by Zig Ziglar
START WITH ONE
Goals in all areas of life might be overwhelming for an individual who has never set even one goal to do anything significant. To make certain we don’t overwhelm you, let’s look at the advice Judge Ziglar gave to sales people in his seminars. “If you have never set goals before, let me suggest that you start with one goal of a short-range nature. Select the best month you ever had, add ten percent and make that your one-month goal. Take your best day during that month, write it down, and keep it in front of you. Underneath that best day, put the average you will have to reach each day to break your one-month goal. Your ‘average’ day will be so much smaller than your best day that you will be confident you can reach your one-month goal.”
At the end of the month if you reached your goal, then you should set a quarterly goal. If you did not reach the one-month goal, then set the monthly goal again. It is important that you reach the first goal before you move to the second one. After reaching your monthly goal, then multiply that goal by three and add ten percent for your quarterly goal. This time keep your best sales week in front of you, divide the quarter into thirteen segments, and place the average you must maintain each week in front of you in order to break your quarterly record. Your average week will be substantially lower than your best week, but by maintaining the average, you will reach your goal.
At the end of the goal-reaching quarter, you will be in position to set your yearly goal by taking your quarterly results, multiplying by four, and adding ten percent. This ten percent procedure is reasonable and reachable, but the consistency gives you substantial increases. Basic procedure is the same as before. Take your best month, write it boldly on a card, then take the average you must produce each month in order to reach your yearly goal. This will represent a substantial increase in business, and yet the monthly average is so much less than your best month that you will have the confidence that you can do the job.
I am aware of the fact that there are circumstances over which you truly have no control. For example, the toy, swimsuit, nursery, lawn furniture businesses, etc., are to a large degree seasonal. You will have to make adjustments to compensate for these changes over which you have no control. Once you have made your commitments, however, you will discover that many of the “seasonal” businesses are not quite as seasonal as you thought, and you will be producing more business during “the off season” than ever before.
By the time the first quarter is well under way, you will be motivated to set some goals in other areas of your life. Success begets success, so getting started is obviously the first step in getting there.
UNLOCKING DOORS TO REACH YOUR GOALS
In order to reach your goals you must understand the story of Houdini. Houdini was a master magician as well as a fabulous locksmith. He boasted that he could escape from any jail cell in the world in less than an hour, provided he could go into the cell dressed in his street clothes. A small town in Great Britain built a new jail they were extremely proud of. They issued Houdini a challenge: “Come give us a try.” Houdini loved the publicity and the money, so he accepted. By the time he arrived, excitement was at fever pitch. He rode triumphantly into town and walked into the cell.
Confidence oozed from him as the door was closed. Houdini took his coat off and went to work. Secreted in his belt was a flexible, tough, and durable ten-inch piece of steel, which he used to work on the lock. At the end of 30 minutes his confident expression had disappeared. At the end of an hour he was drenched in perspiration. After two hours, Houdini literally collapsed against the door—which opened. You see, it had never been locked—except in his own mind—which meant it was as firmly locked as if a thousand locksmiths had put their best locks on it. One little push and Houdini could have easily opened the door. Many times a little extra push is all you need to open your opportunity door.
In the game of life you will discover, as you set your goals and unlock you own mind, that the world will unlock its treasure and rewards to you. Realistically, most locked doors are in your mind. Oops, I should have said that they were in your own mind, because you are opening yours wider by the page—aren’t you?
SEE THE REACHING
Major Nesmeth was a weekend golfer who generally shot in the nineties. Then he completely quit playing for seven years. Amazingly enough, the next time back on the course he shot a sparkling 74.
During the seven-year sabbatical, he took no golf lessons and his physical condition actually deteriorated. As a matter of fact, he spent those seven years in a small cell approximately four and one-half feet tall and slightly over five feet long. He was a prisoner of war in North Vietnam.
His story illustrates that we must “see the reaching” if we expect to “reach the reaching,” and accomplish our goals in life. Major Nesmeth was in isolation for five and one-half years of the time he was confined as a prisoner of war. He saw no one, talked to no one, and was unable to perform a normal routine of physical activities. For the first few months he did virtually nothing but hope and pray for his release. Then he realized he had to take some definite, positive steps if he was going to retain his sanity and stay alive. He selected his favorite golf course and started playing golf in his cage. In his own mind, he played a full 18 holes every day.
He played them to the last minute detail. He “saw” himself dressed in his golfing clothes as he stepped up to the first tee. He completely visualized every weather condition under which he had played. He “saw” the exact size of the tee box, the grass, the trees, the birds, and all the embellishments on a golf course. He “saw” in minute detail the exact way he held his left hand on the club and the way he put his right hand on the club. He carefully lectured himself on keeping his left arm straight. He admonished himself to keep his eye on the ball. He instructed himself to take a smooth backswing and follow-through on his shot. He then visualized the flight of the ball down the center of the fairway. He watched it fly through the air, hit the ground, and roll until it came to a stop at the exact spot he selected.
