He was already a top salesperson. He had broken sales records in years past, but he wanted more. 

So the knife salesman decided that he wanted to double his income the next year. And not just for the money. He wanted to become the type of person that could create extraordinary results. 

"Is this doable?” he wondered. 

This knife salesman was Hal Elrod, author of the "Miracle morning", and most recently “The Miracle Equation”. 

The Power of the Process

In his latest book The Miracle Equation, Hal talks about The Power of the Process, a concept that every result or outcome we desire, is preceded by a process. The process is what produces the outcome. Without the process there is no outcome. 

"You can create a vision board, but without a process, you have no outcome,” Hal explained on a recent podcast. 

Hal’s goal of DOUBLING his income was intimidating. But he broke it down into a process. 

First, Hal calculated that to double his income, he had to double his sales.

Simple enough, right?

Next, Hal had to determine what the process would be. He had to write an action plan!

Hal pulled out his calendar from the previous year. Scanning each month, he counted up all the sales calls he made. 

On average, Hal made 21 sales calls per day. Could he double that? Was that feasible? Hal recalled that he had made 40 calls in a day before. He just didn’t stay at that level consistently. 

Hal wondered- if he made 42 calls per day, consistently, for the entire year, would that double his sales? He decided to go for it. 

Hal made an hour of calls every morning and an hour of calls in the early evening. 5 days per week. Every week. For the whole year. 

By the end of the year, Hal doubled his sales. Hal doubled his income. 

He had a vision. He created a process. He executed the process. 

To reach any goal you need to complete EACH of these steps: 1) You need to vividly see where you want to go, 2) You need a step-by-step process of how you will get there, and 3) You need to execute the plan. 

What goals are you reaching for this year? What is your process? Will you execute?


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family


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