Archives for June 2013

But I Can’t Make Phone Calls at 7 AM!

On the phone in my PJs

“The greatest gap in life is the one between knowing and doing.”
–Dick Biggs, author

I had quit my dream career as a Labor and Delivery Nurse to stay home with my third grade son, so I could advocate for him at school and make sure he got his homework done successfully each day.  My plan was to build my direct sales business and replace my salary as an RN.  After all, direct sales allows us to control our own schedule.  That sounded good to me.  The problem was that I was pretty much clueless about how to be successful in direct sales!

I figured it certainly couldn’t be any harder than starting an I.V. in the arm of a woman in labor, right?  So, I read books, listened to tapes and attended all of my upline’s team meetings.   At the team meetings, when my upline asked a question, my hand was the first one in the air – I “knew” all the answers.  Yet, looking around the table, it seemed like everyone else was doing more business than I was.  It became abundantly clear that knowing and doing are two completely different skills – could I conquer my procrastination?

Brian Tracy taught me to do the most important tasks first each day in his book Eat That Frog.  And, since my calendar was empty, I knew that the most important task was to talk to people.  I had already talked to all the people I normally interact with, so my focus turned to making phone calls.  My inner voice screamed, “But, you cannot make phone calls at 7 AM!”  So I asked myself, “What could I do at 7 AM to help me get my phone calls made at 7 PM?”   And, I made this list:

  1. Decide who I was going to call at 7 PM.  Put together a list of names, phone numbers and reasons for calling.
  2. Make a commitment to making phone calls by calling my husband and telling him “I will make phone calls at 7 PM tonight.”   By the way, his reaction to this announcement was a confused “ok?”  No matter – I was making the commitment for me, not him!
  3. Identify the next three dates available to do parties.
  4. Have my customer care notebook and flash cards ready.
  5. Prepare a reward for myself.  I set up my DVR to record my favorite programs and saved them to watch after making my phone calls.

And it worked!  I actually made phone calls that night. Finally I connected knowing and doing and conquered my procrastination!  By repeating these steps I discovered it was actually easier to make phone calls than to start an I.V. in a woman in labor.  And, within three weeks my party calendar was full too!