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identify I, P, and N activities. This will enable you to properly evaluate the use
of your time and make appropriate changes. Here is a list which will keep you
in the sales (people contact) business:
You can possibly think of more I and N items, however, the r may not be
any significant need to add to the P items. The secret in making the above list
work for you is to increase P-time by every possible means. This means
increasing the I-time. You can always control your I-time items, whereas you
may not be able to go out and have a showing, listing, and closing appoint-
ments every day. And what is the only source of I-time? You guessed it, N-time.
It is not suggested that you consistently miss sales meetings to do you
farming nor that training sessions and other functions are not important;
however, you can control your I-time. The more I-time you put in, the more P-
time you will create. Only productive time will put more money in your bank
Analyze your working daytime and activities for a one week period.
Unless you are among the top 5 percent of salesmen, less than 20 percent of
your time will be P-time and more than 60 percent of your time will be N-time.
If 60 percent or more of your working day time is nonproductive, you are
out of control as a salesman. One of the features of the analysis of P, I, and N-
time is to let you know when you’re out of control so you can get back in
command. There is only one source of productive time and that’s intermedi-
ately productive time. Get back into control by blocking out one 8-hour day per
week and devoting it solely to I-time activities, or if you’re not going to do I-
time activities, simply take the day off. Either way your relative production will
increase. Obviously, some of your I-time days will get out of control and result
in non productive activities. The key is to recognize when it happens, so you
get back in-control.
The key to effectiveness as a salesman is to control your time and channel
it into productive face-to-face selling situations with clients. This means
making a commitment to an effective time planning and management system
which will enable you to spend more time prospecting. Prospecting is simply
building a relationship with people. It is not getting a sale. Make every contact
a win for the prospect and yourself, regardless of the outcome.
Now, make a commitment to yourself. Immediately after you stop reading this
article, get out some paper. List your
goals in priority. Identify objectives and
activities that will help attain those
goals. Copy those objectives and activi-
ties into your time planner. Identify all
your activities as P, I, or N and accu-
rately keep track of how much time you
spend in each area. Keep yourself in
control by spending more time in I
activities. Block out an I-time day each
week. Above all, remember that if you
want to be a successful real estate sales-
man, you must make a commitment to
continuous prospecting. If you are not
prospecting, you are not working and
you don’t need a time management
system. If you want to prospect more to
earn more, rely on the fact that pros-
pecting of any kind does work. Get
involved in a time management system
that enables you to do more prospect-
ing and order more deposit slips to take
your cash to the bank.
Doug Yeaman of Quantum Manage-
ment Systems was the  important and
only source for this article.
Reprinted with permission
1991 All Rights Reserved
Indirectly  Productive
Showing Property
Cold Calls
Sales Meetings
Listing Presentations
Cold Canvassing
Contact in person Owners
Mailers as follow-up
General Research
and offering service
Contact in person Tenants
Making showing
Escrow Work
and offering service
Discovery probing
Market analysis for specific
Training sessions
with prospect
listing presentation
Obtaining price reductions
Seeing or researching specific
Property tours
or better terms on existing
property for a specific client
Closing with client
Organinizing desk/week
Sign Calls if  at least one prospect
Lunches, breaks, etc.
Lead Seminars if at least one
Writing ads
Reading this article
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