March 1, 2024 • 19 mins
Today we are discussing how our Preeminent Producer Coaches structure their day to maximize success and production.
...
Are you a commercial insurance producer struggling to stand out from the competition? Do you find it challenging to grow your book of business and create a fulfilling career?
Then welcome to The Preeminent Producer Podcast! Each week, we'll be tackling important topics, sharing proven strategies and insights from successful producers that are in the trenches and have traveled the journey to becoming a Preeminent Producer.
You'll discover what it really takes to become Preeminent & build your book of business, in a way that isn’t being taught anywhere else. Our hosts are experts in the field and have built thriving businesses by becoming the most trusted adviser to their clients. Welcome to your journey to becoming a Preeminent Producer.
Let’s dive in!
Ready To Grow Your Book Of Business?
For More Information go to:
https://www.thepreeminentproducer.com/
Also, check us out on Youtube: / @thepreeminentproducer
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome everybody to another episode of the
Preeminent Producer podcast.
Today we are talking aboutstructuring your day, a day in
the life of a preeminentproducer.
Is it all the same?
Is it different depending onwho you are?
Well, today we're going to betalking with two coaches, Rick
Gregson and Matt Starkey, andthey are going to be diving into
kind of what their day lookslike, and we're also going to be
(00:20):
covering the topics of how doyou start your day.
There's a big movement and kickon this how you start your day
and waking up early I mean, abunch of motivational speakers
talk about that.
Is that really the key or not?
That's what we're going to diveinto in today's episode of the
Preeminent Producer podcast.
Let's dive in.
Speaker 2 (00:37):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(00:58):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 3 (01:20):
Every day is truly different, which is one of the
beauties of this industry.
This industry is fascinating.
Being a producer can be just atremendous great job, but one of
the things that I think makesit so constantly stimulating and
fulfilling is the fact that notwo days are ever the same.
(01:45):
Now there are activities that Iand other preeminent producers
try to maximize.
We try to focus on prospecting,revenue producing activities,
what I would call revenueprotecting activities, and
marketing.
We try to maximize that as muchas we can.
(02:08):
Some days you can spend a wholeday doing nothing but that, but
then the next day you've got acouple of fires to put out and a
couple of client meetings andyou don't do anything like that.
But again, as I said, that'swhat makes this job really
interesting.
One of the things I've sharedwith clients and prospects as we
(02:28):
talk about our respectivebusinesses.
One of the things I've oftenshared is one thing I love about
insurance is the fact thatwe're out there meeting
interesting people and seeinghow they make their living, and
it's kind of a never endingfascination.
Back in the old days when I wasstarting out as a producer, I
(02:50):
had maximum time for prospecting, so it's kind of changed over
the years as my book has grownand as I've gotten busier with
those sort of duties and being aprincipal in an agency versus
just a producer.
But in the very early days,yeah, I spent a huge amount of
time doing a direct prospectingwork and following up with phone
(03:11):
calls, and over time again,that can kind of change as your
book, as your book grows.
But it's important not to loseour focus on doing those
activities.
Something I thought I'll justread you real quick a little
blurb that I wrote and I knowI've shared this in the past.
But I wrote a little blurbabout a description of being an
(03:34):
insurance company, a descriptionof being an insurance producer
as if it was a classifiedemployment wanted ad or whatever
, and what I came up with.
And I think it's true.
But it's a different way oflooking at what we do and I find
if we kind of embrace this sortof mindset it really helps our
(03:56):
enthusiasm level for what we do.
So here's what I came up withvery succinctly describing as if
it's a help wanted ad orsomething describing the
production position.
It's a career offering fantasticincome opportunity and great
job security.
Meet interesting and engagingentrepreneurs and business
(04:20):
owners.
You won't be chained to a desk.
In fact, you'll be out of theoffice more often than not.
No physically demanding work.
Your clients will respect youand hold you in high esteem, set
your own hours, you'll makelots of friends in the process
and enjoy plenty of good lunches, golf and other entertaining
(04:44):
activities.
And if you were to readsomething like that, you would
think, wow, this is the job forme, this is what I want and
that's, if you do this right andbecome a preeminent producer
it's the greatest job in theworld.
