WELCOME. Course Description

Transcription

1 WELCOME Facilitator: Gary Johnson Course Description The one thing all salespeople have in common is TIME. Why one salesperson is more productive over another is often how they manage their time. manage time by managing priorities define & how to manage High Value Activities understand the value of your time 1

2 WHY is it important to you that you manage your time better 2

3 There will never be enough time to get everything done. But we always find time to do those things 3

4 You cannot teach a man anything; you can only help him find it within himself. Galileo MANAGING TIME involves Planning Set GOALS & Develop SUPPORTING PLANS Strategic Business Plan (SBP) stating the strategies & activities you will do to achieve your Income Goal Professional Development Plan (PDP) to develop the skill voids necessary for you to succeed Life Plan to balance your business & personal time 4

5 MANAGING TIME involves How good are you at Planning Do you have GOALS Have you developed PLANS of how you will achieve those Goals MANAGING TIME involves Organizing When & How will you complete your SBP activities When & How will you complete your PDP What will you do to be sure you Balance Personal & Business Time 5

6 MANAGING TIME involves How good are you at Organization Have you defined WHEN, what you have PLANNED, will be done MANAGING TIME involves Controlling How Will You Manage Time to achieve ALL of your PLANS 6

7 MANAGING TIME involves How good are you at Controlling Do you have a SYSTEM to MANAGE the WHAT & WHEN of your PLANS Can you control the TIME WASTERS waiting to steal your time Every Day, We Decide Will 7

8 Every Day, We Decide Why do we struggle with managing our time MULTI-TASKING 8

9 What is your biggest challenge in managing your time Setting time aside to plan & schedule your time Ability to manage multiple tasks simultaneously Discerning the difference between high priority & low priority activities Knowing what activities to do and when to do them Procrastinating doing tasks you don t like to do Making a daily To-Do List Following your To-Do List Something else ASSESSMENT RESULTS Listed by Highest Response to Lowest Response I am able to manage multiple tasks simultaneously 88% I work on my highest priority tasks first 83% I speak up to others who demand my time 74% After dealing with conflict/crisis, I get back to my To-Do List 69% I procrastinate tasks I don t like to do 63% I make a daily To-Do List prioritizing my activities by importance 47% I set time aside each day to plan & schedule my work day 42% I use a visual seller and buyer presentation 41% I ve Identified activities providing me highest ROT (HVA) 40% I manage daily activities supporting sales plan goals 39% 9

10 I am able to manage multiple tasks simultaneously 88% We all are not good at multitasking. entrepreneur.com multitasking slows you down and decreases the quality of your work fueling difficulties with concentration, organization and attention to detail. I work on my highest priority tasks first 83% I make a daily To-Do List prioritizing my activities by importance 47% I ve Identified activities providing me highest ROTI (HVA) 40% Without understanding which activities are your High Value Activities, it is impossible to effectively prioritize your activities on your To-Do List. HVA must always be at the top of any To-Do List to effectively manage time. I am able to manage multiple tasks simultaneously I work on my highest priority tasks first 83% I speak up to others who demand my time 74% 88% There are many Time Wasters waiting to steal your time. When appropriate, saying NO to others who want your time, NOT attending non-productive meetings and events, and NOT doing non-productive activities will help you be more effective in managing your time. After dealing with conflict/crisis, I get back to my To-Do List 69% At various times we all need to deal with a business or personal conflict or crisis. We stop what were doing and direct our time and attention to the crisis. Our challenge in respect to managing time, is when the crisis is over, do we get back to completing the priorities on our To-Do List? 10

