Last night, at the gym, I was working out on one of those old Nordic Track contraptions...(which I happen to like much better than the fancy, newer, Elipticals.) From my vantage point, I had a clear view of the basketball courts, and was able to see the folks shooting hoops. Given that I had nothing better to do than sweat, I passed the time by critiquing their various shooting styles and mechanics.
One gentleman fascinated me. I would guess that he was in his early 60s...and was in good physical shape. However, he had the funkiest looking shot...sort of a two-handed set shot that he flung from back behind his ear.
What really got me was how he warmed up. He didn't. He strolled onto the court, ball in hand...and let loose a shot from about 35 feet. The shot clanged off the rim. His next shot was even farther out...maybe close to 40 feet. This one didn't even catch iron...it caromed off the backboard. From this point on, his various shots were from 35-45 feet out...few of which had a prayer of actually going through the net. In fact, after fifteen minutes of shooting...he had yet to make a basket. He seemed to be having fun though. I think that he enjoyed seeing the arc of the ball as it made it's way to the general vicinity of his target.
As a contrast, I remember the warm-up habits of Jerry West, who remains one of the best, all-time shooters in the history of basketball.Whenever he practiced his shooting, (which was often), he would begin 2-3 feet away from the basket. He would focus on the mechanics of his shot: arm placement, knee bend, wrist action, etc. As he became comfortable and confident, he would gradually move farther out.
As I watched the gentleman in the gym shoot, I began to think about some of the newer financial advisor trainees who I have worked with over the years. Without question, the advisors who make it difficult for themselves, are the ones who charge into the business with big-game" on their minds...and do not take the time to gather the early, smaller successes. In sales, confidence is everything. There is a lot to be said for the advisor who starts out deliberately, and concentrates on garnering one or two "wins" early in the game. From these small "wins", the advisor can move farther afield, and hunt the bigger game...maybe even an elephant or two.
Of course, one always wants to have a "dream", as well as stretch goals. Yet not to the exclusion of the important "little things."
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