Page 48 - Social Media Marketing

26 Walk Like a Giant, Sell Like a Madman

goals. They're just things-a bonus-a side benefit you receive upon
achieving your real goals. Your goals are related to people-helping
them achieve their goals-teaching, leading, and motivating them
by your example and coaching to overcome their obstacles and per-
ceived limitations."

As usual, Lois was right. From that day on, I set out to take
photographs of the people who surrounded me and paste them up
on my goal board. My goal board still wraps around the island of
offices on the first floor, but instead of being cluttered with a bunch
of meaningless things, it is populated with the crowds of familiar
faces who really mean something to me. These people have become
my goals, and their accomplishments are the measure of my success.
It was a welcome change.

Things wear out, break, and go out of style. They don't
bring lasting happiness. People and relationships are your true
treasures-lasting treasures that give your life a sense of purpose
and that keep paying dividends well into the future. Zig Ziglar is
known for saying that if you help people get what they want, you
will eventually get what you want.

Rewarding Yourself in Advance

While most salespeople reward themselves after a sale, I often prefer
rewarding myself before a sale or in anticipation of achieving a goaL
Of course, I always work hard to earn a good life for myself and my
family, but I constantly seek other reasons to keep working. Call it
creative tension or whatever you like. Simply put, I like to see the re-
wards, and I know I work better and harder if I can see them up front.

I just go out and treat myself to something before I have anything
special to celebrate-maybe a weekend away, a nice dinner, or a
family trip to a sporting event. Then, I go out and make something
happen in my business to pay for it. In the past, I would buy myself
some new suits, a barbecue grill, or a hot tub.

If you are first starting out, you might want to be careful with
this suggestion. I would hate to hear about any of my readers being