He took the same length of time in his own mind he would have taken on a golf course, taking each step to the ball he had just hit. In other words, he decided to become a meaningful specific rather than a wandering generality.
PRACTICE WITHOUT PRESSURE
Seven days a week for seven full years he played 18 holes of perfect golf. Not once did he ever miss a shot. Not once did the ball ever stray out of the cup. Perfect. In the process of shooting mental golf the Major was able to occupy four full hours of every day and maintain his sanity as a result. He was also able to do a great deal with his golf game. His story illustrates the point I want you to see. If you want to reach your goal, you must “see the reaching” in your own mind before you actually arrive at your goal.
If you want a raise, a bigger opportunity with your company, better grades, a better cake, a better mouse trap, the home of your dreams, etc., then let me urge you to reread this story very carefully. Follow the exact procedure a few minutes every day and the day will come when you will not only “see the reaching,” you will have “reached the reach-ing”—you will be there.
As I mentioned earlier this is “practice without pressure.” This is a situation where little or nothing is at stake before the main event. It occurs with the basketball player shooting practice goals, the field-goal kicker kicking field goals before the game, the young doctor practicing on the cadavers in medical school, and the salesman going through his demonstration in a training class. Enough “practice without pressure,” regardless of your field of endeavor, will lead to better performance when there is pressure.
In my own case, as far a losing weight is concerned, I “saw the reaching” by taking a picture of a skinny guy and fixing it clearly in my mind. I was determined to look like him. I quit seeing myself as a friendly fat man; I became a friendly slim man.
The same principle applies in our business and professional lives. Bette Sundin, who at that time was the only female Zone Manager wit
h World Book Encyclopedia, epitomizes this “Flea Training” and “See the Reaching” philosophy. Early in her business career, Bette was told by her employer, a major steel company, that despite her competence and dedication to the job, she could never be promoted because she was a woman. For a person who was destined to jump “out of the jar,” this was unacceptable. So without malice, but without hesitation or regret, she resigned.
Bette worked two years with the Girl Scouts of America before her mother saw the ad in the newspaper that was to change her life. The ad was for a person of good character who was ambitious to perform a service and it was placed by Marshall Field of Field Enterprises. Bette answered the ad and after vacillating several times, she agreed to take the training to sell World Book Encyclopedia.
She started like a house-a-fire and has been successful in every branch of the business. She became a Branch Manager in 1960. At that point, Bette had no ambitions to go any higher. She had a superb income, was home every night, doing exactly what she loved to do (share opportunity and build people), and she did not want to “hit the road” and work out of the home office.
Her goals changed because in 1974 the company restructured its field force and moved the zone vice presidency to the field. This excited Bette because it meant she could work in the field with a minimum amount of travel. She took dead aim on the position of Zone Manager. Not just any zone, but Zone 5, which was the Midwest. Less than a year later, she got the job she had “aimed” for.
Bette Sundin points out two things that are especially significant. She deals with life with less tension and more confidence because she has her hand in The hand that rules the world. Also, in every case she “saw herself” in the next position before she got there. She stresses that she was a Branch Manager for 15 years because she saw herself as a Branch Manager and not as a Zone Manager. After she saw herself as a Zone Manager she became a Zone Manager. Yes, you must “see the reaching” before you can “reach the reaching.”
RUST AND STINKWEED
The late Heartsell Wilson, a top platform speaker, told how as a boy in East Texas he played on an abandoned section of railroad tracks with two friends. One friend was average size. The other friend’s weight indicated that he had seldom, if ever, missed a meal. The boys would challenge each other to see who could walk the track the farthest. Heartsell and one friend would walk a few steps and fall. The overweight boy would walk and walk and not fall off the track. Finally, in exasperated curiosity, Heartsell demanded to know the secret. His overweight friend pointed out that Heartsell and his other buddy were looking down at their feet, hence they kept falling. He then explained he was too fat to see his feet, so he picked out a target down the tracks (a long-range goal) and walked toward that spot. As he got close, he selected another target (go as far as you can see and when you get there you’ll always be able to see farther) and walked toward it.
Here’s the irony. The fat-boy-turned-philosopher pointed out that if you look down at your feet, all you see is the rust and stinkweed. On the other hand, when you look for a distance down the track you will actually “see the reaching.” How true it is.
I would like to make one other point. Had Heartsell and his friend joined hands from opposite tracks, they could have walked indefinitely without falling.That’s cooperation—not only with a fellow man, but also with the laws of the universe. As George Matthew Adams said, “He climbs highest who helps another up.” You can have everything in life you want if you will just help enough other people get what they want.
I’ll say this many times throughout the book, because many young people have been sold the garbage-dump idea that you have to stomp on, abuse, and take advantage of others in order to get to the top. In reality, just the opposite is true.
