of all Greek temples of the Classical Age. Dedicated to Athena, goddess of wisdom and patron deity of the city of Athens, the Parthenon stood more or less intact for some 2,000 years until the middle of the seventeenth century, when it was partly destroyed in a war between the Turks and the Venetians.

The Metaphor

The career or business you are building is as important to you as was the Parthenon to the Greeks. It took many years of painstaking planning and excruciatingly hard work to effect this magnificent temple.

The same is true of your own business. A level of commitment that was quite extraordinary was essential to the ultimate success of the Athenians' undertaking. No less is required of you. Like the Parthenon, your career or business is also supported by pillars, each of which is central to its integrity and its survival. The Parthenon was "built to last." So too, your career or business must be based on rock-solid principles.

The Principle

Imagine the result of a small increase in the strength of each of the supporting pillars of the Parthenon. As each is strengthened, it will affect the robustness—the durability—of the structure. Clearly, a small change in each pillar will give rise to a large change in the overall structure. The same is true for your career or business. This gives rise to what we call the Parthenon Principle.

Incremental Changes

Consider the human body. It has several systems—pillars, if you will—each of which supports the body. Improve one and the overall health of the person improves. Improve them all by just a small amount and the individual will experience a significant increase in health, energy, and vitality.

Similarly, your business or organization consists of several foundational systems, all of which are interrelated. In our coaching program, we consider seven core systems or pillars: sales, services, pricing, promotion, referrals, productivity, and profitability (i.e. cost controls). As with the human body, an improvement in any of these systems will lead to an improvement in the overall health of the organization or your business.

Action Exercise

What improvements could you make in your products to make them more attractive and salable? How could you alter or improve your sales, marketing strategies, and processes to increase your sales? How could you improve your customer service operations to make your business more client-friendly?

TRIUMPH OVER TROUBLE

The biggest difference between winners and losers is their
ability to cope with adversity.
Life is going to throw problems in your path. Sometimes the
challenges will be physical, other times they will be
financial. Sometimes they will be difficult people, or a
natural disaster like a fire or earthquake, but sooner or
later, life challenges each of us. And here's a key point:
Our response to "small" challenges is a much better
predictor of our long-term success than our response to the
so-called "disasters" in life.
Disasters are big! We can't deny or avoid them; we MUST
deal with them. When our home catches fire or an accident
puts us in the hospital, everyone understands that we MUST
deal with these things.
It is no accident that Winston Churchill described the
Battle of Britain as "their finest hour." When emergencies
strike, we rise to the occasion.
The real test is with the "termites," the "little things"
that are so easy to ignore. Things like paying our bills
and living within our means. Things like managing our
weight and staying fit. Things like time for loved ones,
for rest and renewal.
These things are not dramatic and they are not urgent. We
can delay taking time for our kids. We can neglect our
health for a long time before obvious problems occur.
Recently I saw a biography of Donald Rumsfield, and one of
the points they made is that he "moves toward problems; he
never turns his back or walks away." That is a sound
strategy!
High achievers in life expect challenges. They know that as
they move forward in life, problems will occur. Unexpected
things will happen, and they maintain an attitude of
optimism, humor, strength and resolve in the face of
difficulties. They know that as they become ever more
successful, the size and complexity of their problems will
grow. How could it be any other way?
So, here are a couple of keys to solving problems:
1. Expect difficulty! This is no surprise, it is not
"unfair" or unusual. Life is complicated. Get good at it.
2. Keep a buffer around the edges of your life. Maintain a
"reserve" of extra time, savings in the bank, and a bit of
energy to handle the unexpected.
3. An attitude of optimism and enthusiasm is essential.
4. View difficulties as "challenges" or "learning
opportunities" rather than as problems. How we talk about
our difficulties makes a huge difference in how we handle
them. Words matter!
5. "We get by with a little help from our friends." Have a
team of cheerleaders, experts and colleagues to help you
understand and over-come any problem.
6. Be proactive. Take care of problems while they are
small. Preventive maintenance is good for your car, your
relationships and your heart.
7. Learn from every experience and (try) not to have the
same problems twice. Learn from difficulties, make changes,
and move on. Never repeat the same life-lesson!
The key is understanding how life really works, that
challenges are how we learn and grow. Life is about what we
learn and what we learn to do. Expect "interesting"
situations. Taking them in stride builds your confidence.
Never fear trouble; expect to triumph over it!

