6-Steps to Starting Your Best Year Yet Presented by Performance and Results Coach, Kris Gleason 1

Why set goals? “Goals are powerfully motivating and will help us get where we want to be. Across every domain, people who set specific, challenging goals outperform people who go out and just aim to do their best.” Maurice Schweitzer, co-author of the book Friend & Foe: When to Cooperate, When to Compete, and How to Succeed at Both

Why set goals? “Goals are powerfully motivating …” But are they really???

Motivating goals? 1.Make $350,000 2.Pay off credit cards 3.Recharge – vacation? 4.Hire new assistant 5.225

5 Your Choice

1. Deal with the past If you do what you’ve always done, you’ll get what you’ve always gotten. Put the past in the past – but learn from it first: ─List your accomplishments and disappointments from the last year ─Identify lessons learned – choose the 3 most valuable ─Create 3 guidelines (pieces of advice) that will lead to more good results this year 6

Walk the talk Ask for help when needed Put the client first Keep people informed Face the music Guidelines ● A piece of advice to yourself that leads to more of the good results and fewer of the bad 7 ▪ Positive ▪ Memorable ▪ Short ▪ Positive ▪ Memorable ▪ Short

Creating Guidelines Disappointment I didn’t reach my sales goal. Disappointment I didn’t reach my sales goal. Guideline Do what you know to do Guideline Do what you know to do Lesson Learned I fly by the seat of my pants and don’t use the sales skills I’ve learned. Lesson Learned I fly by the seat of my pants and don’t use the sales skills I’ve learned. Guideline Do what you know to do Guideline Do what you know to do

Creating Guidelines Accomplishment I surpassed my sales goal by 15%. Accomplishment I surpassed my sales goal by 15%. Guideline Do what you know to do Guideline Do what you know to do Lesson Learned When I mentally prepare for every prospect I encounter, they simply can’t say no Lesson Learned When I mentally prepare for every prospect I encounter, they simply can’t say no Guideline Always be mentally prepared Guideline Always be mentally prepared

1. Deal with the past Once you create your guidelines: Let go of the disappointments Post your guidelines where you will see them everyday What difference will this make for you in the next year? 10

2. Create a Mindset for Success Actions Beliefs

2. Create a Mindset for Success Actions Beliefs No way will this person commit I’ll NEVER be any good at this This product is crap! I don’t return his calls immediately I can’t seem to drum up any enthusiasm You rarely talk with clients about the product A client found another rep to work with I’m not making enough contacts I didn’t meet the sales quota for a new product

2. Create a Mindset for Success List the actions you take that lead to unfavorable results – choose the top 3 that most limit you For each action chosen, ask yourself why and listen to the voice in your head ─I don’t return calls immediately because… ─I can’t seem to drum up any enthusiasm because… ─I don’t believe in this product because… 13

2. Create a Mindset for Success Limiting Action I don’t prospect enough Limiting Action I don’t prospect enough Limiting belief The results are so disappointing, it’s not worth the effort Limiting belief The results are so disappointing, it’s not worth the effort

15 Creating Paradigms Shift your beliefs to create a new paradigm; the new reality you want to create: I know exactly how to succeed. I am a master at producing results. I am trusted to get the job done, time after time. The world is waiting to hear from me.

Creating your New Paradigm P ositive P ersonal P resent tense P owerfully and simply stated P ointing to an exciting future

2. Create a Mindset for Success Limiting Action I don’t prospect enough Limiting Action I don’t prospect enough New Empowering Belief I power through prospecting calls (because I know that every NO is one step closer to a YES) New Empowering Belief I power through prospecting calls (because I know that every NO is one step closer to a YES) Limiting belief The results are so disappointing, it’s not worth the effort Limiting belief The results are so disappointing, it’s not worth the effort

2. Create a Mindset for Success Actions Beliefs No way will this person commit I’ll NEVER be any good at this This product is crap! I don’t return his calls immediately I can’t seem to drum up any enthusiasm You rarely talk with clients about the product A client found another rep to work with I’m not making enough contacts I didn’t meet the sales quota for a new product

Time to move forward You’ve reviewed the past year and learned your lessons You’ve created guidelines to ensure positive results moving forward You’ve identified and addressed your limiting beliefs NOW, you can start thinking about goals

20 3. Use a whole-life framework to set goals Ask yourself: What are my values? Write them down ─Values are at the root of every decision we make ─Good goals are in sync with your values Identify all the roles you play Father: Wife: Salesperson: Marketer: Encouraging, Participative Father Supportive and Loving Wife Member of the Million Dollar Club Enthusiastic marketing champion

21 3. Use a whole-life framework to set goals Using your list of roles, brainstorm what you want to achieve this next year Do a brain dump Choose the top 5-10 goals you want to achieve next year Make them SMART goals

SMART Goals Think big. Remember this is a 12-month plan T ime bound Important to the people you serve, your future viability and relevant to your vision and values R elevant At least an 80% probability of success A ttainable How many? How much? Who? M easurable Clear deliverables or results Make 20 prospecting calls a day Close $2.2 million in sales by year end S pecific Process goal Results goal

23 SMART Goals By year end, generate $1,350,000 in sales Be free of credit card debt by 12/31/16. Increase my income 20% by 12/31/16 Lose 20 lbs by 12/31/16. Take a 2-week vacation by 9/30/16.

24 4. Turn your goals into gifts Stop “shoulding” on yourself ─Generate $1,350,000 in sales ─Be free of credit card debt by 12/31/16. ─Increase my income 20% by 12/31/16 ─Lose 20 lbs by 12/31/16. ─Take a 2-week vacation by 9/3016. Make your goals inspiring Add the WHY!! and they become gifts

25 4. Turn your goals into gifts By year end, generate $1,350,000 in sales and rank in the top 10 nationally Enjoy the freedom and satisfaction of being free of credit card debt by 12/31/16. Increase income by 20% in 2016 so we can buy our dream house By Christmas 2016, be healthy, flexible and energetic enough to play basketball with my sons and not poop out. Take a trip to France to explore my roots and connect with distant relatives by 9/30/16.

26 5. Assess and declare your level of commitment Paradigm A: NO MATTER WHAT Paradigm B: I’ll do the best I can Make note on your plan as a constant reminder…

5. Assess and declare your level of commitment B: By year end, generate $1,350,000 in sales and rank in the top 10 nationally A: Enjoy the freedom and satisfaction of being free of credit card debt by 12/31/16. A: Increase income by 20% in 2016 so we can buy our dream house in 2017 A: By Christmas 2016, be healthy, flexible and energetic enough to play basketball with my grandsons and not poop out. B: Take a trip to France and connect with distant relatives by 9/30/16.

6. Ensure your goals are reached Breakdown annual goals into monthly action items Schedule a monthly date with yourself to review your plan and score your progress Set quarterly milestones Keep a positive mindset Share your plan – go public Celebrate your successes! Hire a personal coach to increase accountability and keep you on track

29 6. Ensure your goals are reached What does a personal coach do for you? Cheerleader Strategist Ass-Kicker Director Sees in you what you may not see in yourself Holds the vision when you can’t see it She guides you to the light switch so you can turn it on She won’t let you quit

30 Conclusion Setting inspiring goals can make all the difference in your attitude, the actions you take, and your ultimate level of success Take the time to make 2016 Your Best Year Yet! ─Go to and register for the online workshop. ─Create your one-page success plan and take advantage of our cloud-based tracking system

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