•           Make sure you are in front of clients during your “up” periods during the day and evening. Monitor yourself for a few days and you will discover that at certain times of the day and evening you are more energetic and alert. A morning person should probably be in front of clients and completing important tasks from 6:00am – 1:00pm and then during his/her second wind from 5:00pm – 7:00pm. The night hawk will do well from 11:00am – 5:00pm and from 8:00pm – 11:00pm. Consider this to get your best ROI on your time, energy and ability.

•           Try not to drift, dream or drown. Continually ask yourself “What is the best use of my time, energy and ability right now?” Put this questions on your screen saver, on your fridge, in your car and at your desk.

•           Have at least 70% of your next week booked with clients and prospect appointments by Thursday of the week you are in. Review what you are going to do tomorrow, the night before. Your subconscious will work on it during the night and you will wake up focused and on a “roll”.

•           When setting an appointment on the phone “clear your desk and set up the names of the people you wish to call and “time block” a specific period of time to hit the phone and don’t stop until the time is up.” This gives you time to gain momentum. Momentum is one of the key factors in sales.

•           Say “no” more often, especially to requests that take you away from your main business focus and personal goals. Ask, “How will my saying “yes” affect me, my career, my family, my clients and other important people close to me?” If it is negative … don’t do it.

Bill Gibson is founder and Chairman of Knowledge Brokers International.  Read more on Bill Gibson here.