Time Management & Productivity: Don't Forget to Manage Your Energy!

We’ve addressed Time Management and Productivity in The Coach’s Playbook before—and it’s still one of the most important yet least consistently implemented ways a person can improve their business and their life. Specifically, we’ve recommended David Allen’s great book, Getting Things Done, as a simple, practical guide to organizing our days and our task list. If you haven’t given Allen’s methods a try yet, log onto Amazon right now and download a copy. We’ve also talked about the Peak Producers’ approach of working on those Big Rocks First, that is, the activities that help you build your business for the long term—those calls, handwritten notes, coffees and, yes, even those “pop-by’s”—while filling in the pebbles and sand of returning client phone calls, reading emails, and doing the paperwork that keeps our clients delighted with our service. (You don’t play CandyCrush, do you?)

Most of these discussions and ideas for time management and productivity, though, don’t address what’s probably the most important element of how we handle and process our daily activities, both business and personal: our energy levels.

First of all, there are five “wells” of energy from which we draw each day. The five wells are: Spiritual, Family, Business, Financial, and Personal. It’s a good idea to take a few minutes and consider whether our tanks are on full, three-quarters, half, or even on Empty, and how that impacts our attitudes and abilities.

It’s also important to remember that our energy is a dynamic resource—it wants to move and flow rather than sit idly in the tank. If we don’t control our energy and its flow, it will go somewhere anyway! So, give some thought to the following ENERGY DRAINERS, ENERGY GIVERS, and ENERGY SUSTAINERS:

ENERGY DRAINERS

            Fear—False Evidence Appearing Real! The best counter: have a detailed plan!

            Worry—how do you approach problem solving, both short and long term?

            Indecision—does it take you a long time to reach a decision? Do you overthink things?

            Drama—so much of this is available to us in this business! As Dr. Phil might say: what’s in it for you?

            Personal Conflict—how is your personal life complementing or interfering with your business?

            Poor Physical Condition—remember Gino’s M.E.D.S!

            Lack of Direction—do you have written goals—both personal and business—and are they S.M.A.R.T. goals?

ENERGY GIVERS

            Associations—the folks you hang out with and the things you do have a huge impact on your energy levels. Choose wisely!

            Mental Intake—the books you read or the games you play

            Taking Care of Yourself—again, remember Gino’s M.E.D.S!

            Alignment of Values—does your life and work reflect your personal values?

            Written Goals—yes, those with written goals are statistically far more successful than those without them!

ENERGY SUSTAINERS

            Tracking Your Progress—yep, in detail so you know where you are and can celebrate success or add course corrections

            Visual Anchors—consider a vision board with photos of your BIG WHY—why are you doing all this? Retirement in five years? Send the kids to Harvard? Tour India and China or buy a new carbon fiber bike? Put it on your wall and keep it as a shiny carrot!

            Consistency—the tortoise ALWAYS wins the race. ALWAYS!

            Taking a Break—daily, weekly, annually, take a break to recharge your energy level so you can knock it out of the park when you’re “on”

            Accountability—yep, again tracking your progress toward those written goals—and that vision board—and remembering it’s you who is in charge

So how are your energy levels? Remember, our energy will absolutely go somewhere . . . Make sure YOU choose where it goes!

David M. Hassler

VP, Professional Development

Leadership Lessons from the Dugout, Courtesy of the Cubs' Joe Madden!

After watching the Cubs beat the Pirates Wednesday evening, I’m convinced the curse doesn’t exist! Then, I noticed an IBJ reference the next morning to a great article about the Cubs’ manager, Joe Maddon, in Crain’s Chicago Journal and I realized where they got their magic. Joe is a wonderful inspiration for great leadership and, of course, in our business, we’re not only leading our own “team,” we’re also leading our clients through an often difficult and problematic process. So, take it from Joe and see how his leadership wisdom can help you improve your business and enjoy your life and family even more! Here’s the article:

Chicago Cubs Manager Joe Maddon isn't the epitome of a hard-charging, harsh-talking baseball field general. During games, he typically watches from the corner of the dugout in an observant yet relaxed manner. After a win or loss, he responds to the media's questions in a calm voice, providing tutorial-like explanations of runs, hits and errors.

But don't let that cool and collected demeanor fool you; Maddon, with his signature thick spectacles, white hair and beard, is a tough and determined leader who's committed to winning.

Maddon is something else you may not immediately realize: a role model for managers competing in the business world. Indeed, corporate titans, mid-level executives, project managers and entrepreneurs can learn and profit from the Cubs skipper's philosophy.

Check out his managerial starting lineup:

Instill a smart, upbeat attitude. Maddon brings an uncanny ability to remain positive, even amid the toughest defeats or slumps. Should a relief pitcher blow a save or a hitter strike out with men on base, Maddon chooses to highlight what his young players gain by competing in such high-pressure circumstances. That was a playoff game situation, he'll say, and experiencing it now will benefit the team later.

Stay loose and productive. “Don't ever let the pressure exceed the pleasure,” Maddon said when he took over the Cubs' helm last November.

That means baseball is a serious business, but it's also a game, so enjoy! As skipper of the Tampa Bay Rays, Maddon famously brought in dogs, penguins and snakes to lighten the clubhouse mood. As the Cubs postseason awaits, he's orchestrated more purposeful madness—players taking a night flight in their PJs and the turning of Wrigley Field into a literal zoo of exotic animals.

Be old- and new-school. In an era when baseball teams either slavishly embrace "Moneyball"-style computer analytics or cling to traditional techniques, Maddon opts for a little of both. While data-driven, he also goes with his gut and lets the right players (at the right time) swing away, play multiple positions, steal a base or pitch longer.

