Big Waste of Time Part Two

What Next
Part One of this feature covered the importance of conducting a Time Log, as recommended by Alec McKenzie in his book The Time Trap. Many salespeople waste so much time thinking about what they need to do next. In Part Two we look at the rewards in focusing on the right activities.

What are the activities that lead to results?

Any activity where you are face-to-face, voice-to-voice, belly-to-belly with potential sellers, listed sellers (Vendors) and with buyers are activities that lead to results. These are important activities.

There are some other important activities such as goal setting, planning, attending sales meetings, etc., but with the exception of attending sales meetings, most other important activities don’t have to be done in broad daylight. But spending as much time with customers who want to buy or sell are ‘daylight’ tasks. The golden rule is to never perform a ‘nighttime’ task during daylight hours.

Our sales program, Winning Ways – Real Estate Sales, offers quite a few time management tips, but to me none is more important that following Alec Mackenzie’s advice to conduct a Time Log. This tool will help you to identify where and how you are wasting your time and, in doing so, will teach you to better value your time and to use it on those important activities that lead to sales greatness.

Although I have told thousands of salespeople about The Time Trap by Alec Mackenzie and, although I know that many of them have bought a copy, some may have even read it, too few actually follow through and complete Time Logs for thirty days.

I even tried offering an incentive to people to do it – a benefit. Here it is:

If you are currently working for 30 percent of your day on activities that do not produce results and you double that to 60 percent, without working an extra minute, you have just doubled your sales!

Now if that doesn’t convince you to read Alec Mackenzie’s book and to follow his advice, nothing will. Such people drift through their careers, wasting time thinking about what needs to be done next, instead of learning what needs to be done, planning to work mostly on those activities, and conducting a Time Log to see if they are actually doing those all important activities.

Of course, how you invest your time will always be up to you.

You should be able to purchase a copy of Alec Mackenzie’s The Time Trap at any good book store.

Recent Articles

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us