MANAGING TIME AND SPACE

Every week I hear comments about being "too busy" or
"having too much to do." We live in a time of stress and
tight schedules. We are on the run, with too many options
and too many responsibilities, and sometimes it feels like
we MUST do them all TODAY!!!!
Often, I hear people ask for help with "time management"
when what we really need is a system for LIFE MANAGEMENT.
And here is an outline I often share with my clients. I
call it the Life-Management Progression and I think it is a
powerful concept that has implications for every area of life.
As I see it, we go through various "stages" of managing our
lives to achieve our goals and create the things we want in
life. I see us working our way up the pyramid, from the
least-effective (but most common) strategies to strategies
that are profoundly and effortlessly transforming:
1. TIME MANAGEMENT is the most common and the least
effective way to run our lives. We don't own time and it
cannot be managed. Time just "is" and it flows quickly.
What we can manage are things like our activities, our
choices, and our personal environments. If you don't
actively manage these things, other people will certainly
try to manage them for you, with frustrating results.
2. ACTIVITY MANAGEMENT has the virtue of being "do-able".
We can choose our priorities and manage our actions through
the day. Practice "single handling" whenever possible. Do
one thing at a time and do it well. Avoid dead-end
activities at all costs! Use a daily calendar and a weekly
planner. These are rather crude tools, but they are a
powerful beginning.
3. ENERGY MANAGEMENT is what most people are actually
hoping for with time/activity management. They want to get
more done with less effort and have something left for "me"
at the end of the day. Manage your energy. Sleep well, rest
often, be efficient. Do your most important work when you
are most awake. Put your best efforts into your most
important priorities and let things of secondary importance
get secondary effort. It's not the quickest or easiest path
to the good life, but it's a great start.
4. SPACE MANAGEMENT - Now things get interesting! Manage
your environment so it's hard for people and things to
interrupt you. Close the door, turn off the phone!
Eliminate anything that annoys or frustrates you - fix it,
replace it, or junk it. Make your office, car, kitchen,
bedroom and bathroom "perfect" for you. Paint the walls,
replace your desk! Take action to make things better, more
comfortable, more inspiring. You'll get more done and have
more fun doing it.
5. YOUR PERSONAL ECO-SYSTEM - This is what we're
looking for! Create a life-system that "pulls" you forward.
Surround yourself with things and people who inspire you
and make you happy, who give you energy, and who make you
productive and joyful. Even your computer should make you
smile! Fill your life with people who challenge you to be
your best. Be pro-active in every area of life so you live
well and can do the work you are called to do!
Over 100 years ago, Henry Thoreau made his famous
observation that most people live "lives of quiet
desperation" and I think it is high time we changed that.
It is entirely possible to lead a life of high productivity
and simple joy. It is possible to be focused, rested and
"on purpose" most of the time. It is not easy in our busy
world, but it is possible and you deserve nothing less.

HANDLING OBJECTIONS IN SELLING

In golf, there is a saying that, "You drive for show, but you putt for dough." In selling, you prospect and present for show, but you overcome customer skepticism and gain commitment for dough. How would you rate your ability to answer objections and get the sale? This is the true test of how good you really are as a salesperson. 

The True Test of Selling

This is perhaps the most stressful and challenging part of the sales process. It's where the rubber meets the road. It is your ability to answer the questions that the prospect puts to you and overcome his natural reluctance to make a commitment that wraps up the sales process. It is also the part of the sales process that salespeople dislike the most and which customers find the most stressful.

Plan It in Advance

The end game of selling must be carefully thought through and planned in advance so that you are thoroughly prepared to bring the sales conversation to its natural conclusion at the earliest and most appropriate moment. Fortunately, this is a skill, like riding a bicycle or typing with a typewriter, and you can learn it through study and practice.

Handling Objections Comes First

Handling objections and closing the sale are two different parts of the sales process but they are so close together that this chapter will discuss them as a single function. Just as there are reasons why people buy a product, there are reasons why they don't. Often answering an objection or removing an obstacle is the critical element in making the sale. You can answer the objection and close the sale simultaneously.

