Coffee at your favorite establishment or with another Sales Associate may be pleasant, but it isn't productive, so make sure you keep it in perspective. Don't use work time for personal errands and don't become desk-bound. People do not normally call and say, "I've been thinking of dying lately. Please come out and see me." Develop sound, aggressive work habits and plenty of self-discipline. Don't procrastinate, but do be proactive with a sense of urgency to "do it" now. Go out, network, see people, get on-profile referrals, set initial meetings — and you will achieve the success you desire.

Delegate.

There are some things, such as prospecting and selling, that you have to do yourself. However, as you gain experience, there are many more activities that can be delegated to a secretary or administrative assistant. These may include some record keeping, running illustrations, and handling correspondence and other paperwork. Whenever you can, delegate jobs that will free you up for more productive work. Don't overlook the increased contributions your accountant might be able to make. Paying to delegate can be a very cost-effective business expense.

Don't shortcut family time.

Your family is a very important part of who you are. Make sure there is enough time in your schedule for the people who mean the most to you, and schedule your work around it. Just be sure to work when you schedule work.

Keep records.

Use the Activity Planner and Business Records to keep track of how you spend your time and to record your efficiency. This should correspond closely with your work and personal planning schedule. If it doesn't, find out why and correct it.

Evaluate your time management skills.

You and your General Agent or trainer should periodically review your time management system to see how it is working. You will want to revise it as you gain experience and refine your business operation. Always be on alert for ways to work smarter, not harder.