Million-Dollar Time Management

I recently conducted an interview with a friend of mine who had billed $1 million as a solo recruiter. During the session, he shared specific information on how he used his time and controlled his focus in order to produce such big numbers. His keys to success include:

1. A burning desire.
If you want to be a big biller, you must do what it takes to get there. If you’re lukewarm about your goals you can forget about hitting those big numbers. A high level of success starts with a passion for what you’re doing.

2. Clarity on the “why.”
Making a lot of money is fine, but if you lose your marriage or your health in the process, you’ve gained nothing. Better answers to the "why I need to be a big biller" might be: " So I can pay off my house in three years," or "So I can have more freedom to travel," or "So I can sponsor 20 hungry children per month."

3. Visualize yourself as already there.
Spend some time every day reviewing your goals—both personal and professional. For example, if your goal is to pay off your house in a short amount of time, set up a specific reward. In the case of my friend, he printed a photo of the rooftop balcony at the Blue Parrot Inn in Playa Del Carmen, Mexico and put it in a gold frame in his bathroom. Every day, when he sees the photo, he pictures himself sitting there, feeling totally affluent and pleased that the house is now paid off. In his mind, he's already there.

4. Be “ruthless” about who you work with.
Big billers have clear guidelines in this respect. They're able to communicate their ground rules with both clients and candidates and are often very direct in regards to expectations and requirements. Bottom line; you must respect your time and only work with people who do the same in order to hit high numbers.

5. Singletask—work in blocks.
You’ve heard this before I’m sure; but this is another common denominator in top producers. My friend said that he did not answer his phone—at all—during outgoing calling blocks. You must be able to separate execution from reacting if you want to excel.

6. Plan meticulously.
Again, you’ve heard it before but it’s a must. My friend used legal pads, index cards and a simple ACT database the year he billed $1 million—but he planned each and every call in advance.

7. Track your numbers like a mathematician.
Boring? Maybe, but it’s another hallmark of high production. For information on the importance of metrics (and how to set up a metrics program), click here.

8. Create systems for everything.
My rule is if you have to do something three or more times in a month, you should have it documented. Don’t repeat things from scratch that you could have systematized.

9. Neglect the administrivia.
Learn to say “no,” and find ways to delegate and automate. If you think about it, there are really only two categories in your work: revenue generating activities—and everything else. One of the characteristics that big billers have in common is that they consistently focus on the 20% that matters—and virtually nothing else.

I assume this is information you’ve heard before—and that’s the deceptive part. Because you’ve heard it before, it sounds trivial. We all want a new tactic that can change everything for the better. However, it’s the execution of these basic skills that separates mediocre production from exceptional production.


By Gary Stauble, reprinted with the permission of Gary Stauble
 BlackDog Recruiting Software Inc.
For more five star recruiting tips, click here.