As I've often said before, ifyou do it the wrong way, in a
commoditized way where you'rejust saying, hey, can I quote
(05:07):
your insurance?
Blah, blah, blah, it can becometrue drudgery.
So it's really up to you howyou approach this.
But that's kind of my way ofanswering indirectly what a day
in the life of a preeminentproducer is For me.
It's different every single day, but that's what makes it such
a great career.
Speaker 1 (05:29):
Matt, let me ask you real quick.
There are certain things thatare non-negotiable in your day,
like as a producer, you got toproduce, there are certain goals
you're hitting, and so forth.
Are there, do you havenon-negotiables whether in your
day and your week and your monththat these things have to be
hit, regardless of what's goingon and I know you've had a lot
(05:50):
going on in your personal lifebut are there still things where
it's like, yeah, these thingshave to be met, whether it's you
personally or the team that youmanage?
Speaker 3 (06:00):
Yeah, there are, paul .
That's actually a veryinsightful question.
If you, I find for myself andthis is probably true for
everybody if you don't createsome non-negotiables, if you
don't get them on your calendar,then things tend to just slide
and they don't get done.
So it's really important.
I know we've spent a lot oftime and we'll continue to in
(06:21):
our coaching program all of ourcoaches In goal setting and kind
of forensically breaking downwith these goals.
What are the activities that weneed to do to reach these goals
as a producer?
And then you've got to take ita step further, I think, and
calendar it and set aside thetime you know you need to make,
(06:41):
whether it's authoring whitepapers or dropping in, making
physical cold calls or sendingout marketing letters and emails
.
You've got to, I think, itemizethose, get those on your
calendar.
And then that time slot from 8am to 10, you know am every
Tuesday that has to besacrosanct and you really it's a
(07:01):
non-negotiable, as you put it,paul.
Speaker 1 (07:04):
Very good, very good, rick, any questions that you
got from Ed.
Speaker 4 (07:09):
No, I don't think so, but you know one of the things
it was a really good question.
My non-negotiables are things Iwon't do rather than things I
will do.
So for me, non-negotiable isservice work.
I don't get involved in servicework.
Non-negotiable for me,hopefully, is money making
activities.
I don't want to do somethingthat takes me away from my
(07:32):
primary job of obtaining andretaining clients.
So, paul, that was a greatquestion and Matt go to answer
that, but I'm on the other sideof it.
My non-negotiables are thingsI'm not going to do.
That's great.
Speaker 1 (07:47):
That's great, okay, no, awesome.
It reminds me for every yes yousay, there's a no to something
else, right?
So if you're saying yes tosomething you shouldn't be doing
, you're really saying no tomaybe production and
money-making activities and allthat good stuff right.
Speaker 4 (08:01):
Okay, you want me to hit it on on some things that
your life changes.
Your if you're watching this,you're probably not a preeminent
producer.
You, you want to become one,which I can congratulate you on
because you can.
I think back when when Matt wastalking, and To my activities
(08:21):
when it was a young producerversus now a veteran producer,
and it went from frenetic tointentional, and intentional is
kind of the word every but thegreat business buzzword.
Now intentional has been forquite a while.
In other words, I would show upin the morning and I was just
pinball around.
I would be running all over theplace and I'd be Trying to sell
insurance to anybody.
(08:42):
I would do whatever.
Whoever wanted to buy insurancefor Renters insurance policy.
Of course I'll write that andit was just.
It was a friend of mine callsit hysterical activity on the
way to the grave and it was justcrazy.
It was crazy and as I startedto develop and understand more
about being producer then andyou touched on it map then it
(09:04):
became important to own mycalendar.
In other words, I start outevery day here in the office
with a yellow tablet and I'm alist guy.
I got to make lists because ourday gets so very busy that's
hard for me to kind of stay inthe groove and I'll walk out at
the end of the day and go darnit.
I forgot to do two or threethings.
(09:24):
If it's on my list that, I cando them, and I also get a huge
chuckle out of taking things offmy list.
Owning your calendar is one ofthe most important things you
can do to really get control ofyour day.
In other words, you schedulelunch on there with a client and
if your lunch is at noon,you're gonna leave the office.
