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.”)
• Over maintenance of 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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