Velocity Selling Podcast – Episode 3 – Goal Setting

In this episode Bob Talks about how to set goals and prioritise them for your success.

Matt: Welcome to Velocity Selling TV. Hi, My name’s Matthew Whyatt,I’m the CEO of Velocity Selling. Velocity Selling is a non-traditional sales process that provides, sales, and sales management training, coaching and strategic sales planning on a continuous basis to help you explode your sales and up your bottom line. The founder Bob Urichuck is with us today and with some inspiration and tips to help you get the best results for what you’re looking for. So, let’s get straight into it, Bob. What can our viewers do to make this their best year yet?

Bob: Well that’s a good question, Matthew. I would say then, the biggest question would be, what is it you would like to accomplish this year? Because that’s what’s going to make it your best year. Uh, and it all boils down to not just New Year’s resolution, but to having goals. But not just goals. There are short-term goals—like this year. But then there are medium-range goals—like three years from now. There’s long-term goals—like 25, 30, 40, 50 years from now. And that’s what we really need to do is make this year the year that you define your life. So, to do that, you need to start with a simple exercise. It’s discipline number five in my book, Discipline for Life—You are the Author of your Future. The exercise is very simple, and if you go back to the last uh episode that we did, we talked about people go and do your homework, write this out. Well what you need to do is dedicate a minimum of twenty-four hours to the most important person in the world. Matthew, who’s the most important person in the world?

Matthew: Well, I am.

Bob: OK. Thank you. So I would like you to take time for yourself, with yourself and ask yourself, what do you want to be? What do you want to have? Where do you want to go? And I want you to take a pen or even into your computer and write, write, write down everything you want to be, do or have as if nothing’s impossible. Pretend that pen is a magic wand. Write, write, write everything, If you don’t write it down, it will not happen. And that is the first key thing here is to document it. Once it is documented, it starts to clarify it, it starts to make it a reality. Until it is written down, until it is documented, it is only a dream. I want you to take all of those dreams and unload them. Put them all down on paper or in a document. Once that’s done, you have to group them, categorize them and prioritize them. I went through my complete list, and what I did was I found that I fell into five or six categories. A lot of things fell under family. A lot of things fell under financial. Some things fell under career. Others fell under travel, personal development, business. So what I did is I put them all together, and then within each category I prioritized them. One, it would be nice to have a house for family. Two, it would be nice to have kids. Three, it would be nice that they had a university education, got married, had grandchildren, so on and so forth. And I put them in right priority. Then when I had this done for each category, I sat back and I looked and I looked and I looked and I found the answer to this most important question. And we’ll discuss this in a later episode, The question is “Why do you go to work?” The answer I get all over the world is money. I’ll tell you why I go to work. Because the number one thing I picked out of my category list is to get a job as a sales manager. If I can get this job as a national sales manager: One, It would meet a financial goal. That financial goal would allow me to go out and get a mortgage so that I could build the house of my dreams for my family. Three, it would also allow me to see Canada from coast to coast. It would provide me with the personal development I was looking for and travel and I would allow me to do business on weekends and on the side. Why do I go to work? Work is nothing but a stepping-stone helping you get where you want to go. The problem is, where do you want to go? Take the time. Identify your future. I was twenty-two years old I defined where I wanted to be at 25, 30, 35, 40, right up to age 50. And I’m proud to say that I’m over 60 now, and I surpassed all of my 50-year goals at age 50. I have surpassed all of my goals. I am now here as a resource to you to help you surpass yours. But you gotta do what you gotta do. It’s like the old Chinese proverb says, I can tell you what to do—to know and not to do is not to know.

Matt: That’s right Bob. In regards to your goals, how often do you go and write them down?

Bob: Well I set goals for my birthday, which is the middle of the year and the end of the year. I also set them for three years , five years and long term.

Matt: Wow, do you have them in like a ledger?

