Do you struggle to manage your time between "money activities" and all the rest?
The challenge: You have a plan and you are just starting your work day and then the "urgent" call comes in from a candidate needing an update on the status of his resume. Or you check your email (for the 20th time) and see that you have 5 new emails to go through. Little events like this eat away at your most precious resource- time- without many people even taking notice. It is VERY easy in this business to be extremely busy doing the wrong things. There are a lot of details that need to be tended to but how and when you take care of them can make all of the difference.
The Solution: There are really only 2 categories in your work; money activities and everything else. You've probably heard of the 80/20 rule (80% of your success comes from 20% of your activities), the trick is to do the 20% and virtually nothing else. Delegating low level tasks to a researcher or support person will go a long way toward keeping you focused properly. Creating systematized ways of doing things will free you up as well.
For instance, have a folder in your database where you keep form emails for specific situations (marketing email, follow up email, prep email) that you can customize quickly and send out. Plan your calls in blocks of time and guard this time carefully. If someone calls with an "urgent" request that is not urgent to you, tell them you will call them back during your next break. When I coach recruiters and owners on this issue we generally look at planning their work, working their plan and remembering to focus on revenue oriented activities.