10 Tips For Maximizing Your Time By Finding and Working Only With “A” Clients

There is one thing that every person on the planet has the same amount of: time. How we spend our time literally makes our lives.

Written Aug 25, 2008, read 2075 times since then.

In a world where things move at lightning speed, and infinite possibilities lie before us; it’s easy to get overwhelmed about HOW to spend our time. Especially when it comes to serving our clients.

Being the rainmaker around here for 12 years has taught me some great lessons. Lessons that at times may sound harsh, mean, inconsiderate and witchy with a capital B. I understand and accept that. And I am compelled to share what I’ve learned anyway, because there was a time when my life literally depended on it.

At 32 I was diagnosed with Graves’ Disease (that means my thyroid went wacko rendering me about 60% of the woman I normally am). After being diagnosed, I chose to move beyond the grim tale my doctor put forth – monthly tests, a year of being sick, a lifetime of hormonal imbalances - and to heal myself quickly. What I did not choose was the vertigo, the night sweats, the hair falling out and the deep fatigue that became the theme of my daily existence.

While I was focused on healing, I was also running my business, serving as the President of the Board of a non-profit and remodeling a 4 plex I’d purchased months before Graves' entered my life. Guarding my time, the most precious thing we have, became a skill born of shear necessity.

In addition to learning how darn resilient the human body is, I learned that we create the experiences of our lives, moment by moment. And I learned that I get to decide who and what gets my time and attention. This couldn’t be more true than when evaluating prospective clients and strategic business partners. Here are some straight shooting, no BS tips that helped me be more effective when my body wouldn’t allow me to fully function 8, 10 or 12 hours a day.

1. Guard your time like your life depends on it. It does. How you spend your time, and who you spend it with literally creates your life.
2. Say bye-bye to toxic people. Get them out of your orbit. Bless them and release them. Period.
3. Avoid the “let’s do lunch” syndrome. Back burner coffee and lunch dates with prospects until you know there’s a fit. Discover each other by phone for 15 minutes instead. Then schedule a face to face if you believe you can serve them.
4. Rediscover the “delete” key. Two or three emails to schedule a meeting or connect for the first time, and you are done. Be polite.
5. If it’s a “no” say so. Do this within five minutes of the first interaction with a referral. Listen to your gut and don’t waste your time and theirs if you are not going to pursue a relationship
6. Only take the best. Everyone deserves A+, values-aligned clients. Choose to work with great people that value your product or service.
7. A, B, C, D and F. Rate your current clients and graciously jettison any below B. Then, jettison the B’s. Life is short.
8. Design your ideal client. Yes, you get to make this up. Dream big. Ask. And they’ll appear.
9. Become a magnet. Visualize your “ideal client”. Ask for referrals. They’ll come.
10. Celebrate! It’s easy to get into a habit of moving forward all the time. People who celebrate past successes – especially with their clients and team members – have more fun, and attract more GREAT people.

Guarding your time like this might be awkward at first. Remember to be authentic, gracious, thoughtful and polite. And trust me, once you value your time by using these techniques, others will too. I encourage you to pick one idea listed here and put it into practice to experience the results yourself. Imagine freeing up an hour, four, or more simply by being more rigorous with how you spend your day. You’ll be amazed at how great it feels to have more time to do the things you want.

Learn more about the author, Kristen Marie Schuerlein.

Posted by Barbara Fields, New York, New York | Aug 26, 2008

Kristen, this is basic, but profound advice. It is something I've learned in developing my own business and running my life. Getting my clients to realize and put the advice into practice is a challenge, but I'd say that I succeed more often than not. The fear for them is always "What will THEY think of me" and I try to get them to focus on "What will I think of me". As redundant as it may sound, the older I get the more I become aware of the passage of time and the knowledge that the more I hone down and eliminate the extras, the more I can focus my time on thoughts and actions of value. Those things that make a difference to me, my family, friends and clients. Thank you for stating this so eloquently.
Posted by Adrienne Fritze, Portland, Oregon | Aug 26, 2008

Kristen - what a powerful post. Although I'm not facing a life-threatening illness, my mother who lives with me is. Changing my priorities, including how and with whom I spend my time became a necessity, and has been quite a challenging experience. I find myself feeling guilty that I'm not as available to people as I once was, or that I've cut out of my life certain activities and relationships that were unendingly intense. It's been amazing to learn to keep to my guns and do what's necessary to move my life, and my business, forward.

