Velocity Selling T.V. Episode number twenty-eight kicks off with sales experts Bob Urichuck and Matthew Whyatt discussing what actions are required to get yourself on the right path to reaching your goals.
Velocity Selling TV Episode 28: Turning Knowledge Into Action
Matthew: Welcome to episode twenty-eight, Matthew here, your host and of course, we’ve got Bob Urichuck the founder of Velocity Selling up in Canada. G’Day Bob, how are you going?
Bob: Great Matthew and good to see you again.
Matthew: Great to see you too. Hey Bob, over the last thirty episodes, almost thirty episodes, we’re on episode twenty-eight, of Velocity Selling T.V. and over the last, essentially a year, we’ve been talking about, really putting into place the attitudes and behaviours that are actually going to propel our listeners and ourselves to massive success. Now one of the people that has achieved massive success and also helps his clients achieve massive success is Tony Robbins. We all know Tony Robbins, and love him, but I just want to read a quote, it’s on my phone here so, I haven’t memorised it, it’s not one of our quotes Bob, but it’s all about putting things into action- knowledge into action. So his quote is “I love quotes, but in the end knowledge has to be converted to action or it’s worthless.”
Bob: Exactly.
Matthew: So Bob look, you know, I know that we’re talking about goals, we’re talking about making them S.M.A.R.T., we’re talking about anchoring them down, you know what are the next steps to actually putting this stuff into action?
Bob: Ok well, Matthew, let’s – in context of the last four, five episodes, it’s been all on the goal log. In the goal log we talk about setting a S.M.A.R.T. goal, having a specific date etcetera. We talked about the outcomes, what you see, what you hear, what you feel, making it real as if you’re there. We then reviewed possible obstacles and what are you contingency plans to overcome those obstacles. We looks at resources that were available to you, people, groups of people and the skills and behaviour that you require. So now what we’re gonna do, we’re gonna take all this together and we’re gonna look at: What is our action plan? What are the things that we need to do to help us reach our goal? Now, we’ve got the date, we’ve got the goal, we visualised it, we know, now it’s to take the end result – here’s what we want and work backwards. Start looking at all the tasks that have to be done from accomplishing it, working right backwards to today. Now one of the biggest challenges when it comes to creating an action plan is people create big tasks and the worst thing is about a big task- if you wake up in the morning and you got a big task to do, do you do it first or last?
Matthew: Well often I’ll try to do it- I’ll try to do it first, but really the inclination is to do it last.
Bob: Most people do it last, but if you do the toughest tasks first, you get them out of your way and your day goes on. So what we suggest people do is, you got to remember you’re building an action plan for your success. So that means you want to make it simple and easy in such a way that you guarantee daily success because each day if you’re successful at accomplishing the little task, well guess what, it’s reinforcing your confidence that you can do it and the next thing you know, you’ll have it accomplished. So it’s always breaking down the big tasks into small tasks. Also, if it’s a long term goal, let’s say five year goal or geez, I can remember having a fifteen year goal, to build a house on the river. Well you know I look at the fifteen years, but then I broke it down into three, five year periods. Then I took the five year period, broke it down into years. Then I took the years and broke it down into quarters, the quarters into months, the months into weeks, and the weeks into days. So what I did is I kinda defined daily behaviours, things I needed to do on a daily basis that help, that would help me reach that goal. So the whole idea here is to keep it simple, little actions each day so that success breeds success. If it’s too big a task we have a tendency to push back and then of course we start to procrastinate, procrastinate and then we don’t get anything done. So that’s one of the key things, get that action plan done, little steps at a time so you get that taste of success each and every day.
Matthew: Yeah,
Bob: The other part – Sorry go ahead,
Matthew: No, no. I was just going to say, look that’s really cool. That works on a personal level and also when I’m working, when we’re working with sales teams, you know, I’m often speaking with the CEO, the owner of the company, and said, ok this is our, this is what I said, this is where we want to be,
Bob: Exactly,
Matthew: But how do we join the two? Where we currently are and where we want to be and then working with sales teams, and this is how people can use this in their business- break that all the way down into a day to day discipline so you know you’re winning on a day to day basis.
Bob: You’re a little ahead of me on this one Matthew, because we’re still on behaviour towards yourself, it’s like I said earlier, an earlier episode, you need to have your own personal goals on why you’re going to work, that’s what motivates you. However, the same principles, the same disciplines, everything we’re talking about, we’re going to take it now and we’re going to apply it to the business world. So it works in both cases, exactly. Where do you want to be, work your way backwards to the little things that you can do each and every day. Take the big tasks, break ‘em down, break ‘em down, break ‘em down. Now, you’re quote from Tony Robbins, was excellent, and we’re going to share with you all the knowledge, and it reminds me of Roger Hamilton who shared with us an old Chinese proverb, and I’m sure you’ll remember this one, “To know and not to do, is not to know”, you know?
Matthew: That’s perfect. Absolutely. Well look Bob, that’s beautiful, you know what we’re trying to get people to do is not just to think big and dream bug but also then act big and take those day to day actions.
Bob: Yeah. So if we’re going to take actions and look at actions that you could do, some simple things, dedicate one hour of your most productive time of your day to the most important person in the world, yourself.
Matthew: Yes.
Bob: I have my “Bob Time” from six to seven a.m., I do something to help me get where I want to go. Another great habit that I have is I do a “to-do” list. Before the end of the day, I review my day, What did I do today and who do I need to thank? So I’ll send an email to many people, if they’re a client who met with me, it might be daily disciplines, replying to all the emails, phone calls, this sort of thing. But then what I do is I end my day with my to-do list for the next day and I prioritse them so that I make sure that I get up and I have a plan and I’m ready to rock and roll. And again, try to remove some of these time wasters and the clutter around you. All these things prohibit taking action. And remember, the word goal, G, O, A, L, the first two letters of that word have a very important message: It’s get going, it’s taking action. That’s enough for today Matthew, everybody should set out their action plan and then what we could do in the next episode is we could talk about how you monitor and measure your progress towards your action plan in the next episode.
Matthew: Fantastic. Looking forward to it, talk to you later Bob.
Bob: Alright, take care.
Matthew: Bye.
Matthew has been involved in the growth of many businesses across multiple industries including, health products, software development, IT consultancy, Real Estate and franchise sales with personal sales of over $100 million.
After all of this hard work Matthew took a year off with his wife and two children in Bali. After returning to Australia Matthew was ready to take on his next challenge, following his passion in Sales, and joined the Velocity Selling team as CEO.
