In Steven Covey's, "The Seven Habits of Highly Effective People," habit 2 is, "Begin with the end in mind". Determine your destination before you begin so you wind up where you want to go. Covey says, "If your ladder is not leaning against the right wall, every step you take gets you to the wrong place faster."

So, where do you want to go in your career?

I assume you want to be successful. Well, what does success look like for you?

Take some time today to answer this question:

"If my practice/career/job were perfect in every way, what would it look like?"

Write down your answer. Here are some additional questions to help you clarify your "destination":

• Where would you be living?
• Who would you work for?
• What kind of office would you have or would you work from home?
• How many hours would you work?
• What services would you offer?
• How much would you charge?
• How much would you earn per month or per year?
• What kinds of clients would you work with?
• How many people would you employ?
• What systems or tools would you use?
• What makes you different from other attorneys?

Once you've got something on paper, take a step back and look at what you wrote. Did you write what you think you should be doing based on where you are right now or did you turn on your dream machine and "go for it"?

Forget logic for a few minutes. Quiet the adult in you and let the little kid speak. Ask your inner genie to grant you three wishes.

No rules. No restrictions. No responsibilities. What does your perfect career (or life) look like?

It's your career, after all, your journey. Where do you want to wind up?

Do you like setting goals? I never have, although I've set plenty of them. I been a goal-setter for most of my life. I've studied goal setting, trained and written articles on goal setting, and know quite about the right and wrong ways to go about it.

After all, goal setting is a key to success, isn't it? "If you don't know where you're going, how will know when you get there?"–that sort of thing. So every year, I set aside time to write my goals for the coming year.

But I never liked it.

I never liked the chore of crafting the right goal. Too many variables.

I never liked the deadlines for reaching those goals. Too much pressure.

And I never liked not reaching my goals. Too much disappointment.

Looking back at decades of goal setting, I can honestly say that formal goal setting has not helped me achieve more, or made my life any better. It's only made me anxious.

That's not to say I don't have goals, I do. I know what I want and I like thinking about it and working towards it. I like achieving those goals and setting new ones. No, goals are a good thing and I'm not giving up on them. What I am questioning is the efficacy of the formal goal setting process.

I know many people who have been successful using a formal process. Maybe they're built differently. Maybe they thrive when the pressure is on and the days are counting down. Me? Not so much.

So instead of setting formal goals this coming year, with specific details and deadlines and metrics and such, I'm going to be much more relaxed about everything. I know what I want to do this year, or at least the direction I want to go, and I'm going to put one foot in front of the other and keep walking in that direction.

How will I know when I get there? I don't know, I might not, and that's just fine. Because the goal really isn't the point. What's important is being happy, and as long as there is a smile on my face, I know I'm doing  just fine.

Are you hoping things will get better in 2012? A lot of people are, but unfortunately, "hope is not a strategy".

If you want things to get better, you need to make them better. But how?

Don't start with technique, start with strategy–a plan. What do you want to happen, and why? What will do you do to make it happen? Is this really something you want to do?

Too often, people grab hold of a technique they hear about and run with it. They spend time and money doing the requisite activities, without considering why they are doing it. They install an expensive motor on their row boat hoping it will get them to their destination faster, but they never look at a map.

Techniques are important. Using the right tools for the job, execution, timing–can make a big difference in your results. But without the right strategy, the latest techniques won't help you to get where you want to go.

What are you good at and enjoy? Writing? Speaking? Networking? Technology? Make it the core of your business building strategy.

Your strategy doesn't have to be elaborate. In fact, the simpler it is the better. But simple is not synonymous with small. Your plan should inspire you to accomplish big things. After all, the goal isn't merely to survive, it is to thrive, and you cannot do that by dabbling.

I've seen great practices built by using only one or two techniques. Once you know where you want to go and you have a plan to get there, you don't need dozens of techniques.

Without the right strategy, no technique is good enough, no matter how much it costs or how hard you work at it. With the right strategy, almost any technique will do.

I was at a presentation last night. The speaker cited the now infamous 1953 Yale University goal setting study which conclusively proved that having written goals dramatically increases the likelihood of achieving them. I was familiar with the study and made a note to post it on this blog:

In 1953, researchers surveyed Yale's graduating seniors to determine how many of them had specific, written goals for their future. The answer: 3%. Twenty years later, researchers polled the surviving members of the Class of 1953 — and found that the 3% with goals had accumulated more personal financial wealth than the other 97% of the class combined.

Amazing, isn't it? The only problem is it's not true. The study never took place.

Okay, that's disappointing but it doesn't matter, everyone knows that written goals are important, right?

A few minutes with my Uncle Google found a different study that purports to prove the hypothesis of the fictional one. In this study, the researcher found that,

. . .people who wrote down their goals, shared this information with a friend, and sent weekly updates to that friend were on average 33% more successful in accomplishing their stated goals than those who merely formulated goals.

