Earlier this week, a colleague and I sat with an entrepreneur, who after a year in a sales business, said to me that he is at the lowest point he has ever been…Financially, emotionally and in terms of prospects for the future. No Pipeline business and no income at the end of the month. Feeling beaten and drained, fearing the loss of his assets and roof over his head.
We talked through the options available, that if consistent action is taken, things could change around in a four week period. The outcomes will put him back on the road to survival, achievement and success. The main question that needed answering at this critical point was: What is the one thing, that if you concentrate single-mindedly on it, will give you the greatest result in your business? What is the core activity of your business that is the seed that births everything else? As we worked the desired money/income back to activity, as you can imagine, it came down to 20 telephone calls per day to his circle of influence, acquaintances, present and past clients, asking for their help in referring business and providing an opportunity to serve them.
He agreed to practice the one “Principle for Success” from Brian Tracey’s book ” Eat that Frog”. The principle advocates doing the biggest and the most undesirable task first thing in the morning. Do the worse first. Concentrate and focus on that task only, until its done. It advocates that if you can do that without supervision, there is nothing that you can’t achieve. Working without supervision means that you have clear goals, clear priorities and start everyday on the most important task until its done. Success is the discipline of doing this task fastidiously over and over again. The compound effect of those performed activities over time, will produce the results. He agreed to not open his laptop, his e mail, his Facebook, Linked in, mail or anything else that will impair his focus until he has spoken with 20 people on the phone. When the appointments are made, the day can bring any other crisis.
I am delighted to tell you that he has made 40 calls thus far in the past 2 days. Reporting back in a daily coaching call, he indicated that he has 4 appointments lined up with direct business forthcoming. The coaching “supervision” now has to ensure that the calls are still being made, everyday, even while the appointments are falling into place.
So…how about you? Nothing will change until you take some action..Don’t make the mistake by thinking that your situation is not as dire as the entrepreneur I wrote about. As we fall into that comfort zone of thinking that things are going really well, we are already regressing and overtaken by the rapid pace of change around us. We all have a “Frog to eat” in the morning, just to stay ahead, never mind progress in leaps and bounds! How?
Step 1 – Decide what you want – Henry Ford said – “Most people never get what they want because they never decide what they want”
Step 2 – Write down that One Goal that will have the biggest effect in your life, in the present tense. Come on..do it now!
Step 3 – Write down a deadline for that goal
Step 4- Make a list of all the small actions you could do to achieve that goal – breaking the big goal into small pieces of actions
Step 5 – Organise the list into priorities (what has to be done first, second, third, to last) – this will be your plan.
Step 6 – Take action!
Step 7 – Do something every day..Do the one thing everyday.