Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.
Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn’t have enough time. He even discovered that he was feeling the same way.
Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we’re all over-stimulated by toxins that steal and hijack our time.
Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we’re working to cram as much into each hour as we can.
Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It’s a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.
Consider the phrase “if time allows.” Steven routinely asks people whose time they are referring to when they use this phrase.
We’ve conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we’re working against when, in fact, we are time.
Steven talks about compressing a sales cycle to fit one year’s worth of sales into one month.
He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.
They worked together to do a time cleanse that would help him compress his time.
Steven said we all have a built-in belief system about how long a sale takes. We’re conditioned by our industries to believe in ideas like slow seasons and high seasons.
Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we’ll always come back to our conditioned thermostat.
Steven asked the agent if it was possible to complete a year’s worth of sales in 10 months’ time. Without worrying about how to do it, he simply wanted to know if it could be done.
Could it be done in 8 months? Or 6?
Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn’t know how he would do it.
They started building a new framework in which it was possible to do a year’s worth of sales production in 8 weeks.
They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.
His biggest business-generating sales activities were his 10×10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.
His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.
By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.
The time cleanse gives you the opportunity to evaluate whether you’re doing the right things at the right times.
He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.
Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.
It’s being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.
The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn’t following the plan at that point, the alarm was his cue to return to it.
After about two or three weeks, he couldn’t believe how quickly the sales started coming. Like many people, he said, “I can’t believe this is happening so fast.” Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.
The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn’t feel like he was fighting the clock anymore.
Be aware as a seller that if you’re stressed out, people will sense it and they likely won’t want to be around you.
At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.
We must overcome what Steven calls our “always way of being,” which is our belief that certain activities take a certain amount of time. We’ve been conditioned to believe that work must be hard and that we must grind to achieve the things we want.
Although it’s true that you must have time in order to conduct sales, it’s possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don’t ask the question, you’ll never get the answer.
Don’t use the phrase time management. We don’t manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.
If you find yourself wanting to try Steven’s concepts, begin by shattering the neurological connections in your mind that say this isn’t possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.
Write down every single interaction and ask yourself whether your activities are contributing.
It could be Facebook, negative people, or any other thing that takes up your time.
Most people get back a minimum of 10 hours, but most get back 20 or more.
Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime
If we say things like “Time doesn’t allow,” it lets us off the hook because we aren’t in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.
As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you’re saying yes to, what you’re saying no to, and where your high-performance hours are.
Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we’ll get better results.
If you are time, and you’re 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.
If you’d like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you’ll get free access to his master class that walks you step-by-step through the cleanse process.
You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.
You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.
If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.
This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.
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Everyone has the same amount of available time every day. When people lack the time to systemize their businesses or hire and train new people, it’s because they aren’t using their time in the right way. They aren’t prioritizing the things that are important.
On today’s episode, serial entrepreneur Carissa Hill shares how to grow your business and then systemize it, and prove to yourself that you do have time.
Carissa wrote a book called You Do Have Time because she wanted to help people understand that when they use their time the right way, they’ll have plenty of time to accomplish the important things that need to be done.
Carissa’s journey began when she was trying to run three stores by herself and she realized she was taking on too many things.
She focused on all the wrong things instead of focusing on the things that would truly grow her business.
Carissa was operating a chain of hair and beauty salons and she found herself micromanaging her team. It kept her from getting the results she wanted, just as it does to other people.
Business owners might, for example, invest time in getting more social media followers instead of working to truly learn marketing, and sales, and conversion.
If you want your business to continually grow, you must focus on lead generation and sales. As soon as you take your foot off the pedal for marketing and selling, it will slow down.
As you grow, you can scale that by hiring salespeople or automating things. You can offer launches to groups of people rather than selling one-to-one.
Many sellers and business owners allow fear to dictate their actions. Fear of rejection, fear of the next level of success, and fear of the unknown prevent people from taking the next steps.
Many people run Facebook ads that generate a lot of success, and then, instead of hiring someone to help them continue to grow, they’ll turn the ad off because they are too busy.
When they get out of their comfort zone, they’ll return to the place where they are comfortable rather than pushing out of it.
People fear uncharted territory and additional work and the second- and third-order effects that come with success.
Carissa said the key is to help clients find clarity about the things they are truly afraid of.
What is the worst thing that will happen if you take this step?
When Carissa started making YouTube videos, she was terrified of negative comments. That fear kept her from generating videos for a long time until she intentionally addressed what she would actually do if she got negative comments.
Once she had a plan for the worst-case scenario, she was able to move beyond the fear and try making some videos.
Don’t allow the fear to linger in your brain.
The other step is to decide whether you’re prepared to stay in the place you’re currently in. If you aren’t willing to stay here, then what will you do to get yourself out of this place?
The truth is that you could be helping many more people if you got beyond the fear that is holding you back.
Answer this question first: Are you crystal clear about where all of your time is going?
Many people don’t know the answer to that question, so the best place to start is with a time-audit system. Keeping a time audit means that you write down everything you do and how long each task takes you, for a total of seven days.
Once you’ve done that, you can pretty quickly identify the wasted time in your day. The simple act of writing down your tasks will kick yourself into gear because you’ll create accountability for yourself.
You’ll discover the time you’re spending on social media, even if it’s just in 5-minute increments. You’ll identify all the things you’re doing in a week, and you’ll likely find tasks that aren’t creating any return on investment and that aren’t enjoyable for you.
The first thing Carissa did was outsource her housecleaning because it took hours of her time and she didn’t enjoy it. She recovered the hours she once spent cleaning her house so she could focus on other things.
Once you’ve completed a time audit, put a smiley face or sad face next to each item as a step toward figuring out the tasks you want to keep and the ones you could let go of. Find things to outsource or automate.
Make a “Things Not To Do” list to identify the things you don’t want to do. Focus on those things that will move the needle.
Carissa discovered early in her coaching career that she was spending a lot of time on sales calls because she thought that was the only way to sell. She got tired of it because she couldn’t scale herself.
She tried an online launch style because she determined that her ideal prospects had all the same concerns and objections. By getting numerous people on one call, she was able to streamline her process and save herself a lot of time.
She found herself having the same conversation over and over, so she addressed those questions and issues in a PDF. She offers it as an info pack to her prospects, who can contact her if they need more information after they’ve reviewed it.
You’ve got to have a really good offer and if people want it, they will buy it. Offer something that sells someone’s problem.
Offer content that is so good that you should really be charging people for it. Don’t hold too much back from your prospects.
If you can get people results in advance without costing them anything, you’ll create the sense that the paid info must be really good if the free stuff is already producing results.
You can’t get time back. The way you spend your minutes, your hours, and your days is your entire life. You can always make more money but you can’t make more time.
Get really clear about what you want out of your life. Determine what is most important to you.
Instead of reaching the end of your life wishing you hadn’t spent so much time scrolling on your phone, do things that actually help people. Spend time on things that you enjoy.
Ask yourself this: Is this the highest and best use of your time?
Post that question somewhere that you’ll see it frequently and you’ll improve the way you spend your time.
Focus on delivering what people really want. Focus your energy on that so you can help people well.
This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.
We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.
Check out TSE Hustler’s League and apply to see if it’s a good fit.
This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.
Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.
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