Make It a Reason to Buy

Objections can be turned into reasons for buying. Just as there is a primary reason for buying a product, a hot button, there is a primary objection that stops the person from buying it. If you can emphasize the one and remove the other, the sale falls together naturally.

Smaller Products Versus Larger Products

In selling smaller products or services, where you can prospect and make a complete presentation in the first meeting, your approach to closing will be different from that required if you are selling a larger product in a multi-call sale that stretches over several weeks or months.

Ask For the Order

In the shorter, smaller sale, the prospect knows everything necessary to make a buying decision at the end of your presentation. Your aim should be to answer any lingering questions and then ask for the order. In the larger sale, you may have to meet with the prospect several times before the prospect is in a position to make a buying decision. You will have to be more patient and persistent.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, prepare yourself in advance for the endgame of selling by anticipating anything the customer might offer as a reason for not buying. Be ready.

Second, look for the hot button, the reason the customer will buy, and press it. Meanwhile, find out his major reason for not buying and remove it.

BEN FRANKLIN'S SECRET FOR LONG-LIFE SUCCESS

Two weeks ago, I read Frank Bettger's classic book, "How I
Raised Myself from Failure to Success in Selling." Written
in 1947, it is one of the GREAT books on selling, and I was
stunned when my MasterMind group talked about it and I had
never heard of it.
I've probably read around 100 books on sales, marketing and
persuasion over the years, but this one had slipped past
me. I ordered it and discovered one of the best, wisest and
gentlest books I've ever read on the art of making sales by
creating win-win partnerships. A great book!
And here is just one of the key points Bettger makes:
Learn from the experts!
Back in 1935, Napoleon Hill wrote about it in "Think And
Grow Rich." Bettger wrote about it in 1947. More recently,
Tony Robbin's talks about it in his famous phrases that
"Success leaves clues" and that if we "do what successful
people do, we will get the results successful people get."
Bettger, however, also points out that he borrowed the idea
from people before him, notably Benjamin Franklin.
As Bettger points out, almost everyone has heard of
Franklin's formula for changing his life, but here's the
key point: Bettger writes that NOT ONE PERSON he talked
to had actually TRIED IT!
Unfortunately, I have to say the same thing.
This simple formula transformed Franklin from an obnoxious,
arrogant young man who was in debt and had limited
prospects, to one of the most famous, respected and admired
men of all time! Franklin described it in his
autobiography, saying he hoped others would use the
formula, and indeed it has taken on a variety of forms and
wordings as motivational speakers, coaches and teachers
have re-worded it for the past 200 years.
But, as Bettger points out, how many actually TRY IT?
Here's the formula: Create a list of virtues or qualities
you want in your life, and write them down. Then, take pick
ONE and focus on it for an entire week. At the end of the
week, choose another item from your list, and focus on THAT
one for the following week, and so on through the entire
list.
Franklin listed 13 such qualities, noting that he could
then rotate through his list four times per year.
I imagine that as an egotistical young man, the first few
weeks probably had little impact on Franklin's personality
or his bank account. I imagine that even the first 13-week
cycle may not have created measurable results. But Franklin
kept at it, and within a year he saw that the qualities,
habits and virtues he most admired in others were showing
also up in his own life.
So here's the simple challenge: What handful of virtues
and habits would help you become the person you want to be?
Write them down, create a short list (perhaps with 13 items
on it) and then focus on them, one at a time, week by week
for a year.
What have you got to lose? It worked for Franklin. It
worked for Bettger. I suspect it will work for you and me.

