And me Warsha. This show is about all things, scaling, scaling your business, your journey. And you,
You are here because you dare to dream. Dared to dream big! So, sit back and enjoy the conversation, or perhaps even joining in.
Hey you, welcome to this brand-new episode.
Great to have you with us and today we actually talking about milestones versus goals,
Yes milestone versus goals, all that is important what came out were the absolute brilliant, ah ha's just Evan and me sharing our own best practices. So stay with us till the end, because that's where the magic happens. And this episode comes hot on the heels of the power hour that Evan and I take on LinkedIn, it's an open discussion on the topic at hand. The last Power Hour was entirely on setting metrics, during your mid year review which we were going through with a lot of our clients. And one of the things that comes up very very clearly is... is it a goal that you're setting, or is it a milestone that you're setting. And this is one of my pet projects if you will, this conversation, because the minute we say goal, it becomes about a destination, whereas the minute we say milestone, it is about achieving a milestone on what is essentially a journey. So whether you're, whether you're looking at. Let's take something that almost every person on this planet, thinks about is your physical fitness, not about losing weight, or whatever other goals, eventually it's about having a healthy lifestyle. It's about being fit, and it's about a lifestyle change exactly it is. And the same thing applies in your business as well. It's about a journey. It's not about making 100 sales and that's the goal. And then what are you then thinking about the next 100 sales because if you're not, then you're not growing. So, it is about identifying a journey that you are on. When we are kids when we're young, our parents send us to school, or you go to school, What is it, it's not a goal, it's not I'll finish standard one, and that's it. It's about finishing standard one so that you can go on to the next few years of a decade at least a couple of decades, because that's what education is like learning. I'm a lifelong learner, people say, what does that mean, it's a journey. Anyway, I can talk about this for the next 24 hours. However, the point is, that's the name of the episode today because it is about setting milestones, rather than goals,
And it's about keeping on moving forward. One of the key things there was we were talking about picking the right things to look at those like leading indicators and leading indicators, really is. Okay, so it's all about measurement. How do you know that you're making progress ? How do you know what gains you made? And if you really want to know the gaps, obviously the same thing, because you can use it as a target or a milestone. So let's just recap very quickly on what a leading indicator is. It's the best analogy is actually Warsha you talk about this. It's the car windshield. Can you tell us a little bit more about that.
Hey you know what, we've actually talked about this on one of our previous episodes, so this is a great reminder because I think this is one of those things that a great constant reminder maybe this is something that we all stick on our cork board or write on our whiteboards, because when we are driving a car. Where do we look? Do we look through the windshield or do we look through the rearview mirror, we look through the windshield. Yeah, that's the reason why it's bigger than the rearview mirror.
Well unless your doing Hollywood or Bollywood driving backwards but listen lets not show off here. That's not though that's really what you're looking for.
So the windshield looking forward. So that's why, when you're setting those milestones you're looking ahead. You're looking at, how are you measuring that or how are you helping that prioritise is by looking at leading indicators. So, when you are setting those milestones are you looking in the rearview mirror, or are you looking through the windshield remember the rearview mirror and the side mirrors or the wing mirrors are for guidance that's to show you what happened in the past. That's your guide. But conversely, the windshield is to say, you have a much broader opportunity in front of you. That's what happened in the past, but look ahead, the world is your oyster.
Let me just give a very quick example so your financials right that's a backward looking thing right so that helps you know where you've been, generally the progress you've made with things like the number of leads you have in your sales funnel the number of conversions that kind of stuff, those are forward looking metrics because you can review those as you're going along and make changes as you're going along. And then once you've completed a month that's where you put your financials together and then it becomes backward looking, and it's great. And the other thing about the leading indicators is because, and I said that before where because you're looking forward, you can make changes. Remember if you're aiming for the moon and you're one degree off, end up in a very strange place that's not the moon and Warsha you like to say this the stars was probably better but by the time you get close to the stars, that one degree becomes a huge error in terms of direction and needs to be reset, so your forward looking indicators or leading indicators, help you stay on track.
I'll go back to that driving analogy. When you're driving a car, you know where you're headed, and because you're looking through the windshield, what are what happens to the steering wheel when you're holding the steering, in that one degree change or that one degree correction or one degree balance is always happening with your steering wheel isn't it because the road is not an absolute straight road ahead of you. And even if it is you still need to keep you still need to keep correcting and that's just, that's pretty much what you're talking about that one degree of constant balancing constant staying on track.
And look the other interesting analogy there is, as you're driving sometimes you take your eye off the road, for whatever reason. Okay, let's make sure that we're not looking at our phone and so when you want to look down something change the air conditioning and you look up. When you make a correction to get back on track. It's the same in your business. So, we're measuring some stuff, that's all great. That's right. Remember though that there needs to be balances, there's a counter balance. So what is that Warsha?
Ohhh...it's like building a house. So what does a roof rest on. Im guessing the walls, yes, support. Yeah, so the weight bearing pillars on the walls so basically it's like when you set your priority. your first milestone. It's like trying to balance a roof on one wall, the counter balance is what else needs to be built up to first give the stability to that roof that your building.
Let's go back to the fitness analogy. It's like saying, oh, I want a better lifestyle so im gonna go to the gym, five times a week, else needs to happen over there. What else needs to happen is you probably need to watch what your eating, eat healthier. So the strategy, the outcome if you will, is the roof, on one hand you have actual activity and being active and on the other side it's what you eat and how you eat.