11 I am able to manage multiple tasks simultaneously I work on my highest priority tasks first 83% I speak up to others who demand my time 74% I procrastinate tasks I don t like to do 63% 88% After dealing with conflict/crisis, I get back to my To-Do List 69% The activities we typically procrastinate in completing are often HVA I don t want to call that FSBO, I don t want to call my seller and ask for a price reduction when I was so confident I could get the listed price and so on. Competing an HVA activity doing any HVA we do NOT want to do, will build our confidence to make the next one. I set time aside each day to plan & schedule my work day 42% Salespeople in general have difficulty with PLANNING. Setting time aside each day to PLAN your tomorrow s priorities, and if helpful, blocking out time in your planner as to when you will complete the priorities, is an effective way to managing time daily. I am able to manage multiple tasks simultaneously I work on my highest priority tasks first 83% I speak up to others who demand my time 74% I procrastinate tasks I don t like to do 63% 88% After dealing with conflict/crisis, I get back to my To-Do List 69% I set time aside each day to plan & schedule my work day 42% I use a visual seller and buyer presentation 41% Using a visual seller and buyer presentation has been proven to reduce call backs to a prospective seller and buyer who want to think it over. Presentations help you get a yes or no that they want you to represent them saving you precious sales time. I manage daily activities supporting sales plan goals 39% Upon further questioning, the primary reason agents said the reason daily activities are NOT managed supporting sales plan goals, is because they have NO SALES PLAN. FAILURE TO PLAN IS PLANNING TO FAIL! 11

12 Could you be more organized? 100% said YES The HEART for being more organized BEGINS with having a well-defined sales plan You MUST know what you need to do before you can do it! Real Estate Sales Business TECHNICAL MARKETING MANAGEMENT MANAGEMENT MANAGE ME MANAGE ACTIVITIES TECHNICAL Planning/Organizing/Controlling. Set goals. Establish Business Plan: Listings & Sales required to succeed; Strategies and activities (HVA); Review results to plan. Personal Development. Identifying where I need to improve; Improvement plan. MARKETING Lead Generation. Where to find seller & buyer prospects. Selling. Qualifying: Evaluating motivation; Determining need. Presenting solutions to needs. MANAGEMENT Managing People. Sellers, Buyers, etc. Managing Resources. Managing Money; Managing TIME. 12

13 Where Is The Disconnect? 4 of 10 have IDENTIFIED the activities = HIGHEST ROTIMEI, while 5 of 10 make a DAILY TO-DO LIST, PRIORITIZING ACTIVITIES BY IMPORTANCE, and 8 of 10 believe they work on HIGHEST PRIORITIES FIRST. Where Is The Disconnect? Not understanding which activities are High Value Activities and how to manage your day completing HVA WHILE being sure LOW VALUE ACTIVITIES do NOT control your schedule. You MUST know what your priorities are before you can prioritize them! Where Is The Disconnect? Not understanding which activities are High Value Activities and how to manage your day completing HVA WHILE being sure LOW VALUE ACTIVITIES do NOT control your schedule. HVA S C H E D U L E LVA 13

14 Where Is The Disconnect? Success Not understanding which activities are results as you manage your day High Value Activities to complete your HVA while keeping you LVA at bay! and how to manage your day completing HVA WHILE being sure LOW VALUE ACTIVITIES do NOT control your schedule. HVA S C H E D U L E LVA Time Is M_ o_ n_ e_ y_ What is the is FINANCIAL YOURVALUE time OF YOUR worth? TIME? 14

15 Monday - Friday = 261 days Saturday - Sunday = 104 days , cents 832 Week Day & Weekend Day average hours you plan to work Total Week Day & Weekend Day available Total available work hours Annual Income Goal Total available work hours Value Per Hour Value Per Minute Whatever your per minute worth is, make up a sign and put it on your desk per hour.31 cents per minute 15

16 The value of thinking of time in terms of minutes is because we waste time in minutes, that can easily become wasted hours. 365 days year / 52 weeks 261 weekdays (Monday-Friday) and 104 weekend days (Saturday-Sunday) THIS YEAR I WILL: Taking time off is an investment of per your normal working hour revitalize and relax make it count. 16

17 A activities (High Value Activities) are activities that directly help you achieve your goals. Completing HVA activities are essential to your success. B activities are activities that support you in completing HVA activity. C activities are all other activities. These activities do not help you achieve your goals, and are where time waster activities hide. CRISIS 63% procrastinate tasks you don t like to do 69% deal with conflict/crisis, then get back to their To-Do List 17

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19 REMEMBER to improve managing your time requires you change your behaviors of how you are currently managing your time. 21 days to change habits 19