Which is better – “Goal Setting” or “Fear Setting” ??

NOT an easy question nor answer. WE know for instance “every stick has two ends” you cannot pick up a stick and not pick up the other end as well.  I’ve helped many find “success” in Goal Setting  using my “GPS” ~ “Goal Planning System” … SO WHY WOULD I PROVIDE YOU this information on “Fear Setting” ??

  • You received this because I believe it may help you, as it’s helped others, to mitigate this real entity we call FEAR
  • You received this because you may know someone who might benefit from this

In his TED Talk ~ Tim Ferriss in ~ 12 min. reveals how it saved his life – literally.  My hope is this video will “balance” your thinking, ie., help you remember there is another end to the stick of Goal Setting … I do refer to that end of the stick in my “GPS” (see attached copy of the sheet) wherein item # 3 has you list the consequences of NOT accomplishing the Goal and then listing of “Possible Obstacle” (which in Tim’s video would be the fear defined in his Page 1 exercise) BUT to my fault I’ve not focused on that aspect as deeply as Tim does and from now on I WILL.

Tim presents a compelling narrative on his success with this concept … may it help you and others you love do likewise.

ADVanced Insights Assessment

Back in 2001 I was introduced to a tool called the ADVanced Insights Assessment, it consists of (3) separate assessments. The “D.I.S.C.” assessment, the “Values assessment” and the “Attribute Index” these three provide insight into what is called the “Zone of Individual Excellence” a Nexus of power that exists at the confluence of the three assessments ~ Our “Why” “What” and “How” In order to truly understand what it takes to perform at maximum levels, you have to be able to measure the complete person.  Organizations and leaders need to understand “what” natural talents a person has, “why” they are motivated to use them and “how” they prefer to use them.  Achieving optimal performance requires the best alignment between these variables and the individual’s role and duties ~ hence, The Nexus of YOUR Power … your “Zone of Individual Excellence”

In order to truly understand what it takes to perform at maximum levels, you have to be able to measure the complete person. Organizations and leaders need to understand “what” natural talents a person has; “why” they are motivated to use them and “how” they prefer to use them.  Achieving optimal performance requires the best alignment between these variables and the individual’s role and duties.

  • WHAT – Natural talents based on how one thinks and makes decisions
  • WHY – Deep conditioned motivators and drivers that affect engagement and passion
  • HOW – Natural behavioral styles that control task completion, interpersonal interactions and direct job performance.

 

By better understanding these core drivers of performance, and utilizing this knowledge in hiring, team-building and leading individuals, it’s possible to position people for personal excellence and maximum job satisfaction and performance.

The Advanced Insights profile combines three of the world’s leading instruments, each specializing in measuring a specific aspect of this trifecta of human performance, to give individuals unequaled access to the knowledge they need to improve results

Call Reluctance – what is it?




Real or Imaginary?



It can only be fear of failure or fear of success? Which one is harder to live with?  It’s a lot like the definition of (1) minute … it depends on which side of the bathroom door you are on~!


We can find many definitions of fear as it pertains to call reluctance (success or failure) and they are interesting reading but in a practical sense one should focus on the outcomes.  Too many approaches want to diminish the underlying reasons and simply remind everyone that the process is summed up in the phrase, “it’s a numbers game.”  Stripped of everything else it is a numbers game, but from my experience there are other culprits.

All the “sales processes” I’ve been exposed to over the years follow this approach (or something close to it) – introduction (establish some rapport, connection, etc) probe (find the pain) presentation (list benefits, uses, uniqueness) objections (repeat what you’ve just heard, present a restated version of the presentation, trial close, etc) close (secure agreement, restate benefits, discuss delivery, etc) assurance (discuss how others have found the product/service useful, testimonials, etc).  Well trained salespeople have been repeatedly exposed to the benefits, comparisons, utility, cost savings, time savings, etc of their product or service, that have memorized rebuttals for expected objections, they drill on the process until it becomes second nature … and yet they still run face to face into Call Reluctance!

