The Million Dollar Question
Muzzillo pointed out that dreaming big is a skill of visualization—something perfected by professional athletes.
“Golfers visualize their strokes. Baseball players visualize hitting the ball. Basketball players visualize making the shot,” he explained. “Einstein said that there’s no significant difference between that which is visually imagined and actually perceived. When we see ourselves accomplishing a goal it makes it that much easier to accomplish it.”
Setting goals has worked well for Brandon Kennedy, president/owner of Proforma Progressive Marketing, located in Bakersfield, Calif. “I try and set short-term goals (one to three months out) and my long-term goals are no more than two years out, at most usually one year,” he said. “Every goal I set is realistic and achievable with a ‘kicker’ of a slightly larger ‘wow goal,’ which would be cool to hit—like a bonus goal.”
Kennedy is modest. He has already hit several “wow goals” since launching his franchise in March 2004. It only took him three years to achieve million-dollar status. And with the help of an acquisition, he broke into the Multi-Million Dollar Club in 2012. Perhaps his proudest career achievement, however, was being nominated for the Inc. 5000 list.
“When I started with Proforma, I remember other owners being on [the list] and thinking that would be cool,” Kennedy recalled. “The economy in 2009 set me back two years on that goal, but I finally made it.”
Not every salesperson is wired with a “goal-centric” mentality. Sometimes, open communication with prospects and existing customers is all it takes. Just ask Brad Klingman, owner of Brooklyn Park, Minnesota-based Proforma Powerhouse Solutions. The Multi-Million Dollar Club member isn’t against goals, but admits that’s not what drives him.
“I’m not a big goals guy, and never have been. [...] I don’t say, ‘Hey, I’m going to do $5 million this year,’ because I’m not in control of that. I set the goal to be out doing what I do best, and that’s communicating with people and networking—just being out there,” Klingman commented.