Time Management

MOMENTUM - How To Get Momentum and Keep It (In Sales, Business & Life)

Today you’re going to see how to get momentum and keep it.

First…

I have fours things to share with you when it comes to creating momentum.

Next…

A video where I go a bit deeper into the idea of getting Momentum.

Why Do You Need Momentum?

Maybe you feel stuck or in a rut…

Maybe you feel like you’re always moving up hill…

Or that things just feel harder than it should.

How to GET MOMENTUM.png

Momentum Is The Key

Momentum Is The Key To Achieving Better Results, Faster Results and Making Things Feel Easier.

Here’s to get Momentum… and keep momentum in

  • Sales

  • Business

  • Life

  • Anything

How To Get Momentum and Keep It

Most people spend it all on the start.

It being their resources (time, energy, money).

People work so hard to get it going, but quickly give up when it comes time to keep it going.

Can you think of anyone you know that bounces around from idea to idea, project to project, or industry to industry?

The start isn’t enough.

The initial push isn’t enough.

Momentum is created by doing the right things, not by doing more things.

And momentum is the key to success. And making success look easy and feel easy.

How To Create Momentum

  1. Take Steps in Sequence - For most things, the order in which you take the steps is even more important than the steps you take.

    1. Example 1: You go for a hike in the woods. Now you realize it would be nice to have a map.

    2. Example 2. Try to do a complex math problem without the correct sequence. No way you come up with the right answer.

  2. Start smaller  - Discover what works, what is wanted, before you spend your resources (time, energy, money) building something out, committed to a path or investment.

  3. Double down - Once you know what works, stay there. Triple Down. Quadruple Down. Play with house money. A bunch of other metaphors, (or is it an idiom?) Don’t give up on what works to start chasing something else you don’t if it will. If you have a orange and you squeeze it, and juice comes out. Keep squeezing. Don’t go find another orange.

  4. Create Quick & Early Wins - Victories inspire. Allow yourself to have them by setting goals you can achieve and achieve quickly. Don’t get stuck here though. It’s not fun to play the first level of Super Mario over and over again. Also, creating a game you can’t win is just weird and cruel. Especially since it’s your game and you are the only one playing it. Celebrate your victories and enjoy the wins.

Momentum Video Transcript
Can you think of anyone that bounces around from idea to idea project to project or even industry to industry? It's like being self regulated Sisyphus. You're just pushing, pushing, pushing, and pushing, bouncing from one thing to the next momentum.

Momentum is the key, but most people spend it all on the start or constantly restarting it. Being time, money, energy, resources. People work so hard to get something going but quickly give up when it's time to keep it going. The start isn't enough. That initial push isn't enough.

Jocko Willink

”Do I ever feel like sisyphus been waiting for people to start saying like, oh, you put another picture of the sweat and have a squat rack? Really, I've been getting on that squat rack and grinding it out for 25 years and I'm not bored with it yet. Getting that rock to the top of the mountain, that's not what my goal is. My goal actually is pushing the rock.”

Momentum is created by doing the right things, not by doing more things, and momentum is the key to success and making that success look easy and feel easy, so whether it's about getting out of debt, becoming healthier, becoming more fit, succeeding in our real estate business or being real estate investors, we've just come to realize how important, how significant momentum truly is.

Here's what you can do to create and sustain momentum.

Number one, take steps in sequence. For most things, the order in which you take the steps is even more important than the steps you take. Example, you go for a hike in the woods. Now you realize, hey, it might be nice to have a map out here. Another example, you're trying to do a complex math problem without the correct sequence. There is no way. There's no way you're coming up with the right answer. Number two, start smaller.

First, discover what works, what's really wanted before you actually spend your resources. You know that time, energy, and money stuff before you're fully committed to building out something or to a specific path or investment. We also call this start where you can start or being agile. Test your idea, test your project, test your premise number three, double down. Once you know what works, stayed there, triple down, quadruple down. You're playing with house money now and a bunch of other metaphors for maybe that's an idiom.

Don't give up on what works to start chasing something else. If you have an orange and you squeeze it in, juices coming out, keep squeezing. Don't go find another orange, at least not yet.

Number four, create quick and early wins. Victories, inspire. Allow yourself to have them by setting goals that you can achieve and achieve quickly. Don't get stuck here though. It's not fun to play the first level of Super Mario over and over again. Even if you do master that level, you're not actually progressing. Also creating a game that you can't win. It's just, it's just weird and cruel, especially since it's your game and you're really the only one plane. And finally, number five, celebrate your victories and enjoy your wins.

Hey, thanks for watching this video. If you’d like to, be sure to check out my Facebook page, facebook.com/darinpersingerpage. It's where I share ideas to help small business owners, freelancers, and specifically those in the real estate industry.

2016 Was The Greatest Year Of My Life

The other day I told you about one of my biggest ragrets. Missed it? It's here.

Today, a week into the new year I wanted to recap 2016 for me.

I've seen so many people complaining about 2016 being the worst. And they can't wait for 2016 to be over.

From my perspective, to blame a year for something negates any positives that happened to you or by you. And to throw that much shade on a year, to not acknowledge the good, what you're proud of or grateful for, in my book... is setting yourself up to make next year even worse. You're going to get more of the same.

So in being some what hypocritical I'm going to say 2016 was the GREATEST YEAR OF MY ENTIRE LIFE.

Here's why:

1. I documented a HUGE CHECK of it. I made over 130 videos of our life and business. It makes memories easier to remember.

2. I dropped over 30 lbs. I went from 200ish to 167ish.

3. Because of #2, I sleep better and no longer have chronic shoulder injury.

4. In relation to my last email (the one below) I started running and ran my first 5K with Katherine on Thanksgiving day. She also started running this year. Neither of us were "runners" before this year.

In fact, when I committed to getting into shape in April/Mayish of this year, I could barely walk a mile at a brisk pace without getting shin-splits.

5. We paid off a mortgage and now own a property FREE & CLEAR. This is an incredible feeling. It was a huge goal. A huge accomplishment. And does so many things for us emotionally and financially.

I'd love to hear why 2016 was awesome for you. Contact me and let me know.

If however you hated 2016 and you can't find any good in it, don't bother emailing my back. Just put that up on Facebook. I think that's the appropriate place for it. ;)

Happy New Year! Darin Persinger

PS: By the way, you don't NEED to be negative or complain on Facebook. Look at my wall. You'd have to go back over 2 years probably to find anything negative.

The world doesn't need more negativity. And do you know the worst thing about posting or sharing something negative on Facebook?

It's permanent. It's like a tattoo. It's not just a thought or even something you said out loud.

That negativity is now documented and stays in the world forever.

“I think when I look out and I see there’s so much negativity in the world and a lot of people are unhappy and a lot people are anxious, it just feels like that’s one view of the world. But you don’t have to always focus on that view of the world.” 
— - Chris Hardwick

Time Is Tricky, Trippy & Easy To Lose Track Of

Time can get away from you, can't it? And I'm not just talking about an hour here or there...

Having a pint or glass of wine with friends.

I'm talking about years and decades.

The other night Kat and I went out for a little date night.

There was music playing through the sound system and Nirvana, "Smells Like Teen Spirit" came on.

We started talking about Nirvana, Kurt Cobain and 90's music.

Then the song American Woman came on.

The original The Guess Who version.

And I started calculating years and realized something that blew my mind.

"Smells like Teen Spirit" came out in 1991 - which feels like last week to me.

American Woman came out in 1970.

What that means is....

It's been 23 years since "Smells Like Teen Spirit".

