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April 9, 2015 by Brett Leave a Comment

6 Questions to Ask about Everything in Your Inbox

I’ve been attempting to implement David Allen’s Getting Things Done approach to ‘stress-free productivity’ for about 5 years now.

The gist of Allen’s approach is that your brain is a horrible place to keep track of your projects, tasks, and calendar specific reminders.

Therefore, we should all create what amounts to an external brain – an external hard-drive – that relieves us from the duty of having to remember what we’ll have to do tomorrow morning when we get into the office or the next time we run errands or to remind our colleague of the deliverable she owes us in a month.

One of the requirements of this methodology is to capture everything that comes our way and make sure it gets into our system, that we intentionally place that thing into our external brain so it doesn’t create that gnawing sense of ‘Isn’t there something I’m forgetting to do?’

Whether you go buy David Allen’s book or not (which was just updated and rereleased, we’ll assume without references to Palm Pilots and PDAs), there’s one very important element of his system that might help you take a step toward having less stress about the tasks and projects represented by the items in your inboxes (paper inboxes, voicemail inboxes, and email inboxes):

You must learn to capture all the work that comes into your world and handle it appropriately.

Here are six questions to help you at the tactical and mindset levels. They represent six habits that will help you deal appropriately with everything that comes into your inboxes (defined as any email, phone call, or piece of paper that comes your way and makes it into any of your inboxes).

1.  How do you define the ‘work’ represented by any given piece of paper, email, or voicemail that enters into your world?

Each piece of input requires you to assess what needs to be done. Every email is a request for your attention. You must define the work that each thing requires. The work might simply be to read a few paragraphs. The work might require an errand for your spouse or children. The work might be the next deliverable on a sales project. The work can be any number of things.

You must develop the habit of identifying what task or project is represented by each item that comes into view.

2. What does ‘done’ look like for that piece of work?

The second question is to ask what does ‘done’ look like for that piece of work. Is it a purchase at The Home Depot? Is it a call back to clarify a delegated task? Is it a difficult conversation or a reminder that you need to place in your calendar for 3 months from now?

You must develop the habit of defining what ‘done’ looks like for each thing in order to help you more easily close open task and project loops.

3. Who should be actually doing the work to get that thing done?

The third question requires you to remember that just because it comes into your world, a request for time or work doesn’t mean that you are responsible for that thing getting done. You must determine who should be doing this work and getting it to ‘done.’

If you’re like me, I assume that just because a task comes to me via email, that somehow I must actually do that task. That’s a time and energy-sucking perspective on one’s inbox. Just because it comes to you does not mean that you are ultimately responsible for getting it done.

You must develop the habit of delegating to the very best person in the world to get that work to completion.

4. How do you capture it and make sure it gets into the workflow?

After identifying the work represented, defining what ‘done’ is, and determining who is best responsible to do that work, you must make sure that you capture the task and put it into some kind of workflow or reminder system.

This piece is the most difficult part for me. Most pieces of work do NOT need to be done immediately. As a matter of fact, that is another killer of creative productivity. If you assume you must do each thing that comes into your inbox immediately, you will never pull yourself above administrative work into the world of creative work. Yet if you neglect the stuff in your inbox, your creative work will suffer because of the gnawing realization that you have a bunch of tasks that haven’t been defined sitting in your various inboxes.

Without diving too deeply into the weeds, you must set up a workable system that captures each piece of work and places it in your external brain and, thus, into your workflow. David Allen recommends having three basic places that you put your tasks:

  1. Lists separated by context: These would be lists such as ‘Errands’, ‘At Computer’, ‘Phone Calls’, ‘At Home’, ‘Colleague Name’ (for items you delegate and need to follow back up on), etc. The idea here is that when you find yourself in each of these contexts, you can pull out your list (or pull it up on your phone), and make a wise decision about which item you should tackle. You’ll make sure to review these lists regularly to make sure that every item is accounted for, finished, or deleted if you decide it’s not worth worrying about anymore (some stuff feels like necessary work and becomes expendable).
  2. A Tickler System: Some tasks don’t need to be done at any given time, but they do need to be done generally on a certain day or in a certain month, i.e. signing a child up for soccer might be 3 months out. Having a place where you can put tasks that don’t need to be addressed for a while gets them out of your brain and into a trusted system that you will check once that time period comes around (I have hanging folders set up by month, with individual 1-31 folders for when my tasks will need to be addressed or given a deadline within the specific month).
  3. A Calendar: The most specific place to capture a task is on your calendar. When you have appointments or tasks that need to be done on specific dates and at particular times, use your calendar.

Each of us work differently. Some prefer paper. Some prefer doing all things electronically. Either way, this habit of capturing each item and placing it into a consistent system is vital to make sure that you actually trust that you won’t forget or neglect tasks and following up on delegated items.

