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Practice Management > Building Your Business

Advisor activities: Do 'closest to cash' first

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What’s the first thing you do every day? I bet you can’t wait to get to your e-mail or check Twitter, Facebook and LinkedIn. What time do you surface from all this activity? The truth is we waste hours every day on activities that don’t contribute to business development. These are hours spent on activities that don’t deliver a return on your time investment.

Here’s my rule: I do what’s “closest to cash” first–every day. It could be writing a proposal, following up on a referral, returning a phone call, scheduling a meeting with a sales prospect or chatting with someone about introducing me to their contact.

I used to clean out my inbox every day. Not anymore. If an e-mail or other activity doesn’t contribute to building my business, it’s not worth spending my valuable time during prime business hours. I can research, read, and listen to podcasts and webcasts if and when I have time.

Sales is not about making a list and checking off as many things as possible. Top sales people focus on business development first. Do what’s “closet to cash” every single day.

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Joanne Black is a professional sales speaker, sales webinar leade, and author of “No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust” from Warner Business Books. Visit www.nomorecoldcalling.com.