When Goals Matter – Part Five

I’ve asked hundreds of salespeople through the years about their goals for an upcoming year and a common answer is “I’m going to sell more.” When I ask how they are going to do that the most common answer is, “I’m going to work harder.” 

 

I know that neither is likely to happen, not because they don’t want them to but wanting to sell more and pledging to work harder are not goals. At best they are hopes. At worst they are just lies we tell ourselves so we can more convincingly tell them to our bosses later.

 

They aren’t goals because they lack most if not all of the elements of the SMART method of goal setting. But most of all they completely lack specificity. Sell more? Wow, what salesperson doesn’t want to sell more? 

 

The obvious question is how much more but even that answer would be missing the specificity to truly be considered a goal.

 

At the end of this post you’ll see an example of a goal-setting form designed to promote the type of specificity required to set true goals. 

 

Pay close attention to every area. Your deadline to accomplish the goal is critical but so is the start date. Successful people know that “someday” is not a start date and neither is tomorrow. Write down the date and even the time of day on that date that you will begin. That’s specificity! 

 

When thinking about the investment you’re willing to make to achieve your goals think in terms of more than mere money. What amount of time are you willing to invest to achieve these goals, money is often the easy part. Time is usually harder to come by, that’s why I stressed “stop goals” earlier in this series. When considering the challenges you’ll face and how you will overcome them think also about who will help you. 

 

It’s not a weakness to ask for help and it’s not a bad idea to have that help lined up before you need it. 

 

Lastly, how will you know when you have achieved your goal? Is it really measurable? You absolutely have to be honest with yourself here or the whole goal-setting process is worthless. So be honest! 

 

Don’t forget to spell out what your first step will be. Starting is very often the hardest part of all. Once you get going you have the opportunity to build a little momentum. There’s nothing wrong with starting small, a little momentum is far better than none at all. So get going! 

 

Never ever forget, these are your goals. Pay no attention to the negative people who may just be afraid of your possible success. Listen to those who have your best interest in mind but always make your own decisions. 

 

Decide today that you will be unstoppable in pursuit of your goals and you will not be stopped. You will achieve the life you want and you’ll do it your way. I’d call that a pretty good definition of success! 

 

So, here’s the very simple form to guide yourself towards achieving the life you want:

 

 

 

Using the SMART formula, determine the goals that will help you reach your Vision/Mission.

 

Goal #1   Long-term   Intermediate   Short-term   (circle one)

 

 

Deadline to accomplish:

 

 

Start Date:

 

 

Investment I’m willing to make:

 

 

What challenges will I face?

 

 

How will I overcome these challenges?

 

 

How will I measure my progress?

 

 

The first step I will take is: 


When Goals Matter – Part Four

I remember asking one of my mentors many years ago what I needed to do in order to be successful. His answer, as usual, what short and to the point. He said you must have balance in your life. 

 

It was his opinion that you could be the most successful business person in the world but if your family hated you then you were not truly a success. He believed that an unbalanced obsession in any one part of your life kept you from complete success. 

 

I believe he was 100% correct in his assessment.

 

So I recommend setting goals in six key areas of your life. Those areas are family and home, financial and career, spiritual and ethical, mental and educational, social and cultural and physical and mental. (For those of you who think that’s 12 areas I’m okay with that too but the pairings actually go together)

 

I think you’ll find that having goals in each of those areas can help you achieve them all. You may not always be motivated to head out to work but when you realize that you’re actually working for your family it tends to make it easier. Perhaps you’re really kung ho about getting that promotion at work but when you also have a goal to have a thriving social network you may be more likely to pull yourself away from that desk. That means you have some balance in your life. 

 

Before we go any further let’s make one thing perfectly clear; when I say social network I’m talking about the old fashioned kind, you know, the kind where you interact with actual humans, face-to-face. Talking to them…with your voice. No amount of social media followers or friends will ever replace human contact and never kid yourself that it will.

 

Now, back to goals.

 

Once you’ve determined where to set goals you’re pretty much ready to start writing them down. I like the SMART method of setting goals, you’ve likely heard of it many times. Make certain your goals are Specific, Measurable, Attainable, Relevant, and Timed

 

It’s a great method for setting goals, it has just one problem….it seldom works. It’s not really that SMART goals fail because they are not smart, they fail because most people don’t seem to understand the definition of specific. They end up with MART goals and that doesn’t even sound smart. 

 

So, in the fifth and final post of this series we’re going deep on specificity. You’ll end up with goals that represent your roadmap, a detailed roadmap, to success.