THE 4 CARDS OF ACHIEVEMENT

One of the most amazing truths is how little things lead
to BIG differences. Over the past years of studying
successful people, the thing that strikes me is this: High
achievers are just like everyone else! The differences
between high performance, middle-class performance, and
failure is in the daily details.
One of my favorite examples is an airplane flying from
Seattle to Hawaii - the pilot only has to be slightly off-
course to end up all wet! The differences are very, very
small.
Many people have noted that the best sales people are rarely
different than their average competitors. They make calls,
they submit proposals, and they take orders. The key to
success is in the small things! High achievers are on time,
they know a little more about the customer, and about their
products. The key to success is in the small things.
In my own work, I have focused a great deal of research and
thought on the environments that top performers use to
create Personal Eco-Systems for success. Their homes,
their offices and the other details of their environment
work together to "grease the skids" for success.
Surround yourself with books and tapes, get a coach, study
the competition, and get very, very good at what you do!
And, here are four things that can help. Yes, they are
small things. No, they don't cost very much and probably
99% of the people who hear this idea ignore it because it's
"too simple", or they'll "do it later." You know who does
NOT ignore the idea? Only the top 1%! So, here we go...
Buy yourself a pack of ordinary 3x5 index cards. You're
going to create 3 stacks of cards and keep a fourth stack
in reserve.
Stack #1: Daily Affirmations
Create a list of short, positive statements and write one
on each card until you have several of them in a small
pile. Write them in the present tense, and write sentences
that empower you!
Stack #2: Daily Questions
Create a list of powerful, motivating questions and write
one on each card until you have a small pile of them.
Examples might include, "How will I increase my income this
year?" or "What do I appreciate most about my spouse?"
Stack #3: Daily Essentials
This is just one card that lists the small number of
actions you are absolutely committed to doing every single
day. It might include exercise or writing in a journal, or
hugging your kids, or anything else that you have decided
to do every single day. List your 5 or 10 "essentials" on
this card.
Stack #4: Today's Action
Every morning, take a blank card and list the THREE things
you will absolutely accomplish that day. Don't list more
than that or it becomes just another long "to-do" list.
What three things are vital? What three items will you DO
today? List them and put this card in your pocket to
remind you through the day.
Every morning, take five minutes with your cards. Shuffle
the affirmations until one jumps out at you, and ponder it.
Shuffle the questions and ponder one of them. Remind
yourself of your daily "essentials" and commit to doing
them, TODAY - just like every day. And finally, list your
three key items for the day. Write them down, put them in
your pocket and GET THEM DONE!
Peak performers create systems for success. They make
small, daily adjustments in their attitude, and productivity
until, over time, they leave the competition far behind.
You can do this! Winners always have an "unfair advantage"
and now you know what it is. Here's the key question:
Will you use this easy little system, or not?

ARE YOU CONFIDENT AND CREATIVE?

Did you know that highly creative people tend to have fluid, flexible, adaptive minds? Here are three statements that creative people can make easily and which you learn by regular practice.

Admit It When You Are Wrong

The first is simply, "I was wrong." Many people are so concerned with being right that all their mental energy is consumed by stonewalling, bluffing, blaming and denying. If you're wrong, admit it and get on to the solution or the next step.

Face Up to Mistakes

Second, non-creative people think that it is a sign of weakness to say, "I made a mistake." On the contrary, it is actually a sign of mental maturity, personal strength, and individual character. Remember, everybody makes mistakes every single day.

Be Flexible With New Information

The third statement that creative people use easily is, "I changed my mind." It is amazing how many uncomfortable situations people get into and stay in because they are unwilling or afraid to admit that they've changed their minds.

Be Willing to Cut Your Losses

If you get new information or if you find that you feel differently about a previous decision, accept that you have changed your mind and don't let anyone or anything back you into a corner. If a decision does not serve your best interests as you see them now, have the ego-strength and the courage to "cut your losses," to change your mind and then get on to better things.

Action Exercises

Here are two ways you can break out of narrow thinking patterns and become more creative.

First, be willing to admit that you are not perfect, you make mistakes, you are wrong on a regular basis. This is a mark of intelligence and courage.

Second, with new information, be willing to change your mind. Most of what you know about your business today will change completely in the coming years, so be the first to recognize it.

