One of the greatest things I ever had happen to me
was to be invited to an event at NY Radio City Music Hall
that was featuring a lineup of the most incredible hu-
man beings on earth, including many professional business
owners. Rudy Giuliani, Richard Branson, Jack Welch, Colin
Powell, and many more–you get the picture. Each of their
businesses was so different and yet, as each of them took
the stage, they told harrowing stories of success, from
tribulation to triumph. None was more touching than a day
spent in the life of Rudy Giuliani and his morning of 9/11.
What did they all have in common? They believed in a
core set of principles on planning. These principals were a
blueprint for success. So, I left and went right to work writing
my very own “Blueprint for Success,” which would feature
seven core philosophies. Since then, I have been teaching this
blueprint to sales employees for over 15 years with remark-
able success. Here is what these philosophies cover:
1. SIMPLIFY YOUR PLAN! DO NOT
FILL OUT A COMPLICATED, HARD,
OR IMPOSSIBLE TO FOLLOW PLAN.
Create a simple income goal and then look at your
current income YTD. If you’re in sales, figure out how much
you did to make that current dollar amount and then
divide it by the number of transactions you had. That’s your
“operating income,” and you then can back into your goal
and measure what you need to do to get there.
You can take this as many layers deep as you would
like. For instance, the next layer is measuring how you got
the transactions and understanding your ROI on marketing efforts. The next layer would be referral partners and
measuring how many you need to feed your engine.
2. MAP OUT YOUR DAILY ACTIVITIES.
Many people do not realize how much time they are
putting into non-income related tasks. You need to be
focused on prospecting 80% of your time, and you need to
build in time for spontaneous interruptions, but not allow
those interruptions to send you sideways and completely
derail your whole plan.
Plan for tweaking and regrouping daily. With focus,
you can master this renewal each day that truly provides a
clean slate for your mind. Exercise and diet are crucial here
because it is my belief true success comes with health and
focus, neither of which can be obtained when you’re sick or
distracted. Consider mental health as well, and address any
issues you may be facing such as depression, divorce, loss,
etc. You must be strong to stay on course for success.
3. ACCOUNT FOR OBSTACLES
Write down what may be foreseeable obstacles and
prepare a solution. Don’t lie to yourself here. An effective
way to do this is to think of past failures, what they were