Fix Action Plan -241108

"No life ever grows great until it is focused, dedicated and disciplined."
- Harry Emerson Fosdick

FIX ACTION PLAN
A reporter once asked Michael Jordan how he had maintained consistency throughout his career. Jordan's response is the most practical goal-achieving strategy we know anything about. Jordan said, "Years ago, I simplified things. Thirty- two points per game is only eight points a quarter. I figure I will find some way each quarter to get eight points."
This is a clear, simple approach for setting a high standard for yourself and then achieving it. Begin with the end in mind. Then break it down into easily achievable mini-goals, and focus on those numbers. We call this Goal Attainment Insurance, and it can make a big difference in your approach to goal setting in selling.
Goal setting defines chief aims. Goal setting puts order in your selling life. It sets priorities. It makes focus possible. Done properly, goal setting always leads to commitment -- and commitment makes everything you're up to worthwhile.
Goal setting is often a de-motivating practice unless it is broken down into doable components. This is where you focus.
The two keys are commitment and focus.
An individual with specific goals is an individual who will make a responsible commitment. This is the person who believes a commitment made is a debt unpaid.
Effectiveness and productivity are greatly multiplied when one has singleness of purpose. Tunnel vision is good when targets are clearly identified.
Goal setting is the initial cause of which success is the final effect.
Finish strong!
Make 2008 great in every way!
Good luck and good selling,
Jack and Garry KinderThe KBI Group

POCKET REMINDER #6
(For those of you following the Franklin 13-Week Plan.)
POCKET REMINDER #6
THE ART OF LISTENING
• Look people straight in the eyes when they are talking.
• Give them your undivided attention. This communicates that you think what they have to say is important.
• Listen to what people are actually saying.
• When you really listen, it makes your use of questions more productive; you will uncover what they are not saying.
• When you uncover what they are not saying, you have helped them discover what they needed to say, but didn't know how.
This is the magic of listening in selling.

Richaard Wong Best Practices, Training & Development AIA
20/F, AIA Building, 1 Stubbs Road Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com


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