The larger the block of time you can reasonably plan, the better. In this way, you know that the profit-producing things will be done.

Assign dollar-values to everything you do during your business day. This helps you focus on the things that profit you the most, and makes you aware of the need to delegate other, less profitable activities.

Try this! For example, by dividing your earnings by the number of telephone calls or face-to-face scheduled meetings you have each week, you can tell how much money you make every time you dial the phone for scheduled meetings or meet with a prospect.

To calculate your profit from sales activity, subtract the costs incurred in getting the lead, and the value of your time and other expenses associated with the sale, from your earnings.

With this information, you can manage both your time and mix of business. For example, you can schedule "X" hours with qualified, on-profile referrals and "Y" hours with less-productive, low-leverage sources of business, such as direct mail leads.