Develop the habit of putting each item into your system.

5. Can you get comfortable with deleting as much as possible?

This question addresses a mindset issue. David Allen’s system is wonderful, but my bone to pick is that many of us have so much input coming into our inboxes that any system starts to buckle under the pressure.

The only solution I’ve found is to ask the question, “Does anything need to be done with this email, piece of paper, phone call, at all?”  You must learn to throw stuff away and delete things in order to give yourself some freedom.

The habit of ‘saying no’ is vital to any personal productivity plan.

Say it often. Clarify your priorities and be violently loyal to those priorities. Slowly move things off your plate to others who would gladly take on those tasks and projects (if you’re in sales, this means having a target market and not selling to folks just because they can breathe and fog a mirror).

6. How comfortable are you with learning to capture ALL things?

This mindset is also important. Your ability to capture all things is directly proportionate to the decrease in stress in your life.

As you capture and delete or put into your system, you’ll feel a greater sense of control and peace. You will worry less about things going undone. You’ll be able to make better decisions about things that actually need to be done as you’ll become much more realistic about the time you have to get things done.

This final question represents the mindset habit of realizing that capturing all things eventually leads to doing fewer tasks.

It’s counter-intuitive, but the more you define all things, the less work you’ll feel responsible for. You will be forced to define your area of responsibility and make sure nothing that is NOT in your area of responsibility makes its way into your system.

This might sound selfish, but in the long run, everyone is served better when you are not worrying about doing things that you shouldn’t be worried about doing.

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This post represents my thoughts after listening to Todd Henry’s interview with David Allen (from Henry’s Accidental Creative Podcast)

 

Filed Under: Mindset Experiments, Productivity Experiments, Sales Experiments

April 7, 2015 by Brett Leave a Comment

You DO Have a Choice

There are some things we don’t have a choice about.

We didn’t choose our mom or our dad. We didn’t choose any of our blood relatives.

We didn’t choose the town we grew up in.

We didn’t choose the color of our skin or the color of our hair or the genetics that determined our general physical structure.

But we always have a choice in the way we respond to each one of those things above, especially if you’re old enough to be reading a blog post like this one on the internet.

You’re not an 11 or 12 year old still stuck in a horrible home situation. You’re not a 3 year old born into poverty in a third world country.*

If you’re reading this particular post, you must be wealthy enough to have a smart phone, computer, or tablet. You’re smart enough to read words on a page. You have plenty of freedom to access the internet.

My assumption, then, is that you’re doing okay for yourself.

Generally, speaking you have a lot of choices.

You Choose Every Response

I have six year old twin boys and an eight year old daughter. One of the biggest lessons I try to teach them is that they have choices regarding the way they respond to things that happen to them.

At least once a week, one of them will encounter some situation that overwhelms their little emotions and brings a variation on this theme: “I can’t stop crying! I can’t! I can’t!”

Then they might hit the couch a few times or otherwise act out with the excuse that they simply can’t help it.

I do my best to cry “bullcrap” on these little outbursts (in a sweet, gentle fatherly way, of course). When I first became a Dad, I was unaware that one of my chief roles as papa bear is to teach baby bears how to make good choices in how they respond to their emotions.

In so learning, I’ve discovered that this guy (two thumbs pointing back at the blogger writing this piece) also needs to be more intentional about every response I have to emotional input.

Human Americans struggle with emotional bad habits. We assume it is our God-given right to behave poorly when something touches off anger, frustration, sadness, or envy. Consequently, choosing negative responses has become such a bad habit that we mistake these choices as inevitable.

But we do have choices in the way we respond to emotional situations. We just need to realize it and start empowering ourselves.

This is lesson one about choice: We can all choose the way we respond to things that come our way.

If we ever say the words, “I didn’t have a choice in how I acted”, we have to ask ourselves if that was really the case.

[Tweet “If you say “I didn’t have a choice in how I acted” you owe it to yourself to confirm whether that’s true.”]

You Choose Your Decisions

People often feel squeezed when circumstances are stressful. Finances get you down and you choose bankruptcy over doubling down and working your way out of a hole.

You choose an unreasonable car lease because ‘you have no choice and need a car.’

You choose to pay too much for a house because ‘I had no choice because I have to keep up with my buddies on Facebook.’

Those are all false constructions about our lack of choice. While the statement “I had no choice” appears to let us off the hook, it, in truth, further enslaves us. It jails us. It restricts us. We rob ourselves of the power we have in our lives.

This is lesson two about choice: We choose these types of decisions. And these decisions, over time, form our character.

