By Bruce Keith

Frequently salespeople are in what I call “react mode.”

You start the day with all the best intentions and you do something because that’s what you planned on doing. Then something else comes up and you start doing that. And then you end up here, here, here, here, there, there.

You’re all over the place and this isn’t because you’re out of control. It’s because you don’t have a plan in place. Bottom line, you’re in react mode because things come up and you move from one task to another with no control.

Of course things are going to come up, that’s the nature of the business. The key is how to deal with it.



Let me show you a solution to working on your business and in your business. It’s called Big Picture Planning Time (BPPT). This is something I used for years as a real estate agent and I still use it now in my business.

Big Picture Planning Time is where you schedule 30 minutes near the end of every day. In that time period, you work on the projects that you have coming up. It’s a project based activity.

So here’s what you would do. Let’s say you said, “My time slot, Bruce, is going to be 4:30 until 5 pm every single day.” Now let’s face it, if you schedule something that’s really important, you’ll end up doing it, right? Well, this is important.

Think of it this way: You have to spend some time working on your business, not just in your business. What are some of the things you would do in that 30-minute period that I’m recommending you schedule? Well, things like this.

Let’s say it was a project and you said, “I want to improve the quality of my listing presentation.” So you would spend that half an hour working on it. So you aren’t going to be rushing around saying, “I just set a listing appointment, I better change my presentation for tomorrow.” Not at all. Make it a planned activity.

What else would you put in that time slot? Things like revising your daily schedule – what adjustments might you have to make? Or for example, looking at your personal goals. Let’s say you wanted to plan something special in the summer for your family. That’s when you work on it, because it’s a project based activity. It’s BPPT.

There are all kinds of projects in your business you have to constantly look at. Let’s say, for example, you wanted to readjust the way you were going to be doing your farm program or the way you were going to stay in touch with your past clients and sphere of influence. Or, let’s say you wanted to get some new role-play partners. That’s what you do in this 30-minute period.

In project based activity, nothing else comes in, just things that you know if you don’t do it, you’re going to be a slave to react mode all the time. That’s not a good approach. You aren’t going to be building anything, you’re just going to be trying to keep up.

So do yourself a favour, set aside 30 minutes every day for Big Picture Planning Time. Typically it’s best near the end of the day when your mind is a bit tired and you need a break. Some people do it after dinner. It doesn’t matter when you do it, but just do it so that you’re planning for the future.

Now one more quick suggestion. On Fridays when you’ve scheduled your BPPT, here’s the best thing you can possibly do. Set it up so that you are actually planning some of the big things that are coming up next week. Look ahead and get everything in place for next week.

For example, even if you were just making sure you had your lead generation, your follow-up and your prospecting in order for the next five mornings, it’s worthwhile. Get it all ready in advance, because here’s what it does for you. BPPT gives you a break mentally so that you’re not fussing all the time, thinking, “I must get this ready for next week… but I don’t know when I’ll get around to it.”

Big Picture Planning Time is one of the best things you can do to manage your business and your life. Start spending 30 minutes every day working on your business, not just in your business. No excuses.

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