Day 9

sales

training

The Five Year Plan

Do you have this type of ambition? What do you want out of life? Where do you see yourself in a year? Five? Ten? What is it going to take to get you there?

 

Do you want to get married? Have kids? Do you want to send your kids to college?

 

What kind of vehicle do you want to drive? Do you want an after-market system in it? Rims? Custom paint job?

 

Do you want to travel? Where do you want to go? How long would you like to stay there? Do you need a passport?

 

Where do you want to live? Do you want to own a home? What does it look like? Is it a single-family home, a condo or an apartment? What kind of appliances does it have? Do you want a pool? How is it painted? Does it have carpet, tile or hardwood floors?

 

Think about everything you want for yourself and your family. Research the things that you would like to have. Find out how much they cost and what you need to get them (for example, a 20% deposit or a 750 Beacon score) and create a detailed "wish list" complete with pictures. By the time you are finished it should be at least 30 pages long.

“Planning is essential,” – Winston Churchill

 

“Planning is everything,” – Dwight D. Eisenhower

 

“A good plan, violently executed now, is better than a perfect plan next week," – George S. Patton

Do you have a Plan?

Plans can be formal or informal. A plan is typically any diagram or list of steps with timing and resources, used to achieve an objective, similar to strategy. It is commonly understood as a temporal set of intended actions through which one expects to achieve a goal.

 

Structured and formal plans, used by multiple people, are more likely to occur in projects, diplomacy, careers, economic development, military campaigns, combat, sports, games, or in the conduct of other business. In most cases, the absence of a well-laid plan can have adverse effects: for example, a non-robust project plan can cost the organization time and money.

 

Informal or ad hoc plans are created by individuals in all of their pursuits.

 

The most popular ways to describe plans are by their breadth, time frame, and specificity; however, these planning classifications are not independent of one another. For instance, there is a close relationship between the short- and long-term categories and the strategic and operational categories.

 

It is common for less formal plans to be created as abstract ideas, and remain in that form as they are maintained and put to use. More formal plans as used for business and military purposes, while initially created with and as an abstract thought, are likely to be written down, drawn up or otherwise stored in a form that is accessible to multiple people across time and space. This allows more reliable collaboration in the execution of the plan.

 

Do you know who you are?

 

Do you know how much money you make?

 

Do you know how much money you want to make in 5-years from now?

 

Do you know how much money that you want to make in 1-year?

 

Do you know how much money you are going to make next month?

 

Do you know how much money you are going to make this month?

 

Do you know how much money you are going to make this week?

 

Do you know how much money you are going to make today?

 

You have no clue, or else you wouldn’t have been asked to attend this class. Let’s get a clue.  There is no way you could be truly successful unless you have a goal with a plan to get there.  Your goal is your end point and your plan is your guide map to get there. Most of us run around like a chicken with our heads cut off without direction; without a plan, like a wandering tumbleweed.

 

Lions have a plan.  Sharks have a plan.  Tigers have a plan.  Cheetahs have a plan.  Even Alligators have a plan before they actually kill.  They calculate their movements.  They move strategically.  They move with precision.  They have a game plan of attack.

 

Who else do you know that plans ahead.  Maybe a basketball or a football team?  Do you think that they plan for a big game?  You bet ya.  They plan a whole year in advance..  How about a boxer?  Yeah, that’s right, a boxer.  A boxer and trainer will train for months.  They will watch many videos of their future opponent to ascertain their weaknesses and plans for the big attack.  They call it, “A game plan”.  Do you have one?

 

Planning

The term planning implies the working out of sub-components in some degree of elaborate detail. Planning can refer to the planned use of any and all resources, as in the succession of Five-Year Plans. Broader-brush enunciations of objectives may qualify as metaphorical roadmaps. Planning literally just means the creation of a plan; it can be as simple as making a list. It has acquired a technical meaning.

 

Why do you need a game plan?  The same reason that they do.  You will not succeed without one.  How do you know what direction to go in?  South?  North? East or West?  Have you ever seen a mouse in a maze?  Do you ever feel like you're spinning your wheels day after day with no means to an end, like a wandering tumbleweed?  Think back to what brought you here?  You needed money, right?  You tried different things in life that didn’t pan out as you had hoped. But there lies the problem.  You hoped.  Notice I did not say that things didn’t pan out as you planned”.  That’s because you didn’t plan or at least you didn’t plan very well.  Things are about to change.  But only if you let them.  Only if you embrace your new plan.  That’s of course if you create a good, solid, well put together and realistic plan.  I will show you how.  All you have to do is trust me.

