How to Save 2 Hours a Day

Productivity Improvement Starts with Improving Your Awareness The first step in improving your daily results (work and personal) is to become more of your time and how you’re using it. That will

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How to Save 2 Hours a Day

Becoming a Well Organized Sales Pro

BECOMING A “CAN’T MISS” SALES PROFESSIONAL Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring

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Becoming a Well Organized Sales Pro

The Ten Most Underrated Skills Today

1. Few would disagree that self-awareness is unrelated to leadership success, but it rarely makes the top 10 list of key leadership competencies. Self-awareness is the starting point for authenticity

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The Ten Most Underrated Skills Today

Getting Things Done Using Influence

In today’s business environment it seems like having influence is becoming more and more important. Without influence it’s difficult to accomplish what you really need to get done. It coul

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Getting Things Done Using Influence

Increasing Your Emotional Intelligence

So the key to emotional intelligence is to develop your awareness of your emotions, then understand them, then how to manage them. Once you master this then you can better recognize and understand oth

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Increasing Your Emotional Intelligence

How to Save 2 Hours a Day

by on August 27, 2018 at 11:13 am

Productivity Improvement Starts with Improving Your Awareness

The first step in improving your daily results (work and personal) is to become more of your time and how you’re using it. That will be very difficult unless you slow down. Your decision-making and reasoning will improve immediately. The goal is that at the end of the day you have a good reason for everything you completed and everything you didn’t. (Strategic Thought.)  Here are ten ways to save more than two hours a day:

  1. Use our interruption log and track your interruptions and distractions for a week. Write down the person’s name, the reason, the amount of time it took to finish, and your validation. The average person today is losing 70 minutes to four hours on interruptions and distractions. Studies show that it takes you as much 7 to 15 minutes to refocus after each interruption. Be sure to “validate” each interruption before you drop what you’re doing and negotiate or defer when you can. KEY: Try to finish what you’re currently working on. At the end of the day, it’s all about your daily completion ratio, not how many tasks you started. 
  2. Focus on one thing at a time and do it with focus and concentration. The average multi-tasker can only be 25% focused on any one task when multi-tasking. Thus every task will take longer and more mistakes to correct. Multi-tasking will also increase jumping from task to task all day. Remember, it’s not about how many tasks you start in a day, it’s about how many you complete!
  3. Determine the most productive times of your day. Become more aware of your three energy cycles each day.Match difficult and important tasks with your highest energy and choose easier tasks when your energy is low. Productivity = Time management + Energy Management
  4. Start your most important task first each day. Your first hour might be your only good hour before your day goes sideways. Also, what you get done has an impact on when you can leave each day.
  5. Question all your meeting invites. Make sure you get an agenda and know why you’ve been invited. Ask if you need to be there the whole time, or if you could send someone else, or could you participate via conference call or Skype. If you didn’t get an agenda, why did you accept?
  6. Set hourly goals for what you’re going to accomplish. By focusing on each hour rather than the whole day you will accomplish much more. Also, use the 50/10 Rule. Work hard and focused for 50 minutes then take a 10-minute break. Your results will be better.
  7. Focus on two important tasks each day (not your whole list which will overwhelm you) and commit to completing them. Focus on fewer tasks and you will accomplish more.
  8. Create a “Power Hour” each day.  Block off an hour on your computer and try to avoid email, the phone, and drive-bys. Get headphones, crime scene tape (for your cubicle), or shut your door. One good hour is like four interrupted hours.
  9. Batch like tasks. Instead of jumping phone call, email, visit; respond to groups of emails, return multiple calls, and look for similar tasks on your list that you can group. KEY: Every hour, I use 10-15 minutes to respond to email and I’ve turned off my email notification. (No one has died yet.)
  10. Close your day before you leave and to create mental separation between work and home. Empty your brain of work thoughts, plan for tomorrow, delete/file some emails, a This will increase the quality of your personal life and your results when you come to work tomorrow. (You’ll also probably sleep better and wake up refreshed the next day.)

The single biggest way to become more productive is to only have one, customized MASTER LIST. The easiest thing to organize is only one. How can you prioritize, negotiate, or focus when you have multiple lists. The average person loses 90 minutes a day looking through lists and email!

Download our Master List Template for free!

Organizing for Success 2.0 will guide you on your journey to take back control of your day and yo0r life!

Becoming a Well Organized Sales Pro

by on August 21, 2018 at 10:00 am


Zig Ziglar said, “In the sales world, qualities such as organization, discipline, commitment combined with sales knowledge, a caring attitude, and some reasonable social skills, and I would label you a “can’t miss” salesperson.” Now take those qualities and tie them to a product you believe in and with which you are compatible, and you’re on your way!


