Achieving Your Big Hairy Audacious Goals with Brain Surgery Time

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As discussed last week in my post on challenges, BHAGs (Big Hairy Audacious Goals) are the goals that get you up early and keep you up late. Very often I find that people who set the biggest of the BHAGs are the ones that have other things on their plates ... other jobs, responsibilities and distractions. In order to achieve your goals in record time, use a strategy known as Private Work Time (PWT), or as I call it: Brain-Surgery Time (BST).

Here’s the analogy: five minutes from now you fall to the floor, unconscious. After being rushed to the emergency room, doctors run tests and determine you need brain surgery. Good news! The most respected and highly skilled brain surgeon in the world is available to work on you (and miraculously, he’s covered by your insurance). He’s available tomorrow from 10 a.m. until 3 p.m. to complete the five hours of surgery necessary to save your life. Can you think of any reason you would miss the opportunity to have him do your surgery? Of course not! You would be there, regardless of any other phone call, email or interruption that might come up.

When you schedule time to do what needs to be done, time working on your business, working in your business, and quality time with your family, your kids, and yourself, you must treat it like “BST,” or, an action item that simply must be done, cannot be missed.

Of course you can be flexible – and you can also learn to stay focused on what is truly important to you. When an opportunity to close a deal or pitch a prospect arises, simply reschedule your blocked time so the important goal-achieving activities get done at your next possible opportunity. When the phone rings or email dings, wait until your next break to answer it so you don't break your flow.

To execute: Use BST in the form of time blocks to make measurable progress toward your goals. Schedule an hour each week to do your planning. Turn off the phones, pagers, cell phones, email and television. Block out time for what’s most important, and you'll find that as you close the door on your week, you will be closing in on your BHAGs.

“We all have the same 24-hours each day. The difference between your future success or failure is up to you, your attitude and where you focus your time.” ~Honorée Corder

The Two Best Ways to Grow and Generate Revenue

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Most of us understand our businesses as well as we understand our cars: we know we're supposed to take care of them so they'll take care of us, but when it comes to grasping exactly what that all means, we're not entirely sure how to execute it exactly right. If you want to experience growth in your business, you need look no further than the people you already work with, and the people they know, as well as the people you already know.

At then end of the day, I find that most of my clients overlook the low-hanging fruit: the business that already surrounds them. We sometimes are so busy looking for the "new" that we overlook what we already are connected to. Our businesses have two very important ways they grow and generate revenue. Each piece of the puzzle is important, and each needs our constant, consistent, and intentional attention.

1. First, there are our existing clients. In order to have high client retention, our clients must receive outstanding service. Not "good" or "okay" service, but absolutely mind-blowing amazing service. I recently talked to an attorney who used a coach last year -- he said, "It was okay, not great, but I did enjoy the process." In my mind, just enjoying the coaching process and our conversations is not what I want my clients to take away from our conversations! I want every client to walk away from our sessions feeling like it was time and money very well spent: that they are better for the interaction and it will positively impact their lives and businesses today and every day going forward. When you are able to increase retention, this actually factors into your growth ... both because you're losing less, and because of #2.
2. Second, there are potential clients. When #1 is executed properly, you should have a steady stream of potential clients being referred to you on a regular basis. Your clients can be your unpaid or modestly compensated, and much-appreciated, marketing arm. When you provide incredible products and services, your clients won't be able to help themselves: they will tell their clients and contacts ... either explicitly or implicitly. I have had a number of clients come my way because they office across the hall from someone who has benefitted from my coaching. Your results with your clients will speak for themselves, and those around them will want what you're selling, too. Additionally, you should "ABM": always be marketing. Always be telling your story to pre-selected target clients and strategic partners. The more you make (appointments, connections, etc.), the more you make (dollars, dineros, yen).

Focusing on both of these items will ensure you reach your goals faster and with very little wasted effort. Don't you have some calls to make today?

Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.

What's Your Unfair Selling Position (USP)?

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I believe everyone has a "USP" (Unique Selling Proposition): it's what sets you apart from your "competition." There may be someone who does what you do, but I guarantee if you dig a little deeper, you have qualities, characteristics and qualifications that make you unique and different. When you identify them, you give yourself an advantage.

An advantage you can take to the bank.

This is particularly helpful if you've just changed careers, and have been in your current position less than five years. It's difficult to get someone to take you seriously if you're a "newbie" because most of us want to do business with people who have lots of credibility - it just makes most people comfortable to do business with people who have experience. Except it's not just current professional experience that contributes to your ability to perform. (Just remember to tell the truth about how long you've been doing something. I see people add a year or two here and there. Being out of integrity just isn't the way to go.)

Now, let's move on to the fact that there are other coaches, realtors, financial advisors, attorneys, CPAs, etc. If you consider yourself "just" another professional in your discipline, there's an opportunity to shift that perspective and dominate your new market share. Stop right now and take into consideration everything you've done, every job you've had, every class you've taken, and every place you've traveled that has brought you to today. Make a list of the distinctions you've made that contribute to your ability to get your job done, and very well.

You must be confident in what you do in order for others to feel confident in you. You must stand up in order to stand out!

I had this question posed to me by a realtor in Tennessee ... "Everyone's a realtor ... how do I set myself apart?"

I made a few suggestions, which I believe transcend all professions. There's great news here, because (unfortunately) the bar is pretty low.

1. Get clear about what sets you apart. Develop your "tagline" and put it in your 30-Second Sound Bite: "I turn service providers into rainmakers, average producers into rock-stars, and dreams into reality." The truth is, when I first started coaching, I had years of experience in doing that, just not as a coach! But my coach showed me how I was different, and how I really had years of experience I could "sell." Now, thirteen years later, I consider myself to have more than 20 years of experience.
2. Notice the challenges you have with other "professionals" and do the opposite of what they're doing ... such as: failing to return phone calls or respond to emails in a timely fashion. I'm a huge fan of these two solid business rules: (1) do what you say you're going to do and (2) call people back, no matter what you are going to say (yes, no, or maybe). It's a sad day when that's a high standard that others simply fail to reach. Take the time to set your own standard and do your best to live up to it.
3. Get on the cutting edge - then take the leader's position. A leader creates new technology, programs, or processes. They take a stand, back it up with logic, and use it to make their clients live and businesses better. Define what could make your clients lives dramatically improve, refine your process, and then make it what sets you apart. Followers imitate others, and are always behind. You know how to make a difference to those you serve, so trust your instincts and intuition. Become a thinker who expresses what you know to be the truth! 
4. Remove any and all desperation. If you need 200 clients but you only have 80, you "feel" to potential clients you like you need them. Instead, create the mindset that you have a booming, prosperous business with a 198 clients ... and if you take on one or two more, you'll be completely full! Doesn't that feel differently to you? It will to your potential clients as well. This will require you to consciously focus on the positive possibilities and take consistent action toward the achievement of your goals, which means you will be unable to focus on the fear (you'll simply be much too busy). Instead of convincing your potential clients why they should hire you, let them convince you why you need to "let them hire you." You don't have time to work with everyone - or just anyone. You take on only the best, most friendly and incredibly qualified clients (right?). When that is the picture you create in your mind's eye about your business, it won't be long until that picture is your reality.

In the end, your USP is really your Unfair Selling Position - it is you going for what you truly want, being authentic, creating and giving your clients what they want, and being amazingly successful.

Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.