At National Agents Alliance, when we teach goal-setting techniques, we often hear this question from the new and uninitiated agent: “What do I need to do to accomplish this goal?” That, unfortunately, is not the right question to ask.
We know the goal should be specific, measureable, attainable, relevant and time-sensitive. We also know the philosophy taught by the late Jim Rohn regarding achieving success and reaching all your goals: “Success is not something you pursue. What you pursue eludes you. Success is something you attract by the person you become. If you want to have more, you must become more.”
Let me give you an example. Let’s say your goal is to earn extra $100,000 this year. Now we need to ask the question, ‘Who do you need to become to be an extra $100,000 valuable?’ Your answer might contain some attributes—stated in the positive, “I am”—such as:
- I am a disciplined master of time efficiency.
- I focus solely on high-payoff and high-productivity actions.
- I wake up an hour earlier and review my priority objectives each morning.
- I fuel my body properly and exercise four days a week.
- I read positive books (found on CEO, Andy Albright’s Book of the Month list).
- I surround myself with high achievers.
- I am a smart, confident and effective leader.
- I deliver excellence to my clients and continually find ways to ‘wow’ them, which brings repeat business and referrals.
Before you can have, you must do. And before you can do, you must become.
“To achieve something you have never achieved before you must become someone you have never been.” —Les Brown
In order to achieve all that you desire, you need to determine the characteristics, behaviors and disciplines you need to adopt as well as the behaviors you need to expand on and maybe the ones you need to eliminate altogether. You will need to figure out how to become the person who would achieve your goals, and would deserve them.
Ask yourself: “What are the top few ways I need to change or improve my behavior, habits or disciplines in order to achieve my goals?” When you do these things, you will regularly find your name on the National Agents Alliance leader boards!
Sales Blog for National Agents Alliance 
April 10th, 2012 at 2:17 pm
[…] Heart is that invisible, intangible ingredient that is so difficult to describe. It’s the magic that takes you to the next level, an overdrive that successful people just seem to be able to reach down and grab when they need something extra. It’s a desire, a conscious choice to live big and to never quit until goals are accomplished. […]