#011: Time Management – Tim Martin [Podcast]

Time Management Clock


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. 


Tim Martin

Author: Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 29 years and are the proud parent of two gorgeous grown young women, Brittny 27 and Victoria 25.

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