Do you make a daily “To Do” list?
What goes on it? Only business stuff? Only the easy stuff that you know you’re going to get completed?
Is it done manually using paper and pen or online using a tool like Evernote? Do you keep it in a system like Outlook or Top Producer?
Are you specific or generic? Are you going to “work out” or is it more like “30 minutes of cardio followed by lower leg strength training for 3 sets/ 15 reps”?
How much of your “To Do” list is Business Development and how much is Business Support? You should aim for about 65%-35% but at least 51%-49% in favor of the development side.
Are you a typical salesperson who plans to “Prospect” today? This week? This year? Maybe you need to be more specific and instead write down:
1. Call Mr. Jones and follow up on last week’s closing. How do they like the neighborhood?
2. Reach out to Sally from aerobics class and get the name of her neighbor she mentioned might be getting a new job in Tulsa. Great outgoing referral opportunity.
3. Send hand-written notes to Greg, Michael, Nancy and Suzie. Reminder about the coat drive this month.
4. Stop by FSBO at 4321 Elm Street. It’s been 28 days. Are they still thinking they want to get to Chicago by June? Ask them when they think they might decide to list with a professional?
Do You Need Some Direction?
“It is often wonderful how putting down on paper a clear statement of a case helps one to see, not perhaps the way out, but the way in.” – A.C. Benson
Remember to Plan, then Prioritize (elevate the tasks on your list that will get you closer to a closing by completing it), then Perform.
If you do the first three, you should have time to Play!
The Power of the Check Mark
When you have completed a task on your list, how do you mark it off? A check mark? Do you cross through it with a thick black Sharpie? Do you stand up and shout? Do you reward yourself?
Start making a big deal out of each task you complete. Little victories strung together allow people to have big victories in time.
What ever you do, get started.
What’s on your agenda today? My list has already started filling up… but then again, these things are always on my “To Do” list.
1. Build Relationships
2. Solve Problems
3. Have Fun
So tell me…how do you figure out what you’re going to do each day? Does it seem to work for you? Why do you think it works? If you’re allowing your clients to control your schedule, what do you need to do to change that and get back in charge?
Photo Credit: Derek Gavey