What I want to do today is to teach you technique. Teach you a system that will help you when you set that goal in the first place. Make that goal almost done already. So that all you have to do is carry out the steps. In fact, what most people do when they set a goal is they say something like, “I'd like to lose some weight;” or “I'd like to get in better shape.” Well there's nothing wrong with that as a goal, but it's fairly intangible. In fact when you say something like, “I'd like to lose some weight,” you could lose a pound, or if you want to say: “I'd like to make more money... ” well, here's a dollar, go on your marry way.
What I want to help you do is take an acronym that has helped me over the last 15 years of being able to do this. It's helped me transform not only the people’s lives that I've worked with to help increase their sales anywhere from 30-130% in sometimes as little as six weeks, but it's help me achieve the goals that I thought were unachievable. Just because I had put them on the back burner for so long.
So here's the acronym. It's SMART. Which stands for:
S = Specific
M = Measurable
A = Achievable
R = Reach
T = Timetable
Now you may have heard this acronym before. Maybe in a slightly different way, or maybe with different words associated with it, but I want to use those specific words associated with the acronym because in the over 15 years that I have been doing this, it has really helped me to not only push to get goals concrete, but to also have a clear goal and plan in place that will help them execute it.
So let's go through and unpack those for just a second.
S stands for Specific, which means you need to be able to say it's not just loose weight. Do you want to lose five pounds, ten pounds? What is it you want to do, or is it you want to fit in those favorite pairs of jeans that you haven't worn in a long time? You know which pair I'm talking about, right? So you've got to be specific with your goal. You got to get it as specific as possible, or maybe you say I want to weigh five pounds less and fit into those jeans. That would be even more specific.
M stands for measurable. It's got to be something that you can track, and you can see the stats of. If you said I want to be a better communicator, well can you measure that? Can you measure the effectiveness of your communication skills? If not, maybe you've got to look at it in a different way. Say if I want to be a better communicator, maybe what you can measure is: right now I have time to make two or three calls a day from people returning an email or asking for clarification. Because I wasn't clear and people come in my office saying, “Hey, I'm not understanding what you asked for.” Maybe that happens a couple times a day. So if you want to be a better communicator you want to bring that down from three times a day to once a day, or down to once a week. That would be something that you could measure.
A stands for Achievable. Now it's got to be something that's achievable. Let’s go back to the weight loss example, because it's probably the easiest. People say “I want to lose 50 pounds in one day.”
Well, that's probably not going to happen unless you lose a body part. You've got to cut something off in order to get 50 pounds lighter in one day. So it's got to be something that is physically possible or achievable for you to do. It doesn't mean you've had to have done it before, but you know other people that have done it. It's something that is achievable, or maybe it is something that is at least in theory achievable for you to accomplish.
R stands for Reach. The reason I like the word reach, instead of reasonable is because I want it to be something that's not in your current scope of what would be easy to do. It's got to be just outside of your comfort zone. Just outside of what you're able to do now. For example you set a goal, and you say I'd like to make 50 cold calls a day. Instead of that if you've done 50 cold calls a day that's not really out of your reach. You would say my reach would be to do 75, or my reach would be to do a 100. It's just outside of what you're comfortable doing now.
T stands for timetable. Timetable is something that you need to assign to it. So I want to lose five pounds, and fit into my favorite pair of pants. That's something that I can do in the next six weeks. Now that's something that I have not done before. That's something I'd like to do and that five pounds has been haunting me for the last three or six months. Whatever it's been. Now you've used the SMART goal setting process to not only set the goal, but also set a concrete enough goal that you can now achieve what you're after.
So that's it for me, Jason Everett. From Business Refuel on our quick video tip.