As part of our plan to help you make 2022 a successful year, we have prepared a very important webinar in which we share important strategies below.
I chose January 20 instead of the end of December because, on those dates, we set our goals for the year, which are also known as new years resolutions.
The third week of January is when everyone changes their plans, so I purposely waited until then. As the year progresses, they no longer care about accomplishing and doing the work they said they would do when the year began. It is at this point that people give up. Then they say, “from now on,” or just say it’s not their year anymore.
Let me start by asking you a question: Where are you now? Are you heading in that direction? Or have you gotten off track? Have you already given up on your goals? Or you’re rocking and rolling?
How to make your plan for a successful year
I have been doing this webinar for 10 years, and in the business building for 31 years. I have personally built many companies, I have advised many companies in the six, seven, and eight-figures. I’ll give you everything you need.
I want to start by sharing a story. There was a guy named Fred, and he got up from the table to go to the bathroom, and when he walked in, he saw this guy named Bob standing in front of the urinal, and looked frustrated. Fred looks at him and sees that he has dropped a $5 bill into the urinal. After looking at him, Bob pulls out a $50 bill from his back pocket and tosses it into the urinal. Frederick asks, “Why did you do that?” He replies, Well, come on, man, you don’t think I’m going to stick my hand in there for five bucks, do you?
That’s when the reason for doing something is greater than your fear. It’s when the reason is greater than what you don’t want to do.
How many of you believe you are capable of performing at a greater level than you have been? Let’s talk about how to achieve that mindset.
I believe it begins with a morning routine. I know a lot of successful people who use this method because we wake up in the morning and a certain chemical builds up in our body that automatically triggers worry, negativity, anxiety, stress, and psychological torture unless we exercise right away.
I strongly recommend doing a couple of things as part of your morning routine. Here are two simple things you can do. If you do this for just two weeks, it will change your life.
I want you to take out a blank notepad. I always have a notepad in the other room that I take out every morning and write the date on it. When I wake up I ask, “What do I want?” Now I am seeing two things. Number one is what is my long-term goal. They have to be huge, massive goals, something that excites me, something that excites me. I write what comes to mind.
Maybe it’s an income goal, maybe you want to make 250,000 a year, maybe you want to make 500,000 a year, perhaps a big goal for you is to make a million a year, I’d write that down as if you were making $1 million a year as if you had already achieved it. Maybe it’s that you want to get out of debt. Maybe you want a house, a plane, or something so far away that you don’t think you can even accomplish it now.
It is important that you write it as if you have already achieved it, and you keep asking yourself, what else what else keep writing, keep writing; you might reach four or five goals. Sometimes there are times when you will come up with a list of 10. It has to motivate you, it has to be something that can push you into the future.
Next, I want you to write the word goals on the same page. The goals are, this is what I’m aiming for this year. This is what I want to achieve in the next 12 months. For example, I want to start this program, I want to earn this amount of money. I want to meet new people, I want to have this relationship, I want to have that relationship. I want to grow in this area I want to grow in that area, I want to lose X amount of pounds. The things that will make you gain are the things that excite you.
Here’s what’s going to happen. During the next two weeks, I promise you, if you do this consistently, you will gain a lot of clarity about where you want to go, and you will be more excited than ever. It works because I’ve given it to some of the most analytical clients I’ve ever worked with, and when I gave it to them, they always walked away and then came back activated. Now, they tell me, I am much clearer about where I am going now.
Now, there are reasons why some of you won’t do what I’m saying. It’s because I’m violating one of the number one rules of success, and it is that, if it gets too difficult, we want to stop, many of us operate in the area of the comfort zone.
When you want to be successful at a high level if you want to make this year the best year you’ve ever had, you’re going to expand that comfort zone. You’re going to not only get out of your comfort zone, but you’re going to expand that comfort zone.
Deborah Scarpa, when she and I started working here, she had been in business for 22 years, she had over 3,000 satisfied customers. She was stuck at this certain level of income, and she literally couldn’t get beyond that. After about two weeks working, yes two and a half weeks, I discovered that you have a resistance to sales. She doesn’t want to make a phone call. Here is this enormous resistance to the mental block to sales that she had.
So I gave her a script, a new definition of sales. I said, Hey, this is what I want you to do, I want you to write that selling equals service, selling from honesty, integrity, and compassion. Selling is leading. Selling is about moving people to action. I want you to write that on 3-by-5 cards, I want you to write a bunch of 3-by-5 cards, I want you to put it on your refrigerator, your bathroom, your mirror, your car, your bag, wherever you go, I want you to put this down. That way, you may have the greatest chance of rewiring your brain. So she did, and I reached for it.
Literally, about a month later, she had this tremendous breakthrough. Then all of a sudden she started closing deal after deal after your big projects.
So if that’s you, if you’re resistant, you’ve got resistance selling, and you’re looking for that breakthrough, understand, you can rewire that thought process. I encourage you to do the same.
The strategic plan
Vision statement: A vision statement is where are you going?