At 11, 30, 11, 45, dependingupon where it is.
You're going to do thatappointment.
(09:46):
If you have an appointment tomake a presentation, you're
going to do that.
It's also important to makethat appointment to make calls,
or Make cold calls, make warmcalls, follow up on calls, do
your prospecting.
Do not create your prospectlists between eight and five in
the day.
That's what God gave us theweekend for.
(10:08):
In the evening Research.
These people spend your timewisely only going after people
that would be good clients foryou.
Life's too short to do businesswith people you don't like and
to do businesses that don't giveyou enough revenue.
Don't give you enough revenueto do the things that you need
to do.
So I guess, paul, my day hasreally changed from that pinball
(10:29):
activity that hystericalactivity on the way to the grave
is as my buddy calls it Toreally trying to be very
intentional where I'm going tospend my time.
Our time is really our onlydiminishing asset.
I mean, the older we get meansyou know the nice thing about
getting old, means I didn't dieyoung.
And the other thing thatthey'll tell you as well life is
short, yeah, but you're dead,so very long.
(10:52):
So you really want to maximizethe time that you have to really
put this thing in perspective.
Spend your time wisely, spendit in money-making activities,
know what those money-makingactivities are, and we can help
you with that.
As you join along and comealong with this, we'll try to
get you to know whatmoney-making activities are.
And if you're spending time nowin non money-making activities,
(11:15):
try to give you a strategy toget out of those things and
transfer that kind of work tosomebody else so you can really
be intentional, you can maximizethe time that you have and
really make this pay again.
That's it.
This is a career.
This isn't a job.
This is something that, if youdo it Well, you can be
incredibly successful.
(11:35):
You can make lots of money,which is always a good thing.
You have a professionally youcan be proud of and Really do
great, great things.
So that's, that's kind of whatmy thoughts are.
Paul and Matt, that's great.
Speaker 1 (11:47):
Here's a question for both of you.
Um, there's a, there's been apopularity in the topic of
waking up super early.
You know what's even thesayings of early?
Gonna mess it up now as off thecuff, but early was it.
Early to bed, early to risemakes one healthy well to men
healthy, wealthy and wise.
(12:08):
There we go.
So, yeah, is there a certaintime?
Is there, is there a magicformula there?
Obviously, you guys aren'tsleeping until noon.
I mean, what, what's?
What's the first?
I guess what is the first partof your day.
Look like when you wake up togetting in the office, like, is
there anything there that'ssignificant, that you feel that
contributes to your production?
Speaker 4 (12:28):
Yeah, yeah, you know what I've said to people.
Before my great days starts,the night before, I mean, God
knows, I enjoy a nice red wineand or, hopefully, or a glass of
scotch.
If I've got a big day the nextday, I need to be bright-eyed
and bushy-tailed.
(12:49):
But I get up in the morning.
I do.
I have committed to exercise inthe morning.
The alarm goes off at about5.30.
I do some things.
I also meditate peace and loveto everybody.
I do some meditation in themorning get me ready for the day
.
My wife thinks I'm crazy andshe's probably right and it's a
(13:11):
little woo-woo kind of stuff.
Not that much, but I think it's.
I set the same routine everyday when I get to the office.
I get here almost alwaysexactly the same time.
That has changed, by the way,with my career.
I used to be here at 8 o'clockin the morning, in the office
open at 8.30.
And I roll in about nine now.
(13:32):
But every day and my routine ispretty much the same.
I know what my schedule is, Iknow what's on my to-do list, or
the first thing I do check mycalendar to check my to-do list,
or create my to-do list, andaway I go.
Speaker 3 (13:47):
Yeah, I suppose maybe as life goes on we become some
of us become more creatures ofthe world, creatures of habit
and routine.
I'm definitely that way.
I feel fortunate in that I'vealways been a really a morning
person.
And I say fortunate because ifI can start my day early enough,
(14:08):
there's no interruptions fromthe staff or even clients, and I
can get a lot done in acompressed period of time.
Those early morning hours I'mtalking about before 8 am,
before the typical business daystarts for most people.
So I get up early.