So, for every milestone. There usually is a counter milestone or balancing milestone or supporting milestone that also needs to happen eventually, for you to keep that steering fairly steady on that journey on that road that your on.
Absolutely, so now that you have got your counter balances, you're measuring the right things you want to count balances, and a new business context, wanting to make sure to 30. So it's all about sharing the vision with the team, just to make sure everyone on the right target. So looking at leading indicators and communicating with your team had a chance to actually you engage your team. Evan you have a brilliant quote over there don't you?
I do, It John C Maxwell, so nothing of significance was ever achieved by an individual acting alone. Look below the surface and you will find all seemingly solo acts, were really team efforts.
I love this. Business is a team sport, it is. So what happens when you have achieved a milestone, Warsha this is one of your favourite one, you celebrate, and ofcourse by engaging your team you are celebrating right?
So, hold on before we go any further, what's emerging also. And this usually emerges for us, a great deal Evan, so now you have built those two walls. So now your, your people or your community that you bring together becomes another wall that holds that roof up. Let's put it back to that fitness analogy. What do you do when you're looking to go to the gym, started walking, you find somebody to walk, you find somebody to go to the gym when you find people who are on the same track as you. So, in your work in your business you engage your team. Yes, you would engage properly your peers, socially, or for personal or personal milestone, what do you do with engagement with you. Maybe you find a neighbor, you can work with maybe you find a friend you can engage and can be around to building that community is one of those great lesser talked about walls, no less important.
And you know that's actually true! What you were talking about without actually saying it is accountability. The next step is as such and may be it is that fourth wall, space where you're doing what you said you were going to do and that reminds me.. So, we have spoken about this before, Pearson's law, what gets measured gets improved. So your exercising 5 times a week, what gets measured, it's your weight. You can see what gets measured. Interestingly, what gets measured and reported back improves exponentially. So, that's the key thing there, is the accountability, it's the reporting back. I was gonna do X and I did. Excellent. So, I can now see the results and that's the purpose of it.
It is accountability for me is fairly important because I'm a fairly abstract thinker. So what if I'm looking at the next two milestones I only have my two after that mapped out and distraction definitely sets in for me when I know that there is somebody holding me accountable for the achievement of these first two milestones. I know, I will get it done because I know someone's watching and measuring my own progress. So accountability. Absolutely brilliant point. Perhaps that becomes your fourth wall.
I mean that's right, that could definitely be your fourth wall. Following on that is your reviewing. It is challenging your review space, refining, scaling and you've got your feedback touchpoints, as I say let's go back to the exercise thing, so is it right Warsha, so Im going to the gym 5 times a week.
My God that will never work for me because I don't normally go for somebody, if I put my milestone down as going to the gym five times a week, I'll probably never go.
Yea, the gym is boring so I want to do something else like go for a walk. So what ever it is get something that works for you. So what went well, what habits are working. What went well what could go better? So, five times at the gym, and especially these days with Covid ' I'm not going anywhere near a gym with other people' only because it's safety for everybody, so we are going for our walk with our mask.
Oh what comes after that, what actually, what sort of forms the foundation of all this is this is all great. We can sit here and talk about this but what really has been working for us. And that's the bonus point that I really want to say to the listeners and share with the listeners, actually, this all sounds great on paper. When we come and hit. We hit a wall. When we give it to distractions, because that's really what it is, whether it is our phone, whether it is TV or our cats around us. It's the distractions that we give it to. So what has worked for us what has successfully worked for us is really setting out some discipline time in our calendars and almost one thing like that one share that I'm just, which keeps us in the zone, keeps us, looking at our screen and saying, If I'm dedicating 15 minutes to this task that I'm dedicating 15 minutes to this task, because you know what the task at hand probably only takes three or four minutes. So in those 15 minutes, we actually get a whole lot more done than we ever said we were going to do what we have achieved in the past because it's the distractions that keep us from getting things done. So whether you have your priorities set down as goals as milestones and whether you do everything. If you keep controlling your distractions, then you really master the art of getting the task achieved to getting things done,
I totally agree. Going back to when we wrote the book or mapping out a program, what do you think we do. Interestingly distraction in so many cases is in fact is the mobile phone, what we've done. On a A3 sheet of paper, when we are marking some, the phone is definitely off. We're focusing and using our hands and writing on paper, which is a very different way to focus and that totally and utterly works for us. We put aside an hour or two or three, we put that aside and we stick to it. We tell the team, no distract, don't even bother calling, we are not available and that focus time makes all the difference.
The other thing that really worked for us is phone on silent notifications turned off and phone facedown notifications turned off laptop mode on silent. Close your email client, and have the only window open, which is the task at hand. So these are our best practices, if you will, that actually started this conversation about the topic for this particular episode on our podcast is what has worked for us when we said we will get things done. So, long story short, that we've been talking about, it's actually, these last couple of things is keeping that focus, building that little shield around you, and turning off those distractions, because it doesn't matter what you're getting done. What matters is, are you getting it done without distractions?
Which in itself will give you the momentum. And that is the key piece that we were finding and that's why we talking about this at all, getting stuff done. We're getting stuff done with momentum, and it's about milestones and it's about your journey. So you never actually arrive.
Hey, on that note, thank you for joining us, keep getting those things done. Keep your focus, and we will see you straight at our next episode
That we will. Thanks for listening, and take care.
Bye for now.
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