For those of you that want to join the ranks of the kick ass society and change the way your agencies functions, then this is the exercise for you.
First let’s get this out the way. You are wasting an enormous amount of time each day. You know it. I know it. You’re not fooling anyone. And while that cat video you can’t seem to put aside is a good one, it’s one of the many things that is currently stealing your dream of achieving the next goal with your agency. Assuming you have goals which is another conversation for another day.
If you were to look at your list you can easily find moments where you were being very productive. Maybe even brilliant. The trick is to increase the time spent being brilliant, continue being productive and minimize the time you are spending pissing the day away.
In other words, what we call “Start. Stop. Continue.”
Here’s How It Works
Start by grabbing a legal pad, iPad or the back of a Maxi-Pad for all I care. Make three separate columns and label the first one START, the second one STOP and the third one CONTINUE.
Now take a good look at all of the activity you tracked over the past few days. If you just joined us or you suck at following directions, just think long and hard about the various tasks you do all day.
Place everything that you are doing (or should be doing) in the appropriate column based on what role that action plays in reaching your goals. For example:
This is a list of things you are currently not doing but need to start doing in order to succeed. The things that will make all the difference in the world. The things that show up every now and then in little glimmers of brilliance that you know if you only did more of you would be tearing through your goals.
Some examples might be:
- Make 5 cold calls every day
- Attend 10 networking events a month
- Read 1 sales book a week
A great place to start is to reach out to people that are hitting your goals and see what they do that you don’t. Hell, just stick around here long enough and you will find TONS of ideas I promise you aren’t doing but should!
Be honest about the things you are currently doing that are actually hurting your progress and stealing away your dream. The things that are costing you time and money. The things that are eating away at your soul.
Some examples here might be:
- Calling people only once or twice and giving up
- Spending too much time on Facebook or answering E-mails
- Making excuses for yourself
If you’re having a hard time finding behaviors that you need to stop, chances are you lie about other things as well. You’re only kidding yourself here so get busy and come up with a bunch. I know you have them otherwise you wouldn’t be here!
This column is for the back slap-a-thon. This is everything that you are currently doing right. The things that are working and working well. The things that have brought you here. This is your foundation to build off of.
- Getting up early and hitting the pavement
- Following up with prospects or clients regularly
- Reviewing reports of your sales numbers every day
This is no time to throw the baby out with the bath water, even a broken clock is correct twice a day so go ahead and list all of those good habits you have and should keep doing.
Here’s the Hard Part
Once you are done making your Start, Stop, Continue list the hard part begins! Get to work on every item on your list. Post it on the wall in your office or keep a copy in your pocket.
Take everything in the Start column and find time to schedule it into your day and make a habit of it. If it’s on the stop list…get ready for this…STOP DOING IT! And of course continue to do everything in the Continue column.
It’s really that simple! But don’t let that fool you. It still requires actually doing it.
Bonus Success Clue
Top salespeople and business people would never let more than a month go by without taking stock. So keep looking at what you’re doing and fine tuning it. Running a successful agency is not a spectator sport. Get out there and participate! You have work to do.