Planners

Planners are the professionals that have the requisite training to take or make decisions that will help or balance their life.


So you will hear me talk a lot about how much money you can make. Let me be the first to tell you that I will not bs you.  Not today, not tomorrow.  I’ve set goals.  I wanted cars. I bought them.  I wanted a Porsche.  I bought that too.  I didn’t settle for just any Porsche. I got a top of the line 450 horsepower Porsche Cayenne Turbo SUV.  I like old cars, so I bought many.  I didn’t just settle for one motorcycle.  When 1,000 cc wasn’t enough, I upped it to 1,900.  When a 1-story house wasn’t enough, I got 2.  I wanted to buy an airplane, so I took flying lessons.  I set goals, and I achieved them.  What can you say for yourself?  When are you going to trust me?  I can teach you how to make a lot of money.  I can show you how to be a success.  All you need is a plan and I will show you how to make one and follow it.

Methodology

The discipline of planning has occupied great minds and theoreticians. Concepts such as top-down planning (as opposed to bottom-up planning) reveal similarities with the systems thinking behind the top-down model.

 

The subject touches such broad fields as psychology, game theory, communications and information theory, which inform the planning methods that people seek to use and refine; as well as logic and science (i.e. methodological naturalism) which serve as a means of testing different parts of a plan for reliability or consistency.

 

The specific methods used to create and refine plans depends on who is to make it, who is to put it to use, and what resources are available for the task. The methods used by an individual in their mind or personal organizer, may be very different from the collection of planning techniques found in a corporate board-room, and the planning done by a project manager has different priorities and uses different tools to the planning done by an engineer or industrial designer.

 

Close your eyes for a moment and think about what you want to have in 5-years.

 

Now open them.  Think of the house that you want to live in?  What color is it?  Does it have a fence?  Does it have shutters?  Does it have a garden or a flower bed?  Does it have a fireplace?  Does your house have wood floors?  How big is the garage; can it fit 2 or 3 cars?  Do you own a 4-wheeler?  Do you own an airplane or a helicopter? What kind of car do you want? BMW?  Mercedes Benz?  How about a Porsche or Ferrari?  Maybe it’s an old school car?  Maybe it’s a brand new Dodge pickup?  Do you like motorcycles?  Want one?  How about your own swimming pool?  How about a huge yard for your kids to play in?  Would you like to send your kids to a top of the line private or public school?  Do you want to go on vacations?  How about a cruise?  How about a trip to Paris or Australia?  How about England or Italy?  Do you like the Bahamas?  You can own your own boat that will take you there once a month. Do you suffer from depression? Money can buy you a lot of therapy.  Are you sick of McDonalds?  How about Texas DeBrazil or The Capital Grill or Ruth’s Chris Steakhouse?  You can dine like a king or queen.  Interested in clubbing?  Try The Blue Martini.  Like basketball? Get box seats or meet the players on the floor.  Even my 8-year old son has pictures with The Orlando Magic Cheerleaders.   You need to set goals.  Only then, can you achieve them.

 

Strategy

(Greek "στρατηγία"—stratēgia, "art of troop leader; office of general, command, generalship") is a high level plan to achieve one or more goals under conditions of uncertainty.

 

Strategy is important because the resources available to achieve these goals are usually limited.

Henry Mintzberg from McGill University defined strategy as "a pattern in a stream of decisions" to contrast with a view of strategy as planning while Max McKeown (2011) argues that "strategy is about shaping the future" and is the human attempt to get to "desirable ends with available means".


You need to write all of the WANTS on a piece of paper.  Let me elaborate.  Figure out what it is that you want to have in 5-years.  What will your spouse look like?  What is the color of your car(s)?  Be as detailed as possible about your house.  What pictures will you have on your wall?  What tools will you have in the garage?  Will you have a spa or whirlpool? For a clothes washing machine, will it be a top loader or a front loader?  Do you want an art desk and station for your portraits?  Do you want your name on the side of your camaro?  How big is your family room TV?  Do you have an exercise room / gym in your new home?  Will you have a house cleaner and a landscaper?  I do.  Why not you?  Do you collect guns?  Have you ever held a Desert Eagle?  Do you like horseback riding?  Want to learn?

Goals

A goal is a desired result a person or a system envisions, plans and commits to achieve a personal or organizational desired end-point in some sort of assumed development. Many people endeavor to reach goals within a finite time by setting deadlines.

