I’m sitting at lunch alone, hammering away at my keyboard while waiting for my food to arrive. I don’t have an article for tomorrow, so I’m feeling the pressure to get this “work” done. That’s why I’m here by myself (well, that plus the fact that I’m ambivalent about most people).
However, the reality of the situation is that I’m making a choice that the “work” that matters is getting this article done instead of doing something—like a referral source lunch—that more directly builds my business. Lunch with a referral source would likely put some money in my pocket.
Here are the top 10 things I do instead of growing my practice:
- Eating lunch alone,
- Doing client work,
- Debating which office space (cell phone, copier, software, etc.) to lease,
- Arguing with a partner about how to divide the money,
- Reorganizing the bookshelf,
- Shopping online,
- Reading the paper (online of course),
- Keeping up with the law,
- Cleaning off my desk, and
- Organizing my task list.
Instead of doing business development work, do you do any of the things on my list instead?
Always Keep Your Priorities in Mind
When you don’t already have sufficient clients and revenue, doing these things is taking you further away from your goals. What’s your priority? True, many of the things on my list need to be done. Do they, however, take priority over building your practice? What comes first? We all do the things at the top of the to-do list. The items at the bottom rarely get done—they get transferred from this week’s list to next week’s list. What’s at the top of your list?
When you’re doing these “work” things instead of building referral relationships, you’re not:
- Accumulating a house down payment,
- Paying off student loans,
- Saving for a great vacation,
- Paying private school tuition,
- Building a college fund for your kids, or
- Generating the wealth you need for retirement.
It’s time to pick up the phone—yes, the phone (this is not a task for e-mail)—and call someone new about lunch. Make it happen. Get to know someone new and grow your practice. Do what needs to be done so you can do all the things you want to be sure you do.
