The 2009 Goal Challenge

What will you do in 2009 that will be truly extraordinary? What will you look back on in years to come and say, "I did that - and I did it by design"? Regardless of what happens in the market, the economy, your company, or any other outside factor, what can you affect on purpose in the coming year?

I've been encouraging sales professionals for the past couple of months to work on their purposeful success in the New Year. And it might be time for you to take the challenge.

Goals, Not "Resolutions"

I don't get into New Year's resolutions - they don't work because they are typically more like whimsical wish lists than real goals. They are rarely well-planned and usually not track-able. And they fizzle out in no time at all.

Goals, on the other hand, are life strategies. They are specific and measurable. They are stretch opportunities, but are still achievable. They can be easily monitored for progress, and they have a specific conclusion point.

And it's not too late, not by a long shot, for you to put together your 2009 goal(s). In fact, this might be the perfect week to get started. You've still got the whole of 2009 in front of you.

Start Small if that Works for You

Not digging the idea of setting some big, fat, hairy, audacious goal or goals? Fine. Just pick one. Select one thing that you can do in the next year, no matter how small, that you would not have done otherwise. Heck, pick something you can do in the next month...or week for that matter. Pick one book to read that you wouldn't have read otherwise. Volunteer for one hour (one hour, for crying out loud) at your kid's school. Learn and master just one small part of your sales presentation.

You'll be amazed at how fulfilling and exhilarating it is to accomplish even the minor goals on your list. And when you get those knocked out you'll want to accomplish something else. And something else beyond that!

More importantly, you'll appreciate not only what you've accomplished, but how the goal achievement process changes you! What we get by accomplishing our goals is nothing compared to what we become by accomplishing our goals (and feel free to write me a note if you know who came up with that quote - it's escaping me).

Getting Started

In his book The People Principle, author Ron Willingham has constructed an excellent starting point for you to construct your own goals. I've attached that here. This is a great way to plan out your goals and come up with not just the ideas but also the strategy.

Finally, I would be honored if you would share your goals with me (jeff@jeffshore.com). And I'll be happy to share mine with you - just ask. Sometimes the accountability of having others involved in the process keeps us focused and committed.

God's richest blessings to you in 2009. Now go change someone's world.

GOAL WORKSHEET

Instructions

Read each question below and write your response to the ones that suggest a desirable response. Some will be meaningful and appropriate; others won't. Skip the ones that do not interest you. You'll refine your response later on, so stay fairly 'top level' on your responses. Take enough time to make sure you're considering those things that are most important to you.

1. How much would you like to weigh?

2. How much money would you like to earn next year?

3. What specific habit would you like to develop?

4. What specific habit would you like to break?

5. What personality trait would you like to develop?

6. What kind of home would you like to live in?

7. What improvement would you like to make in your present home?

8. What would you like to do on your next vacation?

9. How would you like to communicate with your family members?

10. How would you like to communicate with your coworkers?

11. What new position would you like to obtain?

12. What new honor would you like to obtain?

13. What specific person would you like to have as a closer friend?

14. What improvement in your physical condition would you like to make?

15. What professional or occupational skill would you like to strengthen?

16. What artistic or creative talent would you like to develop?

17. What new hobby would you like to begin?

18. What new activity would you like to begin?

19. What one thing could you do to add more enjoyment to your life?

20. What one goal could you reach that would lesson the tension or stress in your life?

21. What one activity could you do that would relieve pressure or worry?

22. What study habits would you like to acquire?

23. What additional education would you like to have?

24. What physical activity would you like to start?

25. How much money would you like to save each month?

26. What specific financial habit would you like to develop?

27. What debts would you like to pay off?

28. How much each month would you like to have when you retire?

29. How much money would you like to leave your family in case of your unexpected death?

30. What charitable contributions would you like to make?

31. What specific sales skills would you like to strengthen?

32. What would you like to do for your church?

33. What would you like to do for your community?

34. What civic interest or public service would you like to be involved in?

35. How would you like others to describe you?

36. What image would you like to communicate to others?

37. What specific actions can you take to build up your family members?

38. What family activities can you start doing?

39. What common interests can you plan to involve yourself with other family members?

40. What spiritual goals would you like to reach?

41. When people describe you, what three words would you like them to use?

42. What would you like to have happen to you next year?

DETERMINING AND REACHING YOUR GOALS

Step One

Complete the "Goal Worksheet" questionnaire.

Step Two

Review your written responses to the questions you selected. Reflect on your answers. Check your top three most important responses.

Step Three

When you have selected your top three responses, set a time limit or date of achievement next to that response. Write down the specific date by which you would like to achieve that goal. Be realistic. Give yourself plenty of time to achieve this goal.

Step Four

Now re-write your goals into definite statements. For example:

• "By May 15th I will weigh 180 pounds."

• "By July 31st I'll have increased my conversion ratio to __%."

• "Beginning March 1st and throughout the year I will put 10% of my gross income into savings."

Step Five

When you have all three goals written in as a definitive statement, get three 3x5 index cards. On each card, write one goal statement on one side. Write them big and in exciting colors - maybe each in a different color. After writing them on the cards, put a rubber band around them. Carry them in your purse or pocket and read the goals every single day!

Step Six

Share your goals with someone you trust, and ask them to hold you accountable.

The former national sales director for Kaufman and Broad (now KBHome), Jeff Shore began his homebuilding career as a sales representative in Northern California in 1987. Later he served in a corporate position, creating training programs, coaching managers, and directing sales strategy. Today, ShoreSelect provides the best strategy and training services for homebuilding companies in the nation. View Jeff's Profile or Jeff Shore New Home Sales Training for more details.