But from when "Smells Like Teen Spirit" was release and "American Woman" was released it was only 21 years.

That melts my mind.

I can't wrap my brain around that.

If you would have told me while I was listening to Nirvana in 1991 to listen to American Woman. I would have said, "I'm not that in to classic rock".

But it had only been 21 years!!!

Now it's been 23 years since Nirvana released "Smells Like Teen Spirit", and like I said, it feels like it was just last week.

Now I understand that it could be my age... and that American Woman came out before I was born and that could play in to it...

But that's what I mean...

It's not logical.

Time isn't logical.

Time isn't a set dimension.

It's an emotion.

If you talked to someone in Physics I'm sure they would tell you that I was wrong...

But what matters is the feeling...

Not the logic.

If I try too hard to understand it, it just hurts my brain.

Time is Trippy!!!

And because you know this and feel it too...

Stop wasting your precious time.

You're going to wake up 20 years from now, hear "Royals" by Lorde and wonder where the years went.

Creating A Productivity Environment - Productivity Nugget #250

How To Create A Productive Environment To Get Things Done

Maybe you have a deadline pressing down on you … your timelines are coming up... you really need to get a project done...

Or you decide today is the day when you're going to be more focused and take more action, and be more productive.

Whatever it is, you can benefit from having a productive environment

A Productivity Junkies Environment is about being able to be get focused, be focused and stay focused with limited distractions while you work on activities that have impact.

To watch How to create a productive environment to get things done on Youtube Click Here

The 7 Things To Create An Environment of Productivity

0:42 Take your productivity to warp speed

How to Create A Productive Environment Tip #1

1:10 What is your objective?

Do you know what you want to get done, not just for the day, but for this focused productivity time.

How to Create A Productive Environment Tip #2

1:50 Where is that you are going to create your Productive Environment?

Where is that you are the most productive?

How to Create A Productive Environment Tip #3

2:22 Who?

Who helps you with your productivity, getting things done or needs to be there for this project?

Or should you be by yourself?

Who shouldn't be there? Who is a distraction?

How to Create A Productive Environment Tip #4

2:52 When are you the most productive?

How to Create A Productive Environment Tip #5

3:40 The Sounds

What sounds help you focus? What sounds should be shut off because they distract you or are interruptions?

Check out http://focusatwill.com

How to Create A Productive Environment Tip #6

4:37 The Resources

What tools, resources do you need?

How to Create A Productive Environment Tip #7

5:30 The Weather?

Maybe? Maybe not?

"When there's surf, we surf."

Need a Speaker On Productivity?

Hire Me To Speak

3 Tips On How To Become Ruthless With Your Time Management

Be Ruthless With Your TIme Management

Today, we're talking about being ruthless with time management.

It's something that I strive for, especially as the founder of a real estate group, Persinger Group and all of the video creation I do, here, here and here.

And I'm told quite often that I am ruthless with my Time Management.

For example, the producer for a podcast I did, Jonathan Rivera says,

"I think that you don't waste your time. I think you've got it down and I think you're tight with what you let you and what gets your focus."

The reality when it comes to me and managing my time, I'm better now than I use to be.

And I'm just speaking about since the boom of social media. Maybe you were wasting as much time as I was with social media. I think all of us were wasting a lot of time there for a while.

The Time Management Perfect Storm

 

Time Management Perfect Storm

The real estate market was tanking and the internet with social media was starting to make this big wave at the same time.

Many agents and trainers went All-In on the idea of technology, social media and Internet Marketing because it was free or very cheap.  People weren't quite sure how to deal with the new real estate market that they were facing. Add to that all this technology and online stuff at the finger tips.

It's basically free to get started with a Wordpress website, Facebook and twitter, so why not? The only cost was your time.

Now what had to be decided was, is it worth it?

Was all this time online and using social media worth the time invested?

For me, I worked out what really works for me and what doesn't work through tracking and measuring. So, I was probably busier with activities four or five years ago than I am now, knowing what works and sticking with that. So that's part of it of being ruthless with your .

This is what I work with my 1 to 1 clients on and Members of my programs also. Tracking and measuring their time and it's effectiveness.

How Time Management Became Important To Me

Let me give you some background here so you have some context of how and why I view time as I do.

Before I got into real estate full time, I was working at a water park where we were deep water certified and we had ridiculously dangerous water slides.

The owner of the resort wanted to be very innovative. He even commissioned new innovative slides to be designed that had never been built anywhere before.

I was running that water park and it scared the hell out of me actually, because we were basically making these really dangerous things and then saying, "Okay, stick your four-year-old in here."

It was so scary.

I was dealing with big things like spinal injuries. We're having to pull people out on backboards and sticking them into the back of ambulances. I had to defib someone that was having a heart attack and their heart had stopped. Dealing with maybe a little bit smaller things like concussions or shoulder dislocations or someone slipping in the bathroom and breaking their arm.

I was literally dealing with life and death situations there for a while and so when I got into real estate, I was like: it's just money. It's not someone's life or death.

Start Of My Real Estate Career

If you were to talk with my high school teachers they would not consider me the most focused person… the best at time management…or the most productive person in the world.

I would usually finish my homework just before class… IF I finished at all. 

Caring about time… getting things done… focus… … I couldn’t care less!

Hanging out with friends and wakeboarding was all I cared about.

When I went off to college my habits didn’t change.

After a couple semesters I realized that giving my money to college didn’t make sense when I didn’t show up for the classes.

I was too busy to show up classes…

… too busy wakeboarding… too busy traveling… too busy sleeping in.

After dropping out of college,  tired of dealing with life and death situations and getting my body beat up from all the wakeboarding, it was time to find a career.

Real estate it was.

I had swore I would never get into real estate.

See, my parents were Real Estate Brokers.

I grew up in real estate, around real estate, surrounded by real estate. Real estate drove me CRAZY!

Real estate was the last thing I wouldn’t to do.

But when push came to shove, I knew real estate was something I could do.

Plus, I wouldn’t be dealing with life and death (like I my previous job). And I wouldn’t have to do manual labor, which would have beat up my already Broke-Down-From-Wakeboarding-Body.

So… I started my real estate career. It was 1997.

And I did OK. But I still wasn’t focused… or that productive… or managing my time well.

I was just cruising… just coasting through my days and weeks.

Until…

…A phone call.

My best friend, since I was 5 years old, was in a car accident.

Tommy and I had grown up together. Tommy’s dad was my basketball coach. Later on we became neighbors. After Tommy got his drivers license he became my ride to school.

We traveled all over the country wakeboarding together.

Tommy and I were inseparable, until he moved to Biloxi, Mississippi.

I was starting my real estate career and he was trying to “find himself.”

It had been about 6 months since I had last seen Tommy before that call.

While living in Biloxi, Tommy’s car was hit by train.

His body survived but that’s about it. He was left in a comma.

Eventually, once his condition stabilized, Tommy’s parents moved him to Milwaukee, Wisconsin. So he was closer to their home.

Since Tommy was closer now, I would visit Tommy every night. I would finish up my appointments, pack up my paperwork and make the 2 hour road trip to Milwaukee. I would hang out with Tommy, telling him about my day and what paperwork I was working on.

While sitting with Tommy I would work on my files and paperwork. Once finished, I’d pack up the paperwork and drive the 2 hours back home again.

This became my schedule. My new routine. My day had become significantly shorter. With all the driving and time spent with Tommy I was forced to become more efficient, more productive, more focused and manage my time better.

