Setting Goals

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Setting Goals
Monday, August 22, 2005

• Presented by Tom Schaff

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What Well Cover
Identifying Prospects Personal Life
Goals Interaction of Personal and Business
Goals Adjusting Goals Upon Encountering
Obstacles Tying Financial Goals to Professional
Goals Establishing Your Life Goals Establishing a
Business Plan to Meet the Goals Establishing a
Method to Analyze and Adjust the Business Plan
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What Well Cover

• .and what specifically
• would you like me to talk about?
• A Problem
• A Frustration
• An Issue
• Anything!

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Goals Overview
What Goals Do

• Force you to define value system
• Force you to set priorities
• Identify a track for you to follow
• Help you manage your behavior
• Help you identify strengths and weaknesses
• Improve self-esteem
• Help you focus your energy
• Motivate you
• Make you stretch

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Goals Overview
Good Goals

• Good Goals Are
• SMART specific, measurable, attainable,
  realistic, time-bound
• Written down
• Short-term
• Long-term
• Personal
• Professional

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Goals Overview
Why People Dont Set Goals

• Time and effort
• Threatening
• Fear of Failure
• Dont know how to begin the process

You cant accomplish anything great by
playing it safe.
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Types of Goals
Seven Areas

• You should have goals
• in all these areas of your life
• Family
• Spiritual
• Work
• Social
• Health
• Education
• Financial

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Types of Goals
Tangible Intangible

• Tangible Goals Include
• New house
• Fundraising or charitable goal
• Maintaining a certain weight
• Specific income
• Intangible Goals Include
• Improved family relationships
• Relationship with a higher being
• Respect of colleagues
• Stress reduction

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Core Values
15 Core Values

• What is Your Life Line?
• What will you accomplish before you retire?
• Who must you share these goals with?

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Cookbook for Success
Motivation or Frustration

• Chosen vs. Given
• Goals you choose are a source of Motivation,
  Focus and Meaning
• Goals you are given can be a source of
  frustration, anxiety and disappointment
• A well thought-out Cookbook can
• Give you a sense of control
• Give you a feeling of accomplishment
• Help you tolerate unpleasant tasks
• Manage your time

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Cookbook for Success

• Step 1 Define exactly what you want to
  accomplish
• Start with your personal financial goals
• List the have-tos and the want-tos
• Step 2 Calculate required amounts
• Determine the monthly amount for each item
• Determine your total monthly obligation
• Determine your weekly and daily financial goals
• Step 3 Determine the number of sales you need
  to meet the goals
• Determine the activities needed to make the sales
• Determine the number of times you must engage in
  these activities
• Step 4 Decide if the numbers are realistic
• Evaluate the number of sales required
• Evaluate the activities required
• Re-adjust your goals if necessary

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Manage Your Behavior
Tracking Your Activities

• Necessary to improve and be accountable
• You cant manage anything you cant control
• Never manage your numbers manage your behavior
• See your goal through to the end result To make
  payday by Friday!

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Manage Your Behavior
A/B Journal

• Daily Attitude/Behavior journal
• List I and R goals
• Assess progress at end of day
• Assess attitudes at end of day
• Review results to make improvements, adjust
  behavior, re-set goals and/or examine percentage
  of goal achieved.

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Managing Behavior

• Step 1 Analyze Your Results
• What am I doing right?
• What do I need to improve?
• Is the issue with activity levels, technique or
  behavior?
• Step 2 Make a Plan
• Determine how you will handle problems with your
  activity levels, behavior and techniques
• Include What, When and How you are going to do it
  and How you will evaluate your results
• Step 3 Your will need to revise
• Your cookbook
• Your A/B journal

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Final Review
Learnings and Action Steps

• What did you learn?
• 2. What surprised me?
• 3. What disappointed you?
• 4. What steps do you plan to take based on what
  you have learned today?