I mean, whether I set the alarmor not, I'm awake at 4 am, plus
(14:33):
or minus five minutes, and Ihave a certain routine.
Rick, also like you, I have acertain routine of reading and
exercising and eating before Istart the day.
But I still start my day prettyearly because I'm getting up at
four.
So plenty of time to do allthat and still get an early
start.
(14:53):
That's pretty early, yeah, and Itypically find in those first
couple hours of when I'm at theoffice early with no
interruptions, nobody elsearound, I often kind of remark
to myself that I'm getting moredone in those two hours than I
do the rest of the day.
Once all hell breaks loose andyou get pulled in every
(15:13):
direction.
So, paul, I'm trying toremember your original question.
I hopefully, hopefully, thatkind of addresses it.
Speaker 1 (15:21):
No, I think it does, I think it does.
So, no, that's great guys, Iappreciate it.
Speaker 4 (15:25):
Any last words that you would yeah, matt, yeah, one
last word, matt.
The other thing that I would doand I didn't do it earlier
because I had, when I had kidsat home I didn't do this, but I
was a single dad so I was busywith these kids.
But when I got my kids out ofthe house, saturday mornings
were I would go to the officeleisurely on a Saturday morning,
(15:46):
work for probably two hoursfrom 9 to 1130, trying to get
other people that were here inthe office out of the office,
because I didn't have kids athome did have any of those
responsibilities and I used tosay it's three for one.
I can get three hours worth ofwork done in one hour.
And, matt, I think that's whatyou were kind of alluding to
there, those early morning hourswhere you're uninterrupted the
(16:10):
ops.
The other thing if there wassomebody in the office, we had
an agreement, no-transcript, wedon't talk to each other, I mean
other than hey, I'm in thebuilding, hi, how you doing?
You know they're there for thesame reason I am, but that was
always very, very useful for meon a Saturday morning.
Speaker 3 (16:26):
That's great.
And one other thing that occursto me and Rick, you touched on
this earlier is structuring yourday.
You use lists.
I do the same thing, otherwiseI'll forget.
But you touched on, I believe,doing some pre-planning the
evening before for your daytomorrow.
I think you touched on that.
Yeah, I try to do that too.
(16:48):
I keep my to-do list these days, like a lot of people on an
iPhone.
I mean, it's just you know youcan set the alarms and the
reminders and everything, andI'll do that definitely no
surprise old school for me.
Yeah, you know I finallymigrated to this, but anyway,
yeah, I try to do that theevening before and go over, look
(17:09):
at tomorrow's, add things totomorrow's list.
So I'm not spending for mephysiologically or the most
productive hours in the morning.
I'm not creating a list at thattime.
You know I've already got myblueprint set up for the day and
I find that helps.
And one other thing youmentioned, rick, you said
something like you kind of get akick out of crossing things off
your list or whatever Samething here.
Speaker 4 (17:31):
I love deleting it from that list and you know,
yeah, you know, I think, what itis here and I'll try to be
really brief with this.
What Matt does may not be rightfor you, what I do may not be
right for you, but you know whatreally is important?
Having your own system thatkeeps you in the groove, that
keeps you motivated, that keepsyou moving forward.
(17:52):
Whether it's something Mattdoes, something I do, doesn't
matter.
It's what works for you.
Steal a little from Matt, alittle from me.
Put it in your own structure,do it and adhere to it.
Have some acuity with it.
So if you're finding it isn'tquite working, tweak it until
you get a system down that worksfor you.
And whatever that thing is, ifit starts working, stick with it
(18:14):
.
Speaker 1 (18:15):
All right, guys, hope you enjoyed that episode.
I think it's really importantto just remember what you do
matters, and you've got to befocused on those revenue
generating activities or thosemoney making activities.
There's no way you're going tobecome a preeminent producer if
you're constantly gettingdistracted with things that
don't really produce.
So food for thought today Checkyourself, see what you can do
(18:38):
differently to structure yourday, to set you up better for
success.
And until next time, guys,we'll see you in the next
episode of the PreeminentProducer Podcast.
Speaker 2 (18:49):
Thanks so much for joining us on this episode of
the Preeminent Producer Podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcast.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
Welcome everybody to another episode of the
Preeminent Producer podcast.