 

Until then consider this… I’ve always heard it said that there are only two things certain in life, those being death and taxes. I’d like to add this to the certainties of life: if you’re willing to be stopped in the pursuit of your goals there will always be someone or something to stop you. 


The more specific you are in setting your goals the harder it is for someone else to get in your way. You’re looking at a substantial investment of time in order to be specific when setting true goals but it’s an investment with a guaranteed return because it’s an investment in yourself. 

When Goals Matter – Part Two

I should probably warn you right up front that the process of setting truly achievable goals is serious work. It requires some heavy thinking and a substantial commitment of time. If you’re not at a point in your life where you want to have a measure of control over every aspect of it then maybe this post isn’t for you.

 

If however you want to be the driver of your life then read on, I’m talking to you.

 

A solid goal-setting process begins with the investment of some serious time considering what is important in your life. That might sound easy but here’s the deal, what is important in your life isn’t what you say it is, it is what you show it is.

 

For instance, you might say that losing weight and maintaining a good physical condition is an important goal for you. But if I followed you around for a week would I be able to “see” that in you. I’d have my doubts if I followed you up to the snack counter at the movies for your third popcorn refill. 

 

It’s so much easier to say what’s important than it is to show what’s important. Other people see what is truly important in your life, often before you do. Before you set a single goal you need to understand that it’s your actions that really reflect what’s important in your life. So don’t “think” about what’s important in your life, “watch” yourself and “see” what’s actually important in your life. Better yet, ask your mentor or a close friend what they think is important in your life. That could be a huge eye-opener for you.

 

Once you understand what is important in your life then you’re almost ready to set some true goals.

 

I say almost because there is one other absolutely vital step in the goal setting process that most people completely overlook.

 

Before you can set a true goal you MUST set one or more “stop goals.” These are the things you’ll stop doing in order to start doing something else. Achieving most goals means doing something that you’re not currently doing. That means you’ll take on something new, something which requires some sort of time investment. 

 

Most people set this goal without any consideration of where the time will come from. Unless you’re one of the rare people who sits around wondering how you can burn a few more hours before bedtime, you’re day (and night) is already too busy. Setting a goal which requires more time without the time to achieve it is merely setting a fools goal. 

 

If you have no time to invest in achieving a goal then the goal will not be achieved. Period.

 

One of the biggest, if not the biggest mistake people make in goal setting is not starting by setting stop goals. 

 

So, in my next post we’ll start the goal setting process by discussing stopping those time consuming, low return activities that all of us do without even thinking about them. They are often mindless little things but that doesn’t mean they aren’t incredibly expensive in terms of the time it takes to do them.


Until then start noticing how you use your time and ask yourself what you’re doing that really pays no return. If you could stop doing it without anyone, including yourself, really noticing then maybe you should just stop doing it. Think about it! 

When Goals Matter

So, I’m on the tee box of a fairly long par four hole on a world renowned golf course. I hit a perfect drive, long by my standards and my ball rolls to a spot in the middle of the fairway. It leaves me with an easy shot to the green except that the green is well above me at the top of a sizable incline. I can’t actually see the putting surface but my golf map shows me the size and shape of the green so I decide to go at the middle of the green. I figure that’s my best chance at a par on this challenging hole. 

 

Well my shot felt perfect and I was certain when I reached the top of the hill I would find my ball at least near the center of the green. As I approached the top with great anticipation I saw my ball almost perfectly placed in the absolute center of the green. Another perfect shot!

 

In that same instant I looked for the hole to see how long my putt would be. I looked and looked but to my amazement I simply couldn’t find the hole. My playing partners couldn’t find it either. We couldn’t find it because there was no hole. I was crushed, the rarity of two consecutive good shots was for naught. I couldn’t finish the hole because there was no hole. Whatever happened the rest of the round no longer mattered either, I could not reach my goal of making par on this difficult hole.

 

With the goal gone I quickly lost interest in the remainder of the round. 

 

Or at least I would have if that had actually happened. (The part about the green not having a hole isn’t the only made up part of the story, the part about the two great shots in a row is even more unbelievable, at least for me) 

 

Imagine running a race with no finish line… how far are you willing to run knowing there really isn’t a finish? 

 

Imagine paying big money for front row seats to an NBA Basketball game and once you reach your high priced seats you see that there are no baskets. The players will just be running up and down the floor dribbling and passing the ball but never actually taking a shot. I mean why take a shot when there is nothing to shoot at?

 

You wouldn’t pay money to watch that because there is no outcome….the players work just as hard, it just leads to nothing. I’m betting they would be bored almost as quickly as you.