It took this tragic accident to FORCE me to realize that time is precious. Time should not be wasted. Time should be maximized. Time should be cherished.

On July 4th 2005, after years of battle, Tommy passed on.

This event and time in my life was significant.

It gave me perspective.

Life is short.

I still have fun… I still fool around a lot… but now, rarely do I waste time.

To be candid… life hasn’t become much easier. There as been even more tragedy and loss since losing Tommy.

My nephew Chris, who was just 11 years younger than me, was killed in a car accident in 2007.

Perspective… Reality… Time is precious… Priorities… Clarity all in instant again.

Time management wasn't necessarily a switch that I threw or a book that I read or a system that I learned. It was things that were happening in my life that said time is precious, time is limited.

Moments are few.

Prioritize what's the most important.

Stop Wasting Time and Energy Being Dramatic About Everything

Stop wasitng time with drama

I see people that get so bent out of shape, so dramatic, so over the top about something and they're writing these little diatribes on Facebook or whatever it is. They get so worked up about the littlest thing and I just sit there and I think, "I really hope I am not around you when something seriously bad happens."

When some serious shit goes down, how are you going to respond to that if you're flipping out about this little thing?

It scares me to see people get so worked up about the littlest things. I just have to assume that nothing super tragic has ever happened in their life if they are treating some of the things that they treat with such seriousness.

When you start looking at the big picture like the time with your family, your friends, and you don't know how much of that time you have, it really all is small stuff.

This is an actual conversation I was having with my niece, my goddaughter who was 21 years old at the time. Her and I talked about this on the last vacation we had together. The last time I saw her before this was when I flew her and her little sister to visit Katherine, my wife,  and I here in the Seattle area last year in January. So her and I were talking about that it's been a year since we've seen each other.

I said to her, "Courtney, if this is the pattern that we're on, then I most likely, best case scenario will get to see you 50 more times in my life. I just don't know if I'm okay with that if I only to get to create 50 more memories with you. We have to do something different about this."

How much time do you think you have left with the people you care about?

How many more memories are you going to be able to create with them?

3 Tips On How To Become Ruthless With Your Time Management

Tip Number One

To become ruthless with your time management you've got have Clarity.

You have to know what it is that you want for your life, for your business, for the world that you live in.

You have to know what it is that you want.

If you don't know what you want, start to think about what you don't want. You have to start somewhere.

Either way, you have to take time and make time to think.

One of the biggest problem with technology is we dive into technology as a break from reality, as a distraction from our own thoughts and feelings. But, you have to sit there with your own thoughts and your feelings and get a clear picture about what you want.

 

If you don't spend time thinking about these things, you're bound to give in to every little thing that comes along the way and wants to distract you and throw you off of your path.

Tip Number Two

Being ruthless with your time management means not giving into immediate gratification or the distractions that exist in today's world.

You have to think bigger, see further.

Look at the big picture of things. Like I did with my niece, we were talking about 50 years out from now. We're talking about me being on my deathbed. It might seem a little depressing, but what would really be depressing is if I'm laying on my deathbed and I've only hung out with her 50 more times in my life or even less.

That's even more depressing.

Tip Number Three

The third tip to becoming a ruthless time manager is start trying to make your schedule for two weeks out.

Stop living day to day.

It's like living paycheck to paycheck.

A lot of people are living day to day. They have no idea what they're going to do until they wake up in the morning and then their email tells them what they're going to do, whatever is sitting in their email inbox.

Start to make your schedule for two weeks out.

For example, if you know in order to meet your business goals, your objectives, you need to have three appointments per week, go and block those periods out so that you know where to fill those in.

For two weeks out from now, go, "Okay, I'm going to have appointments on Tuesday and Thursday night and one for Saturday morning so when I get a buyer lead or seller lead, I'll say, 'Here's my time available.'"

Schedule that out for two weeks at a time.

Start to see how that works for you just so that you can start to protect your time a little bit better.

Again, see a little bit further than what you're doing now. Maybe, you're living  day by day or maybe it's week by week.

Two weeks out at least gets you to start thinking a little bit bigger and see a little further out.

If you want to go deeper with being Productive and you truly value your time...

Then learn more about what we do at Persinger Group and let's chat

 

How To Increase Your Real Estate Sales Production - Beginners Guide To Selling More Homes

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Sell More Homes - Productivity Junkies

Today, you’re going to discover how to #increase your sales via the #Productivity Junkies Philosophy of “Selling More, By Doing Less.”

Over the past couple of years, as the real estate market has started to uptick, I’ve noticed a crazy increase in the number of emails from Realtors that are looking to increase their #sales, production and commission dollars. Many real estate agents are feeling better about the market, their business and have some confidence that they can now grow their sales, not just maintain.

*Sidenote - there is nothing wrong with this, but the reality is that there is never a bad time to grow your business, if you have identified a great niche or market segment, are utilizing great marketing, taking calculated risks and using measurable control in your expenses.

Although I’ve spent the past eight years helping agents with increasing sales and productivity with online marketing and email marketing through , I was originally licensed in 1997 and started managing and leading agents and brokerages in 2001. The experience, time on task, sure volume of transactions I’ve been involved with, the number of Realtors I’ve personally worked with, I’ve seen the art and science of selling more homes and increasing your production. And with that, have developed the Persinger Real Estate Productivity Philosophy for this….

So…

If you are a real estate agent and struggle to sell enough homes to make “ends meet”, this post is for you.

If you are a successful Realtor, but hit a plateau and are interested in taking your sales to the next level, a lot of the same advice will apply (and we even have an entire section for you that explains any differences).

If you are a rookie real estate agent and new to sales, keep reading. I guarantee you’ll learn something.

To me, increasing sales, productivity and profit is more than just the pursuit of making more money – though there’s nothing wrong with that. It’s about being better, the next best version of yourself (version 2.0 or perhaps Version 8.7), confidence in your ability and providing more clients with exceptional service, so they aren’t having to work with shitty, slimy real estate agents. And no matter how badly you want it be this way, simply being a “better agent” does not lead to an increase in sales and production.

Stop complaining that other agents need to raise the bar. Or that you are a "better agent". Or that those "guarantees" the jerk agents offer are a lie or bait and switch. Stop whining about how you know more about contracts or addenda. Posting in a Facebook group about how bad the realtors in your local market place won't help either, so stop that too.

The Myth

In my daily marketing and productivity tips email a couple of years back, I asked a simple, short question to the 4,500+ subscribers...

"What would you do if, magically and suddenly, you woke up tomorrow and your business had doubled?

Hit reply and let me know.

- Darin

I was shocked by the responses. But it gave me great insight to the mindset, limiting beliefs and personal constraints many agents put on themselves.

A word that was actually used a number of times in the responses was "Panic."

Now isn't that interesting?

And in reality about 50% of the responses involved similar responses that I would put in the category of "Panic, Freakout".

What this tells me: just as many real estate agents have a Fear of Success as those who have a Fear of Failure.

You have to get real with yourself here for a moment...

Are you the type of person that has a Fear of Success?

Are you afraid your business could be "too big?"

Which leads to one of the biggest, greatest, scariest myths when it comes to increasing your #sales production.

Myth: If I sold more homes I would be working harder and more hours.

This is a biggest myth about increasing sales production. Some people actually believe the more successful you become, the more time and effort it will take, and the less freedom you will have.

Think about it... if you are working 50 hours a week right now to make $100,000, do you really think you have to work 100 hours a week to increase your income to $200,000? And then would you have to work 200 hours a week to increase your income to $400,000?

