This month’s article was written with the help of ATI Coach Eric Twiggs.
When I started coaching and training shop owners decades ago, I learned a valuable lesson about something that was slowing down my effectiveness in driving profits and dreams home to these owners. I would teach them all the same techniques and strategies, but I never understood why some just wouldn’t drink the water. I was recently listening to one of our ATI Senior Coaches, Eric Twiggs, tell a story to one of his 20 groups; and I thought you might like to hear what he told them.
The story is told of an eight-year-old boy named Mitch who was out of control. He would do the opposite of whatever his mother, Molly, told him to do.
When she said “sit down,” he would stand up. When she said “be quiet,” he would talk louder. When she said “stop running,” he would run even faster.
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Molly knew that Mitch liked to work with puzzles, so as a last-ditch effort to settle him down, she gave him a puzzle of the world globe to put together.
She gave him this advanced, adult-level puzzle, figuring that it would occupy his time and give her some much needed peace and quiet. To her surprise, Mitch returned to her side five minutes later having solved the puzzle.
“How did you put that together so fast?” Molly asked.
Mitch responded, “It was easy. On the other side of the globe puzzle pieces was the picture of a man. I turned the pieces over and focused on fixing the man. Once I put the man together, I could put the world together!”
Most shop owners are seeking an external solution to an internal problem. The fastest way to fail as a shop owner is to blame everything and everyone except yourself for your problems.
Are you like most shop owners? Stay with me to learn how to change your world, so you can avoid the fastest way to fail.
Start with yourself
The best way to change your world is to assume that everything that happens is your fault!
If there is a puzzling problem like low car count, the natural impulse for the average shop owner is to point the finger at the customers, the economy, the weather, and the employees.
The top shops on the other hand start by focusing on themselves. When you encounter a problem in your world, ask yourself the following questions:
- What is my desired outcome? (Be specific!)
- What are my actual results?
- What role did I play in the actual results?
- What can I do differently to achieve the desired outcome?
Let’s use car count as the example as we apply the previously mentioned questions. I will play the role of the shop owner.
1. My desired car count outcome is 45 cars per week.
2. My actual weekly car count result is 37 cars per week.
3. I contributed to the actual result by not listening to and coaching incoming phone calls, failing to do my Google Plus and Google My Business posts, and by not holding my writers accountable to scheduling exit appointments.
4. Starting this week, I will coach incoming phone calls, post on Google + and Google My Business, and hold my writers accountable to scheduling exit appointments.
The bottom line is that you won’t be motivated to fix something that you don’t believe to be your fault! For example, why would you listen to incoming calls if you believe the weather is your real problem? Why would you bother posting on Google if you believe that your customers are all broke because of the local economy?