What happens?  Perhaps it like an intern MBA I had a few years back- Kurt R. – he was full of enthusiasm, knowledge, theory but short on real life’s experiences, he was attempting to sell insurance products.  Being young and in his 20’s he told me he was “afraid to call” on our leads who were typically 2x’s his age or more.  After several hours on my couch (I’m NOT a psychologist) and we felt we’d figured it out …he did not have a personal testimony of the practical utility of life insurance, in fact he did not own any life insurance (not even that which was offered in his benefits package) – he could not envision the need for it at his age and in his mind he didn’t believe the leads he was working with needed it either.  His fear was that during the presentation the lead would ask him, “Do you own any of this yourself?”  Being an honest young man he knew he could not tell them ,”no I don’t but …” and try to offer an excuse due to his age, or relatively modest financial means, etc – so instead he quit calling!

The amateur psychologist in me “screams” the reality of this situation … I told Kurt, “you need not fear that question because these leads KNOW IT … they know you do not own life insurance, that you don’t believe in its applicability … they know it without you opening your mouth … in fact, the reality of this precedes you into the meeting … they simply “sense it.”

Another client of mine, Jim O. was plagued with the same issue – call reluctance.  In his case he had been told by “significant others” that he just was not up to the task, they didn’t believe he would make it, but still gave him leads to call on and in his case, really pressured him for results and placed him on a very short leash time wise to achieve quota.  This time the couch session revealed that in fact he did own the product, he did have a testimony of it, believed in it and “to spite” the management and in essence “to get even with them” didn’t make the calls – he punished them!  Wow, what a price to pay to make a point!  Jim quit, moved on, treated himself better, built up his self confidence and now is in the top 10% of his current sales team.

My last example, Bob K. who scored very high in empathy in our assessment tool, was the owner of his company (an entrepreneur) who scored low in sales aptitude.  He was finding anything and everything to avoid “calling” on his prospects.  On my couch Bob realized that he felt it was below his stature to “make sales calls” … after all, he was the Owner! (Too good to be in that position)  He also said, “I’m not good at selling.”  He was absolutely correct; he wasn’t “wired” like professional sales people, that said, he didn’t have the budget, time or temperament to bring in a salesperson even part time on commission only.  Using his natural authentic talent of empathy, using his above average knowledge of the service and the unique product he marketed we created an approach that I call – Education Based Marketing (EBM) to proceed with.

It’s not just a numbers game.  People have real underlying reasons (real or imaginary) for not making those calls.  It takes an open mind, some experience, a great assessment tool, a comfortable couch and more times than not the outcome is positive for all the stake holders.

If you’d like to share your reasons for call reluctance with me, my couch is available to you.  It’s what I do, it’s what I love and you can do it in the security of your own office – I’ll come to you in person if you’re in the Wasatch Front of Utah or I’ll come via a phone or video conference wherever you are in the World.

Thanks for stopping by, and have a productive day.

The Myth of “Strengths & Weaknesses”

The Myth of “Strengths & Weaknesses”






Showcase Your Talents





I can’t remember a time when my parents, coaches, teachers or significant others haven’t referred to the activities I’ve engaged in by grading them as either a strength or weakness.  From a conventional standpoint it appears this is a universal condition. Is it true?  If universal acceptance of the practice counts as true, then I’d agree.  However, today I approach life from a different perspective.  One can find written evidence across the ages that there are people who look at it differently.  The word talent appears to be a better descriptor of one’s ability to engage in and accomplish a particular activity or skill.  We can observe a group of children, for instance, dribbling a basketball on the gym floor and quickly determine those who have a talent for dribbling.  Likewise, it is very easy to determine who does not have a talent for that skill.  Therefore, I suggest that the grading of one’s abilities to accomplish various feats is either a talent or non-talent.


What difference does it make, you may ask?  Although it may appear to be a subtle difference it is in my opinion significant.  If one is aware of their talents, life can appear to be easy, if in fact they engage those talents often.  It stands to reason the inverse is as obvious … i.e., if one engages in activities that they know they do not possess a talent for then the outcome isn’t as easy and not only do others recognize it but they at a minimum know the activity requires more attention and focus to accomplish and at worst are chastised or ridiculed by others.

