Download the full transcript here.

This video has two important messages.

The first message is don’t multitask.

Can you honestly talk on the phone, and be 100% present with somebody, whilst writing up a contract and doing something else? Can you honestly be at 100% concentration and effectiveness with each of those three tasks? No, I don’t think so, you can’t. So, how do you go about it when you’re busy? Handling multiple clients? Can you be effective?

There’s a Chinese saying,

You can’t put your feet in two boats.

Imagine you going down a river and you got two canoes. You got one foot in one canoe and one in another, and they start to move forward. What’s going to happen? It’s not going to end well, is it?

So, you’ve got to love the one you’re with. That’s really important.

People will wait. Think about it, if you got a problem with your phone, you don’t just walk to an Apple Store. You go up to a Genius Bar and book an appointment. Oftentimes, when you’ve got an appointment you still have to wait but you’re prepared to do it.  And your clients are no different.

Focus on one thing at a time.

The second message is about being strong in the current market.

As an example, a lot of good salespeople often have a lot of deliveries to make, and it’s important you don’t let your clients walk all over you. In other words, you need to be very structured and give them a specific choice of appointment times. Let them know that if they are running late, they will have to wait as you have back-to-back deliveries.

In summary, control your deliveries, or they will control you. And if they control you, you’re gonna be spiralling and it’s not a nice place to be.

Be organised, be strong, don’t multitask and you’ll go well.

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