The Miracle Equation by Hal Elrod

Author:Hal Elrod
Language: eng
Format: epub
Publisher: Potter/Ten Speed/Harmony/Rodale
Published: 2019-04-16T00:00:00+00:00

THE YEAR THAT CHANGED EVERYTHING

Before I left Cutco, I set one more goal for myself—a quantum leap—to double my previous best year in sales. Increasing your sales by 25 percent or 50 percent is intimidating, but trying to increase my annual sales by 100 percent was downright terrifying. I had spent the previous seven years, during my late teens and early twenties, working toward a milestone of selling $100,000 of product in a single year. And I did hit that goal twice, which got me into the company’s top ten (number five and six) each year and earned me company trips to Cancún, Mexico, and Banff, Canada.

In 2004, at age twenty-five, I was ready to move on to pursue my dream of becoming an author and a keynote speaker. But as I was about to move on, I had a painful realization: I had never fulfilled my potential as a sales representative with Cutco. Selling $100,000 was a part-time effort, and I had never given it everything I had, at least not for an entire year. I wanted to double my best year ever and shoot for $200,000 in a single year—a milestone that had only been achieved by a handful of sales reps—with my primary purpose being to develop the qualities and characteristics that would enable me to achieve everything else I wanted for my life. That goal became my mission.

It’s not that I didn’t have any other goals that year. In fact, I committed to more significant goals (in terms of quality and quantity) than I ever had before. In addition to doubling my best year ever in sales, I also set out to write and publish my first book, give twelve speeches in high schools and colleges, work out five days a week, rock climb three days a week, meet the woman I would eventually marry, and donate $10,000 to charity. And though these were my main goals, that isn’t even the whole list. I had goals for every area of my life.

Clarifying which single goal was most important and making it my mission for the year made a tremendous impact on the way I went about achieving both it and all of my other goals (we’re going to work on determining your first mission in the next chapter). Becoming clear on which of my goals was my top priority—selling $200,000—automatically prioritized how I spent my time. Simply put, I didn’t allow myself to spend any time on my other goals until I had followed through with the predetermined process that would make achieving my mission virtually inevitable.

In order to double my annual sales, I doubled the number of calls I made each day (my “process”), and I completely removed my emotional attachment to the results of those calls and the sales presentations that followed. I simply followed through with my process, which would inevitably get me to my desired result. I also formed and led a team of my colleagues each of whom shared the same goal of hitting $200,000 in sales that year.

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