#011: Time Management – Tim Martin [Podcast]

 

Time Management

In today’s podcast I explore the importance to TODAY. (Read John Maxwell’s Today Matters.) 

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Over the last 17 years, I have been fascinated with the idea that often people that appear to be sure-fire, can’t miss, recruits are gone before they even get started. And at the same time, people I’m not sure I would have hired end up being superstars. I hope you find the topic to be fascinating too! I’m convinced that it has nothing to do with intelligence, education, experience, talent, communication skills or looks.  In fact I don’t think any of the characteristics most people would use to select a new sales candidate really hold much predictive power. On the other hand, after someone gets started in the Voluntary Benefits (VB) arena, the one thing that separates the winners from the also-rans is the way they invest or squander their time. Do they invest their time in a well thought out game plan, or do they let their day run them? My hope is that you will come away from this Podcast understanding the way top producers invest their time and a burning desire to emulate them!

The specific topics I spoke on during this podcast are below:

  • Your roles is your personal life
  • Your roles in business.
  • The idea of work/life balance.
    • The spoke model.
    • The Venn Diagram Model.
    • The fact that Time Management is a fallacy.
      • You can’t manage time!
      • You can manage:
        • Resources
        • People
        • Success
        • Failure
        • Attitudes
        • Thoughts, etc
  • The ideal calendar.
  • Time and motion studies.
  • Time blocking and Todd Duncan’s book Time Traps
  • Schedule your prospecting early in the morning and late in the afternoon. We have learned that the majority of appointments are made between 7–10 a.m. and 3–6 p.m. Most small-business owners start their days early and stay late—receptionists/secretaries don’t.
  • While these times may be the best times to prospect, in no way does this mean that prospecting cannot be successful outside of these hours.  Some successful agents have had great success prospecting on Monday mornings or even the Friday afternoon before a 3 day weekend.  The bottom line is – do not buy into what some of the other agents may be saying in your office, that you can’t prospect at certain times.  Any time is a good time to prospect, and sometimes the least popular times may be the times that yield the greatest success!
7:00am – 10:00am Prospecting
10:00am – 3:00pm ER Presentations and/or Enrollments
3:00pm – 6:00pm Prospecting

The above schedule provides 30 hours for prospecting.  Since experience tells us that these hours will yield the best results, it makes sense to protect these vital hours.

Consider the following:

One missed hour Equals one – thirtieth of prospecting time
One missed morning or afternoon Equals one – tenth of prospecting time
One missed day Equals one – fifth of prospecting time

Time is, and always will be, your greatest asset.  Once the time has passed you can’t get it back.  Time is the one thing that we do not have any control over.  Therefore, managing your time wisely is one of the most important things an agent can do.  Don’t squander your designated prospecting time on anything other than an ER presentation or an enrollment that will not fit in any other time slot.

I would love to help you design your perfect calendar during a free 30 minute coaching session. Just click on the button below to schedule.

Could you do me a favor?  If you enjoyed the show, please rate it on iTunes and write a brief review. That would help tremendously in getting the word out! Thanks. 

 

Please note: I reserve the right to delete comments that are offensive or off-topic.

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6 thoughts on “#011: Time Management – Tim Martin [Podcast]

  1. Tim,
    How would you suggest vblending this with the hard calendar we have been discussing recently? Do you feel they are essentially the same thing? Do you agree with the swapping of mornings and afternoons given our climate? Also, how does one rate an individual podcast? I have tried several times, but it says I have already rated your SIV podcast “store” or “page” on 3/30 and will not allow me to rate an individual podcast. Would love to rate if I could figure it out. Thanks!

  2. Thanks James for the great feedback and questions.

    The idea of time blocking is essentially the same thing as a hard calendar. Time blocking allows for a little more flexibility as you look out over the next few weeks. Perhaps you have a ton of groups that all need to enroll, so you need to adjust accordingly, while still reserving some time for prospecting.

    The beauty of time blocking is that you can adjust to any outside challenges including weather/climate.

    Thank you for rating the podcast! Unfortunately, iTunes will only allow you to rate the body of work, not the individual episode.

    Thanks again!!!

  3. Good blog, although I would disagree in that education (sales training) experience and communication skills absolutely make a difference in sales performance.

    • Rob,

      I agree wholeheartedly that to obtain ROCK STAR status in the sales profession, sales training and communication skills are essential!!! My point was that coming into the career, I don’t find formal education or prior experience a predictive measure of a potential agent’s success.

  4. Hi Tim –

    I wish I could share with you how I was originally referred to your site because I think everyone loves knowing how someone found them, but I honestly can’t remember. What I do know is that I really enjoy your podcasts and the content on your site! This one about time management got me thinking about time blocking and I’ve heard the concept from a few other sources but never put it into practice. However, it’s hard to not listen to the podcast and then move forward without admitting your tactics and sage advice are fact. The difference is that I’m a multi-line agent and trying to reconcile the model you share above with how my business is shaped. I’m curious if you’ve done any work with multi-line agents and how your tactics were molded to that business model.

    Thanks in advance!

    -Vernon

    • Vernon,

      Thank you for your kind words and praise…

      I think I understand your question and dilemma. I think you can still use the time blocking concept! It is wayyyyyy too big of a topic to answer here though. Please sign up for a free 30 minute coaching session and I promise to help you think it through. The link to pick a time is http://www.meetme.so/successisvoluntary

      Standing by to help!

      T$