New agents often ask me about time blocking. My perspective on this has evolved over my coaching career. A pivotal moment for me was hearing James Clear speak at a conference. If you are unfamiliar with him, I highly recommend his book “Atomic Habits”. Clear shared a story about a friend who embarked on a weight loss journey. In the first week, the friend simply went to the gym, sat in the parking lot for 20 minutes, then left. The following week he spent 10 minutes on the treadmill before heading home. Over time, this gradual approach helped him establish a habit that led to success.  

As a new agent you’re probably saying to yourself – I don’t even know where to start. For new agents, starting with time blocking might feel overwhelming. Even seasoned agents might be interested in simplifying their approach. Inspired by James Clear’s story, I realized that my initial time blocking strategies were too complex. It was like asking someone to run three miles on their first day at the gym. I revamped my approach, simplifying agents’ calendars and focused on basic structures. While some embraced this method, others struggled to adapt.  

The secret sauce I’ve found is what I call “3×3”. For three days a week, you dedicate three hours to business-building activities, i.e. prospecting, door knocking or cold calling. These hours are strictly for activities that directly contribute to business growth – no meetings or training sessions allowed. If it doesn’t lead to a new contact, potential appointment or future business, it’s not part of the plan. During these blocks, focus is paramount. The agents I coach treat these hours as sacred; interruptions are minimal and they are laser-focused on the task at hand. Whether it’s dialing numbers or engaging with clients, their dedication is evident, with headphones on and laptops buzzing as they work towards their goals. In those blocks of time, you may want to include education, training or office meetings. My answer to you on whether those should be included is don’t. If it doesn’t create a new contact, a potential appointment or future business, it’s not a business growth activity. During those three untouchable hours, it’s crucial to emulate the focused dedication of the agents I coach. They prioritize their tasks with unwavering commitment, particularly during their designated time blocks. Even if interrupted by a conversation or someone entering the office, they seamlessly transition back to their primary activity, whether it’s cold calling or engaging with clients. Their ability to snap into laser-focused mode demonstrates their dedication to maximizing productivity and achieving their goals. 

One of my agent’s commitment to his blocks has clearly paid off, propelling him to become one of the top agents in his county. It’s not an easy path and requires unwavering dedication. Mindset plays a crucial role; believing in the process and staying committed, even in the face of initial challenges is key. I firmly believe that any agent dedicated to building their business can succeed with the “3×3” format. It’s about developing habits that form the foundation of a successful career. While it may feel like you’re performing tasks that aren’t directly related to your goals, every action contributes to your growth and development.

The analogy of the Karate Kid is apt. Just as Daniel learned the fundamentals through seemingly mundane tasks, agents can build their skills and success through mastering the basics of time blocking. Like “wax on, wax off,” the “3×3” format provides a simple yet powerful tool to kickstart your time blocking journey and lay the groundwork for future achievements.