Okay fine! That isn’t really a word. It’s actually a simple way to say “You’ve got to want it!” Because in truth, if it’s not inside of you, it isn’t going to happen. Howard Hill wanted it. He became the best because his goal wasn’t simply to be good at hitting targets. He wanted to be the greatest big game bow hunter of all time.

Questions: Do your goals belong to you? Do you set the goals for your people or do they come from inside of them?

True story: I recently had lunch with a dealer who owns 6 franchises that included several domestic and import brands. In the course of our discussions, he said, “At this point it doesn’t matter to me whether I personally net $200,000.00 or $300,000.00. In fact, I don’t want to put in the extra effort it would take me to get that extra hundred grand. ”If the dealer principal thinks this way, it’s likely that the rest of the team will adopt a similar attitude.

Become the leader: The worst thing any manager can do is ask their people for something that they are not willing to do themselves. If you don’t have a dream or a vision, how can you expect your people to have one? If you don’t work your plan consistently, what should you expect of your team? True leaders set their own vision. They don’t care if the dealer is satisfied or not. They know that the dealer would be happy to make more money, as long as it doesn’t cost him or her any more time or effort. So they start by modeling goal setting behaviors themselves. And that’s where you should begin!