Happy New Year!
Let me take a second to say “so long” to 2016, possibly one of the craziest years in recorded history.
I hope your personal 2016 went well. Mine certainly did.
But if your 2016 didn’t go as planned–or you fell short of the goals you set—let me tell you an ironclad way to make 2017 the BYE (Best Year Ever).
It’s called Backward Goal Setting.
While typical goal setting calls for writing down a big audacious goal without figuring out your starting point, Backward Goal Setting focuses only on the individual steps it takes to get there.
I’ve used Backward Goal Setting since I was a 19-year-old missionary baptizing villagers in Taiwan… and it’s worked for me ever since.
Click here to read the story of how Backward Goal Setting made me—known in the village as the “giant white kid on an over-sized bicycle”—one of the most successful missionaries in Taiwan… and to see how it can make 2017 one of your Best Years Ever.
“I feel like we can run the table.”
That’s what Green Bay Packers’ Quarterback Aaron Rodgers said week 10 of the NFL season.
At the time, the Packers were a paltry 4-6 and in danger of missing the playoffs.
Everyone—analysts, fans, critics—was pronouncing them dead in the water.
After Rodgers’ declaration, though, something downright magical happened.
The Packers won their final six games of the regular season, finishing 10-6. They not only made the playoffs, but also won their division.
During the Packers’ regular-season win streak, Rodger’s stats were ridiculously great:
- 15 touchdown passes
- 71% pass completions
- A 121 Quarterback Rating
- And ZERO interceptions
That’s practically unheard of, even for an elite NFL quarterback.
Rodgers making good on his promise—and doing it in style—surprised everyone… except for Rodgers and the rest of the Packers.
That’s because Rodgers understands the power of positive thinking.
It might sound cheesy, but believing in yourself is one of the keys to unqualified success.
When you have TRUE faith in your abilities—and you tell yourself that you ARE great and that you CAN step up to any challenge, no matter how daunting—you’ll be flat-out amazed at what you can accomplish.
It’s like some hidden, dormant part of your brain awakens. Your self-assurance will shoot through the roof. You’ll feel unstoppable.
Plus, positive thinking is contagious. Put yourself in a positive mindset, and watch it spread to your employees.
Aaron Rodgers is the leader of the Green Bay Packers. He’s the guy the other 52 players on the team look to for inspiration and guidance.
So when Rodgers says he believes his Packers can run the table, his teammates gain a huge confidence boost. “If our leader believes in me, then I believe in me.”
And this positive thinking is still working for the Packers well into the playoffs—they sent my Dallas Cowboys (the #1 seed) packing in dramatic fashion.
When you inspire your own team with the power of positive thinking, they’ll start to put in more effort, work smarter, and become more loyal.
And when you AND your team tackle the job with a positive mindset, that’s when you can achieve Aaron Rodgers “run-the-table”-type success.
P.S. Next post, I’ll show you how to make this Home Show season MVP-worthy and achieve 2 to 10 times more leads. Stay tuned.
P.S.S Aaron Rodgers might be a witch.
Let me tell you about the Curse Of The Volkswagen Beetle.
My oldest daughter is a really, really good kid. So when she turned 16 years old in 2012, I decided to buy her a car.
It was a 2006 pale blue Volkswagen Bug.
Here’s what it looked like:
My daughter LOVED it.
And I loved that it had just 36,000 miles and was only six years old (at the time).
To be extra safe, I bought an extended warranty for about $1,500.
Since the car was relatively new, had low mileage, and was protected by an extended warranty, I assumed my daughter would get years and years of use out of it.
My mistake? ASSUMING.
A month after I bought the car, the transmission started acting up.
Cost of repair: $1,300.
Amount covered by warranty: $125.
After I got that fixed, the catalytic converter needed replacing a few months later.
Cost of replacement: $770.
Amount covered by warranty: $65.
About a year later, I needed to replace the drive shaft:
Cost of replacement: $500
Amount covered by warranty: $0.
Finally, in December 2014, the engine completely gave out. It would have cost $7,500 to replace it—basically the total cost of the car in GOOD SHAPE.
