As a sales performance coach to
financial advisors for over 30 years, I have focused greatly on the
psychological side of what makes people successful.
Goal setting is an area
where the psychological side is often overlooked and advisors end up
with goals they don't reach. What follows are some tips
that can have a big impact on your ability to hit your goals for 2014.
A big barrier is not being able to set goals that have meaning.
I hear this consistently from my coaching clients. The secret to
setting goals that have meaning is to create a goal with a feeling of
some kind. If there is no feeling involved, there is no meaning. I
tell my coaching clients to make a list of everything you can imagine
you could want or want to create. Then look at the list again for the
things that have the most meaning or which ones feeling intuitively
right. Examples of goals that have a feeling element would be things
like: To achieve whatever it takes for me to feel successful and
professional. To provide the best possible lifestyle for my family. To
have clients who trust me to put their interests first and feel so
strongly about me that they refer me to their friends.
Another huge obstacle is your analytical mind and analytical thinking
which we have all been trained to grossly overuse. What you have
experienced in the past creates a body of knowledge about what you
think is possible. When you are setting goals, you have to
suspend your attachment to your experience and create goals like you
are just making things up that you want. One of my mentors
taught me that you have to go out at least 10 years when you are
setting goals. Your analytical mind can't project your current
barriers out more than a few years so if feels like there is nothing
in the way. Then plan backwards. Most of your ten year goals won't
actually take ten years. Some of them could happen this year!
Negativity and doubt in any form is a major cause of not
reaching goals. Once you have set a goal that feels right you
have to protect that vision from your own negative thoughts. As soon
as you feel a negative thought coming on, you have to notice it and
not give it any energy. It is way better to be neutral (objective,
non-judgmental) than negative.
Set a range for your goals rather than having to come up with
one specific target. Rather than agonizing over trying to find
the perfect income goal for example, set a range. What is the minimum
you need to make everything work and what is the upside you really
want to go for. Also, another fascinating fact about goal setting is
that you don't have to know how you are going to reach the goal. All
of our analytical training makes us think we should only set realistic
goals. This is a big mistake. It is more important to ask for a lot
more than you currently know how to get. Life has a way of teaching us
how to get the bigger goal if we ask for it. In other words, your
spirit knows how to achieve goals many times bigger than your
analytical mind. Your analytical mind is an important part of the mix
but it is a small thinker.
So be more outrageous with your upper end goals. When
Alexander Graham Bell was working on the telephone, people would ask
him, "Why would anyone want to talk on a telephone?" It's more
important to ask for what you really want, what feels right to you;
rather than just to ask for what you think you can get or what makes
sense. Ask for that too, of course!
One last thought, I would probably not share my big, upper end
goals with anyone. They might decide you are a legend in
your own mind. Our ability to create is much more powerful than we
realize. We have been socialized to limit ourselves to the
conventional wisdom. Would Bell have put all his energy into the
telephone if he had listened to the conventional wisdom of his time?
Can you imagine what our lives would be like without the telephone?
Wishing you great success for 2014,
(424) 228-5575 (Los Angeles, California)
Check Out SellingWithoutWrestling®
I'm working hard to be the most comprehensive resource for
relationship-oriented financial advisors. I keep adding material to my
training and coaching website. There is now over 100 hours of audio
and hundreds of pages of seminar handouts. If you like my
newsletters and you are not a member, check it out. There is a
7-Day Free Trial and I give away over $500 worth of products
in the first six months, so the membership is basically free for the
first year. Go to:
Share This Newsletter With Your Peers: When your peers sign up for my free monthly newsletter
(Sales Tip of the Month) they also get a free eBook – 12
Quick and Powerful Ways to Coach Yourself to the Next Level ($47
value) and free instant access to recent teleseminars.
International Orders: Shipping charges on our website are
for USA only. Before you make a purchase, please email us and tell us
what you would like to order and we will send you a quote for the
This eNewsletter is Copyrighted and is the intellectual property of Sidney C. Walker.
You have my permission to share this month's eNewsletter
with peers, with your reps as a sales manager, or as an article in a
financial publication as long as you use the content in its entirety,
without changes, with a clear reference to my contact information
including my website address
SellingWithoutWrestling.com. Please contact me, Sid
Walker, at 877-985-3297 if you have questions. Thank you for your
SidWalker.com - Coaching
info, buy books, eBooks, CDs
SellingWithoutWrestling.com - Extensive Training & Coaching
Client Acquisition Coach -
"Champion of the Low-Key Approach"