Today we are talking aboutstructuring your day, a day in
the life of a preeminentproducer.
Is it all the same?
Is it different depending onwho you are?
Well, today we're going to betalking with two coaches, Rick
Gregson and Matt Starkey, andthey are going to be diving into
kind of what their day lookslike, and we're also going to be
(00:20):
covering the topics of how doyou start your day.
There's a big movement and kickon this how you start your day
and waking up early I mean, abunch of motivational speakers
talk about that.
Is that really the key or not?
That's what we're going to diveinto in today's episode of the
Preeminent Producer podcast.
Let's dive in.
Speaker 2 (00:37):
Are you a commercial insurance producer struggling to
stand out from the competition?
Do you find it challenging togrow your book of business and
create a fulfilling career?
If so, then welcome to thePreeminent Producer podcast.
Each week, we'll be tacklingimportant topics, sharing proven
strategies and insights fromsuccessful producers that are in
the trenches and have traveledthe journey to becoming a
(00:58):
preeminent producer.
You'll discover what it reallytakes to become preeminent and
build your book of business in away that isn't being taught
anywhere else.
Our hosts are experts in thefield and have built thriving
businesses by becoming the mosttrusted advisor to their clients
.
Welcome to your journey tobecoming a preeminent producer.
Let's dive in.
Speaker 3 (01:20):
Every day is truly different, which is one of the
beauties of this industry.
This industry is fascinating.
Being a producer can be just atremendous great job, but one of
the things that I think makesit so constantly stimulating and
fulfilling is the fact that notwo days are ever the same.
(01:45):
Now there are activities that Iand other preeminent producers
try to maximize.
We try to focus on prospecting,revenue producing activities,
what I would call revenueprotecting activities, and
marketing.
We try to maximize that as muchas we can.
(02:08):
Some days you can spend a wholeday doing nothing but that, but
then the next day you've got acouple of fires to put out and a
couple of client meetings andyou don't do anything like that.
But again, as I said, that'swhat makes this job really
interesting.
One of the things I've sharedwith clients and prospects as we
(02:28):
talk about our respectivebusinesses.
One of the things I've oftenshared is one thing I love about
insurance is the fact thatwe're out there meeting
interesting people and seeinghow they make their living, and
it's kind of a never endingfascination.
Back in the old days when I wasstarting out as a producer, I
(02:50):
had maximum time for prospecting, so it's kind of changed over
the years as my book has grownand as I've gotten busier with
those sort of duties and being aprincipal in an agency versus
just a producer.
But in the very early days,yeah, I spent a huge amount of
time doing a direct prospectingwork and following up with phone
(03:11):
calls, and over time again,that can kind of change as your
book, as your book grows.
But it's important not to loseour focus on doing those
activities.
Something I thought I'll justread you real quick a little
blurb that I wrote and I knowI've shared this in the past.
But I wrote a little blurbabout a description of being an
(03:34):
insurance company, a descriptionof being an insurance producer
as if it was a classifiedemployment wanted ad or whatever
, and what I came up with.
And I think it's true.
But it's a different way oflooking at what we do and I find
if we kind of embrace this sortof mindset it really helps our
(03:56):
enthusiasm level for what we do.
So here's what I came up withvery succinctly describing as if
it's a help wanted ad orsomething describing the
production position.
It's a career offering fantasticincome opportunity and great
job security.
Meet interesting and engagingentrepreneurs and business
(04:20):
owners.
You won't be chained to a desk.
In fact, you'll be out of theoffice more often than not.
No physically demanding work.
Your clients will respect youand hold you in high esteem, set
your own hours, you'll makelots of friends in the process
and enjoy plenty of good lunches, golf and other entertaining
(04:44):
activities.
And if you were to readsomething like that, you would
think, wow, this is the job forme, this is what I want and
that's, if you do this right andbecome a preeminent producer
it's the greatest job in theworld.
As I've often said before, ifyou do it the wrong way, in a
commoditized way where you'rejust saying, hey, can I quote
(05:07):
your insurance?
Blah, blah, blah, it can becometrue drudgery.
So it's really up to you howyou approach this.
