As I write this, we are entering the final quarter of the year. Regardless of the current news reports or the naysayer’s pernicious pontifications, it is possible to meet your business goals–to finish the year on a high note and in a good way.

I like to observe the words of a wise man–we’ll call him Albert, because that’s his name. Albert Einstein said, “Whatever you tell yourself before you look at something, determines what you see.”

Do you want to see gloom or glitz in your business? Be mindful of what you tell yourself.

Let’s remember, you have been at this thing called life for a while now. For the most part, you’ve done well for yourself. If you are human, obviously some blunders and absurdities crept in along the way. That is to be expected. Hopefully you’ve gained some knowledge and compounded your wisdom as a result.

Success comes from good judgment. Good judgment comes from experience. And experience often times comes from bad judgment. Now is the time to trust your wise self and seek some distance from your doubting internal dialogue. Simple in concept, yet not always easy in execution.

Work this process to hit your objectives.

Formulate a clear vision of what you would like to achieve for yourself over the next three months.

What business goals would you like to meet by year end? Sales goals? Hiring goals? How many referrals would you like to have received? Once you are clear on what you want more of by year end, consider what the needle-movers are to help you hit the marks.

To move the needle, it comes down to playing a numbers game, even though you are in a people business. You must know your numbers. If one of your business goals is to book 10 more clients each month, before the end of the year, how will you do that? How many prospects do you need to get one new client?

When I was in professional sales back in the day, we subscribed to the 10-3-1 formula. We knew we needed 10 qualified suspects to get three prospects to meet with us and provide us information to formulate a presentation to show. From the three presentations, one would become a client. Don’t be afraid of getting the “NOs.” The highway to success is paved with them.

The next question to answer is, how will you get those prospects into your sales funnel or pipeline? Is it by asking for referrals from clients? Placing advertising? Optimizing your website? Attending networking events? Interacting on social media? Conducting workshops or webinars? Let the world know how you can solve their problems and bring them value. Do it through as many channels as you can. What is your strategy?

Once you have identified your business goals, and your strategies, develop an action plan. Who will do what, and by when? Be realistic given everything else you need to do and get going. Do what you must each day to move the needle closer to hitting your goals. Remember time exists, so you don’t have to do it all at once.

Make it up, make it fun, and get it done!