Once you have your weekly schedule created, each evening, you’ll want to convert your next day’s schedule into a well-planned, detailed format. You’ll do that by having a set appointment with yourself each evening before going home, to plan out your next day in detail.
For example, you’ll take prospecting time from your weekly schedule and make a list of 20+ prospects you can call on the next day. That way you don’t have to waste time the next day trying to dig up names to call on. Instead you’ll be able to show up and simply execute. This is a habit that less than 10% of professionals have. Mediocre salespeople don’t take the time to plan. Instead they just take each day as it comes, reacting to circumstances as they pop up. They end partaking in “creative avoidance.” This takes place when you avoid doing what you know you should be doing. In its place you do more pleasurable activities such as organizing your desk, checking emails, surfing the net, etc. At the end of the day you’re frustrated that you didn’t accomplish more. This makes it difficult to be in the moment with your family because you’re thinking about everything you didn’t get done at work. Keeping your ideal schedule, on the other hand, will prevent you from wasting time during the day on non-income producing activities, equipping you to head off interruptions to your schedule which are not as critical. Learning to set boundaries will enable you to work more effectively.
Your schedule is your roadmap to get you to your goals. I encourage you to look at your schedule like it is your lifeline. You break it and the likelihood of hitting your goals dies. So let’s say we were to calculate your hourly rate to be $50, so every time that you are doing something other than what you should be doing, you are wasting $50. With this in mind, the majority of your day should be invested in either setting up appointments or going on appointments. Everything else should be delegated to assistants if possible. Your prospecting time is what we call your Golden Hours. Here are the steps for creating consistent momentum during The Golden Hours:
*Schedule “The Golden Hours” in your calendar as if it’s the most important appointment you have in your day. Do not do ANYTHING else during that time but prospect!
*Don’t waste a second during your “Golden Hours”.
*Have your top 20 prospects listed out and in a queue ready to call.
*Stand up during your Golden Hours.
*Eliminate all possible distractions.
-Put a sign on your door saying “Golden Hours in process. Currently increasing my net worth or I am in the process of winning a trip to the Mediterranean. Interrupt at your own peril!”
-Turn you outlook email notice button off!
*Do not check email!
*Don’t answer questions.
*Don’t take personal calls.
*Don’t answer any call that is not someone calling to set a new appointment.
*Use the restroom before your “Golden Hours”.
*Make as many dials as humanly possible during your “Golden Hours”.
*Think about prospecting like a sport, setting up a contest with yourself or others. For example, treat yourself to an ice cream after you’ve put in the work and kept to your schedule.
*Repeat the affirmation, “My job is to make a list and then cross people off that list. It can be a yes or no. I need both to have a great day. Who’s next? Who’s next?”
High performance salespeople create a plan; they execute on that plan within a given time line and they have somebody hold them accountable to that plan.
Planning, executing and accountability.
It’s a great feeling waking up in the morning with a plan. It takes all of the emotion and guesswork out of your day. You simply execute on your predetermined plan. Once you form this habit, you’ll find yourself getting more done in less time. It’s easy to procrastinate putting this schedule together and keeping it. Remember, however, the key to overcoming procrastination is forming the habit of doing things that you don’t like to do. As you’re tweaking your ideal schedule, keep track of all your activities throughout the day to determine the income producing activities versus the time wasters. The goal is to get to the point where your days are on task and highly productive. Get excited about you leading your day versus letting other people and circumstances do it for you!
Your partner in success,
Professional Certified Coach
(513) 600-2976 Cell
(303) 774-6559 Office