But that's kind of my way ofanswering indirectly what a day
in the life of a preeminentproducer is For me.
It's different every single day, but that's what makes it such
a great career.
Speaker 1 (05:29):
Matt, let me ask you real quick.
There are certain things thatare non-negotiable in your day,
like as a producer, you got toproduce, there are certain goals
you're hitting, and so forth.
Are there, do you havenon-negotiables whether in your
day and your week and your monththat these things have to be
hit, regardless of what's goingon and I know you've had a lot
(05:50):
going on in your personal lifebut are there still things where
it's like, yeah, these thingshave to be met, whether it's you
personally or the team that youmanage?
Speaker 3 (06:00):
Yeah, there are, paul .
That's actually a veryinsightful question.
If you, I find for myself andthis is probably true for
everybody if you don't createsome non-negotiables, if you
don't get them on your calendar,then things tend to just slide
and they don't get done.
So it's really important.
I know we've spent a lot oftime and we'll continue to in
(06:21):
our coaching program all of ourcoaches In goal setting and kind
of forensically breaking downwith these goals.
What are the activities that weneed to do to reach these goals
as a producer?
And then you've got to take ita step further, I think, and
calendar it and set aside thetime you know you need to make,
(06:41):
whether it's authoring whitepapers or dropping in, making
physical cold calls or sendingout marketing letters and emails
.
You've got to, I think, itemizethose, get those on your
calendar.
And then that time slot from 8am to 10, you know am every
Tuesday that has to besacrosanct and you really it's a
(07:01):
non-negotiable, as you put it,paul.
Speaker 1 (07:04):
Very good, very good, rick, any questions that you
got from Ed.
Speaker 4 (07:09):
No, I don't think so, but you know one of the things
it was a really good question.
My non-negotiables are things Iwon't do rather than things I
will do.
So for me, non-negotiable isservice work.
I don't get involved in servicework.
Non-negotiable for me,hopefully, is money making
activities.
I don't want to do somethingthat takes me away from my
(07:32):
primary job of obtaining andretaining clients.
So, paul, that was a greatquestion and Matt go to answer
that, but I'm on the other sideof it.
My non-negotiables are thingsI'm not going to do.
That's great.
Speaker 1 (07:47):
That's great, okay, no, awesome.
It reminds me for every yes yousay, there's a no to something
else, right?
So if you're saying yes tosomething you shouldn't be doing
, you're really saying no tomaybe production and
money-making activities and allthat good stuff right.
Speaker 4 (08:01):
Okay, you want me to hit it on on some things that
your life changes.
Your if you're watching this,you're probably not a preeminent
producer.
You, you want to become one,which I can congratulate you on
because you can.
I think back when when Matt wastalking, and To my activities
(08:21):
when it was a young producerversus now a veteran producer,
and it went from frenetic tointentional, and intentional is
kind of the word every but thegreat business buzzword.
Now intentional has been forquite a while.
In other words, I would show upin the morning and I was just
pinball around.
I would be running all over theplace and I'd be Trying to sell
insurance to anybody.
(08:42):
I would do whatever.
Whoever wanted to buy insurancefor Renters insurance policy.
Of course I'll write that andit was just.
It was a friend of mine callsit hysterical activity on the
way to the grave and it was justcrazy.
It was crazy and as I startedto develop and understand more
about being producer then andyou touched on it map then it
(09:04):
became important to own mycalendar.
In other words, I start outevery day here in the office
with a yellow tablet and I'm alist guy.
I got to make lists because ourday gets so very busy that's
hard for me to kind of stay inthe groove and I'll walk out at
the end of the day and go darnit.
I forgot to do two or threethings.
(09:24):
If it's on my list that, I cando them, and I also get a huge
chuckle out of taking things offmy list.
Owning your calendar is one ofthe most important things you
can do to really get control ofyour day.
In other words, you schedulelunch on there with a client and
if your lunch is at noon,you're gonna leave the office.
At 11, 30, 11, 45, dependingupon where it is.
You're going to do thatappointment.
(09:46):
If you have an appointment tomake a presentation, you're
going to do that.
