Why in the world would I be writing about burn out so early into the new year? Because it’s exactly the topic we should be discussing. With the New Year brings New Year’s resolutions. The proclamation you make to yourself about what you’ll do differently or better in this new year. The typical time-frame the average person in American abandons their resolution is within weeks. If you were to go to any health gym the first week in January, you will see full parking lots and people working out on the exercise machines inside the gym. Most of those people made a pack with themselves that they’re finally going to get healthier or lose the weight they’ve been so desperate to lose. However, visit that same gym mid-February and you’ll see an entirely different scene; the personal trainers and gym employees will be reading magazines, watching TV and cleaning the gym equipment because the gym will be empty… the parking lots will be empty. All those people who vowed to themselves they’d get healthy are back to their old routines and have abandoned their new, healthy resolution.
For you the canvassing and event outbound marketers it’s a new year, you’re fresh and you may have just made your New Year’s resolutions and goals. The new shows, events and canvassing season are beginning, in fact, this might be the most motivated and optimistic you have ever been. But unfortunately your optimism may be just like those flooding the gyms in January with the new year’s goals of getting in shape, only to see most will fail and lose motivation in a few months. Does the trap of distractions and busyness always seem to suck your motivation from accomplishing your goals? If you want to be great and thrive in the long term and not fizzle out by Spring, you must prepare for the adversities, setbacks and ruts that are bound to come your way. Will power can only last for so long, the key is creating the right habits and systems to avoid the emotional roller coaster and prevent burnout.
Why don’t most people achieve goals or New Year’s resolutions?
Answer: Because deep down they know that (insert goal) is going to require them to make some changes in their behavior and choices, that are going to require them to work both emotionally and physically.
The reason us canvassers and show & event promoters have to be more focused is because for most others when it comes to work they can hide behind their jobs doing what they have to do. We’re in an industry filled with rejection, adversity and challenges. You’re exposed very quickly to whether you’re succeeding or not. Some of the adversity you have control over and others you don’t. Making goals and resolutions doesn’t change that, only having a new system of habits can you change your future outcomes and successes. That’s what I’m going to discuss here, in this issue. This is intended to give you the motivation in the long run and allow you to overcome the adversity that will inevitably get in your way this year. This will not be a rah rah speech, but rather work to keep you on track for your goals.
Let’s start by looking at what you’re going to be doing in your canvassing, shows & events this year? Do you have the picture? Now, here’s what I want you to memorize … 5 simple words … DON’T TRY, CHANGE THE SYSTEMS!
Here’s an example of what I mean by changing your system of habits. Let’s use a common new year’s resolution and goal to lose weight. Many will make a plan like roll out of bed and go to the gym at 6am in freezing weather. Who do you think you’re kidding? This is all about ‘trying’…. will power. Instead create a new system of habits that aren’t so easily derailed because you have many distractions that get in the way to be at the gym at 6am. Here are a couple of ideas for system changes to get more exercise. If you had to go to the store and it’s nearby, within walking distance, then leave the car at home and walk to the store. That’s a change in the system, in the habit. Or join a group sports team. Being in a group effort you’re going to be accountable to others and not just yourself. These are obvious, easy examples, but they’re examples of creating new habits by changing your structure and environment. This will have the biggest effect on your successes. It’s the difference between ‘trying’ harder and a system change. Trying harder is all about will power and that will only last so long. We all only have a finite amount of energy we can expand each day. Will power and ‘trying’ harder has its limits, but you can achieve more when you have a system. As a marketer you’re able to follow systems. You have a canvassing system, a script and a presentation system to follow.
The 80/20 Rule
When you ‘try’ to do something you’ll fail at least 80% of the time. When you change the system you’ll succeed 80% or more of the time. This is a universal, inescapable law. 80% of your success is generated by 20% of your effort. My goal for you is to focus on the 20% and in changing your systems and environment for habits of success. What can you look at now that gives you an entirely different view than you had before? How can you create radical change in your habits… your systems? But here’s the thing to remember, you don’t have to do it all now, this week. Look at your system in a new perspective and start in increments.
Where can you change things in your job that will make the most impact?
