-more-->Dear Sean,
[caption id="attachment_11630" align="alignright" width="185"] Brian Sacks[/caption]
Thanks so much for a great question. I actually have a name for this situation called “productionitis.” It’s exactly what you described in your question. You work hard all month generating new business and trying to get your current pipeline closed. Then, at the end of the month, you look at your paycheck and are horrified.
The first step in getting control of your time is to understand what your hour is worth and what tasks you should or should NOT be doing. So look at this example and apply it to your goals.
- Desired annual earnings: $100,000
- Hours worked with 2 weeks vacation at 40 hours a week: 2,000 hours a year
- Divide 100,000 by 2,000 and you now know that your hour is worth $50.00
The second step is now deciding if what you are doing is $50.00 an hour work or $10.00 an hour clerical work. Your highest and best use as an originator is always being out there meeting new people and generating new business. The hour you spend licking stamps or wasting time in a social media fog costs you money.
Sean, I would suggest taping a copy of a $50.00 bill right on top of your monitor or laptop so it serves as a constant remind to you about the value of your time.
If you have a question in an upcoming Dear Brian column please send them to me at This email address is being protected from spambots. You need JavaScript enabled to view it. with the Subject line DEAR BRIAN ARTICLE
Brian Sacks is the author of 48 Proven Ways To Immediately Close More Loans. If you have a question you would like me to answer send it to This email address is being protected from spambots. You need JavaScript enabled to view it. with the subject Dear Brian Question