It's also important to makethat appointment to make calls,
or Make cold calls, make warmcalls, follow up on calls, do
your prospecting.
Do not create your prospectlists between eight and five in
the day.
That's what God gave us theweekend for.
(10:08):
In the evening Research.
These people spend your timewisely only going after people
that would be good clients foryou.
Life's too short to do businesswith people you don't like and
to do businesses that don't giveyou enough revenue.
Don't give you enough revenueto do the things that you need
to do.
So I guess, paul, my day hasreally changed from that pinball
(10:29):
activity that hystericalactivity on the way to the grave
is as my buddy calls it Toreally trying to be very
intentional where I'm going tospend my time.
Our time is really our onlydiminishing asset.
I mean, the older we get meansyou know the nice thing about
getting old, means I didn't dieyoung.
And the other thing thatthey'll tell you as well life is
short, yeah, but you're dead,so very long.
(10:52):
So you really want to maximizethe time that you have to really
put this thing in perspective.
Spend your time wisely, spendit in money-making activities,
know what those money-makingactivities are, and we can help
you with that.
As you join along and comealong with this, we'll try to
get you to know whatmoney-making activities are.
And if you're spending time nowin non money-making activities,
(11:15):
try to give you a strategy toget out of those things and
transfer that kind of work tosomebody else so you can really
be intentional, you can maximizethe time that you have and
really make this pay again.
That's it.
This is a career.
This isn't a job.
This is something that, if youdo it Well, you can be
incredibly successful.
(11:35):
You can make lots of money,which is always a good thing.
You have a professionally youcan be proud of and Really do
great, great things.
So that's, that's kind of whatmy thoughts are.
Paul and Matt, that's great.
Speaker 1 (11:47):
Here's a question for both of you.
Um, there's a, there's been apopularity in the topic of
waking up super early.
You know what's even thesayings of early?
Gonna mess it up now as off thecuff, but early was it.
Early to bed, early to risemakes one healthy well to men
healthy, wealthy and wise.
(12:08):
There we go.
So, yeah, is there a certaintime?
Is there, is there a magicformula there?
Obviously, you guys aren'tsleeping until noon.
I mean, what, what's?
What's the first?
I guess what is the first partof your day.
Look like when you wake up togetting in the office, like, is
there anything there that'ssignificant, that you feel that
contributes to your production?
Speaker 4 (12:28):
Yeah, yeah, you know what I've said to people.
Before my great days starts,the night before, I mean, God
knows, I enjoy a nice red wineand or, hopefully, or a glass of
scotch.
If I've got a big day the nextday, I need to be bright-eyed
and bushy-tailed.
(12:49):
But I get up in the morning.
I do.
I have committed to exercise inthe morning.
The alarm goes off at about5.30.
I do some things.
I also meditate peace and loveto everybody.
I do some meditation in themorning get me ready for the day
.
My wife thinks I'm crazy andshe's probably right and it's a
(13:11):
little woo-woo kind of stuff.
Not that much, but I think it's.
I set the same routine everyday when I get to the office.
I get here almost alwaysexactly the same time.
That has changed, by the way,with my career.
I used to be here at 8 o'clockin the morning, in the office
open at 8.30.
And I roll in about nine now.
(13:32):
But every day and my routine ispretty much the same.
I know what my schedule is, Iknow what's on my to-do list, or
the first thing I do check mycalendar to check my to-do list,
or create my to-do list, andaway I go.
Speaker 3 (13:47):
Yeah, I suppose maybe as life goes on we become some
of us become more creatures ofthe world, creatures of habit
and routine.
I'm definitely that way.
I feel fortunate in that I'vealways been a really a morning
person.
And I say fortunate because ifI can start my day early enough,
(14:08):
there's no interruptions fromthe staff or even clients, and I
can get a lot done in acompressed period of time.
Those early morning hours I'mtalking about before 8 am,
before the typical business daystarts for most people.
So I get up early.
I mean, whether I set the alarmor not, I'm awake at 4 am, plus
(14:33):
or minus five minutes, and Ihave a certain routine.
Rick, also like you, I have acertain routine of reading and
exercising and eating before Istart the day.
But I still start my day prettyearly because I'm getting up at
four.