That’s when I said, “Nope, I’m done.”
I sold the car in its broken down state at a loss of about $6,000.
Factoring in all of the repairs, the worthless “warranty,” and what I originally paid for the car, I lost over $8,300.
All because I assumed the car was in good condition.
It reminds me of when I spoke to the owner of a large HVAC company about his mailing campaign.
His company generates a big chunk of revenue through direct mail. The first time I talked to him (in 2014), he told me they would send six mailings a year to their customer base that hasn’t either purchased an HVAC system or the company’s service plan.
Here’s the gist of the conversation:
Me: How many customers are you mailing to every six months?
Client: Around 40,000.
Me: Whoa, that’s a lot. How far back do these customers go?
Client: Since we started the company in 2002.
Me: Do you get good response from the customers who are eight years or older?
Client: (pondering) I’m not really sure.
The client assumed since the mailings bring in big profits, everything was hunky-dory.
Not so fast.
After the call, the company dug into their numbers a little more. Here’s what they found:
83% of the leads from these mailers came from customers who had service within the past five years, and 65% within the last two years.
Sure, the company was making good money off these mailers. But think of how much money they wasted on old, unresponsive customers. They could have used that cash to mail to their newer customers more frequently and generate even bigger revenue than they already were.
Lesson: Just because something is working, don’t assume it can’t be improved.
A client who was a kitchen and bathroom remodeler was advertising heavily on TV and the radio… but only on Mondays, Tuesdays, Saturdays, and Sundays.
Here’s how my convo with them went down:
Me: Why just those days?
Client: That’s when homeowners think about remodeling.
Me: How do you know that?
Client: A marketing guy told us a few years ago. That’s the way we’ve been buying it ever since.
Me: Do you know if that’s when the calls actually come in?
Client: I can check.
When the client pulled up the report, here’s what we found:
Uh-oh… those numbers don’t exactly match to the days they advertise.
Monday and Tuesday are good. But Saturday and Sunday are an advertising deathtrap.
Money, meet drain.
Radio and TV are “farming” (i.e. branding) marketing activities. You have to put yourself in front of people as much as you can—and at the times they’re most likely to see or hear you.
We changed the client’s radio and TV advertising schedule to reflect this. Instead of advertising only on days the client assumed brought in the most leads, we started advertising five days a week (Monday through Friday) to reach as many people as possible.
(Check out these blog posts on radio and television advertising to create ads that move the needle.)
Lesson: Assuming you’re reaching as many prospects as possible without actually looking at the numbers is like throwing your money in a pile, dousing it in gasoline, and tossing a match on it.
If you’re wondering how to generate more leads with your marketing, take a look at your numbers.
You may find your ASSUMPTION that something is working is just that…
My dad got me the most embarrassing vehicle possible for my 16th birthday.
Want To Know What A Real Dad Looks Like?
Read Every Single Word & Learn.
Note: About once a month, MYM takes a break from marketing advice and focuses on personal development topics. We call this ongoing series “Personal Edge”. Enjoy!
“If you ever lie to me again, I’m not going to say a word. I’m just going to punch you in the jaw as hard as I can.”
Message received. Loud and clear.
For my 16th birthday, my dad got me a pickup truck. Which sounds like a cool story until you realize that it was an old yellow, beat up stick-shift Toyota pickup that he salvaged somehow from one of the many properties he managed. No air conditioner. An old-style push button AM radio. A couple of random dents. In other words, a total piece of junk.
But it was my piece of junk, and I was the only one of my friends that was both old enough to drive and actually had a vehicle to drive.
Less than a week after I got my driver’s license, my buddy and I hatched a brilliant plan. After a church swim party at my house, we decided that we wanted to give two young ladies a ride home. Small problem: the cab of the truck was impossibly tiny—only two people could fit comfortably. If a 3rd person dared to wedge into the middle of the bench seat, their knees would be constantly be playing pinball with the gear shift knob. Four people would never fit in a million years. So I knew there wasn’t a snowball’s chance in Hades that my parents would allow me to take the girls home.
So I didn’t ask.