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Machen MacDonald: Double down on your wisdom

Machen MacDonald
Columnist

 

Machen MacDonald

We are coming into the final quarter of the year. Regardless of the current news reports or the naysayer’s pernicious pontifications, it is possible to finish the year on a high note and in a good way.

I like to comply with the words from a wise man. We’ll call him Albert… because that’s his name. Albert Einstein said, “Whatever you tell yourself before you look at something, determines what you see.”

Do you want to see gloom or glitz in your business? Be mindful of what you tell yourself.



Let’s remember, you have been at this thing called life for a while now. For the most part, you’ve done well for yourself. If you are human, obviously some blunders and absurdities crept in along the way. That is to be expected. Hopefully you’ve gained some knowledge and compounded your wisdom as a result.

Success comes from good judgement. Good judgment comes from experience, and experience often times comes from bad judgment. Now is the time to trust your wise self and seek some distance from your doubting internal dialogue. Simple in concept, yet not always easy in execution.



Work this process to hit your objectives.

Formulate a clear vision of what you would like to achieve for yourself over the next three months.

What are your sales goals by year end? Hiring goals? How many referrals would you like to have received? Once you are clear on what you want more of by year end, consider what are the needle-movers to help you hit the marks?

To move the needle, it comes down to creating a numbers game even though you are in a people business. You must know your numbers. If you want 10 more clients each month before the end of the year, how will you do that? How many prospects do you need to get one new client?

When I was in professional sales back in the day, we would subscribe to the 10-3-1 formula. We knew we needed 10 qualified suspects to get three prospects to meet with us and provide us information to formulate a presentation to show. From the three presentations, one would become a client. Don’t be afraid of getting the “NOs.” The highway to success is paved with them.

The next question to answer is, how will you get those prospects into your sales funnel or pipeline? Is it by asking for referrals from clients? Placing advertising? Optimizing your website? Attending networking events? Interacting on social media? Conducting workshops or webinars? Let the world know how you can solve problems and bring value. Do it through as many channels as you can. What is your strategy to do so?

Once you have identified your strategies, remember time exists so you don’t have to do it all at once. Develop an action plan calendar of who will do what by when. Be realistic given everything else you need to do and get going. Do what you must each day to move the needle closer to hitting your goals.

Want to learn more about creating a winning year end action plan for yourself? Join me Friday, October 14, at noon for a free webinar where you will learn the five key elements to create an inspiring action plan to finish the year strong.

Make it up, make it fun, and get it done!

#1 bestselling author Machen MacDonald, CPCC, CCSC is a certified life and business coach with ProBrilliance Leadership Institute in Grass Valley, CA. He helps business people gain more confidence and clarity to live their ideal life. He can be reached at coach@probrilliance.com and 530-273-8000. Register for Machen’s upcoming business growth webinar at https://probrilliance.com/10142022


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