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  • 3 Success Tips of Top Producers: Plan & Execute Day 6

    Some of the biggest obstacles we face in sticking to our schedule are:

    1. Too much socializing at the office.

    2. Starting your calls, but getting sidetracked.

    3.  Starting your day without a clear plan.

    Top Producers have a plan and execute it. Here are some solutions to keep your focus on completing tasks and staying on schedule.

    1.  Going to the office and socializing or screwing around. To head this off, you need to go straight to your office or desk and put up “Do Not Disturb – Golden Hours in Progress” sign outside your door as well as a sign on the inside of your door that says, “The pain of discipline weighs far less than the pain of regret.” Remember, the discipline of staying on schedule for prospecting is no different from the discipline of lifting weights. As you know, when you start lifting weights for the first time it can be uncomfortable and even painful the next day. However after getting on a good schedule and getting in the gym consistently, over time you begin building muscle and enjoy the process. The same is true with prospecting. Initially it can be a little uncomfortable and even painful. However after getting on a good schedule and going after it day in and day out, you’ll begin to set more appointments and will actually start enjoying the phone.

    2.  Starting calls but getting sidetracked. To head this off, think of yourself as a thermostat versus a thermometer. While a thermometer reflects its environment, a thermostat sets it. In the same way, you’re being a thermometer when you let your emotions determine your actions. People who are thermometers are activity oriented. If they don’t like the activity they don’t do it. If they experience a rude prospect, they stop making calls. Just like a thermometer, they are allowing their emotions and circumstances to determine their actions. People who are thermostats are results oriented. If they don’t like the activity, they do it anyway because they understand it will produce the desired results. If they experience a rude prospect, they become more determined because rather than basing their decisions on emotions, they base their decisions on values, principles and a predetermined plan. People who are thermostats are successful because rather than allowing themselves to be controlled by their environment, they simply set their own temperature and go after it!

    3.  Showing up to work without a clear plan. To head this off, you will make sure to take time the night before to plan out your next day in detail. This will include when you’re prospecting and who you will call. You will print out a predetermined list of prospects to call on the night before and lay it on your desk. Rather than wondering what you’re going to do and who you’re going to call, you’ll simply execute on your predetermined plan. It will take all the emotion out of the equation. It’s simply a matter of planning & executing. In fact your new affirmation should be, “I’m a top producer because I plan and execute. I blow out quota each month because I always take time the night before to plan my next day.”

    Please comment below on what tips work for your, or how these tips worked for you after 1 week.

     

     

     

     

     

    To your success,

    Steve Reiner

    Professional Sales Coach

    Southwestern Consulting™


  • How to Schedule Your Golden Hours for Maximum Results – Day 4

    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,

    Steve Reiner

    Professional Certified Coach

     

     

    www.southwesternconsulting.com

    [email protected]

    (513) 600-2976 Cell

    (303) 774-6559 Office


  • TIPS FOR REACHING GOALS FOR 2010

    I am really excited to see you take your business to the next level and we are here to guide you every step of the way. The key elements to your success are schedule, commitment and a sense of urgency! The harder you work at these 3 things the sales will come but it all starts with activity!

    Here is a recap of what we will look at today:  2010 Goals – 30 transactions = $200k in commissions
    Which means with an average commission of $6,300 (70% of $9,000) you have to commit to the daily goals. Here are the details of what it’ll take to reach what we call “your Critical Success Factors (CSFs)”:

    50 business contacts per day (30 dials and 20 in person visits)
    5 decision maker contacts per day
    1 appointment per day
    1 presentation per day  (You need to average 20-25 presentations per month)
    Monthly goal:    2 transactions

    This all equals out to every 50 contacts you make, you will talk to 5 decision makers. For every 5 decision makers you talk to you will set up 1 new appointment. For every 10 presentations you will create 1 new client!

    To ensure you hit these numbers, here is a sample schedule that you could put together:

    Daily Work Schedule
    8:15-8:30am                       Create daily task list
    8:30am-11am                     Phone Prospecting Time   *30 dials*
    11-12pm                              Check email and return phone calls
    12:1:30pm                           Lunch
    1:30-4pm                             Canvassing Buildings   *20 in person visits*
    4-5:30pm                             Admin Work and Prospect Follow Up 
    5:30-6:30pm                       Check email and return phone calls
    6:30-7pm                             Planning for next day

    Action Items:
    LinkedIn – update profile.  Add picture and personal summary, add all business contacts that you have (ie past clients, sales reps, past and current colleagues, past employers, all friends and family who are in executive or management positions).

    Over the next several weeks, keep up on your schedule and your LinkedIn profile.  Have a great week and start keeping track of those numbers – this will be the key to hitting your goal this year!!!

    In the Spirit of Success,
     
    Amanda Johns
    Southwestern Consulting
    Partner and Program Director
    2451 Atrium Way
    Nashville, TN 37214
    [email protected]
    Corporate website: http://www.southwesternconsulting.com
    Join my professional network on LinkedIn