Here is a profound truth that I have to remind myself of constantly:

Accomplishment flows from action, and action flows from expectation

You see, the human mind works to create the conditions necessary to make our expectations a reality. Take for example a group of sales people I did a training seminar for. According to them, nobody was buying their product. I knew this wasn’t the case because I’m acquainted with other people in the industry who were having a banner year. As I listened to them talk about the difficulties they had encountered in recent months it became clear to me that their problem was that they had allowed a few collective setbacks to color their expectations. They had dwelt so much on the deals that didn’t go through and the prospects who wouldn’t give them an appointment that they didn’t expect anything to happen when they were face to face with a prospect or making calls to set appointments. Their actions followed their expectations, which in this case hindered their accomplishment.

About that same time, I talked to a department manager for a large corporation who was having problems with his employees. He was putting in long hours redoing projects and as he put it “covering” for his people. I asked him what he expected from them. His answer was that he ran a fairly loose ship, but that they were all aware of what needed doing. The more I listened the more convinced I became that one of the problems he was facing was the fact that he had come to expect too little of his staff (by redoing their work and covering for them); which in turn had created the expectation among the staff that they didn’t have to do their best work.

When it comes to this business of expectations, we could all learn from the Madison Avenue marketing geniuses. These folks know how to raise consumer expectations. When you walk into a Wal-Mart store your expectation is low prices. If you shop at Sac’s Fifth Avenue your expectation is personal service and excellent quality. Purchase a box of Godiva chocolates and your expectation is a taste treat that will transport you beyond the seventh heaven.

We all know that Wal-Mart doesn’t always have the lowest price in town. That Sac’s Fifth Avenue isn’t the only place to get personal service and good quality clothing or that Godiva isn’t the only great chocolate available. So why do we expect low prices, highest quality and a great taste treat? Because the advertising messages we continually hear have done such a good job of creating positive expectations.

So, become your own expectation advertising agency and remember:
The ads you run in your minds creates expectations that convince us of the actions we need to take.

Have a GREAT and profitable week!

Robert Hidde

bob@confidentliving.com