To engage in a non-talent is in fact a decision, a choice to do so … doing so in spite of evidence that they’ve observed over time results in less than the desired outcome.  To illustrate, it can be said that anyone can make this statement, “I have no weaknesses … none what so ever!”  The listener of such a pronouncement most likely will view the speaker as the most conceited individual they’ve ever met.  Now such a statement (I have no weaknesses) does need clarification.  One would explain that they’ve spent a lot of time and energy identifying their talents.  Along that path they’ve also discovered their non-talents.  To soften the statement, perhaps it would serve them better to announce or declare, that “I choose to engage in those areas and activities of life that I know I have a talent for and refrain from engaging in any of my non-talents.”

By living life under those terms, one then does in fact “appear” to have no weaknesses … they have chosen to avoid aspects of their life that they know will not result in success.  It’s a choice.  We all have that ability to choose similarly.  Some may need to spend time discovering what their talents and non-talents are, but once they know, they can choose to live by their talents and as I say, “swim downstream all day long.”

The application of this information applies across the board – personally and professionally.  If people are employed and engaged in areas that they demonstrate a natural talent for, the business result is more productivity.  The business becomes more successful, the individual gains more confidence, it’s the best of both Worlds, it a “win-win.”

At Rezults Group, we can identify over 180 individual attributes and rank order them from talent to non-talent.  If you’d like to change your opinion of what you’ve been told you have “strengths & weaknesses” in and discover your true natural talents and non-talents …

Call today to order your ADVanced Insights Assessment – this $250 dollar value includes a 45 minutes personalized “de-brief” and 30 minutes of Coaching.

Don’t confuse Day Planners with Goal Planners!

We all need to have a reliable system to track our appointments, activities and events.  I find it makes no discernable difference whether it is a note pad, yellow sticky notes, a full page Day Planner from any of the numerous vendors (Franklin Covey, Day Runner, etc), smart phones, MS Outlook … whatever device you use the key is USE it!

Once that system is in place and understood and diligently utilized then one advances to the tracking and categorizing of the activities … many identify items along A B C lines, or must do’s, should do’s etc.  The prioritization process then becomes the foundation for utilization of time throughout the day.  Here is where many find the system I provide useful.  Just this morning as I met with Mike Carroll of Mike Carroll Productions (Cestcop.com) Salt Lake city, UT he was explaining how the time management system he was using wasn’t translating into real goal achievement.  His frustration was further compounded by the fact that he said he knew he was “on-time” but not “on-task.”

My system embodies all the techniques needed to successfully manage our time allotments – appointments, meetings, tasks, etc but goes beyond that and incorporates a true goal achievement process.  For many the day planner becomes the proverbial “To-Do List” and as important as that is it falls short when we review our day’s activity and notice an item or two still isn’t accomplished.  My system tracks how many times you “slide” an event into tomorrow.  Once an event has slid three times it gets flagged and then we utilize what I call our GPS.  Not the GPS that assists you to navigate through town but the GPS (Goal Planning System) that assists you to navigates to your Goal!

See Figure 1 and notice that the GPS has 10 steps.  Once you’ve been introduced to the system and learn how to use it you’ll find goal achievement becomes predictable, reliable and sustainable.  Our Annual Goals Review process incorporates the GPS system and many have found it very useful to start their year or to re-ignite their passion during the year.  We’d love to introduce you to this system and invite you to reply for a complimentary introduction to the program.

Here’s to a successful calendar and to goals that you achieve!  Have a great day …

It’s not about where you’re from … it’s all about where you’re going.

It’s not about where you’re from … it’s all about where you’re going.


Another way to think about this – it’s not about your family of origin, where you were born, to whom you were born, etc … it’s about who you walk with!  As a young boy I grew up across the river from the Philadelphia International Airport and planes were constantly flying overhead either going or coming from what I perceived as exotic and exciting places from all over the World.

