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AJ Cassata: All right, guys. In this lesson we're going to talk about scheduling and what your
workflow is actually going to look like on a day-to-day basis for executing your outreach.
Now, I've said this earlier in the course, but it's really important that you actually take
action on the stuff as soon as possible. None of this stuff is going to work if you don't
work, right? So what I want to do is help you actually implement this into your schedule
and make this easy to action on. If you haven't already realised this, one of the toughest
parts of being a business owner is that you have to manage your own schedule, and you
have so many different priorities, right? This is something that you really want to be
consistent with and do just a little bit each day to keep growing your business and keep
growing your pipeline. But when are you going to do it?
First, I recommend that you do this stuff in the beginning of the day, because one thing
that I've realised from my experience is that, as a business owner, usually we kind of
prioritise the urgent stuff, like handling a client project or dealing with an issue with
maybe one of our team members. Right? And a lot of the important, but not in-your-
face urgent stuff can get pushed off. I would say doing marketing, doing lead generation
is definitely one of those really important tasks that usually will push to the side, if we
have a really busy or hectic day. So the best thing you can do is just get this done, get
this knocked out, hit your goals first thing in the morning. And then the rest of the day,
you can handle your other priorities and know that you at least checked the box with
this.
As far as the routine goes, what do you want to do is you want to separate the three
steps of the process: identify, building a list; messaging, messaging people; convert,
actually following up with people and booking them into calls. Separate those three
activities into three different things. Building the list you can do once a week or once
every few weeks. It depends how big of a list of prospects you build and how long that'll
last you. And then each day, spend time on step two and step three actually going
through the list messaging people. Attached, we have an example of what a full calendar
could look like and what maybe a light calendar could look like. I would say at a
minimum plan time once a week to build your list, and then spend at least an hour, an
hour and a half, doing the actual messaging and following up with your leads every
single day.
But of course, the more time you can put in the better. Like we talked about earlier,
sales is a numbers game. The more people you talk to, the more deals you're going to
close. So what we did is we attach an example of what a counter could look like and how
you could structure this into your day. Of course, do what works best for you, but I
highly recommend you do this in the morning. And I highly recommend you do this a
little bit each day. Don't just chunk it up into just one massive day in the week, because
then you're very likely to not actually do it in the first place. So just chip away at it a little
bit each day. Look at the calendars for an example.
And what I highly recommend is that you, right now, go and schedule this. When are
you going to do each of the three steps what times each day? How is that going to look?
Because if we just say, "Oh, I'm going to do sales this week," we're probably not going to
do it. It's like if you say, "Oh, I want to work out more." When are you going to work
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out? So one thing I realised with habits is that when we actually have a specific day and
time that's the same each week, we're much more likely to act on it. So go ahead right
now after this video and figure out when you're going to put this into your schedule, and
get it down on paper. All right, so go ahead and do that, and I'll see you in the next
video.
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