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

A Deeper Understanding

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the prof...

Create A Success Environment

Real estate agency profit consultant, Gary Pittard, says, "Real estate agency owners have the options to build their companies into success environm...

Are You Sure It's the Market?

A lot of leaders and salespeople are complaining about the 'tough market'. But is the market really the whole problem? The advice I've been giving ...

Love Of Quality Work

Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant,...

A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen litt...

Your Number One Leadership Asset

The number one asset for all leaders is their integrity, their character. Real estate agency profit consultant, Gary Pittard, says that integrity...

Competence Doesn't Just Happen

Let me introduce you to Joan Carter, who retired on 30 June 2018, ending a successful twenty-four year career in real estate sales. Before real...

Work Is A Verb

"Bye Darling, I'm off to work". Salespeople say this every day, but what exactly are they talking about? Real estate agency profit consultant, Ga...

Out of Control: What to do when salespeople wont do the actions

Leaders often complain that their salespeople won't do the right actions. It's one of the biggest complaints that leaders make. They fear putting pres...

Habits Reign Supreme

Whether a real estate agency leader, or a salesperson, good habits propel you toward success, while bad habits hold you back. Real estate agency ...

When the Market Turns

During the boom, I heard many salespeople talk up their results. Many of them are quiet now that the market has turned. Now I see many leaders and sal...

The Right People Make Life Better

One of the biggest waste of a salesperson's time is to spend it with the wrong people. This applies in business and in our personal lives. In thi...

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