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“Okay,” he said. “But remember, we’re talking about
something that’s impossible.”
“Fine,” I said. “But if your life depended on hitting
$200,000 next month, what exactly would you do?”
He laughed and then started listing things as I wrote
them down on a flip pad. After he got through the ri-
diculous ideas, like stealing other peoples’ accounts and
cooking the books, he began to think of more ideas. At
first it was hard.
“I’d have to be two places at once,” he said. “I’d have
to make twice as many presentations as I’m making. I’d
have to present to two clients at once!”
Then it hit him. All of a sudden he got the idea that
he might be able to stage a large presentation of his
product with a number of clients in the room at one
time. “I could rent a room at a hotel and have 20 people
in for coffee and donuts, and I could make a big deal out
of it,” he said.
A number of other ideas came to him—ways to com-
bine his cold-calling with his travel time, ways to uti-
lize e-mail as a sales tool, how to use the administra-
tive staff better, and ways to expand his contracts so
that they would cover longer periods of time for a higher
original fee, but at a lower overall rate. Idea after idea
came to him while I wrote furiously on the pad.
All of the ideas were a result of his thinking big—
“How would I sell $200,000 if I absolutely had to?”
He surpassed his goal of $140,000 the very next month!
I’ve often used this method for self-motivation with
myself. If I have a goal of signing two seminar contracts
in the next three weeks, I’ll often get out a pad of paper
and ask, “How would I get 10 contracts signed in three
weeks?”