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How to close the gap between you and those constantly out-of-reach goals
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Hey Reader, have you heard of S.M.A.R.T.? That's...
Last week I talked about B.A.M. goals. That is, instead of having just one goal, having THREE levels of goals - Baseline, Amazing, Miraculous. But that’s not enough. Because you can’t just have some vague goals hanging out there and then do nothing about them. You have to be able to implement. That’s where S.M.A.R.T. comes in. It makes sure you’re setting goals that you can actually take action on. Specific action. Measurable action. Actionable…well, action. Relevant action. Time bound action. That way you have an outline of specific steps to take, in a certain time frame. So you actually (1) do what you need to do to achieve your goals and (2) can see how/why/where things aren't working, so you can course correct. Want more referrals? Well as I’ve mentioned before, if you want more referrals, you have to give more referrals. ➡️ So a S.M.A.R.T. goal for that would be “Did I give 2 referrals and/or connections today?” Want to grow your network? ➡️ A S.M.A.R.T. goal for that would be “Did I add 3 people to my database today?” (And backing into that even further, what actions do you need to take to find those 3 people?) Want to stay top of mind? ➡️ A S.M.A.R.T. goal for that would be “Did I send 1 value-add communication to my database this week?” So look at your Amazing or Miraculous goal for the quarter (stretch yourself - don’t even bother with Baseline), and break down what it’ll take to get there using S.M.A.R.T. goals. I'll be going a little deeper into this next week but in the meantime, send me a S.M.A.R.T. goal you wanna shoot for! Brian Whenever you're ready, there are 2 ways I can help you:
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Get Radically Referable
Each week, get 1 actionable tip to help demystify the secrets of building a referral-based business | Join 1K+ readers
Hey, Relational Leaders, I had a great conversation this week with one of my coaching clients. He’s got some big sales goals on the board. You know that feeling—trying to stretch but also stay true to how you want to grow. So he asked me, “Brian, my branch manager wants me to go out and market this unique product we have, but I can’t get through the gatekeepers. What should I do?” And I paused. Because honestly, my first answer was, I don’t know. Here’s why. That’s sales. If you’ve followed...
Hey there, relational leaders. I want to share a quick story about one of my coaching clients. Chances are, if you’re reading this, you’re a small business owner or a commission-based professional. And like many of us, the relationships that lead to referrals — the kind that drive your results — really matter to you. It’s not always easy. That’s why I like to share real success stories from clients who are doing it well. This one’s about a client named Ben. Ben’s in the mortgage industry, and...
Hard to believe we’ve stepped into Q4 of 2025 already. The year’s flown by, hasn’t it? Just the other day, I was with the Boardroom, a group of relational leaders and small business owners who are all busy building their version of special. We spent time debriefing the past quarter, and something powerful rose to the surface—how much execution improves when joyful accountability is in the mix. Now, you’ve probably heard this stat before, but it bears repeating. The American Institute of...