Most people begin their day without so much as a simple plan. They end their days without an afterthought to what happened or a thought as to what to do the next day. Days begin and days end. They are victims of their day. Master sales professionals are anything but victims. They instead plan, execute, review and think about how they spend their time. It’s a critical measure of their success. Without a plan, there is the potential of wasted time and wasted time is the enemy of a sales superstar. Great sales people are MASTERS of their day.
Trudy and Percy are what I call, Sprint Workers and highly successful real estate professionals that share a small but thriving practice in Northern California. They work in hard 90-minute time blocks which form their “Ultradian Rhythms”, their particular type of energy pattern. Ultradian Rhythms are activity – rest cycles favored by the brain to generate high levels of productivity. Early in their careers, they both began to understand their particular patterns of productivity and soon learned they had a lot of what they called “nothing time”, basically just sitting around or doing “nothing stuff”. It might look like they were being productive, but they sure weren’t generating sales!
It took a little experimentation, but after a while, they learned to “hit it hard and then take a break.” This became their 90-minute patterns. Go hard for 90 minutes and then take 10 to 20 minutes off. They leveraged their biological pattern and matched it to high levels of productivity. In the world of high-end real estate sales no one cares about your time in the office, all they care about is how many homes did you close.
In an average sales day, Trudy will have 4 to 5 high output periods and an equal number of down time segments. During the down time, she might take a short walk or enjoy a snack. Percy has a guitar in his office and will practice and play during some of his down cycles. Percy tells me the key is to NEVER miss a down cycle.
Superstar sales people get the most out of their days. They have a laser like focus on productivity and with intent, design their days around their energy.
For more examples of how the big time sales professionals are masters of their days, check out SECRET # 16 in our new book.