Planning, Prospecting, and Performance: The Business Trifecta You Can’t Ignore
Let’s not sugar-coat this: most businesses aren’t broken because of bad products or lazy staff. They’re broken because the leaders at the top haven’t nailed the habits that drive real results.
This coaching session with David—an experienced business owner leading a $5.5 million company—was all about confronting that truth. We went deep on sales discipline, personal performance, time management, team dynamics, and why your body might be holding your business back.
There’s gold in here for anyone serious about leveling up.
1. The Discipline That Builds Empires: Mastering Your Golden Hour
David came into the call battling something we all wrestle with—consistency. Specifically, getting into the daily rhythm of outbound sales calls, or what I call Gold Calling.
He’s not alone. Every business owner, manager, and rep fights the same internal resistance: distractions, excuses, and the seductive comfort of “doing what we feel like.”
But here’s the reality: without a set Golden Hour each day, you’re not in sales—you’re in survival.
The Golden Hour is one hour blocked out, no interruptions, where you’re laser-focused on outbound activity that creates pipeline and revenue. No emails. No meetings. Just value-packed outreach.
The key? Block it in advance for the whole month. Treat it like your most important meeting of the day. Then guard it with your life.
2. Action Lists vs. Planning: Stop Drowning in Mental Clutter
David asked a question I get a lot: “What’s the difference between planning and action in the Ultimate Life Planner?”
Here’s the deal:
Planning is scheduling what matters.
Action is doing it.
But both are driven by one central idea: get everything out of your head and onto paper.
If it’s not written down, it’s not going to happen.
I showed David how I use the planner daily:
Each Sunday, I block the week: Golden Hour, meetings, workouts, key appointments.
I jot actions down throughout the day—follow-ups, ideas, notes, random tasks.
I prioritise using the ABC/123 system:
It’s not perfect—but it’s powerful. Some days I nail it, and those are always the most productive and profitable. Other days, I fall short. But because I can see it all in black and white, I learn and adjust.
Your planner becomes your scoreboard. And you can’t fake a scoreboard.
3. Face-to-Face vs Phone: Fixing Your Sales Team’s Time Waste
David, like many leaders, has sales reps who love to be on the road—catching up with clients, driving to meetings, “dropping in” on opportunities. It feels productive.
But here’s the uncomfortable truth: most reps waste 70% of their week sitting in traffic, chatting to low-value clients, and justifying it as work.
So I taught David how to do the math.
If your business turns over $5.5 million:
$5.5M ÷ 240 working days = $22,916 per day
÷ 8 hours = $2,864/hour
÷ 60 minutes = $47.74 per minute
Let that sink in.
If you’re doing a road trip for a meeting that brings in $1,000 in potential business, you’re losing money. It’s a harsh reality—but one that will radically sharpen your focus.
So what’s the fix?
Only visit A-grade clients face-to-face. Those doing $80K+ per year.
B and C clients? Zoom or phone. End of story.
Every meeting must have a written agenda and a clear commercial objective.
If a face-to-face isn’t going to move the needle, it’s a no.
This isn’t about being cold. It’s about being commercially smart. Most customer care can be done remotely. Reserve road time for strategic relationship building, not check-ins.
4. Block It Before You Blow It: The Secret to Time Control
Most people let the week happen to them.
I challenged David to flip that on its head: own your week before it owns you.
The strategy? Block out every non-negotiable at the start of the month:
Golden Hours
Exercise sessions
Important family time
Church or spiritual practices
Regular team meetings
Don’t wait until the day to make decisions. By then, it’s too late. Life fills the gaps with urgency, noise, and distraction.
Use your Ultimate Life Planner like a war map. Plot the high ground in advance so you’re not battling fires every day. Most people run around putting out spot fires because they never built the firebreaks in the first place.
5. Mental Clarity on Demand: Why You Must Empty Your Head
One of the most valuable practices I shared with David was the habit of clearing the mental tabs.
Every idea, follow-up, insight, or distraction that pops into your head during the day? Write it down immediately.
This one habit will:
Free up cognitive bandwidth
Reduce anxiety
Sharpen your focus
Make you 10x more reliable
I keep my planner open during every client meeting, Zoom call, webinar, and workout. I jot notes mid-conversation. Because once it’s on paper, I can let it go.
This keeps me in the moment. Fully present. Laser focused.
You’ll be amazed how much mental weight you’re carrying simply because you’re trying to “remember” too much.
6. Fix the Leadership Gap: Family Business Doesn’t Excuse Poor Accountability
David is in a family business. His son Mark is involved in sales—but not following through.
This is common.
What’s not common is being willing to fix it.
I told David: Mark needs someone to report to that isn’t Dad. Respect matters more than hierarchy. If there’s no external accountability, nothing changes. This is where real coaching creates breakthroughs.
The plan?
Monthly coaching sessions with clear action items
Full-day on-site diagnostic if needed, to uncover operational blind spots
Accountability structure for Mark and his manager to report into
Clear rules around client segmentation and sales activity expectations
I’m not here to replace family leadership—but I can be the outside force that holds the mirror up and says, “Here’s what needs to change.”
7. Health Drives Wealth: Treat Your Body Like It Pays the Bills (Because It Does)
David raised something vulnerable—his health isn’t where it should be. Too much comfort food, too many excuses, and not enough strength training.
I told him the truth: if I can’t help you improve your health, we’ll struggle to improve the health of your business.
Why?
Because your energy, mood, focus, and resilience are all tied to your physical condition.
I recommended resistance training—not bodybuilding, just functional strength work 3–4 times a week. It’s the fastest way to:
Increase energy
Burn fat
Build discipline
Improve decision making
Extend life expectancy
I also shared my smoothie strategy: blend your vegetables and fruit. Most people can’t eat 7–10 servings of veg a day. But you can drink it. It fuels your body like high-octane fuel in a Ferrari.
David’s body is his most important business tool—and yours is too.
8. Next Step: Decide How Serious You Are About Changing
If you are ready to transform your business and your life, you have to make a choice. You have to take action. Now. Not later. Life rewards action.
Option 1: Join the Business Gym
$119/month or $997/year USD
This is the most accessible and affordable High Performance Coaching Program in the world.
Option 2: Join the Full Coaching Program
Monthly strategy calls with me
Accountability for you and your leadership team
Option for deep-dive on-site diagnostics
Real traction and tangible ROI
If you are stressed and burning out, then stop waiting and start building momentum.
Final Word: Your Business Reflects Your Daily Habits
Everything we talked about comes down to this:
“Your calendar is your character. Your planner tells the truth.”
Want to sell more? Want to lead better? Want to feel healthier, more focused, and more alive?
Then stop drifting.
Start building habits that actually create change. Start leading from the front. Start treating your time like it’s worth $47 a minute—because it is.
If you’re ready to make that shift, join us in the Business Gym or message me about High Performance Coaching.
Let’s fix the real stuff. Let’s build something worth being proud of. Lets get your life back on track.
You can make excuses or you can build a great business. You can’t do both.
DM me to get started.
Don’t waste another precious day.
Tagged Accountability in Business, Business Transformation, High Performance Coaching, Leadership Coaching, Personal Development, Productivity Hacks, Time Management Strategies, Transformational Tuesday
