I hope that I don’t emphasize this topic too much. This post is similar to one that I wrote in August of last year called Finish and Follow Up. Same general idea, but this is a phrase that stays in my head as a reminder – Always Be Closing!
A couple of my friends, Fred and Corey, keep this as their mantra, and I guess that now I do too. It’s a simple idea really, but I think it’s an important one.
You know, starting to do something is often a lot easier than finishing it. Don’t’ let that be your trap.
Close the deal. Finish the task. Get it done. Complete the work. No delay, no excuses. Make it happen, Now! Execute, and Always be Closing!
There are several things that I do to try and emphasize this habit. For example, my goal is to empty my email inbox at least once per day. On most days I get more than 100 emails, so to do this I use the Delete key often, unsubscribe to junk mail quickly, file emails that I may need later, respond to those that I can answer easily and flag the remaining for follow up at a later time. Outlook is my friend.
I also keep a task list that is sorted by due date. I frequently miss those dates, but a few times per week I go through that list and check off those things that I’ve gotten done and reprioritize those things that I haven’t. I really like this ability because it helps me not forget to do things, acknowledges that every task is not equally important at a given time, and frees my mind to focus on the meeting or conversation that I am having presently.
I take notes. During the day, I prefer to do this on the back of business cards. This allows me to capture reminders of ideas and follow up items, and to track them to a particular conversation. I also later translate those scribbles into more fully developed thoughts on dated note tablets that I keep nearby. These tablets keep a record of key conversations that I’ve had and also give me a list of next steps to be taken by me and colleagues.
I have color coded folders. I know it sounds corny, but I travel a lot and it helps me to keep all documents related to a particular project in one place where I can put my hands on it quickly. I also have reading, travel and personal folders which allow me to be more productive on the road. That makes a difference when you juggle multiple priorities during the course of a week.
I get rid of clutter. I keep my car clean. I get rid of clothes that I don’t wear and I keep my desktops at work and home clean. To do this, I make liberal use of the garbage can, Goodwill and filing cabinets. They too are my friends.
Beyond that, I have a desktop organizing system that helps me to Always Be Closing. I have desktop trays that are labeled In, Out, Hold and Home. While somewhat self-explanatory, these trays can be helpful for organizing your work and keeping your head clear. Everybody has an inbox, but if it always stays full then how do you make progress?
This is where the hold box comes in. There are some things that I’m just not going to get to this week. They require more thought, or I’m waiting on input from others. So, into the hold tray they go, allowing me to pursue my goal of an empty inbox.
To make sure that I’m closing at all times, I also try very hard to make proactive decisions. I decide to do or say something and when I will do it, or I decide that I won’t. This is harder than it sounds. Many times it can be easier to put off a decision until circumstances require one. Sometimes that works and sometimes it’s inevitable, but many times it leads to a decision being made for you that may or may not be the optimal one at that time. Rather than letting circumstances dictate your actions, say yes, when and under what circumstances, or say no – and move on.
Finally, to be sure that I’m always closing, I ask myself every morning what the one or two most important things are for me to do that day. And, as the sun goes down, I ask myself if I completed them. If so, I rest for a short while. If not, I press further.
Always Be Closing! It’s the only way that I know to XEQTE.
Frankly, this post has taken a turn towards the tactical that I hadn’t anticipated. (This may be my absolute most nerdy post to date!) The point really is that you have bosses, boards, customers, clients, colleagues, and family members who are expecting performance from you each day. The results are required! So let’s be clear, if you’re not closing, you’re quitting – or failing.
Always Be Closing!
#DBTE #XEQTE