Identity Trap/Organization Trap
What is the foundation of organization?
Task Management
What are the two ways to scale back your heavy workload and free up more time?
1. Sacrifice sales
2. Say no more often
Instead of stockpiling technology what should you do?
Substitute
If you have to buy a new piece of equipment, get rid of your old one; don't try to use both
What are the three risks worth taking?
1. Develop an impossible vision
2. Become accountable to others
3. Set exceedingly high standards
What are the four phases that make up the construction of a dam?
1. Accumulation
2. Admission
3. Action
4. Assessment
What are unnecessary tasks? Examples?
These are activities that prevent your business from moving forward and therefore waste your time
Ex. e-mailing friends, answering random phone calls, chatting with coworkers, instant messaging, making personal phone calls, Web surfing, and playing computer games
Which two types of customers should you invest your time in?
1. Low Maintenance/Low Profit
2. Low Maintenance/High Profit
What are the characteristics of a risk taker and a risk maker?
Risk taker pursues dreams, aspires for greater success, is courageous, thinks about succeeding, is a pioneer, is resilient and is tenacious
Risk maker stifles dreams, aspires to greater security, is cautious, thinks about not failing, is a plodder, is resistant and is timid
What are the negative consequences of work being your identity?
Guilt, restlessness, growing frustration, urge to justify our schedules, and fear or regret
1. Hire yourself
2. Utilize the help your company provides
3. Hire a part-time assistant
4. Begin building a team
Who are the nightmare customers?
High Maintenence/Low Profit
Spend too much time on them and they don't buy very much or they lower your profit
What holds the answers to the life you truly desire?
What do you have to accomplish to capture your true identity?
1. Determine how you are wasting your time
2. Determine how to spend more time on the things that produce the life you desire
What is the 100% question?
Are you devoting 100% of your time and effort to achieving your two most important goals?
Quotas may increase your short-term turnover, but ______________
They decrease your long-term trust
What three parameters must be included in an impossible vision?
1. You can't accomplish it alone
2. It breeds excitement and fear simultaneously
3. Requires risk
What are the conclusions salespeople reach about time?
1. Life will never settle down until I choose to settle it down
2. Working is not living
3. Time is life first, then money
4. More work means less life; less work, more productivity and efficiency mean more life
5. How I use my time deeply impacts my self-esteem, my identity, and my fulfillment
6. I can't control time, but I can control how I use and respond to time
What are the boundaries that need to be constructed for Paperwork?
Delegate your necessary paperwork to an assistant or team member
Block out at least 30 minutes every other hour for doing paperwork
What approaches should you use to warm up prospects before calling on them?
1. Send a value-added letter that evokes a sense of curiosity and makes you memorable
2. Have a common friend or colleague introduce you over the phone or in person
3. Have a common friend or colleague arrange a meeting
What are the five most important investments of your free time?
1. Health
2. Financial Fitness
3. Relationships
4. Knowledge
5. Higher Purpose