The Thermostat is Set. Now What?
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This morning I am sipping on a cup of Keurig-brewed Starbucks French Roast coffee. What are you drinking? My morning coffee serves as a cue for me as I go about my morning routine. I drink it while I write as a reward for putting the words on paper.
If you have a morning beverage of choice that you just cannot live without, I would love to hear about it! Maybe by asking this question I will get some suggestions and find something better than this average coffee that I’m conditioned to like.
I hope that in this newsletter I can plant a formula in your psyche—a formula that I believe can help you make this year everything you dream.
I learned the formula from my good friend Richard Brooke. Richard derived the formula from studying the great philosophers, such as Andrew Carnegie, Napoleon Hill, Earl Nightingale, and Bob Proctor. I have gone on to study these fine gentlemen as well, and I can tell you that they have it down pat. I used the formula to more than quintuple my income over a one year period. I have been using the formula ever since to make positive strides in all areas of my life.
It is my plan in 2016 and beyond to teach the formula and help others do what I have done within the sales profession. So stay tuned to this web site.
The formula is quite basic, but its power is often overlooked. Here is a breakdown of it:
- Success is the progressive realization of goals that we have set for ourselves.
- Achievement of goals requires self-motivation, which is the internal energy that enables us to take action that has meaning and strength behind it.
- Each of us has a life vision. These visions are either positive (we see ourselves acting, with meaning and strength, in the direction of our goals), neutral (we are where we are), or negative (our current results were accidental or coincidental, and we cannot see ourselves maintaining them—this is disaster waiting to happen).
- We can create any vision we choose. Most people’s visions are based on their past experiences or their creative interpretations of their past experiences.
- To get the right kind of self-motivation that drives us toward progressive goals, we need to create positive visions.
On my way to the office on Friday morning, I turned the heat in my F150 truck to 24 degrees Celsius (goal). As I drove down the road, the truck automatically put out just the right amount of heat (action) to bring the temperature within the cab to that exact temperature. Not one degree more, not one degree less. The truck is programmed to respond (vision). I thought, “Well, isn’t that interesting?”
I would like to suggest that we human beings are just like the thermostats in our vehicles and homes. We gravitate toward what we envision for ourselves.
This has so much applicability to sales. We gravitate toward what we feel we are capable of. If you achieve a revenue target one year that you feel may have been a fluke, I can virtually guarantee that the next year will prove that it was indeed a fluke. If you set a sales target that is outside your comfort zone but you don’t support it with a vision that empowers you to take the necessary action, you are simply wasting your time.
But I can tell you unequivocally that if you set the target and support it with a vision that includes you being the person who achieves the target you will wake up on December 31, 2016 and be very pleased with the result.
Next week, I will share with you a bit more of my personal story from 2004, when I really started to put this formula into action, and some of the elements that I built into my vision.
Have a great week.