Having an outcome in mind before we start our day, go on an appointment, or enter a negotiation keeps us from being aimless. It is a form of visualization to point us toward the results we want.
Otherwise we may end up like Alice in Wonderland when she asks the Cheshire cat for directions:
Alice asks, “Would you tell me, please, which way I ought to go from here? ”. “That depends a good deal on where you want to get to” said the Cat. The Cat replies then it doesn’t matter matter which way to go “If you only walk long enough”.
Having an outcome in mind means you don’t have to walk as far or work as hard to get there.
Example: Begin each listing appointment with a clear outcome in mind. This would include the desired state you want for yourself and your client. Would you want the states to be excited, happy, and relaxed? Step into the scene before your appointment ( the clearer you see it, the better), lead your client to those states, and a signature will easily follow. Writing down your desired outcome before you begin anything, creates a visual/kinesthetic link that speaks to your unconscious mind.