Monday, June 6, 2011

A to Z Guide to Selling More: T is for Time

Time is the ultimate level playing field. We all get the same number of hours in the day. To manage time well, you must:
  • Set priorities.
  • Determine tasks.
  • Know how long tasks will take.
To help manage my time, I use a “To Do” list. At the top it says, "THINK. PRIORITIZE. ACT.

I rewrite the list every morning. Doris Barnett, a San Francisco wholesale insurance broker, shared that tip with me. She said re-writing the list helped her think through everything she needed to get done in a day. Doris is super- smart and organized, and her tip has helped me be more efficient.

I often color-code my top three priorities with a highlighter so they stand out. And, I jot down the amount of time it will take to accomplish the task.

My list includes two other sections. In one, a list calls to return. In the other, I keep track of notes related to ongoing action items.

As the day goes along, I add and cross off items. If I have more than one sheet, I periodically scan all lists to make sure I’m prioritizing correctly to find the right mix of servicing and selling.

If you would like to download a copy of my “To Do” list go to

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