By figuring out which activities bring in the most revenue, you can boost your sales and be more successful.

Does thinking of higher productivity make you tired? Do you feel like you’re already working as hard as you can? Does more, harder, faster sound like a recipe for burnout? Then it’s time to regroup. You have the same hours in the day as those who are mega-producers and sales superstars, so why aren’t you achieving the same results? Where does all your time go?


It’s time to stop managing your time and concentrate on managing yourself. Time isn’t the problem – it’s your management of it that is. So you need to start using your time more wisely. Following are some practical ways to do that so that you, too, can start racking up sales and increase your success.


Apply the 80/20 Rule


A variation of the Pareto Principle, or the 80/20 rule, says that 80 percent of your results are created by 20 percent of your efforts. Apply this principle to your daily tasks by determining which 20 percent contributes to your success and your bottom line. Take these concrete steps:


Step 1: Know your hourly worth.

Step 2: Determine which of your activities and contacts produce the most impact.

Step 3: Determine what is essential and non-essential; what you can delegate and what you can’t.

Step 4: Take control and prioritize what you do by first focusing on the highest payoff tasks.


An important step in determining your worth is to examine last year’s numbers to see where your business came from. Then budget your time and money to what is already working. For every job that you can delegate, you are buying back an hour of your time. Spend that hour on higher-productivity activities that will bring in more sales.


Create a Productive Schedule


Create a weekly calendar with one “peak-performance day” where 80 percent of your activities are “dollar productive”—that is, these activities help you close more transactions. By compressing this into one day, it’s like the day before vacation when you are extremely focused and intentional. You prioritize, get in the flow, and things begin to happen serendipitously. Salespeople who try to prospect daily spend at least 10 to 15 minutes getting ready for each session. Then, they prospect for an hour or so. Instead, if they spent three to four hours prospecting in one day, they’d gain more than an hour of “getting ready” time each week and find the calls are more productive.


Dollar-productive activities include:

  • Taking listings
  • Negotiating
  • Prospecting
  • Networking



Next, drop the bottom 20 percent of your activities. You’ll see almost no difference in your service and productivity but will free up time to spend on dollar-productive activities.


Two Tools to Make It Happen


  • A written plan: Make time weekly to work on your business plan and daily to prioritize the most important areas
  • Systems: Everything that you do more than once can be defined by a series of action steps that ensure consistency. Decide which steps are the best uses of your time and which can be delegated.



Know Your Priorities


Everyone defines success differently. Your perfect life and core values are unique to you. Base your daily priorities on your values and passions, and the best use of your time becomes more obvious. For example if you want more time to enjoy your life, you can accomplish it by examining how you are investing your time on a daily basis. By measuring your activities and the people your have worked with against this theme, you can eliminate what doesn’t fit. Let go of  toxic clients to make space for ones. Your short- and long-term goals should be more than a production number to truly motivate you to succeed. Include in your goals the people and things that are most important to you, time to enjoy each day, and activities that refresh and rejuvenate you.

Make a Commitment: I will apply the 80/20 Principle and evaluate my situation by ______________