Chapter 3 Recognition, Self Improvement, and Goal Setting BUSINESS BUILDERS BLUEPRINT
Self Improvement Constantly improving personally is vital in a leadership position. You can only lead people as far as you have been yourself. A leader must always have something of value to bring to the table. The area that most people spend the least amount of time on, but is the most important area to improve, is their own thinking. You are and become what you think about! You re a product of your own self-imposed mental environment. At PFS, it isn t just the money you make it s the person you become in the process. Attitude is Everything! Recommended Reading List 1. Coach - Art Williams 2. Think and Grow Rich - Napoleon Hill 3. Pushing Up People - Art Williams 4. All You Can Do is All You Can Do - Art Williams 5. Feel the Fear and Do It Anyway - Susan Jeffers 6. The Secret 7. Beyond Positive Thinking - Robert Anthony 7. Richest Man in Babylon - George S. Clason 8. The Magic of Thinking Big - David Swartz 9. They Call Me Coach - John Wooden 10. 21 Irrefutable Laws of Leadership - John Maxwell 11. How to Master the Art of Selling - Tom Hopkins 12. The Cashflow Quadrant - Robert Kiyosaki 13. The 7 Habits of Highly Effective People - Stephen R. Covey 14. The Power of Positive Thinking - Norman Vincent Peale 15. Rich Dad, Poor Dad - Robert Kiyosaki 16. Power of Focus - Jack Canfield 17. Roaring 2000 s - Harry Dent, Jr 18. The Winning Attitude - John Maxwell 19. Be All You Can Be - John Maxwell 20. How to Win Friends and Influence People - Dale Carnegie 21. Failing Forward - John Maxwell 22. Developing The Leader Within You - John Maxwell 23. Mind Power into the 21st Century - John Kehoe 24. The New Investment Advisor - Nick Murray 25. Success Is Not An Accident - Tommy Newberry 26. How To Become A Rainmaker - Jeffrey Fox 185 THE BARTLETT NETWORK OF CHAMPIONS 07.07 Internal Use Only, For Training and Educational Purposes.
Steps to Goal Setting "What would you attempt to do if you knew you could not fail?" Dr. Robert Schuller Develop Intense Burning Desire. This is the motivation that helps you overcome fear that holds most people back. Every decision you make is based on emotion, either fear or desire. Develop Belief. In order to activate your subconscious mind, you must ABSOLUTELY believe that it is possible to achieve your goal and what you deserve. Write It Down. Goals that are not in writing are not goals at all. They are merely wishes or fantasies. A wish is a goal with no energy behind it. When you write it down, you make it concrete and tangible. Make it vivid and detailed. Make A List Of How You Will Benefit From Achieving Your Goal. Reasons "why" intensify your desire and drive you forward. If your reasons are big enough, your belief solid enough, and your desire intense enough, nothing can stop you! Set A Deadline. When you set a deadline, you program it into your mind and activate your subconscious forcing system which insures that you accomplish your goal by that date. Make A List of All The Obstacles. Wherever great success is possible, great obstacles exist. Identify the main obstacles keeping you from your goal. Make A List Of The People Who Can Help You Achieve Your Goal. All successful people surround themselves with influential advocates and mentors who can help them reach their objectives. Make A Plan. Write out in detail what you want, when you want it, why you want it, and what you are willing to sacrifice to attain it. Get A Clear, Concise, Mental Picture Of Your Goal As If You ve Attained It. Each time you visualize your goal, you increase your desire and intensify your belief that the goal is achievable for you. Decide In Advance, You Will NEVER Give Up. Back your goals and plans with persistence and determination. Never consider the possibility of failure. As long as you refuse to quit, you will eventually be successful. Internal Use Only, For Training and Educational Purposes. 186 Internal use Only, for training and Educational purposes.
