Stop Squinting! Get Clarity on Your Business Goals! A shortened version of Pam's workshop on goal-setting and getting clarity on your business.

1. Stop Squinting at Your Goals
Get Clarity!
Pam Ostrowski
Certified FocalPoint Business Coach
Business Fitness Coaching, Inc.

2. Stop Squinting!
“The very act of writing out a description of
what you want to accomplish and what you
intend to do to accomplish it over the next
three to five years will change your life.”
- Brian Tracy, The 100 Absolutely
Unbreakable Laws of Business Success

3. Imagine
• If you achieved your goals, what would your
life look and feel like a year from now? 3 years
from now? 5 years?
• Write that down

4. Long-term vs Short-term
• Start with your long-term goals (3-5 years
out), then go to your short-term goals (a year
from now)
• Balance Is important – Quality of life vs.
business growth
• Goals vs. Objectives

5. Working ON the business,
Not IN the business
• Profit is tied to effective work (not just
quantity, efficiency or activity)
• Activity ≠ Productivity
• “I’m too busy!”

6. Know Yourself – Know Your Prospect
• DISC Assessment – Know the prospect’s social style
– Know what is meant by how someone responds
– Word choice and style are critical in today’s new economy
• Why is this important?
– Get more Leads and Referrals
– Get more listings
– Close more effectively

7. New Goal Categories
• How about these?
– Effectiveness
– Trust
– Differentiation
– Communication
– Customer experience
Aren’t these the elements that drive more business?

8. Effectiveness
• “You can do something very efficiently and still
be ineffective” - Gary Keller, The Millionaire
Real Estate Agent

9. Trust
• What’s your prospect’s trust level with you?

10. Differentiation
“The determination of a unique selling proposition
(USP) is the starting point of all successful advertising
and sales.” - Brian Tracy, The 100 Absolutely
Unbreakable Laws of Business Success

11. Communication
• Knowing a prospect’s communication style is
critical
– Do they just want to get this done and overwith?
– Are they upbeat and want to talk about
everything?
– Do they say “what do you think?” frequently?
– Do they ask many detailed questions about just
about everything they see?

12. Customer Experience
• What elements do you feel drive an
average/typical customer experience?
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• 212 Degrees – What’s that 1 degree
difference?
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13. Metrics for Your Goals
• Key Metrics for
“ I will be successful when I …”
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14. Measure Everything!
• Financial Metrics
• Marketing – The ROI Reality

15. Goals for Tools
• Tools to find your target markets:
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• Tools to entice your target (USP).
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16. Critical Success Factors
Critical Success Factors (aka What Has to
Happen for YOU to be Effective and
Successful?)
“Your weakest critical success factor determines
the height at which you can use all of your
other skills.” – Brian Tracy, The 100 Absolutely
Unbreakable Laws of Business Success

17. Be Accountable
• Tell people your goals; you’re more likely to
achieve them
• Write them down and review them at least
once a week
• Hire a business coach to accelerate your goal
achievement

18. From Inc. Magazine
• More than 80 percent of the 300 small
business owners surveyed in the recent 4th
Annual Staples National Small Business Survey
said that they don't keep track of their
business goals, and 77 percent have yet to
achieve their vision for their company
Inc Magazine, June, 2010
Is this a surprising outcome?

19. Pam’s Schedule
• Tuesdays – 11amPT, Business Topic
• Wednesdays – 10amET, Repeat of Tuesday
• Thursdays – 10amPT/1pmET Open Coaching
and Discussion
• Individual coaching is available
• DISC Assessment and coaching is available
Reach me: pam@businessfitnesscoach.com
Phone: 623-434-0143

20. “Any goal can be accomplished if you break it
down into enough small steps.”
(Henry Ford)
Thank you for your time!