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)
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