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Most Important Now

One of the hardest things that we as reps have to keep in mind is what was told to me once as MIN – the most important now. There are a multitude of things that can and will sneak into our day that will steal time from those activities which are the real money makers for us. Paperwork, demos, busy work of all sorts. But what are those activities during the day that really and truly are the Most Important Now? Phone calls (not personal), initial meetings, warm calls, closing appointments are all activities that will make a difference in our production over the days, weeks, months and years. Between the hours of 9 am and 4 pm if we are not concentrating on these core activities, then we are not doing MIN. Demos, training, proposals, paperwork of all sort can and should be done before 9 and after 4.
I was once told by a sales manager I had when I was getting into the insurance business that the great thing about the job was that I was only going to have to work half a day…..I just needed to decide what 12 hours I was going to work. While no one is suggesting that you put in 12 hour days, I think we all are paid quite well to work the hours expected to get the job done.
Vince Lombardi once said (and I paraphrase) that the only difference between the least successful and the most successful is that the most successful do, on a daily basis, the things needed, the hard things at times, to get the job done.
I challenge you, do those things, set your focus on the MIN to be part of the ten percent that will excel this year.
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