A best as I can recall I was about 9 years old when at the dinner table I exclaimed proudly, “I’m going to be a pilot and fly all around the World.” The conversation seemed to stop, my mother looked at my father and he in turn looked directly into my eyes and replied, “Son, we’re farmers, we’ve been farming here for more than 150 years … you’ve been working on our farm since you’ve been 5 years old and you’re going to be a farmer for a long time to come – so get that silly notion out of your head and finish your dinner.” Let’s just say that that was one of many rainy days in my parade of ideas proffered at the dinner table as a boy.  How many parades have been similarly rained on by well meaning parents?  My estimate is, ”too many to count.”

How do I know this?  In my coaching of Corporations and the individuals within them one of my first exercises is to have my new clients write a list of what I call “Dreams” … in today’s vernacular I’m asking for their Bucket List. I ask them to return to our next session with a list of dreams they wish to accomplish in their lifetimes [for the 30 year olds I coach that’s in the next 55 years!] and sadly I get lists with 10-15 dreams.  I send them back for our next session and suggest they should be able to write at least 100 such dreams.  I further describe the potential lists as not only containing tangible items, but intangible, becoming dreams … becoming better public speakers, better partners, better parents, etc.  It’s a struggle for most people to come up 100 dreams that they’d like to achieve and in contrast, when I ask my young friends (4-5 year olds) they can come up 100’s in a few hours!

These 4 and 5 year olds haven’t been conditioned to expect limitations upon their dreams, but it won’t be long before well meaning parents, teachers, mentors, etc will begin to guide these young minds into safer, realistic paths.

STOP the cycle … allow our younger children to dream big dreams, allow our young adults to dream big dreams and allow our seasoned adults to dream big dreams and just watch the growth in our people, our society and our World.  No realistic, well meaning person would have ever allowed the concept of a man walking on the moon back in the 50’s, but I can testify to you that on that fateful day in 1969 I was a 1st lieutenant in the US Marine Corps in Advanced Flight training one month from earning my “Wings of Gold” as a Naval Aviator and launching my flying career that has been World Wide in scope and certainly achieved the dream I had the courage to express at my dinner table as a 9 yr old … and I hope every child can achieve and embrace that same sense of achievement I’m feeling and Dream BIG Dreams.

Pearls of Wisdom




Together we make a "difference"


3 African Pearls of Wisdom:


“If you want to go quickly, go alone. If you want to go far, go together.”  This is an African proverb that Michael Chertok quoted on his first day on the job in his new role as DDD’s Vice President of Global Impact.


Often credited to Nelson Mandela … “Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond imagination. It is our light more than our darkness which scares us. We ask ourselves – who are we to be brilliant, beautiful, talented, and fabulous. But honestly, who are you to not be so?

You are a child of God; small games do not work in this world. For those around us to feel peace, it is not example to make ourselves small. We were born to express the glory of god that lives in us. It is not in some of us; it is in all of us. While we allow our light to shine, we unconsciously give permission for others to do the same. When we liberate ourselves from our own fears, simply our presence may liberate others,” this quote is from – Marianne Williamson in Return to Love: Reflections on a Course in Mira.


My wife, who recently returned from Ethiopia as an OR nurse with Operation Smile on her 24th Humanitarian mission shared this last “pearl” with me.  When greeting another in Ethiopia and extending a “hand of fellowship,” if the recipient instead bends their hand at the wrist [bending it down to avoid clasping yours] do not be offended … instead grasp their wrist and shake it.  They have done so out of kindness for you – they have had their hands working recently in the soil and wish to protect yours from its effect.


My heart strings are “tugged” by these (3) pearls.  As our World seems fragmented, hurried and more complex … it’s refreshing to reflect upon the Wisdom, kindness and love others share with us so freely and generously.


Yesterday, I shared these thoughts with a group young people who were being inducted into the Salt Lake Rotoract Club [sponsored by the Sugar House Rotary Club and the Salt Lake City Rotary Club]  25 of our communities finest and brightest 18-30 year olds – who are college students, young professionals, house wives, etc.


