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TOP 10 STRATEGIES FOR MANAGING TIME

TOP 10 STRATEGIES FOR MANAGING TIME

Whenever I conduct seminars and sales workshops around the country, I

usually ask the audience if anyone would like to improve his/her time

management skills. Without fail, one hundred percent of the hands in the

room go up.

One American expert giving help to sales professionals is Hilton Johnson. I've never had the pleasure of meeting him face to face but have been very impressed with his ideas. Hilton offers a FREE "Sales Coach" newsletter online. You can find it at http://www.salesu.com. It is a very worthwhile publication. Sign up today. They make sense and they are practical. Here are the ten strategies that the Sales Coach recommends. They will help you control your time and your life.

1. The Twenty Five Thousand Dollar Idea

The late Earl Nightingale used to tell the true story of a large steel

company CEO that offered to pay anything within reason to improve efficiency

expert he interviewed if he could help improve efficiency among his managers.

Charles Schwab, the president and CEO of Bethlehem Steel Corporation, paid

$25,000 to that consultant for an idea that was presented to him in just 20

minutes...and Mr. Schwab later said the idea was worth every penny. Here is

the idea:

Write down on a piece of paper the six most important things you have to do

tomorrow. Number the items in the order of their importance. Put the piece

of paper in your pocket and don't look at it. Tomorrow morning look at the

piece of paper and go to work on number one. Don't worry about number two,

just stay with number one until the activity is completed. When number one

is completed, go to work on number two, then three, four and so forth until

you need to make a new list.

Simple idea...but in the early 1900's, the president of the largest steel

company in America said that from a production standpoint, this was the

best idea he had ever implemented among his managers to improve efficiency.

2. Disqualify Early

Perhaps the single greatest reason that salespeople burn themselves out of

the selling business is that they spend their time with the wrong prospects.

You probably already know how to qualify a buyer but do you know how to

DISQUALIFY someone who is going to waste your time?

The next time you're with a prospect, rate them in your mind using a simple

system based on motivation, urgency and if appropriate, credit worthiness.

On a scale from one to ten, where are they?

If after rating them, they are not an "ideal serious and qualified" buyer,

disqualify them gracefully and spend your time with someone who is. Your

disqualification language might sound something like this:

"Mr. and Ms. ______, based on what you have been telling me and based on

the way I work, it doesn't sound like I could be of benefit to you folks at

this time. I do, however, appreciate the time we've spent together...you

seem like nice people. Do you have any questions before I (you) leave?"

3. The Day Timer System

This time management system dictates that you enter all of your pending

activities into a Day Timer each week and prioritize them with "A"

activities (the most important), "B" activities (the next most important)

and "C" activities (unimportant activities to handle at your leisure).

The next step is to prioritize the "A" goals in the order of importance

with numbers. Example: A1, A2, A3, etc. You prioritize the "B" goals and

the "C" goals the same way.

This is a much more regimented version of "The Twenty Five Thousand Dollar

Idea".

4. The Color Folder System

When Ronald Reagan was president of the USA, he was once interviewed by a

reporter who noticed the president kept only three folders on his desk at

any one time.

When asked, the President explained that the green folder contained

activities that needed immediate attention, the blue folder was for

information and the red folder contained private matters.

5. Focus, Focus, and Focus

One of the greatest problems I see salespeople and company executives make

today is that they try to work on too many projects or activities at the

same time. This is a big mistake.

When the New York Mets conduct spring training in Florida each year, they

don't travel 1,000 miles from home just because of the Florida sunshine.

Management wants them to walk, talk, think and live baseball and baseball

ONLY. To accomplish that, they have to get them away from most of their

diversions.

Michael Crichton, famous author of Jurassic Park and other best selling

novels, said that when he sits down to write a novel, he focuses so

strongly on what he's writing about that he gets into what he calls "a

seizure." He is so focused that the "seizure" causes him to get up earlier

and earlier each morning and stay up later and later each night doing

nothing but thinking and writing the novel.

I believe that uninterrupted, focused attention allows one to tap into the

creative genius of the subconscious mind which can only be accomplished by

being totally focused. Decide on what's important to you and don't allow

any interruptions or distractions that get you off track and sway you from

your goals at hand.

6. High Income Activities

A friend of mine, Marilyn Jennings, was the top real estate agent for

RE/MAX in Canada for several years until she went into the speaking business.

During the last six years of Marilyn's real estate career, she earned over

$700,000 a year working just six months a year. Her secret: She focused

strictly on high income activities and delegated the other 200 plus

activities to other people. Does that give you any ideas?

7. Effective Personal Management

Stephen Covey in his wonderful book, "The Seven Habits Of Highly Effective

People," wrote that effective management is being able to be a function of

your values rather than a function of the impulse or desires of any given

moment.

Mr. Covey designed a complex but effective matrix system to plan activities

based on writing out a mission statement, deciding what your key roles are

in that mission and then planning your weeks in advance based around

long-range business goals and important personal values.