That's obviously crazy. Any time you connect hours worked to your success you are setting up the wrong equation. The trick is not to try to apply more time or effort to the equation but to think of the equation differently. Like how effective direct response marketing is and how it adds a huge leverage piece.

The Reality: Everyone has the same amount of time, and hard work is simply hard work. As a result, what you do in the time worked determines how many homes you sell and if you can increase your sales production. (This right here sums up the secret to increasing your sales production. Time to deep dive into this.)

There are a bunch of related myths when it comes to time and "working harder".

Myth: I'm already too busy. Reality: Being too busy and not having time is having a lack of priorities.

Myth: I use technology to be efficient and get more done. Reality: You can be efficient without doing anything that is effective. Or as Peter Drucker said, "There is nothing so useless as doing efficiently that which should not be done at all."

Myth: Everything is important and needs to get done. Reality: The 80/20 Rule rules everything. Stop ignoring it. Stop forgetting about it.

The Story

Recently, some coaching clients shared with me they are not making more money.

They have been working with me for some time, but they have not started making a considerable amount of more money.

That's a problem, huh?

Well, not according to them, or to me.

(They are a husband and wife team)

When they first started working with me, they were working about 125 combined hours a week. They had all sorts of things going on in their business. They were doing social media, had even hired a social media manager. They were calling expireds, sometimes door knocking them. They worried about blog content and their Facebook updates. They had a distressed homeowners website they tried to upkeep.

They were bouncing all around like a jack-rabbit, on crack, on a hot stove.

But now they are working about 90 hours a week. They went from 125 hours a week combined, to 90 hours a week.

That is 35 hours less a week working.

That's like getting back an entire work week, every week.

An extra 4 weeks a month.

An extra 50 weeks a year.

They might not be making more money, but they created an extra year, every year for themselves.

Get Your Time Back

When it comes to your #real estate sales business, decide….

Does business really need to be a 24/7 thing? Do you really need to miss out on your kids events and time with them? Do you really not have to have a social life with neighbors, friends and family and resort to "social media" as your actual "social life"?

Success comes in many shapes and forms.

You decide what you want it to be.

You have to be proactive in all of this though. Your business, your sales, your relationships, your production, etc. You have to be intentional and purposeful.

Or you suffer the consequences… I have no hard data to back this up, but I’ve heard a rumor that real estate agents suffer from double the divorce rate. And I’ve heard Jon Taffer from the TV show, Bar Rescue say that the divorce rate is 82% for married business owners.

Let’s try to make sense of those numbers for a moment.

(You might be wondering what divorce has to do with selling more homes, right? Everything. You can’t give focus to your work, when there is chaos at home. When you can’t give focus, you won’t be able to grow your business. Well, you could. But you would be doing it at the risk of your marriage, personal life and probably your health. That goes against what being a Productivity Junkie is about.)

To understand these numbers, it would help to know what causes divorce.

You hear money problems cause divorce right? So, if you are struggling in your business, that stress on you and your spouse, leads to further frustrations and arguments.

Being a business owner often leads to working odd hours. This holds doubly true for real estate agents. You are showing property at night, going out for listing appointments on Saturday and holding open houses on Sunday. Lack of personal time with and support from a spouse often leads to divorce. You gotta keep the romance alive. Hard to do if you are never together.

I’m a fan of dogged determination and 100% desire to succeed, but if you are doing it wrong, it could have a backlash on your home life, personal life and even your health.

Today’s article outlines the three most important things I’ve learned  and observed about increasing sales over the past 17+ years in real estate, sales and business.

Your time is the most important thing

Growing Your Real Estate Business With Better Time Management

Neil A. Fiore said, “There’s a myth that time is money. In fact, time is more precious than money. It’s a nonrenewable resource. Once you’ve spent it, and if you’ve spent it badly, it’s gone forever.”

If you are trying to grow you business, how you use your time will account for 80-90% of your successes or failures.

What that means: you’d be better off working on less things, instead of trying to do more.

The reality is: Brute force only works so well, for so long. And if you are focused only on increasing your sales, chances are you're going to do it wrong. You are going work harder, work longer and  try to do more. I’ve seen so many agents fail going this route.

They decide that they want to sell more and increase their production. They decide they just need to work harder, put in more hours and put more on their plate. This just leads you to overwhelm, frustration and burnout. Maybe you’ve been there? Or are currently there?

When I get emails from people who explain the fact that they can’t find any more time in the day, but the really want to know how to sell more or they ask me what apps, software or technology they should be using to be more productive, I always first ask about the person’s daily schedule. And more often than not, that person proudly tells me how hard they working, how busy they are, but undoubtedly their schedule is not consistent. It's usually very random. It’s not scheduled, structured or time blocked. It’s not proactive, it’s reactive. It’s not focused on the Impact Activities, Important Activities or High Dollar Producing Activities. It’s bouncing from what is currently urgent to the  latest emergency.

Here’s the truth: If you are not growing your sales, you are not focused on the right activities and not managing your time effectively.

Some more truth: You are overwhelmed and struggle to get things done for the most simple of reasons…

… because today’s world is full of distractions, technology can be disorienting, your calendar and to-do list has become cluttered and you’re frustrated that you can’t take advantage of every opportunity that comes your way.

And it’s not really your fault. Not 100% at least.

You are being bombarded with the idea that technology or some app is going to make you more productive or increase your sales. Your brokerage, or your local MLS board is bringing in speakers giving you a presentation like, "The 40 Must-Have Apps To Increase Your Productivity."

If there are 40 Must-Haves of anything, then none of them can be that amazing. And all the wasted time it takes to download, learn and use is just obscene. Think about it… how many apps do you have on your phone or tablet? Even if you spent just one minute a day using each, how much time are you spending using it?

If you are spending 40-60 minutes in technology and apps to try to become more productive... do you see the problem here?

Your business isn’t growing because of your lack of tech savviness, that’s another myth.

To grow your business you simply have to start doing the right things. This means doing less, not more.

Doing more of the right things.

The Productivity Junkies Philosophy of “Selling More, By Doing Less.”

I had a #real estate coaching client send me this video. They told me it reminds them of coaching with me.

“The less you do, the more you do.”

Think closely about what I’m about to tell you, since it’s going to change the way you think about getting things done, productivity, selling more homes and making more money.

FOCUS is more powerful than any technology or tool, because the things that you focus on can either make you successful or cause you to fail.

The elimination of things from your schedule or to-do list that aren’t truly important or impactful is more powerful than any technology or tool. This is true because there are only so many hours in day. Everyone is given the same amount of time , what you do with it is the difference between selling more or getting burnt out.

Working More Hours Does NOT Work

The reason you cannot #increase productivity by working more hours is because you will just fill up the hours with more activities, tasks and projects.

By working more hours… by sacrificing more time… you simply are working more and longer. Working more hours in a day or week doesn’t equate to success.

As Tim Ferriss says about productivity in his best-selling book, The 4-Hour Work Week…

“…our culture tends to reward personal sacrifice instead of personal productivity. Few people choose to measure the results of their actions and thus measure their contribution in time. More time equals more self-worth and more reinforcement from those above and around them.

The Goal

Before you start trying to do more transactions, I want to you cut back the hours you are working.

Yes. You heard that right. Cut back. Do less.

What you are doing here is you are finding your pace. Once you find your pace and you get comfortable with it, you can start to increase it.

Business and sales is not the only place this works by the way. For example, when trying to lose weight, it makes the most sense to get your diet right first. Start with healthy eating habits BEFORE starting an exercise routine. Why? Well, diet makes up 80- 90% of the success in losing weight. And if you start exercising first, your body is going to go into shock, wondering what is going on and desire more calories, because of this new stress of exercising is putting on it.