 

As unlikely as those scenarios may seem the fact is that a majority of people go through their lives playing basketball ball without a basket and they run a race with no finish line. You see, a majority of people, actually a vast majority, have no formal goals in their lives. They have nothing to shoot for, there is no finish line to cross. 

 

As a result they lose interest in whatever it is they are doing pretty quickly. They go through the motions of life without really living. They can tell you what’s important to them but you’ll seldom see it in what they do with their time. 

 

Most people spend on average 40 hours planning a vacation of a week or longer yet invest virtually no time planning the rest of their lives. Goals are the plan for the rest of your life. 

 

If you truly want success, long-term lasting success as defined by you and you alone, then goals matter. 

 

The most successful people in every walk of life have goals and a written plan to achieve them. In my next post we will look at where and how you may want to set goals, real goals, achievable goals, for yourself. 

 

Goals will guide you towards greater success and fulfillment in your life so be sure to catch part two of this post just a few days from now! 

Let Me Introduce You to….You

Do you know yourself? Really? Do you know how others see you and perceive you?  

 

Many people spend a ton of time trying to figure out what makes other people tick without ever really giving any thought to themselves. Have you ever considered why you actually do the things you do and think the things you think?

 

Do you know, almost instinctively, what your core values are? Do you consider your life principles, those “guideposts” that are most important to you when making decisions? 

 

Can you, at the drop of a hat tell someone what your goals are? Can you tell them with a pretty good level of specificity, what you did this very day to get closer to one of those goals?

 

Have you ever really thought about your temperament?  

 

Are you in introvert who regains their strength after a long day by being alone? Are you an extrovert who recharges from the energy of others? Do you just love details or are you a big picture person who would prefer to leave the details to someone else? Are you a planner who plots out the events of your life big and small or do you just go with the flow and see where life takes you?  

 

When you know the answers to those questions you can put yourself into situations where you’re more likely to do well. You’ll have less stress and more fun. When you know yourself, really know yourself, you can understand why you react the way to do to other people. 

 

You’ll learn that “different” is perfectly okay. You’ll also be more likely to understand that to others you may be the one who is “different” and it won’t bother you a bit. 

 

Don’t spend another minute trying to figure out somebody else until you invest some serious time to understand yourself. Who you really are, what matters to you, what you want out of life and what you’re willing to do, and not do, to have it. 

 

The odds are overwhelming that when you get to know you you’ll like yourself more or at the very least understand what you must change so that you can. 


You can’t really understand anyone until you understand yourself. Start the process of really knowing yourself today and every tomorrow will be brighter. 

When Resources are Too Few

One of the biggest “problems” I hear about from people in businesses big and small is that they have too few resources to accomplish what they want.

That statement either directly follows or precedes a word I pretty much despise. That word is “can’t.” It doesn’t matter if it’s “we can’t” or “I can’t,” the word itself becomes a self fulfilling prophecy. 

Lack of resources may be a true statement but so what. It doesn’t mean you can’t, it just means you need to find a different way. Lack of resources has become the easy way out, the easy way to explain away a lack of initiative or creativity. 

Now, some people reading this are already getting mad. To you I would say stop looking for reasons why you can’t and start looking for ways that you can. If you have to get mad then don’t get mad at me for telling you the truth, get mad at yourself for not accepting it.

You indeed may not be able to accomplish every single thing you would like but never use that as an excuse for not accomplishing every single thing that you can. 

A lack of resources can make it harder to begin; when we don’t know how to get past a roadblock 3 miles down the road it can make it harder to take that first step. Take the first step anyway. The first step builds the momentum that can carry you past obstacles that you thought were impossible to pass. But you must take that first step for it to happen.

Make certain that “lack of resources” isn’t actually “lack of priorities” in disguise. Rome wasn’t built in a day and it’s likely that your ultimate success won’t be either. Do what you can do today and worry about what you can’t do tomorrow.

Priorities come from goals and objectives. If you don’t have goals, solid, realistic, written goals, then it’s likely you’ll find it nearly impossible to prioritize. So set goals. Develop a plan to reach those goals. Most importantly, implement the plan. 

When you as a leader hear “we don’t have enough…. your reply should be “enough for what.” Every person and every organization has enough to do something, that something may not be everything you want it to be but it will get you closer to it. 

Remember, more often than not limited progress comes from a lack of creativity and initiative, not a lack of resources. Do everything you can with everything you’ve got and you may just surprise yourself. 

But your success won’t be a surprise to me.