Lesson #5: CORE Lesson #5 – 1,3,5 Year Plans

About This Lesson

Instructions coming soon..

Action Items

  1. Create a short and long term plan both personally and professionally.
  2. Team members should also do this! Both personal and professional goals.


Full Video Transcript / MP3

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Hey everybody. I want to welcome you back to module number 10 and we're going to be talking about another tenet here, which is one and three and five year plans. And on the last video I said I think we have three more videos left. I actually lied. We only have two more videos left throughout the entire core module series of the dental sales success cycle.

If you're listening at this point, congratulations first and foremost, you've gotten through almost all the core videos, which is amazing and just so happy to be able to put this together for you. And I can't believe that I'm almost done recording this. This is incredible. This has been a labor of love now for the last few months, so I'm as excited as you are if you're listening to me at this point.

So this is tenet number five. I'm going to say this right now. This is a loosely based plan on how to establish your one, three and five year plans. Now, the reality is you can probably get by with a one in three year plan or a one and five year plan. You're going to need a short term plan and a medium term plan.

You could also develop a 25 or a 50 year plan. Those are much longer term plans and the reason I have issues with sometimes when you have a much longer term plan is that plans change so continuously and so fast that if it's too far in the future, you won't even know where to start. So I love the idea of having a one year plan, a 12 month plan. You can even break it down into a three month plan and we're going to talk about some of that stuff.

I think it's critical that you have a one, three, five year growth plan both professionally and personally. And in fact, I don't talk about it here, but I would take that one year plan and then break it into four chunks, quarter plans. The key with every plan is to break it down into the ridiculously simple things you can do. So there's probably one or two big items you want to accomplish in one year.

I know when I was going through practicing, developing my practice, bullet point number four was using The E-Myth Revisited Plan as a guide if needed. They talked about this, how you're going to develop your plan so that you want to go sell your practice even if you're not selling it. And I wrote it down in detail and I had like 20 pages of a one and a five year plan.

Well, what was amazing is within one year, almost everything I wrote down on the plan got accomplished and I found the power of future of casting where you're going before you go there. You don't want to lock yourself into the plan so wholeheartedly that you can't change and adapt. You should have a goal. You should never change that goal. You set the goal. You said, "This is where I'm going." Don't change the goal, but then create a plan and be able to modify the plan. But you'd be shocked and astonished how much you already know how to accomplish some of the things that you're shooting for.

So this one, three, and five year plan can apply both to your practice and each individual in the practice. Have your team say, "Hey, what are some goals that you guys have professionally and personally in the next year?" Help your team accomplish their goals. If your team can accomplish their goals, your practice is going to grow. It's what Zig Ziglar said. He said, "If you can help enough people get what they want, you'll get what you want."

Your team probably has goals as well and you've never developed those team goals. And I can guarantee you the more that they can set and create and accomplish goals, your practice is going to grow. So put yourself in the future. Make it organic. This is not a business plan. This is from the heart. You want to describe your future self and your future practice. Emotionalize it. Emotionalize, emotionalize, emotionalize. This is very critical.

Use The E-Myth Revisited Plan as a guide if needed. Listen, if you have not read that book, you need to go read that book. It is an absolute essential, and I know some people have asked me. With E-Myth they talk about you don't even hire the best people and you do this and this and this. I don't agree with any of that stuff. I said, "Listen, you probably missed the whole concept of the book."

The concept of the book is that when you create systems in your practice, you've basically automated the things that need to be automated so you can focus more importantly on who you're ideally trying to serve and how do you give them a repeatable process that happens over and over and over again that anyone can ... Be able to be plugged into and make it work.

One of the hardest things I think for some of the practices that I work with is they get so specialized that if somebody leaves in the practice and they don't have a system and a plan in place to follow that the new team member has no idea how to do the job, that the previous employee knew how to do. That is a problem.

You should never be so reliant on your team that if they leave, you have no idea what's happening in your practice. So that was what the E-Myth was all about. And I know I got on a little bit of a tangent there, but I do hear that. It's like, "Well, I don't want to run a McDonald's." I said, "He's not teaching you how to run a McDonald's. He's teaching you how to put systems in your place that are actually duplicatable."

You want to be focused on what you're going to accomplish one year from now, three years and five years. As I said before, you can do a long-term plan if you want, but the key here is to have a short plan and a longer plan, like a medium to long plan that keeps the balance between the short term action steps and the medium action steps.

Also remember that short term gains can lead to longterm pain. You have to make sure that the short term things you're doing and the long-term things you're doing are working in harmony with each other. I've learned this the hard way as a coach.

Sometimes, I want to generate cashflow, grow my business so I'll take on a non-ideal client. Almost every time I do that, it burns me on the backend every time. So you want to make sure that those short and long-term plans are in harmony with each other.

So your action steps for this video is to create a short and a long-term plan. For me, long-term plan is three to five years. Anything longer than that is just a pipe dream. It really doesn't make much sense. If you want to create a longer term plan you can, but I would keep it between three and five years, especially professionally. Things change so drastically in three to five years that to say what your practice is going to look like 25 years from now for me is almost nonsense. You don't even know where it's going to look like three years from now.

So short, one year plan. Break it down into quarters and then a three to five year plan. The team member should also do this, both personal and professional goals. Very, very important. So if you have any questions on this, don't hesitate to post in the group, don't hesitate to reach out to me, but hopefully you'll be able to get this one, three and five year plan accomplished and keep working towards those ideal practices that you're trying to create. And I'll see you at the last video on the core series for module number 10.