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welcome to this program on personal strategic planning for the Sales Professional my name is Brian Tracy and I've been studying and practicing and teaching strategic planning for something like 25 years now I've done strategic planning for individuals and organizations and companies as small as two people I've done strategic planning for organizations bigger than a billion dollars in sales and I'm here to tell you this that what you're about to learn can so dramatically improve your life and increase your results that right now you cannot believe it I have taught this material to thousands of people and I've had people come back and tell me stories that are absolutely extraordinary and the time that we spend together you are going to learn more about how to put your life and your career on the fast track than you have ever learned in any single period of time in your whole life now let's start off with some of the most important concepts of all we know that strategic planning is basically a mental game it's a mental tool and it starts off with the way you think about yourself and the most important way that you think about yourself and personal strategic planning is that you are the president of your own company that you are the president of your own company during business for yourself your sales the territory your area of responsibility your customers are your store the part or the area that you sell in is like a farm and you're responsible for turning that farm into something glorious now as the president of your own company know that all successful companies all successful businesses have strategic plans in our exhaustive studies we find that unsuccessful businesses don't have strategic plans they have what are called operational plans you know what an operational plan is it means that they're running by the seat of their pants they're making it up each day and they're concentrating solely on sales volume profits and money in the bank that's not for you as the president of your own business you want to build something extraordinary and I'm going to show you how I here are the keys to a strategic plan a strategic plan for a business has two parts which are very similar to your parts if we can divide it into four we can say that there are operations and strategy and this is strategy and here on this side you have clear strategy and unclear strategy up here you have operations the things that we do each day and you have either efficient operations or in efficient operations now if you are in quadrant one where you have clear strategy and efficient operations then you'll have success in the present and success in the future if you're in quadrant two where you have clear strategy but in efficient operations you'll have failure or poor results in the present but with a great possibility of having success in the future if you're in quadrant three where you have unclear strategy but efficient operations you'll have success in the present but if you don't know where you're going then any road will get you there your future that looks kind of grim and if you're in quadrant four where most people and most companies are where they have unclear strategy and inefficient operations then you're having failure frustration and under accomplishment in the present and you're going to have failure and frustration and under achievement in the future here's an important point many people say well I'm doing alright how well you're doing today is only relevant when you compare it with how well you could do and I'm here to tell you that if you're not using the principles that we can't talk about in this course you're probably doing half or a quarter or maybe even ten percent of what you're truly capable of and you will come to that conclusion before the end of this course well successful individuals also have a strategic plan successful individuals have a plan that is written down that is clear that is detailed and which they work on every single day in fact let me give you a very simple example you've Harvard probably heard of the Yale study where they compared to graduating classes at between 1953 and 1973 well Harvard University not to be outdone did a study in 1979 amongst their graduating business seniors and they asked them how many of you have clear written goals and plans to accomplish them when you leave basically strategic plans they found that only 3% had clear written goals they found that 14% had goals but they weren't written down and fully 84% of graduating seniors had no written goals or plans at all well they went back in 1989 ten years later and they asked these people how you doing financially what they found was that the 14 percent who had plans but not written down were doing about twice as well as those in the eighty four percent had no goals at all but the three percent who had clear written goals and plans were earning already ten times as much as the whole other 97% put together and every single study proves that this happens over and over again you have no idea how powerful written goals and plans can be so let's go on to the next point the next point is that strategy is a tool strategy is a tool it's like a calculator or a bicycle or a car or an airplane it enables you to get far more done in a shorter period of time strategy is a vehicle it's something that you can get in and drive from whatever you are to wherever you want to go but you can get there from A to B you can get there with strategy far faster what does this mean well let's say over the course of your lifetime you're going to go from earning the thirty thousand dollars to seventy-five thousand dollars now you can spend thirty years doing that you can spend twenty years doing that you can spend ten years doing that you can spend five years doing that which do you want to do strategy enables you to put your foot on the accelerator of your own potential and move fast toward what you want to accomplish the basic strategic model that we will teach you in the course of this program is called the gospel model and gospel stands simply for you don't have to memorize this goals objectives strategies plans and actions and in the final analysis this is the key everything simply gets us ready for that so remember number seven all strategic planning personal strategic planning and business strategic planning leads action and it leads to action now when you get up from this program you will have specific actions to engage in the next hour the next day the next week month year and for the indefinite future but remember nothing happens without action it's the key now number eight this strategy is also called and has been defined as the art of the general now the art of the general means simply this it's the way that we take resources and we organize them and reorganize them like in chess the game of chess and we move things around in order to win what is the purpose of strategy the purpose of strategy when we talk to corporations and we work with businesses is very simple it's to increase our OE it's to increase the return on equity invested in the business if the company has equity invested of a million dollars and they're getting a 10% return the purpose of strategy is to reorganize resources and apply them differently to increase that to 11% or 12% now what's the purpose of strategy with regard to you it's also to increase our OE but in this case it's to increase return on energy is to increase return on your life if you're going to spend a certain number of years of your life achieving goals strategy will help you accomplish them far faster and far easier than you could imagine point number 10 is that strategy gives you a clear blueprint it's like building a house but if you have a really good blueprint designed by an excellent architect which you will be in a very short period of time then you can build a beautiful structure you can build something that enables you to use every minute of every day to give you the greatest number and quality and quantity of results it enables you to make a wonderful life and you can't do it without it it is a source of power it's a source of motivation because very clear strategy excites you it motivates you it energizes you when you have a clearer sense of where you're going the very best definition of happiness and happiness is deep one common goal of you and I and all human beings is that happiness is the progressive realisation of a worthy ideal and what strategy gives you is first of all a worthy ideal and then a step by step plan to get there number 12 point is that strategy is the most powerful tool that you will ever learn for accomplishment personal strategy most is the most powerful tool that you'll ever be given to accomplish anything that you want when you learn personal strategic planning when you learn personal business planning when you learn how to organize every part of your life so that you're working efficiently and effectively you will feel terrific about yourself dr. Robert Schuller once said by the yard it's hard but inch by inch anything's a cinch well the key to high levels of motivation high levels of energy being happy being positive being focused channeled and directed is to have very very clear goals and very clear step-by-step plans to accomplish them and in the sessions ahead will show you exactly how to do it they have three qualities number one and this is based on exhaustive research top salespeople top human beings are ambitious they have an intense desire to be successful now what is ambitious mean in sales it means that you want to be the best it means you want to be in the top 20%