The 3 Main Areas to Create a System of Habits
I know it’s easy to say, but hard to do. I’ll give you an example from my own personal canvassing experience. Keep in mind this isn’t experience that I picked up a year ago, 5 years ago, even before that when I ran my own home improvement company. NO, this is experience from being out recently canvassing with private clients. It’s what I do every time I’m out canvassing. I don’t think about getting leads when I’m canvassing or at a show or event. That changed the game for me. I don’t have control over getting leads or what the daily mood swings of prospects is going to be. Unfortunately, many marketers get stressed by worrying about things they have no control over. It’s the mindset you possess, or better yet, create in yourself that forges your habits. Once you have the proper mindset you can work on your skillsets. And once you have the tools for your skill you can get off your assets; my way of saying get off your A_ _ and go out and do what you’ve trained so hard to learn. This is the fundamental core of everything I teach, mindset, skill set and get off your assets.
So as a marketer what could you do that is habitual? Start thinking about that. Stop trying harder, change your process and behavior. My not focusing on getting leads is my system, my behavior. Instead I focus on what I know, knocking on doors (or talking to people at shows and events), following my scripts and giving the best presentation I can, on every call or contact with a prospect. I’m not talking about rah rah motivation, I’m talking about changing your habits and behavior.
Mindset – System Change
Goal setting – Define what you want to accomplish. Not as a resolution, but as a tangible thing to achieve. Your goal should have a clear and concise measurable outcome. In the weight loss example, if you want to shed 30 pounds what’s the motivation for losing the weight? If you want to make more money, why? What is driving you to make that money? Is it for freedom, to take a trip, pay off debt or to buy something? What is the ‘purpose’? It’s important to keep the motivation behind the goal in your vision and not just the goal. Studies show we all have thousands of thoughts everyday and more than 85% of those thoughts tend to be negative ones that can derail your direction. It’s not just your own internal thoughts, but also the people you hang out with, who influence your thoughts and belief systems.
When you identify the ‘why’ behind your goal it will make the difference behind keeping you moving toward your goals. Also, change your expectation and belief about achieving those goals. Leave behind past results and expect new outcomes. Only you have a long memory of past failures. This is the start of all training I do with my private clients and students.
The legendary Zig Ziglar said, “People often tell me that motivation doesn’t last and I tell them that bathing doesn’t either; that’s why I recommend it daily.” You need a new system you can follow daily. What will keep you motivated on that new system. It could be watching a short positive video, an article or a blog post that you watch or read (possibly on your phone) every morning that gets you focused. That takes care of getting your mindset right to move you in the right direction.
Skillset – System Change
Next, work on your skillset. What are you working on today that will help you improve your skill? Break your presentation down to its individual components. For example, work on giving your introduction or maybe it’s more laser focused than that, videotaping your body language or voice inflection when presenting. Pick something in your bag of skills and focus on working on just that today. Forget about the stress and pressure of producing leads and work on getting better at one thing today. Tomorrow, work on something else. You’ll be amazed how the leads will come. Remember, you can’t control getting leads, but you can control how you present. When you follow the system given to you, do it and get out of your own head and stop beating yourself up over whether you’re producing leads or not. There’s a skill directly associated to every aspect of your job. If you don’t know where to start, then I’d suggest you dig into the Canvass King archives. I have 8 years worth of articles each focused on different subjects and content. This tool alone will give you everything you could need to change your mindset and skill sets.
Get Off Your Assets – System Change
And finally, get off your assets and go out and implement your new mindset and skill set. Eliminate distractions and change your environment to allow you to create your goal daily. You have to be proactive about this. Become focused like a junkyard dog. It’s something you can control and will have the biggest impact on your success.
Final question is what system has to be in place to allow you to be successful? It may be as simple as getting to work on time. What are the obstacles that prevent you getting to work on time? Is it getting up too late, is it transportation? Doesn’t matter because you can create a solution and/or alternative to these excuses.
Canvass king Membership from Silver and higher be sure to review the audio CD from the live Silver Telecoaching call from January’s canvassing call where I share even more examples and tools for helping you get past the burn out. Remember, as a member you have access to the archives of my entire works, everything I’ve talked about and created over my many years in this business. So even if you don’t attend the live calls you have access to everything I’ve created over the years. You have no excuse for not being successful other than lack of action. I’m here, committed to your success and if there’s anything I can do to help you achieve your goals, let me know.
My wish is for you to have a successful and prosperous 2016. That’s what I’ll be working on over the next 12 months, continuing to develop and create the coaching to help you achieve your goals. You’re welcome to come along on that journey and we’ll take it together.
Chris Thompson
The Canvass King