Archive for the ‘time management’ Category

A Conversation about Productivity: Dave Brown on the Mark Struczewski Podcast

I was recently featured as a guest on the Mark Struczewski Podcast where he talked about his ideas on productivity. Mark is a self-proclaimed Productivity Problem Solver. This podcast launched on July 7, 2017 with a single mission: to help you to become a more productive you. Whether Mark is doing the podcast solo or interviewing a guest, the mission […]

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How to Maximize Your Sales Recruiting Results (Part 3 of 4)

To elevate your energy level during your prospecting phone calls, STAND UP! I have done both a standard sitting desk and then also one that stands, and the difference in energy levels is astronomical. Today is my third out of four tips for maximizing your golden hours. If you’re a sales manager and you are making recruiting calls, and you […]

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What is this New York Real Estate Pro’s #1 Key to Success?

“The good news I have for everybody today is that creating more time is possible and I have been able to do that over the past few months by doing specific things.” -Susan Reische, Douglas Elliman Real Estate I am thrilled to bring to my video series a coaching client, Susan Reische a real estate salesperson with Douglas Elliman Real […]

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The 12th Income Producing Activity of Sales Leaders (Part 12 of 12)

My final tip in my series of income producing activities for sales leaders is to self-generate potential recruiting leads every single month. If you want to build your “Dream Team” you need to always be on the lookout for people with the “it” factor!  These are people that you come across in everyday life and in business settings.  Make a […]

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What is Mortgage Top Producer’s #1 Key to Success?

“If I had to pick one (relationship building activity) that I think I like to do mostly because I think a lot of other people won’t do it and it’s so easy to execute, it would be video texting.” –Mary Van Dorn, Kinecta Federal Credit Union I’m bringing on one of my coaching clients, Mary Van Dorn, Senior Loan Officer […]

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The Eighth Income Producing Activity of Sales Leaders (Part 8 of 12)

Does your team tend to interrupt you during the work day? The one thing I find critically important as I work with sales managers is helping them to set up weekly personal conferences or one-on-ones with their team members. These meetings will significantly cut down on your daily interruptions. If you have been following along in this series, the 12 […]

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The Sixth Income Producing Activity of Sales Leaders (Part 6 of 12)

I want to share with you one of the fastest ways that you can motivate your team. In my sixth income-producing activity of sales managers, I want you to explore the use of a DAILY LEADERBOARD. It is NOT to shame or publicly humiliate the team members that did not have a great day the day before but to recognize […]

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The Fifth Income Producing Activity of Sales Leaders (Part 5 of 12)

Do you run weekly sales meetings? Do you give recognition and share the good news? And in these meetings, are you taking the time to do additional training? Today’s fifth income-producing activity is to do training in your weekly meetings that go beyond product education and production numbers. I want to ask you to do something in your sales meetings.  […]

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The Fourth Income Producing Activity of Sales Leaders (Part 4 of 12)

Do you run a weekly team meeting where you recognize people? If you do this type of TEAM meeting consistently, you will get: More Effort Better Results I’m doing a series on the 12 different things that you as a sales leader, the sales manager should be focusing your time on that make you money. Today in the fourth, it’s […]

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The Third Income Producing Activity for Sales Leaders (Part 3 of 12)

If you are a sales manager carrying a quota, you MUST continue to sell yourself as much as possible. Today is my third installment of income producing activity for sales leaders. Last week I talked about time management based on compensation, and this is similar. This is a gut check for sales leaders to remember not to lose contact with […]

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How Should You be Focusing Your Time as a Sales Leader? Part 2 of 12

As sales leaders, are you doing actual sales training EVERY week to help your team grow? Ask yourself these questions: Am I training my people how to manage their time? Am I training them how to close? Am I training them how to leverage online media to build their brand to generate more leads? It is one of the most […]

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Income Producing Activities for Sales Leaders (Part 1 of 12)

As a sales leader, are you proactively recruiting and doing recruiting interviews? In my first installment of 12 activities that sales leaders need to do to make money, I am going to talk about the importance for you to be constantly recruiting. Even if there is NOT a need currently, you NEED to have a file of source resumes. Otherwise, […]

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How Should you be Focusing your Time as a Sales Leader

As a SALES LEADER, what should you be focusing time on and tracking to create revenue? I’m going to be sharing with you the 12 things you can do that make you money. Many of the things you’re doing right now are not things that make you money. Over the next 12 videos, I will be focusing on sales leaders […]

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The Average Person Spends This Many Years of Their Life Watching Commercials

Can you guess how many years of commercials you will watch in your lifetime? Benjamin Hardy states in his book; Willpower Doesn’t Work, that we spend 4 YEARS of our lives watching commercials! This is VERY disheartening, but also eye-opening. Are you willing to give up the same amount of time it takes to graduate with a degree from college […]

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The Average Person Checks Their Phone This Many Times Per Day

How many times a day do you check your phone? You might be shocked to learn that Benjamin Hardy sites in his book, Willpower Doesn’t Work, that the average person checks their phone 85 times DAILY. This may be why you feel that you do not have enough time in the day. I’ve been reading Benjamin’s book, and it has […]

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How to Set Up your Schedule for Success as a Sales Leader

Is your calendar structured in a way so that your time spent matches how you are getting paid? Sales leaders have all sorts of different commission structures. You may have some base salary and then possibly paid a percentage of your production if you are a producing sales manager. Also, you are probably paid a percentage of your team’s production. […]

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How Sales Leaders Can Cut Interruptions In Half (Part 2)

Let’s talk about my second tip in cutting interruptions in half. It is about adding a SPEED BUMP in front of team member interruptions in your day. REQUIRING them to send a TEXT with what the challenge or issue is can teach CRITICAL THINKING and develop PROBLEM-SOLVING in your team. This can help prevent interruptions and prevent a drop in […]

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How Sales Leaders Can Cut Interruptions in Half (Part 1)

Charge a price for ADMISSION into your office! Every time a team member walks through your door require that they have at least two viable ideas to solve the challenge in front of them. It will help to train your team members to be future leaders. In my first installment of this series targeted toward sales leaders, I talked about […]

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My Number One Time Management Tip For Sales Leaders

I want to share with you probably the most impactful thing you can do to get more time back in your day and to empower your people. If you’re a leader with an open-door policy, start scheduling regular one on ones with each of your team members. At Southwestern Consulting, we call these “personal conferences”. They are scheduled regular one […]

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How to Get Control of the Fires in Your Day

Do you ever feel like you spend your whole day putting out fires? It’s exhausting, frustrating, and leaves you feeling like you are back to square one when it comes to your day. You should never sacrifice your time for things that can wait. In today’s video, I am going to give you two ways to determine if it is […]

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How to Identify Your High Payoff Activities

It is difficult to identify worthwhile time investments. You find yourself second-guessing your choices and then kicking yourself for investing your time in something that didn’t pay off. Sales requires a lot of time, and time is money. You can waste it, invest it poorly, or knock it out of the park. That’s a lot of options- with only one that […]

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