The key to
achieving more than you currently are,
no matter which area of your life or
work you are focusing in on now, is
change. The old saying rings true: If
you always do what you have always done,
you will always get what you’ve already
got. If you keep eating and exercising
the way you currently are, you will
weigh the same a year from now. If you
continue to sell to the same people on
the same schedule, you will make the
same amount of money next year. In order
to move forward, we must change.
As I have worked with people, both in
a professional setting and on a personal
basis, I have found two things to be
true about change. One, it is simple.
Two, it is not easy. That is, the
concept of change is simple to grasp.
People or organizations are quick to
say, “Oh, I know we need to change.”
But where the problem starts, and why
most people and organizations do not
change, is because it is not easy to
change. But, I believe, if the process
is well thought out, and if we have the
guts and determination to carry it out,
change can happen, and we can move on to
more fulfilled lives.
With that said, let me give you what
I consider the elements of change.
Discontentment with your
The first step in the process of change
is to not want to be where you currently
are. You must be discontent with it. If
you are overweight, you must say, “I
will not accept this anymore.” If you
are in debt, you must say, “I cannot
tolerate this any longer.” If you have
broken relationships, you must say, “I
will not live with this.” This is a
decision to change and not accept the
The picture of your preferred
What is it that you want to change to?
It absolutely is not enough to say “I
need to change.” It must be: “I am going
to change to…” This becomes the goal. I
would encourage you to get a mental
picture of it formulated in your mind.
Get a real picture of it if it is that
tangible. Perhaps write yourself a short
essay, extolling the virtues of what
life will be like when you get to the
New associations with the two
You must begin to associate your current
state you are in with pain, and the
state you want to be in with pleasure.
Let’s take weight for example. We tend
to think of ice cream, mounds of it,
with pleasure. I know that I do.
Especially chocolate chip mint. Last
night we went to some friend’s house and
we had some ice cream. Normal portions.
I don’t like to eat normal portions. I
like huge portions of ice cream. There
is an association of pleasure there. But
what I did to overcome the urge to eat
scoop after scoop was to associate huge
portions to being overweight, not the
pleasure of the taste. I also associated
not eating the ice cream with feeling
better about myself. Then when it comes
to exercise, I work on associating the
exercise and weight-lifting with the
pleasure of fitting into my clothes
rather than the pain my muscles feel
every time I do it. This help me win the
battle of the mind.
Develop a plan of short,
“I am going to lose fifty pounds in two
months.” “I will sell 500% more next
month.” These are examples of change
that are good goals to have long term,
but too big for the time allotted – and
this is havoc on change! If your goals
are too big in too short of time, you
will fail and become discouraged. Then
you will quit and decide change can’t be
accomplished. Instead, you must have
short, workable, attainable goals if you
are going to see real change happen and
stay. “I am going to lose five pounds a
month for ten months.” “We are going to
sell 6% more each month this year (That
would double your business each year)”
These are the size steps you need to
take. Then you will build victory after
Sorry but this is where it is up to you.
At the heart of change is the ability to
discipline ourselves. I cannot lose your
weight. Your mom cannot go out and make
sales calls for you. The only real
obstacle standing between your current
state and your desired outcome is you!
So do everything you can to get yourself
motivated to change! Force yourself to
get out of bed and get to work on your
goals! Discipline yourself. Choose to
make the right decision.
Reward yourself when you have
made the change.
That’s right: reward yourself. You have
worked hard and exerted a lot of
self-discipline to get there! You