The key to his system is "not to prioritize on what's on your schedule but

to schedule your priorities." In other words, the important projects that

would take you closer to your major goals would be scheduled into your

weekly planner in advance (as an appointment to yourself) along with the

urgent/important activities that have to be addressed as well. It's also a

good idea to assign a block of time for each of these activities to be

accomplished.

Instead of just working on urgent/important activities, your weekly planner

includes your long-range important (but not necessarily urgent) activities

too. That way you keep moving steadily towards your ultimate goals.

8. Plan Backwards

Effective time management is basically goal setting with all of your daily

activities being minor goals within themselves.

Decide on what your major goals are and you can simply work backwards by

years, months, days and even into each single activity of each day. That

kind of planning and time management will give you order and measurable

daily results.

Look at it like you're building a beautiful brick home with each brick

representing a single important goal within itself contributing to the

final outcome of your structure. Once you have decided on your major goal,

break the ultimate goal all the way down to single daily activities. Then

focus on those activities individually and passionately. By placing just

one brick in place at a time, you build a solid foundation with a

"blueprint" of your dreams.

9. The Power Of Routines

As a salesperson, you know the tremendous payoff of prospecting and

learning presentation skills on a regular schedule. Why not schedule them

into your weekly planner and make them a daily and weekly routine from

which you will not waiver.

By setting aside time to generate sales leads (prospecting) and improving

your sales skills, you are guaranteeing sales success in less time and with

a much more enjoyable process.

The key is to take a proactive approach to the really important activities

that fuel the engine of your sales practice and make those appointments

non-negotiable in your weekly planner.

10. Hire An Assistant

How do you ever plan to earn a million dollars a year when you're still

doing seven dollar an hour work each day?

If you study the most successful salespeople today you will discover that

they have learned the ultimate time management system--they have one or

more personal assistants.

Make a list of the three or four activities that are high income producing

for you and your firm, work only on those activities and delegate

everything else to an assistant.

If you feel that you can't afford an assistant, decide on how much money

you want to make in the next 12 months and how many hours you're willing to

work. Divide the hours into the income you want and if it's more that $10

per hour, you should plan right now on hiring at least a part-time assistant.

About the Author

http://www.instantauthoritytoday.com/
Gerry Robert is the author of 5 bestselling books including The Millionaire Mindset. You can get his 4 NEW videos for FREE. Each one is jam-packed with tactics that will teach you how anyone can become an INSTANT AUTHORITY and use that to boost income, sales and profit. (Limited Time Only!)
www.instantauthoritytoday.com

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Bethlehem (Paperback) $35.3 Located in the Lehigh Valley along the Lehigh River, Bethlehem was founded by Moravian settlers in 1741. In 1845, the traffic on the Lehigh Canal convinced the Moravians to open the town to outsiders who could purchase their land and buildings. The former Moravian farmlands south of the river were soon developed into railroad lines, industrial mills, homes, and Lehigh University. One of the mills evolved into Bethlehem Steel, once the second-largest steelmaker in the United States.

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Bethlehem Steel by Garfield, Norton Fausto [Paperback] $89.22 Please note that the content of this book primarily consists of articles available from Wikipedia or other free sources online. The Bethlehem Steel Corporation, based in Bethlehem, Pennsylvania, was once the secondlargest steel producer in the United States, after Pittsburgh, Pennsylvaniabased U.S. Steel. After a decline in the U.S. steel industry and management problems leading to the companys 2001 bankruptcy, the company was dissolved and the remaining assets sold to International Steel Group in 2003. In 2005, ISG merged with Mittal Steel, ending U.S. ownership of the assets of Bethlehem Steel. Bethlehem Steel was also one of the largest shipbuilding companies in the world and one of the most powerful symbols of American industrial manufacturing leadership. Bethlehem Steels demise is often cited as one of the most prominent examples of the U.S. economys shift away from industrial manufacturing, its inability to compete with cheap foreign labor, and its traits of business management that value shortterm benefit over longterm strategy. Author: Garfield, Norton Fausto Binding Type: Paperback Number of Pages: 116 Publication Date: 2011/05/27 Language: English Dimensions: 9.02 x 5.98 x 0.28 inches

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Henry Grey and the Bethlehem Beam. $115.71 The taller buildings that created the American city skylines of the twentieth century relied on the rolled wideflange beam. While basic rolling mill technology existed in the late 1800s, the standard Ibeams and builtup columns of that time were incapable of supporting structures over approximately twenty stories in height. Many individuals tried to develop methods to produce a better steel beam. In 1897, Henry Grey developed a new rolling mill process that Charles Schwab brought to the Bethlehem Steel Corporation to produce wide flanged Ibeams and Hbeams. Compared to standard beams, these Grey or Bethlehem Beams increased strengths, lowered weights and saved money in material and construction. After they were introduced commercially in 1908, Bethlehem Beams changed the structural steel industry and helped define the modern Bethlehem Steel Company. Author: Follweiler, James W. Binding Type: Paperback Number of Pages: 118 Publication Date: 2011/09/02 Language: English Dimensions: 9.69 x 7.44 x 0.25 inches