Habit 2 of the ‘7 Habits’ that will change your contracting business forever

This is the third in a series of articles about how Dr. Stephen R. Covey’s landmark book, “The 7 Habits of Highly Effective People,” can be used to create powerful results in your contracting business.

All things are created twice. This is the essence of “beginning with the end in mind.” Whether it’s a building, a business, a meeting, an install or a sales call, every situation or circumstance can be improved by visualizing the desired outcome before committing to a course of action.

Beginning with the end in mind ensures that precious resources, energy and time are not wasted engaging in activities that are not consistent with the desired outcome. Visualizing the end acts as a guidepost as we navigate our way to achieving our goals. Each step of the way on your journey to success can be measured against the desired end.

It goes without saying that with respect to a mechanical installation, visualizing the outcome is a critical step in the process. It allows you to ensure the necessary materials are available to complete the project. It allows you to anticipate any obstacles that will need to be handled.

But it is just as important to visualize the end in mind when conducting a meeting to ensure that you don’t end up wasting time and energy engaging in conversations that are not consistent with the intended purpose of the meeting. The end in mind (in this case the agenda) ensures that the meeting stays on topic and that predetermined objectives are met.

The same is true on a sales call. By envisioning the desired outcome, true sales professionals can identify the best solutions for a particular homeowner. Also, by visualizing a positive outcome, we gain confidence that our sales call will end with a resounding “yes” from our prospect.

A creative vision for a business, a department or even a family is called a mission/vision statement. This document outlines the key priorities that govern decisions and the allocation of resources. It makes sure that daily actions and priorities are consistent with the long-term desired outcome.

On a personal level, Dr. Covey challenges us to consider what our legacy will be once we have completed our journey on this planet. How will you be remembered?

To illustrate this, Covey suggests that we imagine our funeral and consider what we want others to say about us when we are gone. What will your spouse, children, friends and coworkers say about you? Once you identify what you would like them to say you will have a good idea of what is really important to you and perhaps the ultimate example of “the end in mind.”

Habit 2 — Begin with the End in Mind — can be as simple as considering the agenda for a meeting or as deeply personal and profound as imagining how you want your life to end up. But in either case, the practice of envisioning your desired outcomes in life and business will ensure that your short-term choices and decisions are consistent with your long-term goals and desires.