A Time For ChANGE

​We are at the start of a new year which is the common time to make a change. Gym membership applications skyrocket, healthier eating picks up, and ambitious goals are set. The problem with many of these resolutions is that they don’t last.

According to the IHSRA (International Health, Racquet, & Sportsclub Association), 50% of new gym memberships get canceled within the first 6 months. I would venture to guess that many of the members who don’t cancel in the first 6 months stop going and are too lazy to cancel.

​We are at the start of a new year which is the common time to make a change. Gym membership applications skyrocket, healthier eating picks up, and ambitious goals are set. The problem with many of these resolutions is that they don’t last.

According to the IHSRA (International Health, Racquet, & Sportsclub Association), 50% of new gym memberships get canceled within the first 6 months. I would venture to guess that many of the members who don’t cancel in the first 6 months stop going and are too lazy to cancel.

This statistic is not surprising. It is human nature to set ambitious goals and easily get frustrated when one doesn’t reach them in a short period of time. It falls in line with a non-runner who wants to train for a marathon and runs 10 miles in his first training run. The result can lead to pain and frustration, let alone not being able to walk normally for the next several days.

So how can professionals avoid falling into this trap while still achieving some level of change to help build their practice? Simple – set more realistic goals in small “bite sizes,” and practice patience and persistence.

I tell clients who want (and need) to invest more time in business development to start in smaller steps. Instead of blocking out an hour a day, start with 15 minutes. This smaller chunk of time commitment is much more realistic than an hour that often gets pushed to the side due to other client priorities.

Additionally, the time should be scheduled. I recommend blocking out the 15 minutes first thing in the morning before the day gets carried away and unexpected client requests appear in the email inbox. If the 15 minutes turn into 30 or more minutes, we’ll take it!

Business development does not have to be complicated. For example, staying in touch with people is the basic activity that is most often neglected because people overthink what they should say. Classic Analysis Paralysis. This could be the year where you spend less time thinking about what you say in the outreach, and more time simply executing the outreach.

It is not always the best consultant or lawyer who gets the work, it is often the consultant or lawyer who is best at staying top of mind. 

Now is a great time to think about how you want to approach your business differently to achieve better results. Remember to think about the behavioral habits you can change that are sustainable in the long run. If you struggle to figure out how to do it on your own, work with a mentor or a coach.

Bottom line - Whether you decide to join a gym to get in better shape or invest more time in business development to grow your practice, take it in small steps. Stick with it and be patient! These minor changes in your daily habits will pay off over time.