It's about priorities.

Now, for every person, the number of hours you are going to cut back to is  different:

For some people, you might be working 10 hours a week. For others, it might be a 30 hour work week. For a rookie, it still might be about working 60+ hours a week, because you need to develop sales skills, learn about the industry and get educated about your market.

Now, you might be thinking “there’s no way I can cut back on the hours I'm working, Darin! I have too much to do!”

You have a choice here... continue to let that reactive thinking control you, your actions, your results and your income. Or bust that personal constraint and realize the reality: NOT all activities have equal importance.

Depending on your background you are bringing some baggage with you into this career.

If you were an hourly employee before, you are most likely thinking about trading time for dollars. But that's not the way real estate works. You get paid for a result.

If you were a salaried employee, you might be thinking about tasks and projects. Again, the way you get paid in real estate is if you get a house sold, not if you complete a bunch of projects by doing a bunch of tasks really well and really efficiently.

What you must keep in mind is you are not punching a clock anymore. You don’t get paid time and a half for overtime. You don’t have to impress your boss anymore. You are not climbing a company ladder.

You are the boss!

Track It, Measure It, Increase It

I'm a big fan of tracking and measuring when it comes to your sales and marketing. You need to know your numbers. It should not come as a surprise to you then, I'm a big fan of tracking and measuring your time, since I feel time is even more important than money.

The reality is a lot of people UNDERestimate where and how they spend their time.  I'm going to give you an exercise in a moment about how to track your time, because you have to do this in a very specific way. It's not just about writing down what you did. It's about knowing how you are spending your time is connected to your goal of increasing your business.

But first, you need to check out the #Productivity Junkies Productivity Model.

Productivity Junkies Prodcutivity Model

The PJ's Productivity Model has 6 different areas that your activities could fall in to. Let's start at the bottom and work our way up.

1. Useless Activities

These are activities that don't contribute in any way to you growing your business or making more money. You know things like Candy Crush, watching that cat video, going to yet another webinar on something you already know, but still have NOT implemented. If you are brutally honest, I know you will find a few of these in your day.

2. Urgent Activities

These are things that you are usually going to find in your email or voicemail. They are activities that is someone elses To-Do List for you, not the To-Do List you created for yourself. They are not planned or scheduled, but you do it NOW anyways.

3. Emergency Activities

Now, up to this point you might be thinking to yourself, "Damn, this Darin guy is cold. He must be a Time Robot, or Productivity Cyborg, or something. He's like a bulldozer through excuses." I wouldn't say that is 100% true, because I do live in hard cold truth of reality, this is why I share what I share and the way I do. Because of this, I understand that  you can't always control your schedule, your day or your plan. No plan survives its collision with reality.

An Emergency Activity is something involves the threat of an immediate deadline tied to a decision or outcome involved in something large. This typically means "keeping a contract together".

I'll give you an example from my life...

It was Friday night and the Impractical Jokers where in Seattle. Katherine, my wife, and I love the Impractical Jokers and we had tickets. As we were driving downtown to the show, Katherine was on the phone with a buyer, a home inspector and a listing agent. The inspection contingency deadline was for 9 pm, only 3 hours away and the buyer had some doubts and questions. Now, some trainers and coaches say your 20% is all about lead generation and prospecting and scheduling that at the same time every day so it gets done, but here my wife is 3 hours away from helping her buyer make a very important decision. Is she really supposed to ignore the call and just enjoy her night with me?

You can't do that, can you?

But don't confuse Emergency Activities with Urgent Activities. Urgent Activities usually don't lead to much of a pay off, but the Emergency Activities do. Think of it like the difference between an emergency room and an urgent care center.

Emergency Rooms:

  • Treat severe and life-threatening conditions
  • Hospital emergency rooms have specially trained doctors, paramedics, nurses, and other support staff that can recognize, diagnose and make recommendations on a wide variety of medical issues
  • Emergency rooms are open 24 hours a day, seven days a week

Urgent Care Centers:

  • Focus on diagnosing and treating conditions that aren’t life-threatening yet they need to be taken care of right away
  • Offer quality care on a walk-in basis

4. Low Dollar Producing Activities

These are the activities that you could hire, outsource or delegate for cost substantially lower than what your average dollar per hour income is.

5. High Dollar Producing Activities

The things that get you actually get paid for like getting referrals, buyers, sellers, lead conversion, appointments and contracts.

6. Impact Activities

This is taking time to truly work "On" your business. Creating strategies for your High Dollar Producing Activities. Creating systems for your business. Finding, training and developing the people who help you in the growth of your business.

Tracking Your Activities

So, track your time and activities over a few days, or a week to get a general idea of how you are truly spending your time.

Track your time

The reason why the PJ's Productivity Model is colored is to make it simple to track on your calendar.

You're not going to write down every little exact thing you did. You are simply going to mark a chunk of time with a color. It's best to get some highlighters to do this easily and correctly.

If you are thinking you don't have the time to do this activity, immediately go back to the top of this blog and start reading again.

If you are thinking that you've done something like this before or this is too corny to do and it's beneath you, that's your problem. Good luck continuing to scramble around in your day to day and enjoy the roller coaster ride you call your income.

Once you have a few days of your activities tracked, you will start to get a clear reality check of how you are spending your time.

If you see any... I repeat any Useless Activities on your schedule, immediately eliminate them.

If you see a lot of Urgent Activities popping up over and over, work on controlling your environment and schedule. Make sure you are getting your High Dollar Producing Activities scheduled first and are following through on them.

If you see yourself doing a lot of Low Dollar Producing Activities, and you can't afford to outsource or hire, determine if they absolutely, completely 100% need to be done. For example, a Member of one of my programs identified that he was spending 4-5 hours a week on twitter, when he combined looking for articles to share, reading them and then actually being on twitter. He eliminated this activity and believe it or not, his business did not suffer from not being on twitter all that time. It actually improved.

Increasing your productivity = increasing your sales

If you want to grow your business, focus on being more productive.

Get great at marketing and conversion

Last but not least, the other important piece to this trifecta of business growth... Get great at marketing and lead conversion.

The Persinger Business Development Philosophy is: Marketing for leads, prospecting for appointments.

In today's "internet - Do NOT Call List - social media - people seeking out 10.4 sources of information before deciding - world it seems crazy to try Cold Calling as a means of lead generation.

Instead of Cold Calling for leads, you should be getting really good at marketing, to bring the leads to you and then picking up the phone to prospect for appointments.

If you hate picking up the phone to call random people because you're expected to have "X" number of conversations a day, let me tell you a story about how I started my #real estate sales career.

I was the first in to the office in the morning.

I would look up expireds every day.

I would search through the phone book, later on whitepages.com to find phone numbers.

I made countless of calls.

Lots of no answers. Voice mails. And hangups.

It was gruelling.

It was humbling.

A nice way to say it would be that it was character building.

Don't get me wrong, I had success.

But I had to keep showing up. Day in. Day out.

I basically had a high paying telemarketing job.

Once I started to understand business and marketing at a higher level, I started to understand the power of Direct Response Marketing and #Copywriting.

When I say marketing, what I mean is Direct Response Marketing and Copywriting. Developing this skill is truly the first piece of leverage you can add and should add to your business.

You don't have to pick up the phone and call strangers that are on the Do NOT Call list every day. You don't have to deal with all that rejection. You really don't.

Stop being a glorified telemarketer.

