Goal Affirmation

Early in my career, I put every goal I had on paper and posted them on the walls of my closet. Each morning when getting dressed, I would spend 15 minutes reviewing my goals and filling my mind with the desired end results of my exciting future life. Later, I began to write affirmations that supported my goals. For example, at the age of 26 while working as a loan officer, I wrote these affirmations: I am a professional speaker. I earn over $500,000 per year. I have $200,000 in cash in the bank. I have 10 successful audiocassettes or videos. I am 100 percent debt-free. I have only healthy habits. I speak over 100 times per year. I own a 5,000-square-foot home at the beach. Each of these goals has come true! I still carry this list in my wallet to remind me of the power of short, concise affirmations.

In Spite of Myself

I couldn't stop drinking for very long by myself. I didn't want to write, but writing is my salvation. I didn't want children, but my children have taught me to love. In spite of everything I could do to mess it up, my life is rich, rewarding, and filled with big joys and small satisfactions. I know there is a God, and finding that God, I have both the shock of something utterly familiar and the thrill of discovery.

Facing Life

Life moves on, whether we act as cowards or heroes. Life has no other discipline to impose than to accept life unquestioningly. Everything we shut our eyes to, everything we run away from, everything we deny, denigrate or despise, serves to defeat us in the end. What seems nasty, painful, evil, can become a source of beauty, joy, and strength, if faced with an open mind. Every moment is a golden one for those who have the vision to recognize it as such.

Doing Your Best

Success and excellence are often competing ideals. Being successful doesn't necessarily mean you're excellent. Success is achieving or attaining goals that will elevate your importance in society, whereas excellence is striving for quality in your personal work, regardless of whether the culture recognizes it or not. I love the validation of being acknowledged for my efforts, and being honored is a double thrill because not only do I enjoy the pat on the back but I can also share and celebrate this joy with my daughter. Success is only after money, fame, and power, but excellence is knowing in your heart that you've done your absolute best.

Afraid of Failing

When my oldest son was a junior in high school, he won a position on the basketball team. In the first part of the season I noted that when he shot a ball and missed, he didn't shoot for the rest of the game. If he ran into one of the opposing team players, he backed off. He stopped being aggressive. This pattern was repeated off the basketball court. If he got bad grades in school, he became very difficult to be around. I asked him why. I didn't get my answer immediately. But one day, he mentioned that he was deathly afraid of failing. Believing me to be a big success in business, he said, “What do you know about failure?” I told him the failures that I had experienced in my life, and we resolved together that there was really nothing wrong with failure. It was part of the learning process, and the point was to get back on course after messing up. Failure is part of growth and learning. His failures were now learning experiences.

Field Coaching
by Ernest F. Oriente

You've hired a Superstar, and the training is finished. As their manager, is training ever complete? Not a chance! Field coaching is next. I see three steps for building a powerful field coaching program.

Planning your coaching day: Begin by telling your new people the exact time you will work with them. Prepare a schedule of the day's activities to include prospect appointments, customer care, and follow-up contacts with prospects. Next, discuss how each prospect appointment will be handled and have your salespeople take you through their “perfect” presentation. Explain to your new people that you are there to assist them be more successful and your time together will be a positive and productive experience. Ask them to first watch your “perfect” presentation. This will make them more comfortable working with you, and they will aspire to model your world-class skills.

Handling your coaching day: Ask your salespeople to introduce you so each prospect knows who you are. Allow new salespeople to handle the entire appointment with each prospect as the purpose of your coaching day is to observe them in action. Tell them that you will be happy to help them, but only if they turn to you and ask you for specific feedback. Otherwise, your role is to observe them and take detailed notes for review after the presentation and appointment is complete. New salespeople need your kindness and support while they are learning the skills you expect. Great coaching means “listening” three times as much as you speak.

Recapping your coaching day: After each appointment, spend the next 15 minutes recapping each presentation. Ask your people to describe what went “perfect” and compliment them on their progress. Then, ask them to tell you what they would improve. Help them find ways to improve each presentation and watch for progress as your day with them continues. Ask them to watch you give one more “perfect” presentation and ask for their critique. This will serve as a powerful model for them to remember, long after this day is complete.

Take 15 minutes the next day to draft a letter thanking them for your time together. Praise them for progress and recap the areas you would like them to improve.

Ernest F. Oriente, The Coach, is founder of PowerHour®, a business coaching service. 435-615-8486 or ernest@powerhour.com.

ACTION: Plan how you will conduct your next coaching experience.