These 25 all share one common trait … service!  They are willing to give of their time and serve others less fortunate than themselves.  The Clubs primary focus is helping Salt Lake City’s ever growing refugee community.  They read to the youth of these new members of our society, they work in the field shoulder to shoulder to prepare a garden to grow crops for them, they donate thousands of hours helping others.


In numbers these (25) are statistically invisible … however, what they truly represent is 100% of our future!


I’m fortunate to be associated with them as an advisor; I’m blessed to be part of the “future” they are creating … I invite each of you to consider how you can be “part of the solution” that these young leaders are so eager to produce.


One of my mentors loved to say, “If it is to be … it is up to me,” and so it is.  May you find these “pearls of wisdom,” useful in your coming week.

“I DARE YOU!” … ( 9 Reasons to look inside )





Is this going to be your "sunrise" or "sunset"?





2011 is 85 days from now.  I’ve got (9) questions for you to ponder?

1.       What will it cost you to live in 2011?

2.       What will you learn that will improve your 2011?

3.       What will your health look like in 2011?

4.       What will you give to others that will be of benefit to them in 2011?

5.       What will you improve about yourself in 2011?

6.       What would have wished you had done if you die in 2011?

7.       What would you be doing if you weren’t doing what you are?

8.       What are you willing to give to have what you want in 2011?

9.       What will be your biggest obstacle to achieving all the above in 2011?


You might want to spend some time on the following iterations of “9” –


9 –      Steps to Success

9 –      Minutes to live

9 –      Corners to Life

9 –      Layers of Love

9 –      Visions of Me

9 –      Doors to Happiness

9 –      Days of Labor

9 –      Tough Thoughts

9 –      Reasons to look forward to 2011


Finally, 9 thoughts I’d like to share with you …


1.       To be passionate [What compels you to be in business?

2.       Have a WILL not a WISH … to be successful

3.       Crazy tenacity … focus on the right things

4.       Learn to seek out and take good advice

5.       Physical & Spiritual health and stamina [make appointments with yourself]

6.       Success & Happiness [NOT defined by $] Continuous Joy from service to               others … making a difference in others lives

7.       Put your ego in check

8.       Look at your business as an outsider and be honest with yourself

9.       Aim for success NOT perfection


2011 is coming … only you will determine how it unfolds!

Entrepreneur to Entrepreneur …

An entrepreneur is an individual who has a dream, a vision, a purpose, and is committed to make it happen!




"Is it time to sing YOUR song?"






It all starts with a dream and an intense desire to build something of value. Many people dream about inventing something, seeing the world change based on their efforts, or building a successful business around their craft, talent, or expertise. These dreams are vital to the strength and success of the United States. Over 90% of businesses in the United States are defined as small businesses and employ less than 99 people. Many of these small businesses started with a tiny seed planted by an emerging entrepreneur. Have you dreamt about what your gift to the world is? What inspires you the most? What are you naturally (skills, abilities, and gifts) good at? Could your dream become a viable business? What action have you taken?

In addition to the dream, an entrepreneur needs to have a clear and concise vision of what the business will look like. What service or product will it provide and to what customer base? Equally as important as identifying the product or service is identifying the measurable value the product or service will bring to the customers served. Knowing that Rezults Group strives to “be a World Class Leader in the learning and development field, helping organizations develop a competitive edge, improving the quality of lives and creating a better today and tomorrow” keeps our company focused on success and growth for the right reasons.

A successful entrepreneur must also have a purpose. Being in business for the sake of being in business, for the sake of making money, or for the sake of “getting out of Corporate America” is not enough. Purpose fuels the drive necessary to make success happen and to make it meaningful. What are you passionate about? What do you strongly believe in? Are your passions and beliefs being met in your current role, and are you truly satisfied? Be honest with yourself! Now is the time to really identify your purpose and assess whether or not you are settling or thriving. As British author, Rose Tremain said, “Life is not a dress rehearsal.” We only get one shot to fulfill our dreams, vision, and purpose. What is currently standing in the way of you having your own successful business? Given your talents, passions, gifts and values how could you become a viable resource and contribute to others?