I'm no scientist, but I don't think this is dispositive of the issue. For one thing, they didn't test a group who agreed to be accountable to a friend and provide weekly updates but who did not have written goals.

In the early 1920s, Napoleon Hill (Think and Grow Rich, et. al.) conducted exhaustive interviews with 500 of the most successful men of his day. Hill concluded unequivocally that written goals were a key factor in their success and articulated a six-step process for creating them. These include putting them in writing and reading them aloud twice a day. But was it the writing of their goals that made their achievement more likely or was this simply a common trait among these highly driven individuals who would have achieved their goals anyway?

Here's what I think. I think the value of a written goal isn't in the written document itself (or in the continual reading of it) but in the process of thinking about and choosing the goal. As you spend time thinking about what you want and what you don't want, as you winnow down the multitude of possible goals, you go through a process that leads to clarity. Clarity leads to focus, and focus leads to making decisions and engaging in activities that are consistent with achieving the goal.

Simply put, if you know what you want and you continually focus on it, you are more likely to get it. Putting the goal in writing isn't necessary.

In fact, putting a goal in writing might actually make it harder to achieve.

How often have you chosen a goal only to later realize that it was not what you really wanted. It might have been your parents' goal or a goal you thought you should be aiming for, but in reality, it wasn't what you really wanted. If you write and stay focused on a goal that you don't really want, you'll either achieve it and be unsatisfied, or not achieve it and wonder why goal setting doesn't work for you.

Goals should be flexible, not engraved in stone (or on paper). They are a starting point; only sometimes are they your true destination. Feel free to change your goals, written or otherwise, if they no longer serve you.

How do you know if you chose the right goal? That's simple. When you think about it, how do you feel? Your feelings will tell you, unfailingly, whether it is or is not something you really want.

Be honest with yourself about how you feel and trust your feelings. If you don't feel good when you think about a goal, or if you don't feel good enough, don't try to change how you feel, change the goal. It might need only a small change–the due date perhaps or the amount of money sought–or you might need to choose a completely different goal–but choose a goal that feels good when you think about it.

The answer is inside you. Put it on paper if you want.

"Most people fail to achieve the goals they set," my mentor and personal coach David Byrd told a group of 2000 entrepreneurs over the weekend. You probably already knew that. But do you know why?

The first part of the answer is that they don't know how to set goals in the first place.

Should you choose goals that are so easy you know you will accomplish them? Well, if you do that, you'll feel good about accomplishing a lot of goals but you won't see much growth. So how about choosing huge, lofty goals you will probably never accomplish? Is that the answer?

I used to think so. For years, I set goals I never came close to achieving. Year after year I would set the same goals and year after year, fail to accomplish them. It was discouraging and eventually, I lost interest in goal setting.

Now, things are different. I know how to set goals that are both inspiring and achievable and I am achieving them. But not just because I know how to set them properly. You also need a system for goal achievement.

On Wednesday, January 19, I'm hosting a webinar featuring David Byrd who will teach you how to set goals and achieve goals. You'll learn a system he has used for more than thirty years working with professionals, executives, and business owners, as an executive leadership coach.

The webinar is 100% free and I promise you will learn a lot that you can use to achieve more in 2011.

Click here for details and to register.

Attorneys are creatures of conformity. They don't want to stand out from the crowd. Think about it–don't most attorneys offer essentially the same services at the same "prices"?

A small group of attorneys, perhaps five to twenty percent in any given market, earn a lot more than other attorneys with similar experience.

Why?

The world's highest paid attorneys aren't conformists. They think and act differently. They don't offer the same services, at least not so you can tell.

Among other things, the world's highest paid attorneys

• Eschew the "average" client, in favor of their "ideal" client, the ones who can and will pay more
• Package their services differently; you can't compare their "apples" to your "oranges"
• Bill differently; they don't have trouble getting money from their clients (and not just because their clients have money)

The world's highest paid attorneys may or may not have better skills than other attorneys, or get better results. But they definitely think and act differently. Today, "The Attorney Marketing Center" released a new audio program that reveals those differences.

"Cash Flow for Attorneys: How to Earn More Without Working More," is for attorneys who want to break out of the mold of the average but don't know how. Or they know how but need a shove in the right direction.

"Too many attorneys have clients but aren't making any money," said David Ward, the program's author. "Gross income is one thing, but we pay our mortgages with net income. For many attorneys today, net income is running a bit thin."

"Cash Flow" is also for the attorney who is overwhelmed with work and wants time freedom. "They live at the office or in court or in the car and they miss their kids. They also want to earn more without working more," Ward said.

"Cash Flow for Attorneys" is a 3.5 hour audio program and is available for instant download.

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