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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

German philosopher Frederick Nietzsche once said, ‘He who has a why can endure any how.’

 

You have goals – and they look great.

 

You have the tasks to accomplish those goals laid out – and they look like they will do the job.

 

You have the accountability system in place to keep you on track and correct you if you need it.

 

But do you have the “WHY?”

 

Why are you doing this? What is your driving force that gets you up each day and makes you push far beyond the norm?  What pumps you up, motivates you, excites you, drives you?

 

Do you often wonder why some people accomplish such great things, while others do very well, but not at the same level?

 

Because, you see, those who really excel have a definite, powerful “WHY.”

 

They don’t just know what they want or how to get it – they know why they want it.

They know exactly why they are chasing their dream,  and that is the key we want to talk about today.

 

Do you know your why?

 

As I was thinking about this the other day, I was inspired to write this article and focus myself on my current why.

 

Please take a moment right now and focus back on the great things you have done in your life (yes, all of us have done great things – just take a moment and think about it).

 

When you take a moment to consider these actions, you might be amazed at what you have been able to accomplish. It might inspire you to focus on developing your why for where you are going right now, or it might force you to stop, change directions and alter your focus.

 

I looked back in my own life to three significant whys and what they did for me.

 

1/        Why did I make it through USMC boot camp and graduate?

            Not how, but why.

            The how was simple, I did what I was told, when I was told and never gave up.  That is all good, but it was not enough, I needed a why.

            The why was because I wanted to wear that uniform and stand proud as one of the few and proud, the elite group, USMC.  That is what made it happen: the why.

 

2/        Why did I make it though college with honors when I had barely made it out of high school?

            I had the goal.

            I knew what I needed to do.

            I had an accountability system.

            But what was the why, the real reason?

            The why was because I was determined not to have to work in a factory and be told what, when and how.  The why was not having to hate my job like my mom had.

            That was the why that made it happen.

 

3/        Why did I build my own business?

            Freedom – yes.

            Wanting to work for myself – yes.

            Wanting to build something – yes.

            But the why was because I wanted no limit on how much I could earn and what I could do.  I want to go for the gold.

 

Now I could have done all those things well, but instead, because I had a why, I excelled at them.

 

Find your why, and you too will be unstoppable.

 

Learn more about how to make that happen for you.

Watch these 18 minutes of inspiration, and find your why.

 

How are you going to make sure the coming year is your best ever year so far?

 

What are you going to do differently?

 

Do you understand that a plan in your head is just that – a plan in your head?

If you don’t write it down, the chances of it ever happening are zero.

I have dealt with too many people with great plans in their head, but they missed out on doing very much.

Make sure that this coming year – you go for gold and stop settling for silver.

Too many people settle for silver and really never get past bronze.

 

How do you build that roadmap for next year?

 

Let’s take a look at one example of how you start to make it happen for you.

 

You start with goals:

Let’s define one:

To take my sales to over x dollars in the next 12 months.

 

Now, goals are great.

They are the way we have to start.

They are necessary.

But, they are just the starting point. 

You can think of them as the starting line in the race.

But if you don’t run, and if you don’t run faster than everyone else, you will never win the race.

You do want to win the race – don’t you?

 

So what is next?

Next you have to define the tasks you need to do in order to accomplish that goal.

What do you have to do to win the race?

 

Here are some examples to go with this goal as a starting point.

 

1/        Attend 10 networking events a month.

2/        Send out one email to my list every week.

3/        Add 200 names a month to my email list.

4/        Have 3 one on one meetings every week.

5/        Post on social media twice a day.

6/        Send out 20 post cards a week to prospects.

7/        Make 4 hours a week of cold calls.

Etc.

 

Now you can see it starting to come together.

You have a goal, which is getting your sales to a certain number.

You have the measureable tasks that you need to define to get you there.

 

What is next?

Making it happen.

 

Also, you need to define another 2-4 goals for the next 12 months, the same way.

You should have 3-5 business goals and 1-2 personal goals every year.

 

Once you have done this; set it in stone and then make it happen.

Accept nothing less.

Expect nothing less.

 

There is one final, tiny piece that you will need.  You need to get yourself an accountability partner who will keep you on track.  No, you can’t do it yourself, no matter how good you are.

 

Much success to you over the next year.