Start being the advisor, consultant and Approachable Resource you are and bring the leads to you.

Save your will power for picking up the phone to call all these leads you generate from your marketing or capture on your website to schedule an appointment.

A word about offline marketing: if you think that direct mail is too expensive, it's because you are doing it wrong. You are most likely doing branding and not focused on Direct Response. Direct Response is about having a clear concise message with a compelling call to action. These are things that I worked with my coaching clients on and I do for the associates at Persinger Group.

A few words on LEAD CONVERSION: There are two ways to convert leads to appointments. Writing great emails (that comes back to your copywriting) and picking up the phone. That's it. Your lead conversion should be early and often. According to the NAR 2012 Buyer & Seller Report, we know that 66% of Buyers and 65% of Sellers will work with the first agent they talk to. So the objective in your lead conversion is simple. Be the first agent they talk to.

That’s it. It’s not hard. It just comes down to priorities, speed of implementation and taking action.

Be The First

Common questions and objections

“But I just want to make more money, I don’t care if I have to work more hours.”

Good for you. I admire your gusto. The reality still exists, you only get 24 hours in day just like any of us. Do NOT worry about just making more money. Work on making the same amount of money, doing the same amount of transactions, generating as many leads, referrals appointments as you do now in a significantly shorter time. Once you are doing that, go ahead and put more time in on the High Dollar Producing Activities and increase your hours to the amount you are ok with. The money will follow.

“But I don’t want to do that time management crap or your direct marketing junk, so I’m gonna do _____ instead.”

Awesome, go for it. Give it a month, and see what your numbers do. If your leads are increasing, it looks like you are going to start making more money, it will be consistent and you are happy with the hours you are working, keep on trucking. If not, give the stuff above a shot for a month and see how things go.

“I’m a part-time agent, can I sell more?”

Absolutely. You just need to make sure you’re still time blocking the High Dollar Producing Activities as often as you can.  Finding enough time in your week to prospect and lead generate is your biggest challenge. So the PJ's Business Development Philosophy of Marketing for Leads will work better for you anyways. You do face the problem of "#be first" with your lead conversion though. But candidly, I wouldn't sweat it too much. Your competition is almost certainly going to drop the ball or be incredibly slow in their follow-up. So go for it!

“Should I focus generating buyer leads or seller leads?"

If you want to make more money and control your time better, focus on seller leads. When you lead with listings, the listings lead to more leads anyways. For more on Seller Leads, let's talk. 

“Do I need to prospect on the phone 3 hours a day?”

Nope. Remember the PG's Biz Dev Philosophy,"Marketing for leads, prospecting for appointments".  The TOTAL hours you spend on the phone each day is going to be in direct correlation to how many leads your marketing is generating and the size of your sphere. Now, if your marketing is generating so many leads that you COULD spend 3 hours a day on the phone trying to schedule appointments with leads, that's a different story. Most of my coaching clients conduct their lead conversion calls and sphere calls in a segment of 96 minutes that I call Focus 96.

"I'm already a Top Producer - what's different for me to go to the next level?

Take a look at your time tracker exercise you did. I've yet to work with any agent, no matter the production level that is not doing some Useless and Urgent Activities. Eliminate those immediately. Next, take a look at how much time you are spending in your Impact zone. It's great that you are probably spending a huge majority of time in High Dollar Producing, but chances are, you're spending little, if any time working on Impact Activities. Make a shift to that so you can bring in agents, or marketing coordinators, or lead coordinators to do your High Dollar Producing Activities for you now.

This section is from Lisa Archer, a client who has had tremendous success with growing her business.

18 months ago I said the dumbest thing in the world to Darin. I said I have too many leads to handle. Now, I run a team of over 20 agents and we are still growing. We have written 164 offers in last 3 weeks. Where would I be without him? Likely still showing every night, every weekend and not enjoying my family. I thank God for my big mouth and for coaching with Darin.”

Darin is a KICK ASS coach, motivator and a genius.

Yes, he has a mind that is incredible.

I feel that Darin is vested in my success both personally and professionally. He is a dear friend and I am excited we are now partners.

- Lisa Archer

CEO/Broker at Team Ludlow Realty

Co-Founder of The Geeky Girls

No matter what you chose, to follow my Philosophy or another coach, the key is to get your mindset right by not fearing success, prioritize the right activities and develop and enhance your direct response marketing, copywriting and lead conversion skills. Stop worrying about the small details, the technology or the apps and just make sure you are making progress.

How Else I Can Help

This is a beast of an article, and your head probably hurts at this point, but I want to make one last point.

Most people would rather debate what they think they know instead of implementing what it is they do know. People also love to debate minutiae.

Ramit Sethi writes on his blog, Iwillteachyoutoberich.com:

If you’re below the age of 125, you have heard people saying one of more of these phrases about losing weight:

  • Don’t eat before you go to bed because fat doesn’t burn as efficiently
  • If you cut your carb intake and raise your protein level, you can lose lots of weight quickly
  • If you eat fruit in the morning, it’s easy on your digestive system and your metabolism will speed up

I always laugh at these things because they’re so absurd. Maybe they’re correct, or maybe not, but that’s not really the point.

The point is that we love to debate minutiae.

We love to debate details at the completely wrong level of analysis.

When it comes to weight loss, 99.99% of people only need to know 2 things: Eat healthier and exercise more. Only Olympic athletes need to know more.

I see this happening more and more with real estate when it comes to things like social media, lead generation, lead conversion, website platforms and ROI.

People want to debate the minutiae of it all. I don’t.

I want productivity.

I don’t want to hear opinions or guesses or theory.

I want to see people implement and get results.

Increase Productivity - Stop debating minutiae

As Ramit puts it,“…we feel like we really expressed ourselves, and it’s a good feeling. The problem is that the feeling is totally illusory when it comes to getting anything done.”

Sounds to me like the opposite of being a Productivity Junkie who wants to grow their business.

  • Stay Productive
  • Keep Focused
  • Be Consistent

- Darin Persinger

PS: Yes, I cover a lot of stuff in this Beginners Guide To Selling More Homes,  however, if you want more, if you want to go deeper with the PG's Philosophies or get accountability, let's grab a coffee or beer.

There Are Donuts In The Conference Room

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Information Overload - Making Agents Rich PodcastIf you are trying to ... "There are in the conference room" is like the worst thing you could hear.

But, hey I get it. It's like that every day for you in your business and life.

You are trying to .

Stay productive.

Implement.

Get it done.

But then you see the Facebook post inviting you to a webinar for a game changing new tactic or tool.

That is the equivalent to "...donuts in the conference room".

 

  • Stay Productive
  • Keep Focused
  • Be Consistent

-- Darin  Persinger

Productivity Tip From Jack Reacher

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for ya today... from In the film Jack , title character played be , he is having with another character who uses the word "Someday".

Jack Reacher responds,

"Someday. That’s a dangerous word. It’s really just a code for ‘never’."

What are you putting off until "someday"?

Stay Productive Keep Focused Be Consistent

- Darin Persinger

The Problem Of Time Management In Sales & Business

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Time Management Problem In Business And Sales "What is the most important thing we should be talking about today?"

I ask that question or some variation of it to all of my 1 to 1 coaching clients, during almost every conversation.

"Time ."

That was the response of a coaching client of mine.

"I'm struggling with time management ." He said.

Would you like to hear what I shared with him?

One of the first things we talked about was his language.

I told him to "Stop using the phrase 'time management'."

I know. I know. You've probably seen on the website me using the word time management. You are probably thinking, "Take your own advice Darin, if you think that way."