80% of people who say they want to be in their own business are daydreaming. Only 20% actually take action and do what is necessary to make it happen. Your level of success is entirely your choice. As Rick Warren, author of The Purpose Driven Life, says “It is every individual’s choice. You can choose to live at a level of survival, a level of success, or a level of significance.” Will your significance be achieved by serving others through your own business? Are you one of the 20% who will actually take action and accomplish success through entrepreneurship?

We’ve worked with many individuals over the years developing their “entrepreneurial skills.” We have a proven course complete with an “Action Plan” that guides people towards the success they seek. We have assessments that point out specific attributes needed to enhance your development along the path … we’d love to discuss the process with you – give us a call, or send us a message at [email protected] and enjoy a complimentary review of where you are and where you want be and how we might be an answer to you along the way!




Affirmations as a Strategy for Positive Growth

There continues to be a great deal of focus on organizational culture and environment. Whether you are focusing on that issue for the first time or whether you are looking at changing or improving an existing culture, it may be wise to remember that, like the long journey which begins with one step, an organizational culture is the cumulative effect of individual attitudes, values, and standards. Changing or improving the culture begins with a focus on the individual.





Focus on the Individual







How you genuinely feel about yourself, your worth, and the worth of others greatly influences everything you do and the results you achieve. How the people in your organization feel about themselves, their worth, and the worth of others will affect their achievements and the culture of the organization. Goal setting is a process that creates an environment in which people want to succeed and are recognized and rewarded for achievement. Another tool that can positively influence growth is affirmations. An affirmation is a statement that reinforces what you believe to be true. You use affirmations every day, both in thought and conversation. These are often ideas you have taken from some other source—quotations, scripture, and family sayings—which reinforce your values.

Such borrowed expressions only become effective affirmations when they correspond with your value system and internal beliefs. Once accepted and internalized, they lose their borrowed qualities and become part of you. The power of affirmations can be best recognized when we realize that the mind doesn’t know the difference between real and imagined. For example, suppose late at night, you imagine there is a prowler in your home. Are you less frightened than if you knew there was a prowler in your home? Certainly not. You are afraid because you imagine a fearful situation.

The use of affirmations to reinforce growth and improve conditions is an application of the same principle. Through the use of affirmations, you begin to imagine that you possess those qualities and skills that you want to develop more. You begin to visualize yourself acting and behaving in a manner consistent with your goals. As your new image becomes clearer, the behavior is easier. The use of affirmations is also an effective management tool. By affirming certain characteristics and behaviors and helping others to develop affirmations, you can enhance growth and development throughout the organization.

Affirmations should have the following qualities: they should be positive, stated in the first person singular, should be within the realm of capacity to believe, and should be directly related to your goals. Affirmations should also employ the power of spaced repetition. By repeating affirmations over and over, day after day, these positive thoughts begin to affect the subconscious mind and influence behavior. If, at first, affirmations seem difficult to compose and use daily, remember that you are developing a new habit. Once you see and feel the results that follow the repeated use of affirmations, you will want to use the tool with others. Affirmations help use to see others and ourselves not as we are but as we can become.

Create a culture in your organization in which failure is viewed as an opportunity to learn and critical to innovation and discovery. Recognize and reward new ideas, attempts to improve something, and even failure when it results in trying something new or an attempt to improve a process. Encourage innovation and utilize the goal setting process to get people to set stretch goals and brainstorm innovative solutions. It stimulates creativity, broadens options, and produces better decisions by looking at many alternatives and selecting the best.

Goethe said, “Treat people as if they were what they ought to be and help them to become what they’re capable of being.”

This post is courtesy of Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching, and youth leadership. For more information visit http://www.resourceassociatescorp.com/ or contact RAC directly at 800.799.6227.