Goal Setting Basics You can Achieve Your Goals and Dreams "Our company gives ordinary people the chance to accomplish extraordinary things." Purpose Cheryl Bartlett Former Occupation: Program Director Primerica Income: Over $900,000/yr. To identify your compelling reason(s), this will increase your belief, therefore intensifying your desires and give you the motivation to overcome your fears. Why are you here? Two Types of Goals Long-term goals - Gives you the motivation and the direction you need - Represents your vision and/or your dream Short-term goals - Gives you the sense of urgency and the day to day motivation - Represents the activity that will lead you to your long-term destination The Six Steps to Goal Setting 1. Define your dream a. What is your dream? b. What do you want to happen? c. When do you want it to happen? d. What are you willing to sacrifice in order to obtain your dream? 2. Set your short-term goals a. What do I want to accomplish in the next day, week, month, 90 days? b. What help will I need? c. From whom? 3. Identify the activity necessary to achieve the short-term goals a. What do I need to do? b. How much/many do I need to do? c. Be very specific 4. Work your plan a. Focus on your plan of activity b. Keep your dream and plan in front of you c. Don't evaluate yourself until the end of the day, week, month, 90 days 5. Evaluate your accomplishments a. Did you accomplish your short-term goals? b. What did you do right? c. What do you need to do differently? d. Be brutally honest with yourself 6. Set your next short-term goals a. Repeat steps 2-6 until you reach your dream b. Do not tire of the repetition c. Keep your dream and plan in front of you all the time everyday 187 THE BARTLETT NETWORK OF CHAMPIONS 07.07 Internal Use Only, For Training and Educational Purposes.
Set Your Goals and Dare to Dream My present passion in life is: Why is this my passion? My goals and dreams Family Material 1. by 1. by 2. by 2 by 3. by 3. by 4. by 4. by 5. by 5. by Physical Spiritual 1. by 1. by 2. by 2 by 3. by 3. by 4. by 4. by 5. by 5. by Finish this sentence: "All my life I've wanted to " What am I willing to sacrifice to achieve all my goals and dreams? 1. 2. 3. Internal Use Only, For Training and Educational Purposes. 188 THE BARTLETT NETWORK OF CHAMPIONS 07.07
What am I not willing to sacrifice to achieve all my goals and dreams? 1. 2. 3. What areas do I need to improve to achieve all my goals and dreams? 1. 2. 3. Whose/what help will I need to achieve my goals and dreams? 1. 2. 3. My limiting beliefs / the obstacles that will prevent me from succeeding are: 1. 2. 3. No spouse support No self-confidence I can't learn it No college degree No computer skills I can't speak good English I'm not a salesperson I don't have time No people to see No financial background I'm scared I can't pass tests I'm lazy What people will think No business skills Long term business goals: 1. by 2. by 3. by 4. by 5. by RVP promotion SVP, NSD, SNSD $50k watch # of offices Income goal Override goal # of RVP's Recognition # of 100k earners Self-improvement goal Savings goal 1 year goal Size organization Production goals 90 day goal Who you want to become 5 year goal Lifetime goal $100k ring 189 THE BARTLETT NETWORK OF CHAMPIONS 07.07 Internal Use Only, For Training and Educational Purposes.
Short term business goals: What are the most powerful actions I can take right now that will take me a step closer to achieving my goals and dreams? 1. 2. 3. 4. 5. Daily activity goal Weekly activity goal Monthly activity goal 90 day activity goal Finish PFSU Get licensed Pass securities exam Recruit first teammate Earn first override # of KTA/week # of guests to IS Be coachable Be positive Attend all meetings Begin self improvement Master the presentation Recruit 3 new teammates District Leader Promotion Complete Top 50 list Go full time Master the FNA Am I willing to be held accountable to achieve my goals and dreams? YES NO Internal Use Only, For Training and Educational Purposes. 190 THE BARTLETT NETWORK OF CHAMPIONS 07.07
Six Reasons People Don't Have Goals 1. They don't know what they want 2. They don't understand the difference between a goal and a wish 3. They don't understand the true function of goals 4. They don't believe it works 5. They confuse working hard and working smart 6. They do the urgent instead of the important 5 Year Game Plan Year one RVP- 15 recruits x $15k premium earn $150,000 Year Two RVP- 30 recruits x 30k premium earn $250,000 Year Three Produce 3 RVP's to Get promoted to SVP Continue to do 30 recruits x 30k premium Earn $400,000 Year four Produce 3 more RVPs for a total of 6 to Get promoted to NSD Continue to do 30 recruits x 30k premium Earn $700,000 One Million Produce 3 more RVP's for a total of 9 to Get promoted to SNSD Continue to do 30 recruits x 30k premium and do $135,000 premium at 1st generation Earn $1,000,000 191 THE BARTLETT NETWORK OF CHAMPIONS 07.07 Internal Use Only, For Training and Educational Purposes.