 

It is roughly similar to purpose or aim, the anticipated result which guides reaction, or an end, which is an object, either a physical object or an abstract object, that has intrinsic value.

 

Think about all that you want to have in 5-years.  Let your imaginations run wild, however, be somewhat realistic.  Saying that you will have a Rolls Royce, a Bentley and a Ferrari maybe somewhat unrealistic.  Let’s face it; do you even know how much an oil change is for a Ferrari?  On the other hand, some people don’t know how to dream big enough.  I have coached some people that do not have any aspirations or goals; I have coached some people who want very little out of life.  Why is it that one person wants a Ferrari while the other doesn’t seem to care about their own health?  The person who doesn’t care has clothes that are torn and unwashed, teeth falling out, not showered, and just doesn’t seem to care while the other cares about how they present themselves, what they want out of life and sometimes even has a plan.  Is this always true?  No.  I’ve seen a person with perfect teeth and dress to the 9’s and carry themselves well and want so much for themselves and yet they have no plan which results in autonomic failure on a lower level.  Let’s face it  You need a plan.

Setting Goals

Goal-setting ideally involves establishing specific, measurable, attainable, realistic and time-bounded (S.M.A.R.T.) objectives. Work on the goal-setting theory suggests that it can serve as an effective tool for making progress by ensuring that participants have a clear awareness of what they must do to achieve or help achieve an objective. On a personal level, the process of setting goals allows people to specify and then work towards their own objectives, most commonly, financial or career-based goals. Goal-setting comprises a major component of personal development.

 

A goal can be long-term or short-term. The primary difference is the time required to achieve them.

 

Does a person have a plan when they decide to become a doctor?  Absolutely!  They need to raise capital (whether it be by their parents or by grants or a job). They need to plan out the next 10-years of their life because that’s what it will take (at minimum) to complete school.  How will they eat?  Where will they live?  How will they clothe themselves?  School books are expensive.  They need to plan.  The ones who created and followed a good plan succeeded and the ones that did not, failed.

 

Short-term Goals

Short-term goals expect accomplishment in a short period of time, such as trying to get a bill paid in the next few days. The definition of a short-term goal need not relate to any specific length of time. In other words, one may achieve (or fail to achieve) a short-term goal in a day, week, month, year, etc. The time-frame for a short-term goal relates to its context in the overall time line that it is being applied to. For instance, one could measure a short-term goal for a month-long project in days; whereas one might measure a short-term goal for someone's lifetime in months or in years. Planners usually define short-term goals in relation to a long-term goal or goals.


When the military prepares for a strike or war, they plan.  When families go on vacation, someone plans the trip.  When a house is being built, an architect makes a plan and the city approve or denies the plan.  When a successful business is formed, it is hatched with a plan.  When a good chess player plays a good game, it is very well planned and practiced.  Do you think that Donald Trump plans?  Do you think that any successful business man goes into battle or start their day without a plan?  When are you going to admit to yourself that you need a plan.

Personal Goals

Individuals can set personal goals. A student may set a goal of a high mark in an exam. An athlete might run five miles a day. A traveler might try to reach a destination-city within three hours. Financial goals are a common example, to save for retirement or to save for a purchase.

 

Managing goals can give returns in all areas of personal life. Knowing precisely what one wants to achieve makes clear what to concentrate and improve on, and often subconsciously prioritizes that goal.

 

Goal-setting and planning ("goal work") promotes long-term vision and short-term motivation. It focuses intention, desire, acquisition of knowledge, and helps to organize resources.

 

Efficient goal work includes recognizing and resolving all guilt, inner conflict or limiting belief that might cause one to sabotage one's efforts. By setting clearly defined goals, one can subsequently measure and take pride in the achievement of those goals. One can see progress in what might have seemed a long, perhaps impossible, grind.

 

So let’s create a Great plan.  But first, we will create a not-so-great one.  Usually, the first plan that one creates is usually not as good as the one that they revise one month later.  The best plan is not usually created in a day.  It takes time, molding, multiple revisions and careful and systematic recalculations. It takes discipline, time, persistence and a great imagination to see your future for not just what it COULD be, but rather what it WILL be.  Only you can do that, not me

 

Achieving Personal Goals

Achieving complex and difficult goals requires focus, long-term diligence and effort. Success in any field requires forgoing excuses and justifications for poor performance or lack of adequate planning; in short, success requires emotional maturity. The measure of belief that people have in their ability to achieve a personal goal also affects that achievement.