Well, I'm taking some of my own advice. My marketing advice.

Such as, join the conversation the prospect is having in their head sell them what the want, give them what they need... But I digress....

I will share more about marketing next week... but for now back to 'Time Management'.

I told him to "Stop using the phrase 'time management'."

The reason why... You can not manage time. Time is constant. It is the same. Over and over again.

The same 60 seconds in a minute. The same 60 minutes in an hour.

You can't speed it up. You can't slow it down. Time can not be managed.

And it's kind of a victim mentality to blame time or your lack of time managed.

In fact, TIm Ferriss says, "Lack of time is actually lack of priorities." Chew on that.

Instead of focusing on time, focus on what you can control. Your activity.

And just as I told this coaching client, I will tell you now.

Use the phrase '' instead of 'Time Management'."

Check out the difference this makes: At the end of the day, when you don't get the things done that could have made an impact on your business and in your world, instead of saying, "Oh, I didn't manage my time well." you say, "Oh, I didn't manage my activities well."

The latter is a bit more painful to say, huh?

GOOD!!!  It's supposed to be!

Or instead of saying, "I have a 'Time Management' problem," you now have to say, "I have an 'Activity Management' problem."

Stings a bit doesn't it?

Start being focused on 'Activity', not so much on 'Time'.

Stay Productive | Keep Focused | Be Consistent

--

Look for ways to double your productivity

If you are looking for ways to double your productivity... Don't make the mistake of thinking that it's always about just working harder.

I was watching the HBO show "Hard Knocks" which is about the Miami Dolphins football team training camp.

It's interesting to me because the Head Coach is Joe Philbin. He is the former offensive coordinator for my Green Bay Packers.

Plus, Mike Sherman is the new offensive coordinator for Miami. And "Sherm" is an ex-Head Coach of the Packers.

Joe Philbin runs his practices in a unique way.

He has two sets of competing units set up against each other at the same time.

One set of players are running plays going one direction, the other set going the opposite direction.

The coaches are in the middle.

When the first unit completes it's play, the coaches simply turn around and watch the next play from the second unit.

While that second unit is running the plays, the first unit reorganized to run another play.

The coaches turn around and watch that play.

This allows the Miami Dolphins to run twice as many plays in the same time.  The coaches can assess more players and plays than their competition.

As a team, they have doubled their productivity with just this small tweak.

Take a look at your day... your schedule... your activitiess...

Is there a small tweak you can make that will double your productivity?

I know one way.

Bring me out to you and your team and I'll share it with you.

Stay Productive | Keep Focused | Be Consistent -- Darin Persinger

Rockstars Use A To Do List, Do You?

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Friday night Kat and I went to see a . Not a band you probably have heard of, just a small local band here. They mostly play covers.

I pointed out to Kat the that was on stage, at the feet of the rockers.

The setlist reminded me of a conversation I had with her father a couple weeks ago. He made of all the bands he has seen live. And I asked him, "Do you have a setlist from any of these shows?"

The only one was from . :)

I've been able to grab the setlist from Train and Better Than Ezra.

Kat was wondering what a setlist is, does and why we were talking about it.

A setlist is a document that has the songs in order that the band plans on playing. It's basically .

It makes sure they keep ROCKING instead of looking at each other between songs, wondering what to play next.

The setlist allows them to think out the order of the songs, so they don't play all fast songs, or all slow songs.

The setlist helps them ROCK harder...

... And basically all it is, is a To Do List.

If a to do list works for a rockstar, it might work for you HUH?

Darin

The Biggest Time Trap You Get Yourself In

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you can get into...

Debating.

If you are on a debating team, or want to become a lawyer or you are a politician, maybe debating is for you.

But, in business and in life, there is no reason to have a .

A debate implies one party is right and the other is wrong.

The definition of debate is....

"To engage in argument by discussing points."

Or this...

...argumentation in which two opposing teams defend and attack a given proposition."

It's been my experience that when you enter a debate, the other party has no intention of actually changing their mind.

You debate your truth. They debate their truth.

Not productive use of time, in my opinion.

I just wrote a post for InmanNext that talks about this very problem.

It's called dissonace.

What is really interesting to me, is even though I point out what cognitive dissonace is and give examples, you can see people in the comments section displaying cognitive dissonace.

It's kind of a mind freak to see it happen.

Go check out the post by CLICKING HERE

Be aware of this behavoir in .

Notice it in others. Accept that you can not logically debate someone in to seeing your truth.

  • Maybe it's getting a seller to lower their price.
  • Or a bank to accept a short sale offer.
  • Or a buyer not to walk away from after inspection

Don't get me wrong. This doesn't mean you throw your hands up, walk away and just give up.

But is the opposite of debate.

Effective communication is understanding the other persons Point of View.

Debating is trying to get the other person to accept your Point of View.

I promise...

Nothing good comes from debating. Just wasted time. Frustration. Angry emotions.

Everything good comes from effective communication. People feel heard. Understood.

Debating is not effective communication. And I'm seeing way much debating online, not much effective communication.

The to this is understanding what  is.

CLICK HERE TO READ MY BLOG POST ON INMAN NEXT

If you want to take effective communication to the next level in your business development...

Hire Me To Speak

Does Your Day Follow The 90/50 Rule Or The 50/90 Rule?

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There is a lot of self-employed, owners and freelancers out there killing their business and... AND...

their personal lives.

I hope you are not one of them.

Want to know what these people are doing, that is killing their business and personal lives?

Maybe you are doing this too, but I hope not.

They are living the 50/90 .

When they should be living the 90/50 Rule.

I'll explain what these are, and no, they are not the 80/20 rule. Nope. Not what I'm talking about here.

But first, let me share with you another problem.

If you are a , a real estate agent, you have to, please for the love of everything in the Universe, stop talking, bragging, celebrating worked.

You get paid for results, not by the hour.

  • "I work 60 hours a week!"
  • "I work 80 hours a week!"
  • "I'm on 24/7 for my clients!"

Stop bragging about hours worked, or start charging by the hour. Do one or the other, OK?

You are not punching a clock anymore. You don't get paid and half.

You don't have to try to impress your boss anymore. You are not climbing a corporate ladder, to get a promotion.

You are the boss!

Your clients don't care how many hours you work. Your clients want results.

No one cares about how many hours worked!

Well, someone cares. Your family cares. Working 80 hours a week is not cool. Stop acting like it is.

Remember, you get paid for results, not by the hour.

If you make this , you will be miles and dollars ahead of your competition.

The 90/50 Rule

What I've observed with many , business owners and entrepreneurs is that they don't truly understand the difference between and just being busy.

Tim Ferriss, author of the 4 Hour Work Week says this about productivity,

"...our culture tends to reward personal sacrifice instead of personal productivity. Few people choose to measure the results of their actions and thus measure their contribution in time. More time equals more self-worth and more reinforcement from those above and around them."

Personal sacrifice instead of personal productivity...

More time equals more self-worth...

If you want to build the business you desire and live the life you deserve, change this mindset. Immediately!

Remember, you get paid for results, not by the hour.

The 90/50 Rule is about bringing to this epidemic of sacrificing time instead of looking at your productivity and results.

It is simple, yet effective.

Be at 90% and effectiveness 50% of the time.

Most people are at 50% energy and effectiveness 90% of the time.

What does that mean exactly?

It means you are not present or on purpose. You are half there.

You are checking your favorite facebook group, your email, your twitter, your analytics, all at the same time, while you supposedly doing lead follow up. Or writing that blog post. Or sending out the newsletter. Your are multi-tasking. 50% energy.

