The “Lucky 500” is Not a Stock Car Race!(A Lesson I Learned About The ... of ... Brents, "The 80/20 Guy"I have been a seminar and workshop leader for over ... mixing
The “Lucky 500” is Not a Stock Car Race! (A Lesson I Learned About The Importance of Gaol-Setting) Robert Brents, "The 80/20 Guy"
I have been a seminar and workshop leader for over fourteen years, mixing in stints as a consultant and project leader in order to stay current and be able to speak from experience.
Over those years, I have refined my message and created my niche. I’m now known as “The 80/20 Guy”, and my presentations are based on what I call The Pareto Perspective.
For about the last three years, however, I had pretty much just let things happen, taking gigs when they came along, delivering a wide variety of topics. Jack of many seminars, master of one - but not focusing on delivering it consistently.
Well, folks, when you coast along like that, eventually the momentum runs down and your vehicle comes to a stop by the side of the road.
Thus, for the first time in fourteen years in business for myself, my income last year wasn’t higher than the year before. In fact, it was lower.
So at the beginning of this year I decided to consciously set goals. Specific goals. Long-term goals, because I knew that they would drive my short-term goals. And I did this in a way I had never used before.
I started with the largest end-objective, and then worked backwards to figure out what I would have to do specifically to make it happen.
I determined the financial goal I wanted to attain within the next six years. Then, based on my current speaking fee schedule, I calculated that to produce that result I would need to deliver 500 presentations.
Hence, “The Lucky 500”: the 500 companies or decision-makers who will hire me to deliver my message that will help them focus resources on breakthrough objectives to improve their productivity, profitability, and creativity, and create outrageous success.
So the lesson I learned through painful experience (which I have incorporated into the Planning segment of my keynote speech, “Frank Sinatra Didn’t Mover Pianos!”), start with the end in mind.
P.S. I have also discovered that using this approach - having a specific target of 500 presentations – makes it easier to take the “No’s” that are an inevitable part of cold calling prospective clients. (The close ratio in my business is only about 1 out of every 20 to 30 calls.) My aversion to those “No’s” was what caused me to stop making cold calls, which led to the decline of my business. Now, my attitude is that I “only” have to find 500 companies or decision-makers to reach my goal. So, if not this prospect, then possibly the next. If I get a “no” I move on to that next call immediately because the sooner I do, the sooner I will find my “Lucky 500”!