The Best Way to Spend One Hour/Week
“What we’re expected to do has increased between 100-200% over the past ten years,” said a client of mine yesterday – a manager in financial services. “The struggle is FOCUS.” I could virtually hear his head spinning. The end of year activity for his team had them staggering into the new year…to exceed what they did last year.
How many of you think that the pace of your life this year will be slower? It’s a ridiculous question, isn’t it? Except that being even busier is unlikely to make you more effective and productive. The multi-tasker is dying. Only you can monitor your self-discipline and leverage your willpower to FOCUS on the key people in your network each week rather than chasing more rabbits that you will rarely catch.
Here’s my suggestion: develop this as a referral habit. Spend an hour each week on your top 6-16 referral sources, your top 5 prospects, and your top 5 clients and think strategically about how to go deeper with some of them. For one hour, stop playing the numbers game. Even the fastest sport on the planet – Grand Prix motor racing – requires a pit stop in order to win.
Does it work? One of the first clients of mine who did this last year came back to me after three months and said: “I’ve brought in more business in the past three weeks than I have in some years!”
Logistics: she finds a coffee shop or environment outside her office, shuts off her internet connection and phone. Another client of mine tells me he does his best thinking over an early evening beer. For others it is simply closing their office door.