And you do this the entire day, well at least 90% of it.

Always plugged in.

Always connected.

Never giving something the attention, the energy and focus it deserves. And I'm not just talking about tasks here, I'm also talking about people.

Doing things at 50% energy, 90% of the time leads to the hours. Stop this.

The 90/50 Rule shifts you back the other way.

Give a task, a project, a person 90% of yourself. Be there. Be present. Give it focus. Give it attention.

Why only 90%? Why not 100%?

Contrary to athletes belief, you can't give something 110%. You can't, in my opinion, even give it 100%.

Go try to drive your call at top speed, pedal to the floor, all day, every day. Your car will fall apart very fast.

I don't want this for you.

Don't push yourself so hard that you are on the verge of a melt down.

Give it 90%. That will give you some amazing results.

And....

Only 50% of the time of what you are currently doing now.

Working 12 hours a day? I bet you can get the same results in 6 hour if you get focused and give the IMPACTFUL things 90% of your energy and attention, instead of the 50% you are giving them now.

Afraid you can't get everything done if you start to follow the 90/50 Rule???

Good. You probably shouldn't be doing most the junk you are doing anyways. You do it because you are trying to fill in time you think you are supposed to be working. This is where the 80/20 rule comes in to play.

So, flip the script.

At the end of each day, ask yourself,

"Did I operate at 90% energy in 50% of the work day or was operating at 50% energy for 90% of the workday?"

If this seems like a tough concept to grasp, I hear you.

A big part of this is your mindset. Doing a shift from 50/90 to 90/50 is not easy, because like Tim Ferriss said, "our culture rewards personal sacrifice."

The next step is knowing what to prioritize.

After that it is knowing how to prioritize the important and eliminate the distractions and things that don't matter.

Take a look at your business and life and think about how it would look if you followed the 90/50 Rule.

Seriously think about what getting back an extra hour of productive work would mean to your business, life and world.

Would you spend that extra hour on a date night with the spouse? Go to the park with the kids?

For your business, if you value your time at even $100 an hour. That would mean an extra $400 a month. That is a car payment!!!!

Looking at the big picture, just an extra hour of focused productive time a week, valued at $100 an hour, would be $5200 a year!

What would you do with that money? Pay off debt? Invest in your retirement?

And remeber that is for a week. What if it was everyday? You do the math on that.

Why You Need To Value Your Time

Sun DialTime is really the only capital that any human being has, and the only thing he can’t afford to lose. -Thomas Edison

Yesterday, in my Productivity Nugget, I talked about how you are losing revenue every month because you are not putting a value on your time.

I've been doing an with some of recently to help them do less, get focused and truly start to value their time.

Here is what one client said after doing the exercise:

"Puts an hour into perspective. Just delivered 500 in .... seriously. Normally 5 hours, did it in 2.5. I've got to figure out a way to keep that perspective front of ."

Taking Too Long

To increase you can eliminate , get focused on your big payoff items, but you can also accelerate your productivity.

Just do what you are going to do faster.

Become purposeful with your time, with your activities.

“The trouble with not having a goal is that you can spend your life running up and down the field and never score.” –

There are so many amazing ways to develop your and lead generate today. So many amazing tools that you can use for business and productivity. So many cool ways to contact and communicate with people. But, all these things can just as easily be a HUGE .

Change Your Perspective Of Time

It's All About Perspective.

My coaching client has a time now. This is changing the way she approaches and implements her activities. Not only has she become aware of her time, she has determined the value of her time.

What is your perspective of time?

How do you approach your day? Your activities?

What value do you put on your time?

Why debating is just kicking dirt

"You have not converted a man because you have silenced him." -

 

I am a naturally .

I like to learn, I like to improve.

I think sometimes my turns into in certain cases.

What does being curios and suspicious mean?

It means you ask lots of questions and look for .

Debating is not answer-looking

I've been getting dragged into some lately online and I really need to stop.

Debating is what the does when he feels the made a bad call.

Is that ever productive?

The manager is not looking for answers. He wants the ump to see things his way.

The ump isn't trying to understand the managers perspective. They are simply debating. There is no answer-looking going on. There is no benchmarking, solution focused conversation taking place. sees things one way. The other person sees things another way. And the are both convinced they are right.

Still interested in answers and solutions

I'm still interested in answers and solutions. I still want to learn. I'm just not interested in debating. It's not productive. Most people would rather what they think they know instead of implementing what it is they do know.

Many people also love to debate minutiae.

Ramit writes on his blog, Iwillteachyoutoberich.com:

If you’re below the age of 125, you have heard people saying one of more of these about :

  • Don’t eat before you go to bed because fat doesn’t burn as efficiently
  • If you cut your carb intake and raise your , you can lose lots of weight quickly
  • If you eat fruit in the morning, it’s easy on your and your will speed up

I always laugh at these things because they’re so absurd. Maybe they’re correct, or maybe not, but that’s not really the point.

The point is that we love to debate .

We love to debate details at the completely wrong level of analysis.

When it comes to weight loss, 99.99% of people only need to know 2 things: Eat healthier and exercise more. Only Olympic athletes need to know more.

I see this happening more and more with real estate when it comes to things like , lead generation, lead conversion, website and ROI.

People want to debate minutiae of it all. I don't.

I want answers and solutions. I want .

I don't want to hear opinions or guesses or theory.

I want to implement and get results.

Why do we love to debate minutiae?

As Ramit puts it,"...we feel like we really expressed ourselves, and it’s a good feeling. The problem is that the feeling is totally illusory when it comes to getting anything done."

Sounds to me like the opposite of being a Productivity Junkie.

Do you find yourself in too many debates, but not enough conversations looking for solutions?

What will you do when you find yourself debating minutiae?

What Time Zone Are You In?

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Professor Philip Zimbardo conveys how our individual perspectives of time affect our work, health and well-being. Time influences who we are as a person, how we view relationships and how we act in the world. He breaks down how we really live in 6 time zones, but there are 2 different areas in each time zone.

Check out this video, it's pretty cool:

Accelerate Your Productivity Without Extra Effort

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As a speaker I'm in airports alot.

One of the things that I'm aware to look for in when I'm trying to make a connection or have a long walk between terminals, are the moving walkways.

The moving walkways are awesome.

I'm able to get to where I'm going faster using more .

They are great leverage .

I can get on one and keep walking at the same pace and basically cover twice the amount of distance in the same time OR I can stand, take a break, relax from carrying my bags, but still maintain the same speed as if I was walking.

Accelerate Your Productivity

Even though I've talked before about there not being a magic bullet to increase productivity and sales, there are some great pieces and tools to help you leverage your time, scale your effort and your .

Even certain development activities like content marketing and using social media will help you amplify and echo your efforts.

Tools and technology

Tools and technology have a strange dynamic in today's business world. They can either be your greatest asset to allow you to accelerate your productivity without extra effort or they can become a and time trap that rips away from focusing on core dollar producing activities.

It's like this...

I know I need to get to Gate D in the airport. That's my goal.

As I head in that direction I jump on the and BAM! I'm moving faster now to my destination.

I see some people in their business,  jumping on "moving walkways" with out even knowing what gate they are heading towards.

Its just a fun, cool tool and technology so they jump on it.

I do see kids at the airport doing that. They are bored and they have nothing better to do. So, they ride the moving walkways and escalators.

Have more discipline than the kid at the airport.

Have goals in mind.

Know where you want to go.

Then look for the tools and technology that will help you accelerate your productivity.