IT'S UP TO YOU

"Big success or small success -- it's all up to you!"
One of the most underrated truths about selling is that unusual success follows the sales professional who identifies the vital factors that make a significant difference in producing results. This sales professional then focuses attention on those key, vital factors most of the time. The effective sales professional spends time on the high-payoff activities.
Never confuse activity with accomplishment. Remember, you are paid for results produced, not for the amount of time you put in.
You have high-quality time and low-quality time. We follow the "green, yellow and red time" formula. Green, yellow and red activities all keep you busy, but they have strikingly different impacts on your "bottom line." For the financial services sales professional, here's how your activity breaks down using the "green, yellow and red time" formula.
GREEN TIME - RESULT-PRODUCING - most of your time must be focused on these two high-payoff activities:
1. Setting New Sales Appointments
2. Closing Interviews (Ask-to-Buy Interviews)
YELLOW TIME - IMPORTANT
3. Prospecting
4. Fact-finding interviews
5. Self development
6. Planning
7. Proposal development
8. Client building
9. Other telephoning
10. Record keeping
11. Routine paperwork/correspondence
12. Travel
RED TIME - TENSION RELIEVING
Coffee breaks
Tension relieving
Informal Visiting

Those who do the most amount of goal achieving need the least amount of tension relieving. STAY IN THE GREEN -- your success depends upon it!