Bob: Well we have all of form available to you, First thing, you write out as if nothing is impossible. Second part is, you group, categorize and prioritize, and that is discipline number six. Then we get into discipline number 7. Are you willing to pay the price to make your dreams a reality? And price can be time, it could be effort, it could be education, it could be effect on relationships, it could be money. There’s a lot of different factors. You have to decide if you’re willing to pay the price, If you’re willing to pay the price, what you do is you set out what we call a goal log. The goal log is you set smart goals, specific, measureable, action-oriented, realistic and tied to a time able. So smart is an important part. Then what we do is you set the goal. You ask yourself the outcomes. What do you see? What do you feel? What do you hear? And what do you see? What are the three things your see? In other words, Your goal may be for 2020 to be in a certain position, a certain revenue, Well, have to define, you have to put yourself now at January 2020. What do you see? What do you hear What do you feel? You have to make it so real. You see, your senses are your emotions. When your emotions gets in your head, you can see it clearly, you can feel it, you can live that moment. And that’s when it’s going to happen, because it all starts here. You have to make it happen here by seeing it, feeling it and believing it. Then the next step is um what are some obstacles that could come up along the way? Not to ne negative, but we all know that before success there will be a road block. So if any obstacles come up, what is your contingency plan? So this way you don’t fall down and quit, you step up because it’s one of the things that could have happened along the way. Your contingency plan gets you. Then you look at what groups or people can help you get where you want to go. What about skills or behaviors do you need? And then you set up an action plan.. And the action plan has to be working from the end result back. And then you have to take these big actions and break them down into smaller actions. Remember, you’re building an action plan for your success. You have to succeed at it on a daily basis. If you do what you say you’re going to do, reward yourself so that behavior gets repeated. Now the action plan, if you do it, you succeed, you move forward. If you miss out, you lose. And then, of course, that sets you in a backwards track. So break it down, break it down, break it down. Then of course, you need to monitor and measure your progress on an ongoing basis and define rewards as you go. Now this is all in the goal log. The goal log is then supported by a goal chart and a monthly monitor char, and of course this all ties into New Year’s resolutions as we talked about the lasr episode and your whole bag of tricks we provided to people.

Matt: So there’s lots of stuff there, Bob thank you that was a great download. So my job is to probably just provide you with the links that add with all these great resources. As the normal, if you missed last week’s episode, go and watch it. Have a look in the description there; you’ve got the bag of tricks. This week we are going t o have, you mentioned the goal log, the monthly monitor and also the goal chart. They’re the three resources you want to give to people today, is that right?

Bob: Correct. And that’s what’s going to get people off to the New Year, but before you even ask for these or download them, please do yourself a favor Give yourself twenty-four hours and write as if nothing is impossible. And write everything you want to be, do or have in your life.

Matt: Ok, so we sit down, the people who are watching today, well Theydon thave to, but it would be great if they did). Sit down and

Bob: Download! Everything in here (head and heart) and put it out there. On paper, document it, get it in a word file, it doesn’t matter. Anything you want, just download it—document it.

Matt: Let me ask you a question, Bob. Do you use a uh like a dream board where you uh… cut and paste like a primary school thing.

Bob: That’s sort of like another outcome, but that comes later in the process.

Matt: Oh, Yeah. I’m jumping ahead.

Bob: Yeah, you’re jumping ahead, but it’s also you’re not being specific. Sure I could post a Jeep up on the wall, but when do I want that Jeep? What color do I want? What are the details? What do I see? What do I feel? It’s whatever 2020 and I’m in the Jeep now. We got all these other elements that have to fall into place before you get there. And this is the part. People look at that. It’s like the law of attraction. Yes, what you think about is what you get, but the problem is most people are thinking about what they don’t want and they’re not thinking enough about what they want. And this is an attitude thing. And this is even what we will get into more. As a matter of fact, in our next episode, that’s’ what we’re getting in to is building the foundation so we can take all these goals and turn them into a reality. Get this all documented, and then we will work on the foundation.

Matt: Let the viewers know, we are actually going to build a twelve month program Where you can take it right from the start what we did a couple of weeks ago where we talked about reviewing the year and setting our goals And this is really making those goals work. We’ve spent some time up in the clouds with our head in the clouds and how we have to get down in the dirt and see what is the foundation that sits underneath all of this so we can make the next twelve months the best year yet.


Bob Urichuck is an internationally sought after speaker, trainer—founder of the “Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and Motivate Your Team in 30 Days are new in 2014.

Sales Velocity. Your Bottom Line. Our Passion

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