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Driven To Excel, Inc.
September 2008
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Where are you going?
Where do you want to be in 1 to 2 ... months?

"I am not the fastest reader and I read this whole thing in 2.7 minutes ... so glad I did, too!"

Driven To Excel BannerGoooooal!
Within two months of my very first goal-setting session, I had already attracted four new (ideal) clients, lost 10 pounds, saw a 30 percent return on investments, had a life-transforming conversation with my mom ... and that was just the beginning. Nineteen months later, I continue to be amazed and inspired by the power of putting pen to paper ... I even met the most amazing girl ;-)

If you're like I was, you might be saying, "Well I've never been much of a goal-setter and things usually just work out for me." In sales meetings, I would guesstimate my monthly forecast of production, and only did that to oblige my sales manager. It wasn't something I spent any time focusing on. When the dust settled at the end of the year, things usually worked out ... after all, I was salesman of the year seven years in a row. Looking back, though, there was something unsettling about my haphazard success formula. I'd have good months and bad months, going from hero to zero to hero again. If I'd only known then, what I know now ...

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Five Steps to Successful Goal Setting
(Goal-Setting Sheets Offered Below)

1.    Create specific goals.
This is where most of us miss the boat. Think about all of those elusive New Year's resolutions, such as "I'm going to get into better shape this year." Or how about "I'm going to make more money this year." A better shape might be a triangle and $65014 is more money than $65000.

Rule of thumb: When setting goals, stay away from words such as "more, better, different" or other general terms that end in -er - "healthier, wealthier, calmer, happier, etc.. GET SPECIFIC (i.e., "I will reach my goal weight of 175 pounds.") Notice how these words sound/feel more inspiring than if I had said, "My goal is to 'lose' 15 pounds.". Think about what you DO want. One statement says, "I don't want these extra pounds;" the other says, "I do want to be at my goal weight."

2.    Why do you want it?
This often-overlooked question is vitally important. After determining your goal, search for the motivation behind it and voila! ... more motivation abounds. Knowing why you want what you want is a valuable weapon. You will force yourself to think deeply → this leads to introspection → which leads to discovery → which leads to clarity → which leads to motivation and drive.

3.    By when?
Holy cow, is this crucial! Laying out specific goals without setting a timeline is like making a sandwich without any bread! First, consider the necessary steps  you will need to take to attain your goals. Then place a completion date on these steps. If you're looking to attract the ideal clients, try this out: "To attract/acquire four new repeat/referral clients by October 15th." Perhaps a step in making this happen is to get on the phone and/or launch a marketing campaign - there's another goal. Now place this, and the necessary in-between steps, on your calendar.

4.    Envision the outcome.
This step calls on your confidence and beliefs. If you have set realistic goals (only you can label something as "realistic" - and I recommend that you really challenge yourself here) then you should fervently be able to envision the outcome. If you can hold it in your mind, you will hold it in your hands. The most successful athletes in the world use visualization. Tiger Woods sees the ball drop into the hole before he ever lines up to putt. World-class runners see themselves crossing the finish line first, before the starter even fires.

5.    What's your reward?
This may surprise you - I've noticed that this is actually the toughest part for people to complete. I've seen so many folks complete their monthly goal-setting sheet in great detail, only to leave the "Reward" section empty or sparse. I suppose we have a tough time rewarding ourselves, yet this is certainly an area to be addressed. Think of creative rewards such as dinner at a special restaurant, a new suit, a cruise, a new pair of shoes, lunch with your best friend, a massage, a fun seminar/class ... you get the idea.

Just like your goals and action items, if you don't place your rewards on your calendar, they probably won't happen. (Note: sometimes, the reward is in the goal itself, in which case, it's okay to write "itself" in that box. For example, I recently had the goal of taking my parents to the Lake. Achieving the goal was its own reward.).

Recognize how all areas of your life - as illustrated on the attached document - affect all other areas of your life. This Monthly Goal-Setting sheet (see attached PDF link) outlines seven key areas for opportunity and growth, in no particular order.

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If you don't know where you are going, how will you get there and know that you've arrived?
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"There are no traffic jams along the extra mile." - Roger Staubach


That's enough for now, my friends. In next month's eNewsletter, I will share with you everything you need to know about founding and easily maintaining your own successful goal-setting group.

To learn more about the Driven To Excel "Goal-Setting Workshop," simply reply to this e-mail or call 301.996.9147.

All the best!


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Green Tip:
Your 1980's stonewashed jeans may never make a comeback:

Recycled denim insulation takes 10 times less energy to produce and uses less harmful chemicals than insulation made from fiberglass or rock wool.

Find a location to recycle those old jeans and check out some additional ways to green your remodel.


Steve Dorfman 
Steve Dorfman
Driven To Excel, Inc.
In This Issue
Goal-Setting Strategies
Green Tip
Steve's Recent Radio Interview
Services Offered
*Steve Recommends*

Endless Referrals

Come see Bob Burg,
(author of: "Endless Referrals," "Winning Without Intimidation" and "The Go-Giver")
Bob's in Maryland --
This Wednesday
Sept. 17th

Client Feedback
"[Steve's] instruction resulted in a number of tangible benefits - like higher average orders, increased reorder percentages and new training materials for our sales staff...  But we also noticed several intangible benefits, like more positive interactions with clients, improved camaraderie amongst employees and better communication between management and the sales team."

Adam Katzen, V.P.

Partial List of Clients
Browning Pools & Spas
Rosenthal Acura/Mazda
Sonic Promos
College Hunks Hauling Junk
Compassion Music
Greystone Grill
 Jerry Frishman Photography
Hickok Cole Architects

*Steve Recommends*

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If one of your goals is to grow your business, find your ideal clients, or increase your sales, I recommend checking out
Suzi Pomerantz's book:
Seal the Deal.

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Steve Dorfman :: Founder & CEO :: Driven To Excel, Inc.

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