To become a highly successful financial advisor who leads a thriving business, you must set clear and compelling goals. But you must also take the time and effort to set them in a way that ensures you are constantly moving toward your goals on both a conscious and a subconscious level. This is the process of sensory-specific goal setting.

The problem when it comes to goals is that most of us were taught to think about goal setting in the wrong way, meaning in a left-brained way. We were taught to set mathematical goals based on things like closing ratios or dollar amounts. But that’s only the second half of the process. The first half should be focused on motivation and inspiration. In other words, what makes reaching these milestones worthwhile? Most people aren’t motivated by numbers themselves (i.e., dollar amounts), but by outcomes in their lives that those numbers will make possible.

A ‘Mental DVD’

So, to get started setting your goals the right way, think about everything you want to have, do, and become – financially, in relationships, fitness-wise, spiritually, in your achievements, etc. Now, write down all your “have, do, and become” objectives, then break each one down and write about it in sensory-specific detail using all six senses.

For example, instead of just writing “I want to buy a beach house,” close your eyes and imagine what it would be like to lie in bed with the window open, hearing the waves crash and smelling the salt air. Really think about it for a while and write those feelings down. Write about what it will feel like to be walking on the beach at sunrise with a cup of coffee, feeling the sand between your toes and the sun on your skin.

Again, engage all your senses to create a vivid mental image. Think of it as creating a “mental DVD” that you can replay for motivation anytime you want. Then, do this same exercise with your other “have” goals, followed by your “do” and “become” goals.

Get Creative

Admittedly, the “do” goals and “become” goals can be more difficult because they require more creativity when it comes to writing about them in a sensory-specific fashion. But it can be done. For instance, maybe one of your “do” goals is to take an African safari. Consider writing a detailed story about what you imagine that trip would be like, again, using all your senses.

Another powerful way to create “do” goals is to imagine what life will be like for the people you love and care about if you achieve them. Imagine how it would feel to tell your son or daughter they can attend the college of their choice because you hit your financial goals. Think about how, where, and when you would share the news and describe their reactions – once again, using all six senses: that’s the key!

As for your “become” goals, reflect on everything you want to become in terms of things like relationships, fitness, and spiritual achievements. Now focus on each one and envision specific outcomes. For example, think about how great it feels to have a relationship with your spouse just as strong twenty-five years into your marriage as it was in the first few years.

Now think about taking her out to a fancy restaurant on a trip together and write about the experience in sensory-specific language. Or think about a fitness goal you’ve set for yourself – running a certain marathon or hiking a certain trail – and write about that experience using all six senses.

Power of the Unconscious Mind

The reason sensory-specific goal setting works so well is that it taps into the power of the unconscious mind – much like some of the Neurolinguistic Programming (NLP) techniques you may use in sales to connect subconsciously with clients and prospects.

Once you’ve taken the time and effort to implant your goals so deeply, you end up working toward them in ways that you don’t even realize – subconsciously attracting and moving toward people and situations that will help you achieve them.

Now, admittedly, for some advisors, the process of sensory-specific goal setting can be challenging. That’s because many people in our profession are more logical and left-brained by nature, and this is very much a right-brain exercise. You need to think creatively to visualize and articulate your goals effectively enough to implant them deeply. But you can do it if you make it a priority.

Start by setting aside a whole afternoon to focus on it. Do it in stages if you need to, focusing on your “have” goals one day, your “do” goals the next day, and your “become” goals the next. The more you stick with it and the deeper you get into it, the easier it will become. You’ll probably even find yourself enjoying it – and you will discover one day that the effort was well worthwhile!