Jan 16 2020
Goal-setting is a science and an art. We covered some of the art and the emotion of why to set goals. Now it's time to dive into some science. The S.M.A.R.T. Framework is a methodology of setting goals that allows you to measure and track your progress. Without a system like this, your goals are likely just wishes. Check out my free "SMART Goals Masterclass" to get a great recap on the Why of goals and for an in-depth explanation of the SMART Framework. In this episode, I want you to grasp that each letter in SMART has a greater purpose. However, I don't think the letters are in the right order. For the purpose of an acronym, SMART makes sense. The true order should be RASMT. R = Relevant - This is the most important letter in the goal. It must get you closer to your Why! It must be relevant to your BHAG (Big Hairy Audacious Goal) A = Attainable - The Slight Edge requires slight inputs. You need to get the ball rolling with small wins. Set your first goals small and always make sure they are realistic otherwise, you will not do them. SM = Specific & Measureable - This combo makes the goals easily tracked with numbers or scores. As they say, "What gets measured gets managed." T = Time bound -This ties it all together and makes it accountable by giving your trackable goal a deadline. Without a deadline, nothing happens. SMART Examples: To grow my book club to 25 members. S, M, A - This is NOT relevant to your cleaning business and there is no deadline! To grow my book club to 25 members by 1/31/20. S, M, T - We added a deadline, but it's not feasible to add 25 members in a week. It's not attainable. And by the way, this isn't relevant at all to your cleaning business! To grow my cleaning business. A, R - Now we have a relevant goal, but it's too vague. It's not specific or measurable and there's no deadline. By the way, you could literally pick up the phone and call one prospect, get a no, and say you took action that "grew" your business. To grow my cleaning business by $1M by 1/31/20. S, M, R, T - This is the first goal that seems to have the whole package, except one thing. It's not attainable! Thus, it's not SMART and you won't get traction! To grow my cleaning business by 5 new biweekly clients. S, m, A, R - This goal is relevant and specific. It's also attainable. But, there is no deadline and it's not fully measurable. It's not productive to keep a scorecard and only measure the results. Adding 5 new clients is a result. You need to understand the entire process from the initial marketing to the first message to the estimate and sales. Do you know the level of marketing activity to achieve "5 new biweekly clients"? Once you do, swap in the actions and your goal will go from 'm' to 'M'. If you control the actions, you can control the outcome! To create 25 cleaning leads (for 5 new biweekly clients) by 3/31/20. S, M, A, R, T - Bingo! We finally have a goal that is SMART. Do you understand why? Read these notes and listen to this episode until you do!