You Can’t Choose What Others Do, But You CAN (and do) Choose Every Response and Every Decision

It might not feel like you have any choice over your responses, but you do.  Some responses are so ingrained and habitual that it will take a lot of work to pull yourself out of the vortex of your tendencies.

And we also make most of our decisions from a position of power – from a position of choice. We very, very seldom are so backed into a corner that we have no choice in the decisions we make. Consider very carefully before you make a decision in such a way that says “I had to do it this way…. I had no choice.”

It’s empowering and freeing to choose how you will handle the good, the bad, and the stressful that inevitably will come your way.

[Tweet “It’s empowering to have the freedom to choose how we handle the stressful things that come our way.”]

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*I do realize that some come from supremely horrible backgrounds. Many of us have been inspired by individuals who have come from such backgrounds and made use of their ability to make choices to pull themselves out of those background against all odds. Sometimes, those of us who were coddled have a harder time choosing greatness than those who are running from the very opposite of greatness in their personal histories. It’s not easy to make choices, but it’s vital we learn how to do it, regardless of our circumstances. 

Thoughts based on the 48 Days podcast “But I didn’t have a choice” 

Filed Under: Mindset Experiments, Sales Experiments Tagged With: 48 days, 48 days podcast, choice, dan miller, mindset, you have a choice

April 3, 2015 by Brett Leave a Comment

What is Your Competitive Advantage?

What is your competitive advantage?
What do you do that nobody else can do in exactly the same way?
If at first you can’t identify one, surely you can identify a gap between what your clients and prospects need and what your competitors provide?
Here are some possible gaps:
  1. Customer service
  2. Timely delivery
  3. Personality
  4. Unique experiences
  5. A vision for applying the product or service to the client’s business goals
  6. Style and flare

What is the industry standard for delivering your product or service?

My guess is that the standard is mediocre. My guess is that there are a ton of ways that you can stand out if you put a little effort in certain areas.

My guess also is that you already stand out but you fail to leverage your unique stand out-ness.

Identify Your Competitive Advantages

Think about the gifts you bring to the table. You do bring gifts to the table, by the way. You bring unique perspectives to the table. When you walk into a client’s office, your background and personality and character are different than any other vendor or sales pro that will be walking into the same office.
Leverage those differences. Lean into your uniqueness.
Steal good habits and processes and good ideas. But don’t mimic others’ personalities. This will dilute your ability to use your competitive advantage.
Where does your competitive advantage come from? What are the sources of your competitive advantage?

The Low-Hanging fruit: A Unique or Exclusive Product

Your exclusive access to a product. AT&T leveraged this around the iphone when that originally came out.  In my world (insurance), State Farm or AllState agents can leverage their exclusive access to their products to their benefit. They can glom onto the marketing machines created by their home offices. They can get really, really good at knowing their product.
If you have exclusive access, you can lord that over prospects… or use it like a kind, compassionate king would use his ability to control for good vs. evil.

The Not-So-Low-Hanging Fruit:  Your Product and Industry Knowledge

Your expertise: You can study your market. You can study your product lines. You can gain insight into the needs, desires, and pain points of your prospects. You can solve their problems by your sheer understanding of the issues at stake.
You can develop this expertise. You can study and learn and take advantage of training so that you can leverage your knowledge as a competitive advantage over other providers who don’t have the patience for such things.

Your True Competitive Knowledge: Who You Are

Who you are: That’s right. While you may assume that your competitive advantage is all about your product or your knowledge of your product, I believe your personality and character and perspective and unique gifts, skills, and abilities are your true competitve advantage.
Unscientific though my research is, I can look around my office and see what serves the successful producers and salespeople.  They all inadvertently take advantage of their relationship skills, personality types, and backstories. Ability to relate and be empathetic. Even creed and beliefs, both religious and political.
They don’t manipulate based on their uniqueness. They are authentic and that authenticity results in genuine connection.
Follow your organization’s protocols and processes and standards, but clothe those things with your special flare.
Make sure you can sell a quality product, even if it isn’t unique or exclusive. Makes sure you know your product and industry well, better than anybody else.
But most of all, lean into your own sales voice – your personality, your skills, your perspective. That’s your competitive advantage.
——————————-
This post was sparked by an off-handed comment by Abel James on Lewis Howes’ School of Greatness Podcast (Transform Your Body, Learn to Eat, and Unplug Your Life). 

Filed Under: Mindset Experiments, Sales Experiments Tagged With: competitive advantage, mindset, sales, sales mindset

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Hello!

Brett the sales experimenter and the challenge accepter Brett - Sales and Marketing Experimenter. I'm a reluctant sales professional. I didn't start out my career in sales and marketing, but I've grown to enjoy it. Here I discuss marketing, sales, productivity, and mindset experiments that will hopefully yield greater results and a more deeply satisfying sales career.

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Recent Posts

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