One of the things that comes up all the time in my Coaching calls and in my Seminars is how inefficiently many Salespeople run their business. Most of the time people are in what I call React Mode. And what I mean by React Mode is this.
You start the day with all the best intentions and begin by following your initial plan. Good start. Then something else comes up and you decide to do that. Then you end up here, here, here, here, there, there, you’re all over the place. And this isn’t because you’re out of control, it’s because you don’t have a plan in place, and you’re in React Mode The truth is…other things will always come up.
So, for starters, accept the fact that things are going to come up, that’s the nature of the business. As a matter fact, if nothing’s coming up, you probably haven’t gotten anything on the go. But let me show you a solution to working both ON your business and IN your business. So here’s the plan, and it works really well. It’s called Big Picture Planning Time.
Now, Big Picture Planning Time is something that I used for years as a real estate agent, and I still use it, right now in my Real Estate Sales Training Business. Big Picture Planning Time is where you schedule 30 minutes near the end of every day and you work on the projects that you have coming up. It’s a project-based activity called Big Picture Planning Time.
Let’s say you decide that, “My time slot, Bruce, is going to be 4:30 till 5:00 PM each day.” The good news is that if you schedule something that’s really important, you’ll end up doing it, right? So think of it this way. To grow and succeed you need to spend some time working ON your business, not just IN your business. Otherwise you’ll always be in React Mode.
So what are some of the things you would do in that 30-minute period? Let’s say you wanted to improve the quality of your listing presentation. So you would spend a half an hour at that point in time working on just that. That way you aren’t going to be rushing around saying, “Oh, I just set up a listing appointment, I’d better revise my presentation.” It’s planned ahead of time. You are planning for success.
What else could you do in your Big Picture Planning Time? Well, things like looking at your daily schedule. What adjustments do you know you have to make? Or, for example, if you wanted to look at your personal goals that you set for your family and you were going to plan something special in the summer, that’s when you work on it, because it’s a project-based activity.
There’s all kinds of things in your business you have to look at. Let’s say you wanted to readjust the way you were going to be doing a geographic farm program or the way you were going to stay in touch with your past clients and centres of influence. Or let’s say you wanted to get some new role-play partners. That’s what you do in this 30-minute period. Project-based activity.
Critical Point: allow nothing else to occupy that time slot…just the things that you know that if you don’t do them, you’re going to be stuck in React Mode all the time. You aren’t going to be building anything, you’re just going to be trying to keep up.
So do yourself a favor, set aside 30 minutes every day for Big Picture Planning Time. Typically, it’s best done near the end of the day when your mind is a bit tired and you need a break. Some people do it after dinner, it doesn’t matter when you do it. But just do it, so that you’re planning for success.
Bonus Point: On Fridays when you’re doing this, here’s a great suggestion. Set it up so that you’re actually planning for some of the big things that you know are coming up, so that you’re looking ahead and getting everything in place for the next week. For example, it’s a great strategy to be sure you have your lead generation and lead follow-up names and phone #s set up for Monday to Friday next week. Get all that ready in advance.
By planning ahead, here’s what it will do for you. It isn’t that you will now have all weekend off, but it does is give you a break mentally. You will not be fussing all the time thinking, “You know, I have so much to get ready for next week.” This approach sets you free!.
Big Picture Planning Time is one of the best things you can do to build and grow your business. Start spending a little bit of time every day working ON your business, not just IN your business. Your business will never be the same.
What’s the next question you need answered to help you with your business? (Eg: An objection or a situation or a problem you need solved fast!) Leave a comment below. Bruce