Like it or not (and I definitely hope you’re in the ‘like it’ category), 2018 is here. People from around the world rang it in in unique fashion, from water festivals in Burma to fire hurling in Scotland. Our celebration was a bit more low-key than that, but the holidays are always good for self-reflection and personal betterment.
So what about 2018? Now that we’ve turned the page from 2017, how can you make this year your best, most productive and happiest yet? Here are three ways ripped straight from the FPG playbook. When you adopt all three, you’ll find you’re more unleashed, more productive and more successful than you’ve ever been.
Live by a growth mindset
One of the things I’m most proud of at FPG is that we practice what we preach. That means the ideas and strategies our clients get is first vetted and brainstormed and worked through here at the FPG home office. That gives us an immediate feedback loop of what works, and when a growth mindset vs. a fixed mindset made such a huge splash, I knew it would be one of our most important things we teach.
Living by a growth mindset means a lot of things. It means having a passion for learning rather than a hunger for approval. It means believing that our capabilities aren’t static, and that we constantly have the capacity to improve ourselves in every way in our lives. It means persisting in the face of setbacks. It means finding lessons and inspiration in the success of others. And so much more.
Our challenge at FPG, not just to our clients but to ourselves, is to constantly inhabit a growth mindset, not a fixed mindset. We tell ourselves stories all the time, and the most successful people in the world tell themselves the most positive, growth-oriented stories. The more we can be growth oriented and avoid telling ourselves the kind of stories that encourage mastery and discourage inaction, the more we’ll be successful. This is my challenge to you in 2018. Ditch the fixed mindset and go for growth. You’ll be amazed at the results.
Program the RAS
MJ Durkin is without a doubt one of the most influential speakers in the game right now. There’s nobody I’d rather listen to about the art of closing than MJ, and when we talk about learning from the most successful people in your field, MJ is a mentor to millions. One of his best points about the art of the close is to get to the customer’s unconscious mind. But in order to do that, you need to get around their mental gatekeeper.
This is called the RAS, or the Reticular Activating System. Think of it like a sorting system your brain uses to let in certain information and keep out others it thinks are unimportant. In sales, the best way to get around this gatekeeper – at FPG we call this “programming someone’s RAS” – is to appeal to their emotional side. People use logic, but only as a supplemental to their emotion. If you don’t access their emotion, you can have all the logic in the world, but it’ll get tied up in their RAS and it’ll never sink in.
This is such an important selling message – MJ delivers it flawlessly at his seminars – but it’s also applicable to our daily lives. We all use our RAS every day, and we don’t realize the things we say often don’t get past the gatekeeper. Think about a meeting you often have. What would it do for you if you could bypass that one employee who never seems to “get” it? Or if you could connect with your family, or your coworkers on a deeper level? This is what it means to “program” someone’s RAS. By connecting with the people around you on an emotional level, you can get past their gates and get to the heart of the issue every time in 2018.
Find your who
One of the things I’m most excited for in 2018 is a new program we’re rolling out called Goal Addiction. It’s an entire year-long guided program that walks our clients – coaches and employees alike – through the process of becoming truly addicted to the goals that will change their lives. That means finding the four questions to change your life, and one of those is finding your who: who do you need help from to achieve your goal?
I love this quote from Albert Einstein: No problem can be solved from the same level of consciousness that created it. If you think about the idea of rising above a challenge, that’s exactly what this is all about. Challenge yourself to make sure your who’s all have a higher consciousness than yours. We all have obstacles we need to hurdle in life, and finding a coach or a mentor capable of pushing you to places you wouldn’t go on your own is what coaching is all about. And no matter where you are in the process, everyone needs a coach. There’s a reason why the CEOs of Google, Microsoft and Apple all get coaching.
My final challenge to you in 2018 is to seek out coaches. They don’t have to be one-on-one coaching sessions, either. Watch TED Talks, read books, go to seminars. Do anything that will infuse you with the energy, passion and knowledge to be a better version of you in 2018. I promise you won’t regret it.