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Advisors: Stick to the plan

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Recently, Ryan, a financial planner from California, asked me, “What do I do when I’m just in the dumps and don’t really feel like working?”

In the past, I have shared the thoughts of my friend and colleague, Steve Chandler, who places people into one of two categories: Doers and Feelers. The central idea is that Feelers have inconsistent results because their actions depend on their moods. Doers, on the other hand, almost always have a system, and they work that system no matter how they feel.

As I thought about how to respond to Ryan’s question, I recalled inventor and entrepreneur Ron Popeil’s infomercials for his Ronco line of rotisserie ovens. His catch phrase was “Set it and forget it!”

Ryan agreed that he could reach his income target (aka a perfectly roasted chicken) if he could stick to the simple plan of keeping six great appointments a week and working to maximize the value he brings to clients at each one of those appointments.

“If you don’t feel like working,” I told Ryan, “book your six appointments anyway—then goof off. Six is your absolute minimum, your ‘setting.’ If you do feel like working, then do more!”

Sticking to your own setting so that you can cook up the perfect success story is easier said than done, I know. But if you make up your mind that how you feel at any given moment is irrelevant to what you’re going to do, your process will lead you to your ultimate goal. Keep your temperature steady, work your plan and just keep reaching for your goals.

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Sandy Schussel is a speaker, business trainer and coach who helps sales teams develop systems to win clients. He is the author of The High Diving Board and Become a Client Magnet. For more information, go to


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