Goals Of Greatness The method by which desire for riches can be transformed into it s financial equivalent, consists of six definite, practical steps. They are as follows: First: Fix in your mind the exact amount of money you desire. It is not sufficient merely to say, I want plenty of money. Be definite as to the amount. Second: Determine exactly what you intend to give in return for the money you desire. (There is no such reality as something for nothing.) Third: Establish a definite date when you intend to posses the money you desire. Fourth: Create a definite plan for carrying out your desire, and begin at once, whether you are ready or not, to put this plan into action. Fifth: Write out a clear, concise statement of the amount of money you intend to acquire, name the time limit for it s acquisition, state what you intend to give in return for the money, and describe clearly the plan through which you intend to accumulate it. Sixth: Read your written statement aloud, twice daily, once just before retiring at night, and once after arising in the morning. As you read, see and feel and believe yourself already in possession of the money. 1. EXACT AMOUNT OF MONEY YOU DESIRE = 2. EXACTLY WHAT YOU WILL GIVE IN RETURN FOR THIS MONEY. Personal Team New Prospects per week New Prospects per week Number of Presentations per week Number of Presentations per week Invitations per week Invitations per week New Recruits per week New Recruits per week New FNA s per week New FNA s per week New Sales per week New Sales per week 3. DEFINITE DATE WHEN YOU WILL POSSESS THIS MONEY = 4. DEFINITE DATE YOU CREATE YOUR DEFINITE PLAN AND BEGIN AT ONCE TO ACT ON IT = 5. DEFINITE DATE YOU WRITE OUT YOUR CLEAR, CONCISE, DETAILED STATEMENT AND PLAN = 6. DEFINITE TIME EACH DAY THAT YOU WILL READ ALOUD YOUR WRITTEN STATEMENT, WHILE VIVIDLY IMAGINING YOURSELF IN POSSESSION OF THE MONEY. AM = PM = Internal Use Only, For Training and Educational Purposes. 192 THE BARTLETT NETWORK OF CHAMPIONS 07.07
FOURTEEN STEPS TO SUCCESS l. Be Confident. Successful people believe in themselves. They know their actions make a difference in the lives of others. They work at trusting themselves and others. 2. Be Responsible. Successful people choose to respond with appropriate behavior and accept the consequences of their actions. They take credit for their successes and learn from their mistakes. 3. Be Here. Successful people go to work regularly. Once there, they are both physically and mentally present. 4. Be On Time. Successful people are prompt. They get to where they are going on time. Others count on them to be on time. 5. Be Friendly. Successful people accept the differences of others. They build friendships by helping one another rather than hurting each other. Unsuccessful people destroy by doing physical and verbal violence. 6. Be Polite. Successful people show courtesy. They know that other people help them to be successful, so they treat others with respect. They are polite by waiting their turn, listening when others are talking and considering the feelings of others. 7. Be Prepared. Successful people have their materials when needed. They keep their tools and supplies in good condition. Successful people plan ahead. 8. Be A Listener. Successful people listen to instructions and follow directions. Because they listen to what others need, they can cooperate to achieve success. 9. Be A Doer. Successful people keep working. They spend their time on things that generate production and therefore earnings. They keep focused even when others get off track. 10. Be A Tough Worker. Successful people keep trying. They keep working toward their goals even when things get difficult. 11. Be A Risk Taker. Successful people have courage and are willing to run the risk of failure. They know that sooner or later they will reach their goals if they keep trying. 12. Be A Goal Setter. Successful people plan for the future. They use goals as a personal road map to guide them where they want to go. By setting goals, people are able to realize their dreams. 13. Always Be Positive. Be aware of negative attitudes in yourself and others. You should avoid those with a negative attitude. 14. When I blame somebody else for my troubles, I automatically give them power. 193 THE BARTLETT NETWORK OF CHAMPIONS 07.07 Internal Use Only, For Training and Educational Purposes.