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Maximizing Time Utilization | Income Producing Time

You can’t manage your time. You can manage your focus.

Managing Time is Out, Managing Focus is In

Maximizing Time Utilization – Income Producing Time

There’s really no such thing as time management!  We all have the same 24 hours each day; however, there is such a thing as Time Utilization.  Time Utilization and Time Leveraging is what separates the average achievers from the super achievers and refers to how we best invest our time.

In business, we typically talk about Income Producing Time (IPT) and Income Producing Activities (IPA), which are the times and activities that directly generate income.  They do not include activities like marketing, sending emails, creating bids, service work, or anything that doesn’t directly support income growth and all of those activities should be done in Non-Income Producing Time.  This is also known by the old adage, “Make hay while the sun shines.”  While the sun shines refers to the time when you can talk to prospects, network, and generate introductions.

Income Producing Time & Activities?

Non-Income Producing Time & Activities?

Superstars, like you, typically protect income-producing time and maximizing income-producing activities. Knowing the difference between Income and Non-Income Producing is the first step.  With your heightened awareness, you’ll be better equipped to protect prospecting time.  For a simplified answer, Income Producing Time is ONLY Prospecting and Non-Income Producing Time is EVERYTHING else.

How can you do to protect your Income Producing Time?

Possible Answers:  Block out time on your calendar for Income Producing Activities; eliminate distractions during that time; don’t allow ANYTHING to override your scheduled time; add buffer blocks to your schedule for all that other stuff; use a Pomodoro Timer to maximize efficiency and focus. (Pomodoro Timer link included for you to learn a little more about this crazy powerful technique.)  There are several Pomodoro Timer apps available for most devices as well, so you don’t have to lug around a tomato.

Pomodoro Basics:

  1. Choose your Income Producing Task
  2. Set Timer for 25 minutes
  3. Immerse yourself uninterrupted in the task (No potty breaks, drinks of water, snacks, answer texts (unless that’s the task), nor anything else.
  4. At the end of time, give yourself a high five and a checkmark
  5. Take a 5-minute non-working break.  Take a walk, stretch, potty, drink, but NOT work-related.
  6. Return to the work area, set timer for another 25 minutes, and go again uninterrupted.
  7. Give yourself another high five and checkmark.
  8. Every Four (4) Pomodoros give yourself a huge high five, celebrate, and take a 20-30 minute, non-work related break.

How can you maximize your Income Producing Activities?

Possible Answers:  Block out Prospecting Time in your calendar; Protect Your Time; Plan your work well in advance including which prospects you want to sort; know your ideal prospect and how to reach them; use a well thought out Customer Relationship Management (CRM) software to prioritize your contacts and handle all follow-up tasks ( is my personal favorite-powerful and inexpensive); and, maintain a mindset of SORTING vs. CONVINCING.  

Cloze automates and makes keeping up with prospecting a cinch.  I love it because it allows me to clear my mind of all the details that lead to a sale, reminds me what I need to do next, and, instead, focus on adding more prospects to my pipeline.

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Robert Johnson

I'm passionate about helping sales professionals & businesses grow sales through training, coaching, & sometimes taking over their sales and marketing divisions as a short-term bridge management team. I also help sales pros get more referrals with less effort through professional networking. Our prospects deserve highly trained sales professionals not using "Old School," high pressure, low yield tactics. I typically get referred to successful sales professionals and businesses that are doing well and sometimes struggle with inconsistent sales, concerned their goods and services are being treated like a commodity, frustrated sales team discounts, begs, peddles, and pushes to sell at low margins, or may be losing sleep because they are missing their goals. You may be crushing your goals, breaking records, and have zero issues with sales, and as such, I'm not sure if any of these issues are even a concern for you, your business, or a professional you care about. If something caught your attention, please consider connecting with me here on LinkedIn and sending me an email at [email protected] Happy Hunting! Robert Johnson-(918)928-7158