 

Long-term achievements rely on short-term achievements. Emotional control over the small moments of the single day makes a big difference in the long term.


 

Did you write down what you will be?

Happiness and Personal Goal Achievement

There has been a lot of research conducted looking at the link between achieving desired goals, changes to self-efficacy and integrity and ultimately changes to Subjective well-being. Goal Efficacy refers to how likely an individual is to succeed in achieving their goal. Goal integrity refers to how consistent one's goals are with core aspects of the self. Research has shown that a focus on goal efficacy is associated with well being factor happiness (subjective well-being) and goal integrity is associated with the well-being factor meaning (psychology).  Multiple studies have shown the link between achieving long-term goals and changes in subjective well-being, most research showing that achieving goals that hold personal meaning to an individual, increases feelings of subjective well-being.

 

Self-Concordance Model

The Self-Concordance Model is a model that looks at the sequence of steps that occur from the commencement of a goal to attaining that goal. It looks at the likelihood and impact of goal achievement based on the type of goal and meaning of the goal to the individual. Different types of goals impact goal achievement and the sense of Subjective well-being brought about by achieving the goal. The model breaks down factors that promote striving to achieve a goal, achieving a goal, and the factors that connect goal achievement to changes in Subjective well-being.

Self-Concordant Goals

Goals that are pursued to fulfill intrinsic values or are important as they are integrated into an individual's self-concept are called self-concordant goals. Self-concordant goals fulfill basic needs and are aligned with an individual's True Self. Because these goals have personal meaning to an individual and reflect an individual's self-identity, self-concordant goals are more likely to receive sustained effort over time. In contrast, goals that do not reflect an individual's internal drive and are pursued due to external factors (e.g. social pressures) emerge from a non-integrated region of a person and are therefore more likely to be abandoned when obstacles occur. Furthermore the Self-determination theory and research surrounding this theory shows that if an individual effectively achieves a goal, but that goal is not-self endorsed or self-concordant, well-being levels do not change despite goal attainment.

 

1. The true self is certain and clear about things. The everyday self gets influenced by countless outside influences, leading to confusion.

 

2. The true self is stable. The everyday self shifts constantly.

 

3. The true self is driven by a deep sense of truth. The everyday self is driven by the ego, the unending demands of "I, me, mine."

 

4. The true self is at peace. The everyday self is easily agitated and disturbed.


5. The true self is love. The everyday self, lacking love, seeks it from outside sources.

Goal Management

Organizationally, goal management consists of the process of recognizing or inferring goals of individual team-members, abandoning no longer relevant goals, identifying and resolving conflicts among goals, and prioritizing goals consistently for optimal team-collaboration and effective operations.

 

For any successful commercial system, it means deriving profits by making the best quality of goods or the best quality of services available to the end-user (customer) at the best possible cost. Goal management includes:

 

  • Assessment and dissolution of non-rational blocks to success

  • Time management

  • Frequent reconsideration (consistency checks)

  • Feasibility checks

  • Adjusting milestones and main-goal target

 

Morten Lind and J.Rasmussen distinguish three fundamental categories of goals related to technological system management.

  1. Production goal

  2. Safety goal

  3. Economy goal

 

An organizational goal-management solution ensures that individual employee goals and objectives align with the vision and strategic goals of the entire organization. Goal-management provides organizations with a mechanism to effectively communicate corporate goals and strategic objectives to each person across the entire organization. The key consists of having it all emanate from a pivotal source and providing each person with a clear, consistent organizational-goal message. With goal-management, every employee understands how their efforts contribute to an enterprise's success.

 

An example of goal types in business management:

  • Consumer goals: this refers to supplying a product or service that the market/consumer wants

  • Product goals: this refers to supplying a product outstanding compared to other products,perhaps due to the likes of quality, design, reliability and novelty

  • Operational goals: this refers to running the organization in such a way as to make the best use of management skills, technology and resources

  • Secondary goals: this refers to goals which an organization does not regard as priorities

Goal Management

People perform better when they are committed to achieving certain goals. Through an understanding of the effect of goal setting on individual performance, organizations are able to use goal setting to benefit organizational performance. Locke and Latham have indicated three moderators that indicate goal setting success:

 

  1. The importance of the expected outcomes of goal attainment, and;

  2. Self-efficacy – one's belief that they are able to achieve the goals, and;

  3. Commitment to others – promises or engagements to others can strongly improve commitment.

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