One and a quarter of you will put into action on Monday? Fiver percent? What’s five percent? Yeah, that means like one and a quarter of you … If I can do what Anthony Robbins does, one and a quarter of you will put into action on Monday. The rest will just go about their day, doing what they’ve been doing up until this point.
I learned this just over a year ago. I haven’t shared it with anybody. I filmed myself going over it a couple weeks ago, but I’m going to hold onto that video for a while. Nobody has seen that video.
So we talked about yesterday about how we have a certain amount of time throughout the day. Okay? Figure out what your time is for the day. How much time do you spend working per day? You should know what that is. Right? There’s no right or wrong answer.
I shared with you guys my goal this year, please everybody turn off their phones. Thanks for the reminder. Turn off your phones. My goal this year was to work five hours a day. There’s no right answer. Maybe yours is eight, maybe yours is 16 hours a day. Write down, right now, how many hours a day you’re doing.
Now, whatever you wrote down, again there’s no right or wrong answer, so don’t worry about that. That’s your 100 units. Okay? That’s your 100 units. That’s 100 units of time, but it’s also 100 units of energy. That’s very important. We got into a little bit yesterday, guys like Steve Jobs understand the fact that we only have a certain amount of units of energy per day.
I don’t know if you’ve read about this but, the first four hours that you’re awake, is the best time to use those units. That’s when you’re brain works the best. Most people are wasting their first four hours awake. They’re checking social media, they’re checking emails. I mean you can pay somebody $2 an hour to check emails. Why are you doing $2 an hour work?
They’re checking out negative information, newspapers, whatever it is. They’re driving an hour to work. Get there, a little socializing, maybe a little coffee, maybe by the time they’re like, “Okay, I’m going to start working,” for a lot of people, those four hours are gone. That’s the best time. Your very best thinking happens in the first four hours of work, first four hours of the day, excuse me.
Yesterday if you would have seen on the treadmill, I had my notes on the treadmill. It kept falling and I dropped my pen, people are looking at me. Today I did not take my notes. I had my phone and I put notes on my phone, but I even, when I’m on the treadmill, I’m hand writing on the treadmill like this because that’s how I get the most effect. That’s where most of my ideas come from in the morning. I have a ritual and we’ll talk about that another time.
So, we have 100 units of time for the day. For some of you, that might be eight hours, for some of you that might be 16 hours. Now, what you want to do next is figure out where are your units going? Most people have never done this. Where are your units going? I’ll share with you what the average agent does.
They’re spending 20 of their units on administration stuff. That is, again, emails, following up with policies, on the phone with underwriters, how come this hasn’t been issued, maybe asking for medical records, maybe doing para meds, maybe ordering para meds, administrative stuff.
Sixty percent, or 60 of their units, and again these are both time and energy, is spent prospecting. Right? We talk to you guys all the time. First thought in the morning, last thought is, “Who the hell am I going to talk to today? Who am I going to talk to? Who am I going to see? Maybe do some personal observation. Who can I talk to? Friends? Family? Where’s the next deal going to come from?” That’s the average agent.
It’s good to write these down. Yours might be a little different and we’ll give you an opportunity to do your own in a second.
Do we have any sales people in here? Raise your hand if you’re a sales guy. So, the average sales person, this is sales people, all industries, including insurance, spend only 20 of their units per day, 20 units of their time and their energy selling. They’re sales people but they’re spending 20% of their time selling. So, take a second. You should be able to do this pretty quick. It might be a little bit of a challenge.
Here’s a little exercise to do on Monday and Tuesday when you get back. Journal where your time is going. I have, I mentioned to you guys on the call, about a stopwatch. All my watches have a stopwatch on them. I’m like a time geek. I’m always timing stuff. How long does this take? How long does that take? I’m on the phone. How long did that take?
Find out how many units are going to driving? How many units are going to eating? How many units are on Facebook, not working, just seeing what people are eating that day or whatever.
Yeah, whatever it is, right? You’ll be surprised. I’m still surprised. I’m pretty consciously aware of where I’ve dedicated my units and still when I journal detailed, I’m like, “Damn, I’m wasting so much time. I’m wasting so much time still.” Take a second to write out … Here’s 100 units. Write out what yours looks like. Maybe yours looks a little different. Maybe it’s completely different.