Avoid being the center of attention. While Maddon does the occasional TV ad and charity function, he consciously is not the star of the team or “the story.” Chicago loves its big sports personalities, but Maddon opts for a lower profile. Many bosses would gain from tapping into his good-natured respect for colleagues and collaborators. Too often, human dignity is a workplace casualty of the "Get it done faster!" or "No excuses" management mindset. (Hello, Amazon?)

Maddon demonstrates that playing it loose reaps its own rewards. There's a time for seriousness and all-out effort but, honestly, few company situations are so life-and-death that managers can't afford to lighten up. It's called perspective and a little of it can go a long way in getting the best out of a team. So chill the Maddon way. Good business managers often have deep experience. A great manager has a strong background and something else: an instinct to go against the grain when the right opportunity arises. More than any other baseball manager, Maddon mixes up his batting order and shuffles position players around the field. So far, it's paying off. Experience, coupled with flexibility and creativity, is a dynamic combo.

Yes, baseball is not your typical job or working grind. Most employees don't earn millions annually and there's compactness to a sports season that defies the long-distance running of a company. But a manager who gets the job done while being respectful, supportive, modest and creative is an All-Star.

We all know the Cubs have a long way to go (so let's not jinx it by saying anything more). But, when it comes to being an effective team leader, Maddon already is ahead of the game and worth following.

Crain’s Chicago Journal

So, are you ready to step up to the plate and drive in some runs for your business? Take it from Joe!

David M. Hassler

VP, Professional Development

A Peak Producer Mindset

It’s all about ATTITUDE—okay, Mindset! The Buffini and Company Peak Producers training breaks things down into Habits (or Disciplines), Attitude, and Skills. Our training and coaching focus mainly on Skills (The Blueprint for Getting a Home Sold!) and Habits/Disciplines (Big Rocks First!), and our goal is that those improved skills and habits will enhance each agent’s sense of accomplishment and confidence, and thus help them achieve a Peak Producer Attitude/Mindset! Along those lines, here is a great little piece from Inman News:

Jet Xavier, a popular speaker and trainer in Australia, has uncovered 11 different mindsets that distinguish the top 5 percent of top producers from the rest. Knowing how to change your mindset will result in a better business and a better lifestyle.

Two distinguishing factors of top producers are their can-do attitude and their emotional resilience. Xavier contends that top producers think differently because their prefrontal lobes are more active as compared to agents who produce at lower levels.

The prefrontal lobes are in charge of complex processes including many types of decision-making. According to a report from MIT, the prefrontal cortex is “associated with planning, problem-solving and related tasks.” It also is associated with “emotion and impulses so that all areas of the brain can be better involved in planning and problem-solving.”

Xavier said an activated frontal lobe tends to “neutralize negative emotions, which is a huge advantage when selling real estate. This breeds more resilience, which is the ability to maintain positive emotions in the face of adversity.”

So, what can you do to shift to a peak producer mindset? Here are four suggestions:

1. Develop a learning mindset

A 2012 Texas Association of Realtors study of new agent sales success found that early real estate success was associated with having a learning mindset. Specifically, agents who sought their “Graduate, Realtor Institute” (GRI) or other designations early in their career were more likely to succeed. In contrast, agents who obtained their licenses by shortcutting the pre-licensing courses were much more apt to exit the business.

Furthermore, brokers who sponsor training events often lament things like, “I can’t believe it. All my top producers were sitting in the first three rows. The agents who needed to be here didn’t even bother to show up.”

Xavier’s experience confirms these findings. Top producers have a sponge mindset coupled with a growth mindset. Specifically, they are always learning. Moreover, they’re not only open to change, and they actively seek it, as with the Peak Producer and other advanced training.

2. What can I do to fix it?

Clotaire Rapaille, the marketing consultant to 50 of the Fortune 100 companies, has spent years determining what motivates buyers to purchase. For Americans, it comes down to three key terms: dream, hope, and fix it.

Unlike the Germans, Swiss and Japanese, who expect perfection, Americans will rate a product higher when they had a problem and that problem was resolved. Xavier describes the fix-it approach as having a solution-focused mindset, which means that you accept responsibility for what happens even though you might not have been the cause of the problem.

When someone is angry, one of the most productive things you can say is, “It was never my intention to make you angry. What can I do to fix it?” Notice that there is no apology or blame, only a sincere desire to resolve the issue. Xavier also argues that top producers use their difficulties as ways to learn and grow.

3. Have a Formula One Mindset

To win a Formula One race, having leverage, effective delegation, and efficient systems are critical. Are you still trying to do everything in your business? A common observation among many mega-agents is, “I don’t know why I waited so long to hire an assistant.”

Take a hard look at your business. What do you hate doing that would make your business more efficient if someone else did it? What systems are working in your business? Is there any way that you can strengthen them further? Also, what is not working? Is there a different system or approach that would work better?

Top performers not only work in their business, but they spend time working on their business. In other words, they regularly take the time away to evaluate what is working, what is and isn’t producing income, and what steps they can take to improve their performance even more.

4. Optimism

The Law of Attraction says that like attracts like. If you are pessimistic and negative, you will attract clients who are also pessimistic and negative. For the most part, customers prefer agents who are optimistic and excited about working with them.

A simple way to reduce pessimism is to keep a gratitude list. Each day, note five things for which you are grateful. It can be your health, your air conditioning working on a hot day, or almost anything that most people take for granted. Looking on the bright side can help you to bounce back more quickly even from the most challenging situation.

As we head into planning and goal-setting season for 2016, now may be a great time to take a moment and think about how your mindset is impacting your business. Remember the Law of Attraction and remember that zest and enthusiasm attracts zest and enthusiasm!

David M. Hassler

VP, Director of Business Development