I live in California. Let’s say I wanted to go to New York. Well, New York is a pretty big state. I want to go to New York City, New York. That’s a pretty big city. I want to go to Central Park. Central Park is a large park in New York City, which is in New York. Not until I get to I want to go to that park bench by that fountain in Central Park in New York City, New York. Am I very clear about where I want to go? That makes sense.
You have to be very clear about where you want to go. So what are you building? What will it look like when you get there? I want you to use this template when you write your vision statement. So within the next few years blank, I like three-year vision statements. Because we are in a changing and accelerated world.
I have no idea where we will be in five years, in this country or in this world. I have no idea where I’ll be in 10 years. But in three years, it’s pretty predictable that things will be very much the same as they are now. So in my case, I would say within the next three years, I want to grow my company, whatever, your company name into a million-dollar blank, local, regional, national, international, maybe, ya you know, hundreds of 1000 dollars, maybe several million dollars, whatever it is for you. You then want to describe the type of company that provides what types of services and products and describe your perfect customer.
Within the next three years, I will only fill in the blank for my own company. So when I look at that vision statement, I know exactly where I’m going. It’s measurable, I know exactly how I’m going to get there, who my client is, regionally, nationally, etc.
Next, we need to know what vehicle we are going to use to get there. So now that I have my vision statement, I know exactly where I’m going to go. I need to know, okay, if I go to New York, if I go to the park benches, by the fountain in Central Park, New York and New York City in New York, I can get there by car, train set, motorcycle, bicycle, etc.
The mission statement is what is the vehicle you are going to use to get where you want to go? What are you best known for? What is the greatest value you provide to your customers? So some of the questions are who are your customers? What are their wants, needs, desires, pain, or problem that you solve? What is your unique selling proposition? What do you promise to provide to your customers? Those are all good questions to ask for your mission statement.
I told my clients that they were reworking their vision and mission statement. Stop guessing, go to your customers who are the happiest with you, and ask them: Hey, what are the five things I do really well for you that you get the most value from working with me? And I get that list of those clients. It helps me craft and design my mission statement because the mission statement should be short, no more than five to seven words.
Whatever that goal is for you, we need to nail down at least nine objectives for this year, and I always like to start off with revenue and every objective below that focus on increasing that revenue model because I know that revenue and profits solve every problem in a business. So that’s objectives. Next, and objectives or annual, the only time I ever adjust an objective is in January, or December going into January at the end of June going into July.
Another important tip is not to change goals. Don’t do that to yourself. You know, a lot of you last year, around September-October, thought we weren’t going to hit that lower goal, and all it does is make your work less. I had many of my clients finally hit their annual goals the second and third week of December and it was a boost.
Because every week I forced them to look at every week, we measured it every week where we focused on hitting the target, and the last client hit their target literally the week between Christmas and New Year’s.
How are you going to achieve those goals? Take each goal and what do I need to do to get there now? I’m going to give you an exercise to help you with these strategies. I call it a referral strategy. With the strategies, I have to give at least a 90-day window to work.
So every quarter that I read, I look at these strategies, do what’s called a benchmark strategy on those strategies to make sure they’re effective at their job. Every year, my businesses have grown, it hasn’t been the stock market thing. All my clients each year their businesses have grown. Because this is exactly what I teach them to do. So let’s talk about the baseline. Let’s talk about income.
Okay, let’s call revenue the benchmark that we’re going to measure. Let’s say last year, you did, I don’t know, let’s say you made $500,000. In your business, that would be the 500 referral grant. What the baseline also includes is everything you did to reach the 500 grant, the number of clients you had, the amount of revenue per client, how many proposals do you submit? How many dates did you run? How many clients? Did you have all the things you did to get to 500, all of that is included in your baseline, do you need me to itemize all of that? Because here’s why.
We need to find out who our perfect customers are to nail down the strategies. These are the ones where your heart is pounding, you are called, you are very excited, etc. When they call and you see them on your caller ID. You have one or two answers.
Number one, you’re like, my God, oh yeah, let me let this one go to voicemail. That’s not your perfect client.
So there are five steps to surprise. Well, here are five steps to having a fantastic experience with your client. Number one, I want you to make a top-pin list. Look at your current customer base. I want you to find 10. If you don’t have 10, do this with three if you don’t have three doable ones if you’re just starting out, find 10 clients that you like that you really enjoy working with, and make that list.
Number two, I want you to describe them in detail. Who are they? What type of business are they? Are they a society? Is it perhaps a consumer? Do you know what type of consumer the homeowner is, whatever their business, and when it describes it in the details that matter to you?
Next, I want you to describe the experience. Why do you like doing business with them? Why do you like having them as a client? What is that experience they have with you? That works very well.
What is the work to be done?
Taking a look at your goals, taking a look at strategies, what are the action plans that need to be done in January, February, March, take it one month at a time, what are the things that I absolutely have to do this month to do that Do these strategies work? So I achieved these goals.