The discipline we all need is attainable. Specifically, look at the benefits of starting your day at the proper time, with your plan already, on a regular basis, and you will be inclined to do what is best. When people (prospects and clients) are energetic, and just getting their day started, they’re obviously in a more optimistic and responsive frame of mind. In addition, these sales result from the fact that salespeople are also more excited and motivated about what they are doing.


In Zig Ziglar’s book he proposes this for you to think about:

  • 70% of all sales are made between 7 a.m. and 1 p.m.
  • 20% between 1 p.m. and 4 p.m.
  • 10% after 4 p.m.

Discipline and organization make a big difference in sales. If you’re going to make it big, the odds are good that you’re going to make it early!

Many have calculated…

That less than two hours of working time is actually spent in the sales process. The rest of the time is spent responding to emails, taking care of administrative details, updating Salesforce or whatever CRM is being used, handling urgent requests, preparing proposals, meetings, conference calls, and travel time.


Zig Ziglar proposes that top producers are “time conscious” and how to allocate the use of their time each day to produce the maximum results. They even turn their travel time into productive time. Quote, “Sales professionals don’t count time; they make time count.” The fact is that most salespeople spend too much of their time doing nonproductive tasks, activities that do not directly generate business.


My definition of “time conscious” is, “There’s a time and a place for every activity in your day.” Using the timeframes Zig proposed above, this discipline would look like this:

  • 7 a.m. – 1 p.m. – Selling activities (try to defer non-sales requests to the afternoon and “batch” them)
  • 1 p.m. – 4 p.m. – Activities that do not directly generate business (emails, proposals, requests that you previously deferred, etc.)
  • After 4 p.m. – Organize for tomorrow (update your CRM and identify who you’re going to call on, what you’re going to say, in what order)

Tip: Always ask yourself, “Is this something I truly need to handle right away?”

For more strategies see our course, The Path to Becoming a Highly Effective Sales Professional.



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The Ten Most Underrated Skills Today

by on April 23, 2018 at 12:00 pm

1. Few would disagree that self-awareness is unrelated to leadership success, but it rarely makes the top 10 list of key leadership competencies. Self-awareness is the starting point for authenticity and integrity. The more self-aware you are, the more successful you will be in understanding, connecting with, and relating to others. This will help you play to your own strengths, and be aware of where you need improvement.

2. Communication. You need to be able to describe what you want to accomplish in a way that’s understood across a variety of media and by all of your employees.

3. Empathy. If you’re unable to connect with others, you’re probably not going to accomplish much as a leader. You need empathy to gain trust, fuel relationships, and understand reactions. Empathy is an awareness of the needs and feelings of others both individually and in groups, and being able to see things from the point of view of others. Understanding what matters most to the other person means asking more questions, listening more, and taking a genuine interest in him or her.

4. Listening. The more you believe in the people around you and incorporate their ideas into your vision, the more they’ll believe in your ideas and incorporate them into their work habits. If you want to build up this kind of relationship with your co-workers and employees, you first have to listen. A good rule of thumb is encouraging them to speak 75% of the time and you, 25%. A key element of increasing listening and observing is “being in the moment.”

5. Credibility. and Trust.  Credible leaders attract enthusiastic and committed followers, and people want to work for them. Credibility is something that you have to earn. You need to be known as someone who does the right things for the right reasons.To get/gain trust, you must listen first. Only when a co-worker trusts you will he or she be open to your influence. You must do what you say you’re going to do.

6. The Ability to Influence. Influence, a key social intelligence skill. Influence is no longer about doing something to someone to get what you want. Real influence is about forging deep connections quickly, stepping into someone’s world authentically, and striving for consistent win/win outcomes.

7. . Organizing. The average person spends over an hour a day looking for emails, notes, “to-dos”, and often his or her list is longer at the end of the day. People look up to a well-organized person who has a simple system for tracking everything he or she needs to get done and details.

8. Writing. In today’s fast-paced and over-whelming environment, being able to get to the point quickly and clearly, with good tone is a very valuable skill (many do not have.) Getting things done means taking less time to write and getting faster responses to your communication. Writing for the reader, by understanding what matters most to your reader will immediately increase your results.

9. The Ability to Cultivate Relationships. Since most work seems to be accomplished in teams today, strong social awareness is key to cultivating the necessary relationships. Start by give more than you take, while still keeping your interests in view Focus on helping others achieve their aspirations, dreams, or goals. Respect where others are coming from, seek to understand rather than be understood. It’s all about developing relationships with others in different departments to get things done.

10. Flexibility and Adaptability. Show your peers and leaders your ability to adapt. Ask yourself, “How can I become more flexible and be able to change more quickly as the rules, priorities, and workload changes?” Work is changing at an ever-increasing pace so those who can adapt to changing circumstances, embrace new ideas, and are resourceful, are in demand.

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