So plenty of time to do allthat and still get an early
start.
(14:53):
That's pretty early, yeah, and Itypically find in those first
couple hours of when I'm at theoffice early with no
interruptions, nobody elsearound, I often kind of remark
to myself that I'm getting moredone in those two hours than I
do the rest of the day.
Once all hell breaks loose andyou get pulled in every
(15:13):
direction.
So, paul, I'm trying toremember your original question.
I hopefully, hopefully, thatkind of addresses it.
Speaker 1 (15:21):
No, I think it does, I think it does.
So, no, that's great guys, Iappreciate it.
Speaker 4 (15:25):
Any last words that you would yeah, matt, yeah, one
last word, matt.
The other thing that I would doand I didn't do it earlier
because I had, when I had kidsat home I didn't do this, but I
was a single dad so I was busywith these kids.
But when I got my kids out ofthe house, saturday mornings
were I would go to the officeleisurely on a Saturday morning,
(15:46):
work for probably two hoursfrom 9 to 1130, trying to get
other people that were here inthe office out of the office,
because I didn't have kids athome did have any of those
responsibilities and I used tosay it's three for one.
I can get three hours worth ofwork done in one hour.
And, matt, I think that's whatyou were kind of alluding to
there, those early morning hourswhere you're uninterrupted the
(16:10):
ops.
The other thing if there wassomebody in the office, we had
an agreement, no-transcript, wedon't talk to each other, I mean
other than hey, I'm in thebuilding, hi, how you doing?
You know they're there for thesame reason I am, but that was
always very, very useful for meon a Saturday morning.
Speaker 3 (16:26):
That's great.
And one other thing that occursto me and Rick, you touched on
this earlier is structuring yourday.
You use lists.
I do the same thing, otherwiseI'll forget.
But you touched on, I believe,doing some pre-planning the
evening before for your daytomorrow.
I think you touched on that.
Yeah, I try to do that too.
(16:48):
I keep my to-do list these days, like a lot of people on an
iPhone.
I mean, it's just you know youcan set the alarms and the
reminders and everything, andI'll do that definitely no
surprise old school for me.
Yeah, you know I finallymigrated to this, but anyway,
yeah, I try to do that theevening before and go over, look
(17:09):
at tomorrow's, add things totomorrow's list.
So I'm not spending for mephysiologically or the most
productive hours in the morning.
I'm not creating a list at thattime.
You know I've already got myblueprint set up for the day and
I find that helps.
And one other thing youmentioned, rick, you said
something like you kind of get akick out of crossing things off
your list or whatever Samething here.
Speaker 4 (17:31):
I love deleting it from that list and you know,
yeah, you know, I think, what itis here and I'll try to be
really brief with this.
What Matt does may not be rightfor you, what I do may not be
right for you, but you know whatreally is important?
Having your own system thatkeeps you in the groove, that
keeps you motivated, that keepsyou moving forward.
(17:52):
Whether it's something Mattdoes, something I do, doesn't
matter.
It's what works for you.
Steal a little from Matt, alittle from me.
Put it in your own structure,do it and adhere to it.
Have some acuity with it.
So if you're finding it isn'tquite working, tweak it until
you get a system down that worksfor you.
And whatever that thing is, ifit starts working, stick with it
(18:14):
.
Speaker 1 (18:15):
All right, guys, hope you enjoyed that episode.
I think it's really importantto just remember what you do
matters, and you've got to befocused on those revenue
generating activities or thosemoney making activities.
There's no way you're going tobecome a preeminent producer if
you're constantly gettingdistracted with things that
don't really produce.
So food for thought today Checkyourself, see what you can do
(18:38):
differently to structure yourday, to set you up better for
success.
And until next time, guys,we'll see you in the next
episode of the PreeminentProducer Podcast.
Speaker 2 (18:49):
Thanks so much for joining us on this episode of
the Preeminent Producer Podcast.
If you're enjoying the show,please feel free to subscribe,
rate and leave a review whereveryou listen to your podcast.
That helps others find the showand we greatly appreciate it.
Once again, thanks for joiningus and we'll catch you in the
next episode of the PreeminentProducer Podcast.
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