I adapted this from a presentation that I delivered at the NAMM Show (International Music Products Association) in January, 2010. In the presentation, I guide the audience through the steps required to define - and reach - goals. Together, we write these into a contract using a template that I have developed. This process works! Danny Rocks danny@thecompanyrocks.com

1. Setting Goals in Five Steps Danny Rocks Catalyst The Company Rocks

2. Setting “S-M-A-R-T” Goals

3. Specific Goals Not Specific Specific To improve my website To add some “social media” To start an e-commerce site To rotate the featured product selection on my website every other Wednesday morning To post a new blog entry on my website every Monday evening To complete the testing phase of my online shopping cart

4. Measureable Goals Not Measurable Measureable Do this a little bit at a time Do this at night, if I am not too tired Figure out what I have to do By selecting products to feature two weeks in advance; collecting photos and write-ups; and ensuring proper inventory levels By assigning 4 employees and 4 customers to each contribute 2 blogging articles on topics they are passionate about

5. Agreeable Goals Not Agreeable Agreeable Because everyone tells me to do this So that people don’t think I am “old-fashioned” Because my kids tell me to “get with it, or get out of business” Because I need to encourage my customers to visit my website frequently to discover “what’s hot” Because I am losing sales by not enabling my customers to purchase online

6. Realistic Goals Not Realistic Realistic Get the top Google ranking by the end of the month Get 10,000 visitors a month I realize that I will become distracted and delay making decisions for selecting featured products I recognize that I may fail to properly coach my employees to improve their suggestive selling techniques

7. Time-based Goals Not Time-based Time-based Later this year As soon as I can find the time When sales turn around so that I can hire someone to do this By June 10, 2010

8. Goals Must Be In Writing

9. Template for Writing Goals By (Specific Date) I will (Specific Goal) Because (Agreeable Goal) I will reach my goal by doing (Measurable Goal) Along the way, I recognize that (Realistic Goal)

10. Your Goal – Your Contract “By June 10, 2010, I will be rotating my featured product section on my website on a bi-weekly basis. This is important because I need my customers to think of my store as having products that match their needs. I will accomplish this by … Along the way, I recognize that I may become ….

11. Thank You! danny@thecompanyrocks.com