THE JOY OF WINNING

Are you ready for a bit of bragging?
What I noticed is that the joy of winning is based upon,
but is enormously DIS-proportional to the effort required
to achieve it. Let me explain.
I have a sense that as a culture, we are taking fewer and
fewer risks in the mistaken notion that, on average, this
will bring more more happiness for more people. Unfortunately,
it doesn't work that way. The pride and personal satisfaction
of great achievement only comes from taking risks and working
hard in the pursuit of your dreams.
Here's an extreme example: Would you choose the triumphs
and tragedies of a thrilling life, or the mediocrity of a
life that was "average" in all respects? I think the answer
is obvious! Human beings NEED challenge and we hate
being "average".
No one consciously chooses a life of boring mediocrity, and
yet we are drifting in exactly that direction.
Where once America was a nation that advised, "Go west
young man" and told both women and men to strike out, seek
their fortune, take risks and find adventure, today we are
determined to contain, if not eliminate, virtually all risk.
As a frequent traveler, one of my "pet peeves" is the focus
on airline safety. Obviously, no one wants a repeat of
9/11; it was a monstrous act of war. Of course we must
take steps to protect ourselves, but America have become a
nation obsessed with avoiding risk, and we are sacrificing
the rewards that come only from taking reasonable risks to
reach our goals.
What does this have to do with achievement and living the
good life? It has to do with our willingness to invest
ourselves and take risks to fulfill our potential.
As a nation, and as individuals, we must take risks and
invest ourselves in order to triumph.
There was risk in President Kennedy's commitment to landing
men on the moon. Amelia Earhart accepted the risks of
flying around the world. The crew of every space shuttle
accepts the risks of spaceflight, and not all return
safely.
There is risk in pursuing your dreams. There is work and
effort and investment, and you might lose, but that is the
price of triumph. There are no great victories purchased
at the "bargain counter" of life.
Invest yourself. Throw your heart and all that you have
into your endeavors. If you lose, it will hurt and be
upsetting, but if you win, there is a joy and satisfaction
beyond compare. Human beings were not made to sit still.
We must explore, we must adventure and try. In your own
world, in whatever way is calling to you, GO FOR IT!

ACTIONS SPEAK LOUDER THAN WORDS

Too often we talk about what we are going to do even while
we actually do very little to make our dreams come true.
We talk and dream and set goals and plan. We budget and
visualize. We do everything, in fact, except take action.
We all know that only ACTION changes things. One of my
favorite slogans is that "Nothing changes until something
changes." I love the reminder that even a small step in
the right direction can have HUGE implications! And, I
love the reminder that only action will make our dreams
come true.
We are blessed to live in a time when we can have or do
just about anything we can imagine. You can go to law
school or medical school - yes! - You really could! You
can make a fortune, start a school, travel the world, raise
happy children, run for office, publish a book, start a
business or become a hermit and live in the woods. If you
can imagine it, you can DO it!
The only catch is that you have to actually make it happen.
I see at least three popular tools for avoiding the
necessity for action. They are good tools when used
properly, but we mis-use them to stay in our comfort zones,
change nothing, and wonder why our dreams never come true.
First - We set too many goals. Now, I'm a huge fan of goal-
setting and I even wrote an ebook about the process. I use
goals in my business and personal life, and I encourage my
clients to set goals, so don't mis-understand me here.
The problem is that we set goals instead of taking action.
We plan and talk and set dead-lines, when what we should do
is get to work and "go for it". Losing weight isn't a
goal! Losing weight isn't a long-term project, it's about
walking around the block, skipping desert or whatever is
right in your particular case. Never set goals when it's
simpler and more appropriate to take direct action!
Second - We wait for the right time. Again, "there is a
season for everything under heaven" and timing can make a
huge difference. But we mis-use that truth when we refuse
to take reasonable action because we are waiting for a
"better time", or for the moon and stars and our checkbook
to be in alignment. It's an excuse, folks! There will
never be a magical "right time" to start a business or
start a family or start a savings plan.
The time is NOW! Take action, do what you can, move in the
direction you want to go. Stop procrastinating and move it!
Third - We look for "leverage" so we can make big, dramatic
progress. Now, of course big steps forward are wonderful!
They are fun and exciting and leverage can make everything
easier. No one doubts that! But that is no reason to
avoid doing what you can, where you can, right now.
In fact, too often the "big steps" are scary and then we
find even more reasons to avoid them.
In most things, I'm a huge fan of "baby steps" and have
written about taking the smallest, safest, LEAST dramatic
step you possibly can, so long as you take it TODAY. Take
small steps, just take them!
Find and use a goal-setting routine. Goals are vital to
your long-term success! Just don't get so lost in the
process that you forget to look up, get up, and get into
action! The same is true of timing and taking huge, bold
steps when you can.
ACTION always speaks louder than words or plans or goals
because only ACTION gets things done. Take small steps,
but take them today. Call someone. Read something.
Open a savings account. Invest a dollar, take a walk,
talk with your kids. Whatever it is, just do it! Before
you go to bed this evening, take some real, measurable,
positive step (no matter how small) in the direction you
want to go. Then tomorrow, do it again.