Beating the Insurance Slump (Part Two)

Beating the Insurance Slump

(Part Two)

TIME MANAGEMENT

In the last section, we discussed breaking the sales slump. Now, keep the momentum going. It's time to discuss effectively using your time, officially called time management.  This is the second week.  You have 15 appointments but you need to also get 15 appointments for next week. You could plan on two days of appointments and two days of door knocks.  You could use your mornings, afternoons, or evenings for appointments.  The other part of the day, you could spend door knocking, phone calls, or other things. The key here is to know when is the best time to see people.  People who work probably won't be available until after 6pm. If they don't work, you pretty much have any time to see them. If you will be prospecting, generating leads with businesses, churches, senior centers, at libraries, etc., then you can only contact them when the doors are open. Plan your door knocking appropriately around your productive hours.  Again, being self-employed, your objective is to make money, not sales.  You should get to know your time better when you get to know your leads.

Years ago now, I use to manage hotels.  Believe me when I say time management is important there. You have to know when your guests will be leaving, when they start arriving, how many rooms will be staying or moving out, how many guests will check-in, etc. Each housekeeper needs a certain amount of rooms, has only so many hours, and you have to keep them busy. The point is you have appointments, time no one is available, time to do seminars, time to prospect, time to recruit, etc. It's up to you to keep your employees(you) busy.  Time is money!  It's your time, use it wisely.