Canadian geese instinctively know the value of cooperation. You have undoubtedly noticed that they always fly in a V formation, and one leg of the V is always longer than the other. (In case you’ve wondered, I should explain that the reason one leg of the V is longer than the other is because it has more geese in it.) These geese regularly change leadership because the lead goose, in fighting the headwind, helps create a partial vacuum for the geese on his right as well as the geese on his left. Scientists have discovered in wind tunnels tests that the flock can fly 72% farther than an individual goose can fly. Man, too, can fly higher, farther, and faster by cooperating with, instead of fighting against, his fellow man.
One of the best sources of help (and, unfortunately, the most neglected one) is the family, especially the mate. If the wife or the husband is “working with you” instead of just “going along for the ride,” you will reach your goals faster and more easily and have more fun on the trip. Don’t be too surprised or disappointed if your mate doesn’t initially share your enthusiasm. However, if you do a good job of selling your idea and let your mate know how important it is to have his or her cooperation and interest, both of you will gain considerably in the process. This close association and mutual interest is extremely important because it will enable you to establish a more meaningful relationship. That in itself is a beautiful goal within the goal. As the two of you start toward your goal, neither of you may be able to see the end of the tunnel. But the world has a way not only of stepping aside for men or women who know where they are going, but it often joins and helps them reach their objective.
YOU NEED A FIX
During World War II the United States developed a torpedo with a brain in it. It was a powerful weapon of destruction. Our nation was in a life-and-death struggle for survival, so this torpedo created a lot of excitement. When the torpedo was aimed at the target and fired, it would establish a “fix” on that target. If the target moved or changed directions, the torpedo would change its direction. Interestingly enough, the torpedo was designed after the human brain. Inside your brain there’s something that enables you to “zero in” on a target. Even if the target should move, or you should be side-tracked, once you have gotten your “fix” you will still hit the target.
The “professional” in every field of endeavor will tell you he “sees the reaching” before he shoots the basketball, putts the golf ball, makes the sales call, etc. In fact, he gets a “fix” on the target before he fires the shot.
If you’re a mother and want to be a better mother, then get a “fix” and “see the reaching.” If you’re a doctor and want to be a better doctor, see yourself doing those things that will make you a better doctor. If you’re a Christian and want to be a better Christian, the same thing applies. If you’re a student and want to be a better student, start seeing yourself as a better student. If you want to be a top salesperson, then see yourself as already being that top salesperson. By doing this, the unseen forces inside of you start “putting it all together” and they propel you toward your destination.
“I WILL”
Several years ago an international expedition was organized to climb the north wall of the Matterhorn, a feat never before accomplished. Reporters interviewed the members of the expedition who came from all over the world. A reporter asked one member of the expedition, “Are you going to climb the north wall of the Matterhorn?” The man replied, “I’m going to do the very best I can.” Still another was asked if he was going to climb the north wall. He said, “I’m going to give it a jolly good effort.” Finally, a reporter asked a young American, “Are you going to climb the north wall of the Matterhorn?” The American looked him dead center and said, “I will climb the north wall of the Matterhorn.” Only one man did climb the north wall. It was the man who said, “I will.” He “saw the reaching.”
In every field of endeavor, whether we seek a better job, more material goods, a closer walk with God, more loving children, a permanent and happy marriage, or all of these things, we must “see the reaching” before we can “reach the reaching.”
WHAT DO YOU SEE?
I think it’s significant that in only two instances did Muhammad Ali, earlier known as Cassius Clay, use the word �
��if.” “If I should lose this fight”—there was something prophetic in what he said. In both cases he openend the door to fail instead of succeed. From a negative perspective, he “saw the reaching.”
The Apostle Peter walked on water for a short distance before he started to sink. The Scriptures clearly state, “When he saw the wind boisterous he was afraid.” At that instant, he started to sink. Why did he see the wind? Why did he sink? Obviously, because he took his eyes off the goal, which was Jesus Christ. When you take your eyes off your goal, you too, will start to sink. It’s true, when you “see the reaching,” whether it is positive or negative, you will then “reach the reaching.”
When you keep your eyes on the goal, the chances of reaching the goal are immeasurably better. This is true whether you see victory (climbing the north wall of the Matterhorn) or defeat (Muhammad Ali or the Apostle Peter).
LOOKING UP
Back in the days of sailing ships a young sailor went to sea for the first time. The ship encountered a heavy storm in the North Atlantic. The sailor was commanded to go aloft and trim the sails. As the young sailor started to climb, he made a mistake and looked down. The roll of the ship, combined with the tossing of the waves, made for a frightening experience. The young man started to lose his balance. At that moment an older sailor underneath him shouted, “Look up, Son, look up!” The young sailor looked up and regained his balance.
When things seem bad, look to see if you’re not facing the wrong direction. When you’re looking at the sun, you see no shadows. Look back and you build an Edsel, look forward and you build a Mustang. When the outlook isn’t good, try the uplook—it’s always good. Apply the principles I have already presented, add to them the ones I will discuss, and you will reach your goals.