Allow me to get real with you for a minute. This might be one of those posts that actually shifts the direction of your entire career if you let it sink in.
Most people in this industry have goals. But most people have the wrong goals—which is exactly why they never hit them, leaving them stuck in a cycle of inconsistent commission checks and burnout.
See, “goals” sound nice. “I want to double my income this year.” “I want to build a huge residual portfolio.” Most reps write down these vague, wishful, pie-in-the-sky dreams they hope come true someday.
That’s not a goal—that’s a wish. And the odds of hitting a wish are about the same as a merchant calling you back to say “yes” after ghosting you for three weeks.
It’s not happening.
So for a second, I want you to forget the word “goal” even exists. Let’s talk about destinations and logistics instead.
Step 1: Set Your Destination
A destination isn’t a dream; it’s a specific place you will arrive at on a specific date. In the next 30 days, where do you want to be?
Don’t be vague. Be precise.
- A specific residual or bonus amount deposited in your bank account?
- A certain number of new, approved merchant accounts?
- A piece of equipment for your business (like a new tablet or auto-dialer) paid for in cash?
- A specific dollar amount added to your monthly residual income?
Let’s make it concrete. You decide your destination for the next 30 days is: $5,000 in upfront bonuses earned, 10 new approved deals, and a $3,000 increase in your monthly residual.
That’s not a goal. That’s a destination. It’s a coordinate on a map.
Step 2: Map Your Logistics
Now, how do you get there? This is where 99% of reps fail. They have a destination but no map. The map is your logistics. It’s the simple, “boring” math that guarantees your arrival.
Let’s break down that $5,000 upfront Bonus destination.
- Your average upfront bonus per deal is $500.
- Logistically, to earn $5,000, you need 10 approved deals.
- There are about 20 working days in a month. That means you need to close 3 deals or so each week.
Okay, great. How do you get 3 deals per week? More logistics.
Okay, great. How do you get 3 deals per week? More logistics.
Let’s say you close 15% of the qualified merchants you sit down with. To get 3 “yeses” each week, you need to present to 20 qualified decision-makers per week (3 / 0.15). That breaks down to about 4 appointments per day. How many cold walks or calls does it take to get one qualified appointment? Let’s say it’s 20. Therefore, your daily logistics are to make 80 contacts per day (4 appointments x 20 contacts).
That is your roadmap. The daily, trackable logistics that make the destination inevitable.
Most people have been conditioned to shrug off “goals.” They never write them down, never track them, and never follow through because their “goals” are just fuzzy wishes.
But you understand something deeper now: You don’t need another goal—you need a destination and a map to get there.
The Jim Carrey Method: Setting Your Destination and Trusting the Logistics
I saw an interview Jim Carrey gave before he was a household name, struggling comedian Jim Carrey famously wrote himself a check for $10 million for “acting services rendered” and post-dated it 10 years in the future. He kept that check in his wallet, a constant, tangible reminder of his destination.
Did he know exactly how he would earn that $10 million? No. But he had a clear destination and he put in the logistical work every single day – honing his craft, performing, networking, taking every opportunity. He focused on the daily actions that would lead him there. And just before Thanksgiving in 1995, he learned he would earn $10 million for his role in Dumb and Dumber.
His “goal” wasn’t a vague wish; it was a concrete destination, backed by his daily commitment to the logistics of becoming a successful actor.
Your New Playbook
Here’s how you put this into action starting today:
- Set Weekly and Monthly Destinations. Forget yearly targets for now. They’re too far out to create urgency. Focus on the next 7 and 30 days. Hit your weekly and monthly destinations, and the annual numbers will take care of themselves.
- Define Your Logistics First. Never set a destination without immediately reverse-engineering the daily and weekly logistics required to get there. What is your daily contact number? Your daily appointment number? Your daily closing number?
- Track Your Logistics, Not Just the Destination. Don’t just obsess over the final bonus or residual number. Obsess over hitting your 80 contacts per day. If you nail the logistics, the destination is a guaranteed outcome.
Take this approach in your business and in your life. You’ll watch real, measurable change happen faster than you ever thought possible.
Because in sales and in life, “Logistics” beats “goals” every single time.
Happy Selling,
David
Payment Lynx Daily 