A , B , C , D , and Time Off are subsets of the time management systems . Time effectiveness may vary according to our motivation , regimen , objectives , tenacity , and use of strategic leverage . Leverage comes from delegating to others .
“ ATime ” is the most valuable time spent . ATime is facetoface or oneonone communication with our targeted buyer or seller . The communication may be in person , by phone , or by email but must expressly reflect “ a request ” that the party or prospective buyer / seller wants to work with us or buy our products , goods , or services .
I suggest that average salespersons do not apply 10 % of their workday in an A Time mode . They should strive to spend 60 % to 80 % of their available time in an ATime mode and delegate everything else .
“ BTime ” is the time spent preparing ( preparation time ) to transition into A Time . A phone call request , a letter request , or an email request is probably involved . BTime may constitute 30 % of one ’ s daily schedule . Push our time into ATime and delegate BTime to another .
Examples :
• Preparation time .
• Draft a letter , email , text , or phone call to request an appointment for a facetoface meeting with the prospect .
• Atime does not begin until the customer or lead is in front of you or on the phone .
“ CTime ” is for administrative activities with no specific defined results . However , it does have value in driving our business forward . CTime most likely consumes 50 % to 80 % of our workday . The key is to delegate CTime to support staff — employees or independent contractors — to shift our resources to the most effective use of our time .
Examples :
• Once we consummate the transaction , all other followup activities to drive the process forward fall under CTime .
• Record keeping and regulatory compliance activities are CTime .
• Developing and maintaining marketing systems , including updating the database .
• Office organization and administrative duties activities are CTime .
• Interactions with staff and coworkers .
• Interface with thirdparty vendors such as escrow , title , appraisal , environmental engineers , and propertyrelated insurance companies .
• All general activities required to maintain our business enterprise but not directly attached to closing a transaction are “ CTime .”
• Industry educational events .
“ DTime ” is the catchall of activities that produce no results and have little value ; in other words , wasted time . These activities may consume a large portion of our day . D time differs from time off or away from our business or moneymaking activities .
Examples :
• Reading news and conversations with friends and family . ( Some may argue
that conversations with friends and family are not “ wasted time .”)
• Maintain social media such as LinkedIn , Facebook , Snapchat , and Twitter .
• Casual conversations with employees and staff not related to business .
• Industry meets and greets — cocktails with the boys or girls .
Time off :
Time off is not D Time but is time away from workrelated emotional pressure and clutter .
Everyone should take the time to recharge their ( mental , emotional , and physical ) batteries . Any semblance of work pressures should be avoided , including turning off the phone and computer . Avoid burnout by scheduling focused blocks away from anything related to work — hopefully , full days , unencumbered and away from the business environment altogether .
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