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December 11, 2017

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9 Time Management Tips

  1. You must have a burning desire. If you want to be a big biller you must have a burning desire to do what it takes to get there. If you are lukewarm about your goals you can forget hitting those big numbers. This level of success starts with a passion for what you’re doing.

  2. You need to be clear on the “why” (or benefit) of being a big biller. If you become a big biller but lose your marriage and health in the process then you’ve gained nothing but a shallow ego trip. Here are some examples of a clear “why”:

    A. I want to pay off my house in the next 3 years so I can have more freedom B. I want to take 4 weeks a year to travel around the world C.I want to sponsor 20 hungry children per month

  3. See yourself as already there. My friend spent some time every day reviewing his goals -- both personal and professional. Here’s an example of how you might do this: Let’s say you set a goal to pay off your house by your 45th birthday. In order to make it fun, you set up a specific reward, which is you’ll spend 2 weeks at the Blue Parrot Inn in Playa Del Carmen, Mexico, staying in the penthouse suite with a rooftop balcony. You might print off a photo of the exact balcony you want to stay in and put it in a gold frame in your bathroom.

    Every day you’ll see this photo and picture yourself sitting on the balcony with an expensive cigar in one hand and a dark beer in the other, feeling totally affluent and pleased that your house is now paid off.

    Get the idea? In your mind, you’re already there, it’s already happening.

  4. Be “ruthless” about who you will work with. Every big biller that I know has clear guidelines regarding who they will and will not work with. They are able to communicate this with both clients and candidates and are often very direct in regards to expectations and requirements. Bottom line: You must respect your time and only work with people who do the same in order to hit high numbers.

  5. Work in blocks. You’ve heard this before I’m sure but this is another common denominator in top producers. My friend said that he did not answer his phone - at all - during outgoing calling blocks. You must be able to separate execution from reacting if you want to excel.

  6. Plan meticulously. Again, you’ve heard it before but it’s a must. My friend used legal pads, index cards and a simple ACT database the year he billed $1 million -- but he planned each and every call in advance.

  7. Track your numbers like a mathematician. Boring? Maybe, but it’s another hallmark of high production. Enough said.

  8. Create systems for everything. My rule is if you have to do something 3 or more times in a month, you should have it documented. Don’t repeat things from scratch that you could have systematized.

  9. Neglect the administrivia. Learn to say “no”, delegate and automate. From a certain point of view, there are really only 2 categories in your work: revenue generating activities -- and everything else. You've probably heard of the 80/20 rule which says that 80% of a typical salesperson’s success comes from 20% of his or her activities. One of the characteristics that big billers have in common is that they consistently focus on the 20% and virtually nothing else

More often than not when we are trying to decide what to focus on during the day we are actually choosing between a wide variety of tasks that could all be classified as a “good” use of our time. Big billers have a finely tuned ability to gravitate toward the best activities while allowing many good, but less important, activities to go undone.

- Gary Stauble

Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. Gary offers a FREE special report, “The Search Process Checklist: a 17 step recruiting tool," on his website. Get your copy now at www.therecruitinglab.com.