BEing Prepared: The Structures That Support Your Success

Last month, we explored BEing Intentional — the mindset and clarity that guide our choices in the sales process.
This month, we take the next natural step: BEing Prepared.

Tony Robbins once said,

“We don’t rise to our goals. We fall to our structures.”

Preparation isn’t simply about readiness. It’s about the systems, habits, and structures that support consistent execution. When those structures are weak, our results wobble. When those structures are strong, our results stabilize — and grow.

Today, we’re looking at preparedness through four essential lenses:

1. Being Prepared

2. Being Organized

3. Being Structured

4. Being Scheduled

Each one builds on the last.

1. BEing Prepared

If someone described you as prepared, what actions would they say you take?
Do you expect the unexpected?
Do you anticipate obstacles?
Do you walk into the day with clarity about your next steps?

Preparation is not perfection — it is intention supported by action.

A lack of preparedness often comes from resistance:
• “I do better when I wing it.”
• “Planning feels too rigid.”
• “What if things don’t go according to the plan?”

But resistance has a cost.
When we’re unprepared, we get derailed more easily. We react instead of lead. We lose traction that could have been protected with just a bit more forethought.

Ask yourself:
Where in my business would preparation make a noticeable difference?
Look at your car, your calendar, your bag, your inbox, your refrigerator, even your checkbook.
The Dalai Lama said:

“How we do anything is how we do everything.”
Notice where lack of preparation shows up — because it’s showing up elsewhere too.

2. BEing Organized

Organization is often misunderstood.
People hear the word and think:
boring, rigid, not spontaneous, restrictive.

But organization is simply this:
Knowing where things are and being ready to use them.

In sales, organization means:
• Your tools are accessible
• Your information is updated
• Your follow-up systems are in place
• Your actions are mapped to outcomes
• Your energy is aligned with the work that needs it most

Organization gives you something invaluable:
control over your commitments.

And yes, almost everyone admits they could use an upgrade here.

Instead of overhauling everything, pick one area to improve this quarter.
Try it as an experiment.
Small upgrades compound — raindrops becoming puddles.

3. BEing Structured

Structures are what your goals fall into.
If you want higher results, you need higher structures.

Ask yourself:
What structures do I have in place right now?
• A calendar used as more than a place for dental appointments?
• Checklists?
• CRM systems?
• Consistent follow-up processes?
• Project management tools?

One of the shifts I teach often is this:
Stop calling it a calendar.
Call it a Structure for Fulfillment — because that’s what it becomes when used correctly.

Your calendar should hold the actions that support your goals… at the right time of day.

Another structure question:
Are my current systems sufficient for the results I say I want?
Many times, the answer is no.

People write ambitious goals but attach insufficient strategies or low-power action plans.
For example:
A million-dollar sales goal paired with a $750,000 strategy.
Beautifully written, but structurally incapable of delivering the desired outcome.

Your structure must match the size of your goal.

4. BEing Scheduled

This is where everything comes together.

My sales framework is called Sell It or Schedule It because those are the only two outcomes of a selling interaction:
You either write it up now or schedule the next step.

Being scheduled means:
• Sending calendar invitations
• Blocking time for outreach
• Setting appointments to move projects forward
• Using the calendar as a commitment tool — not a suggestion

If you ask someone to take action, schedule it.
If you expect something from a team member, put it on their calendar.
If a customer says they’ll come back, schedule that next meeting.

People become more reliable when you give them a structure that supports reliability.

This isn’t about rigidity — it’s about clarity, accountability, and delivery.

And here’s the truth:
Designers, clients, and colleagues don’t resist scheduling when you help them stay organized. They appreciate it.

Why This Matters

Your level of preparedness affects… everything.
Your productivity.
Your reliability.
Your consistency.
Your customer relationships.
Your results.

When your structures are strong, fewer things slip through the cracks.
When you schedule your work, more of it gets done.
When you organize your time and tools, you reduce stress and increase effectiveness.

It’s not about being perfect.
It’s about being intentional — and supported by systems that make excellence possible.

This Month’s Reflection

Take a look at:

• What does being prepared mean for you right now?
• Where could more organization increase your productivity?
• Which structures need an upgrade?
• How well are you using your calendar to keep commitments alive?

Small adjustments create meaningful improvements.

Next Month: BEing Inquisitive

In March, we’ll explore one of the greatest sales skills of all:
Asking questions that reveal what customers truly need.

Until then, practice strengthening your structures — they will carry you farther than motivation alone ever will.

oxo
Jody