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This month’s newsletter has two leadership tips for you. The first is the BE-DO-HAVE Model of goal setting. The second is from the Seinfeld TV show. It’s called PULLING A CONSTANZA.

Enjoy!
Val

BE-DO-HAVE Goal-Setting Model

Here is a very simple, yet effective, model to use when setting goals. It’s the BE-DO-HAVE Model. The place to begin is with the HAVE. Identify what you want to have. An example of this might be; I want to HAVE a slender, fit body.

The middle part is what you have to DO in order to achieve what you want to HAVE. In this example, to HAVE a fit slender body, what you would have to DO is to follow a diet and an exercise regime.

Most people just do these two parts. What usually happens then is that the DO bit of the formula becomes unsustainable. (This is why diets and exercise regimes so often collapse after a little while.) The change is only on the outside.

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Coach Yourself using the BE-DO-HAVE Model

You have already determined the HAVE part of this equation: You want to have a substantial increase in the number of sales that you make each month.

You also know the DO portion: You already have a To-Do list: make more calls, schedule a regular time to make calls, follow-up on calls, schedule lunches with prospects, network with others, etc…

Now identify the BE portion: Who do you need to be? Who do you need to become? Here are some examples:

• committed
• teachable
• accountable
• willing to say “No” and set strong boundaries
• comfortable with calling
• And so on….

Once you get the BE in place, the HAVE and the DO usually come together much easier.

Pulling a Costanza

The topic during a recent coaching class I was leading was “How do you coach someone who is stuck?” One of the strategies discussed was to request that the person explore other possibilities and consider alternative action. It’s not unusual to discover that part of the “Stuck-ness” is the result of doing the same things over and over again, while expecting different results.

One of the students said, “So Val, what you’re suggesting is that our clients PULL A COSTANZA?”

He was right! Do you remember the TV sitcom 'Seinfeld'. One of Jerry’s friends was George Costanza. George was one of those people who couldn't do anything right. In his thirties, he still lived at home, had no job, no relationship and was losing the rest of his hair. And he was often thought of as being unattractive.

And then George Costanza had a major A-Ha. George said something like this: “Jerry, it’s very clear to me that my life is the opposite of everything I want it to be. From now on I’m going to do the opposite.”

Do you remember what happened when George did the opposite? Things turned out very different.

So if you’re feeling “stuck” consider PULLING A COSTANZA.

• Look at things entirely differently.
• Be open to the opposite.
• Step out of your comfort zone.

It worked for George.

Successful people are really good at making mistakes.

"Before we can truly understand another person, we must walk a mile in their moccasins. Before we can walk in their moccasins, we must take off our own."

~ American Indian Wisdom

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