I love your grading system, and loved even more the line about "gracefully jettisoning" clients below the "A" grade.

Thank you for sharing this. Timely advice.

Kind regards, A.
Posted by Mike Young, Seattle, Washington | Aug 26, 2008

Thank you what a nice way to start the day.
Posted by Victoria Cunningham, Lacey, Washington | Aug 26, 2008

After being in the real estate industry for a couple of years, and seeing my company decline and starting over with another company, I'm thrilled to read such great advice. I'll definitely be heeding it as I begin anew.

Thank you, and I wish you the very best!

Victoria Cunningham www.rachelandvictoria.com
Posted by Loma Gregg, Bellevue, Washington | Aug 26, 2008

Thank you Kristen. May I contact you outside this sight with a couple of short direct questions?

lomagregg@yahoo.com
Posted by Mark Dollan, Holly, Michigan | Aug 26, 2008

Great advice Kristen! We all need to be aware of how and where we spend our time.
Posted by Chris Cliff, Lynnwood, Washington | Aug 26, 2008

Great advice, our lives are much too short and precious to be spent on people that aren't adding to our success and happiness.

Running a painting and remodeling company I often times run across people that want too much for too little and of course their emergency is our problem. Needless to say, I have turned down more that a few jobs that wouldn't have been worth my time either because of price, or because of the clients themselves.

If we focus on what we love to do, and doing it with people we like, all our lives will run much more smoothly!
Posted by Kimberly LeRiche, Cornelius, Oregon | Aug 26, 2008

Kristen, Great advice! I love your tips as well as how they are so simple and to the point.

That's the one thing I've loved about being own boss...I get to imagine and work with those who fit the description of my ideal client. And really, it's so true that if you just envision it, they will come. And they have it. I consider myself fortunate, but I also know it's because I've created it to be that way.

I'm off to check out your website!
Posted by Chris Haddad, Seattle, Washington | Aug 26, 2008

Hey Kristen,

Good stuff. I had to learn this the hard way a few years back.
Posted by Betsy Talbot, Seattle, Washington | Aug 26, 2008

Nice reminder about holding up standards for ourselves as well as those we allow into our lives.
Posted by Ken Peters, Phoenix, Arizona | Aug 26, 2008

Kristen

Reading your post was time well spent :)

Best.

Nocturnal Branding Studio
Posted by Pamela Ziemann, Bellevue, Washington | Aug 26, 2008

Wonderful, reminds me of a quote I saw recently, "We become what we tolerate"

All the best...
Posted by Richard Whitaker, Federal Way, Washington | Aug 26, 2008

I learned a long time ago about China Eggs. Those are those decorator eggs that look really nice in the display case, but have no nutritional value. A lot of prospects are like those China Eggs. Thanks for the reminder.
Posted by Margit Crane, Seattle, Washington | Aug 26, 2008

An eye-opener, Kristen. Thanks!
Posted by Patricia Simoneau, Olds, Alberta Canada | Aug 27, 2008

As I like to say, "You can't soar with the eagles when you're cooped up with the turkeys."

Time for an early Thanksgiving feast in my business!
Posted by Debbie Rosemont, CPO, Sammamish, Washington | Aug 27, 2008

Boom! Powerful personal story, powerful business advice, powerful woman. I love your straightforward, yet eloquent style (both in person and in your writing). Your article is spot on and resonates with messages I give my clients when we have consultations and conversations around time management.

Kristen - thank you for sharing. Your article and reminders will absolutely and positively affect the way I spend my day tomorrow!
Posted by Patricia Wangsness, Bellevue, Washington | Aug 27, 2008

Kristen, You truly do live by these words and you do it with grace, style and great success! I know that your words will inspire others to get the courage to only work with the best clients, because we deserve it!
Posted by Sandra Watson, Seattle, Washington | Aug 28, 2008

Kristen, You are a truly eloquent woman. I shall print this out, and use it as my Top 10 list for living in the present, and creating my future. I really appreciate your open and guiding nature.
Posted by Krista Dunk, Olympia, Washington | Aug 28, 2008

Thanks Kristen - great article.

This information supports my theory of getting rid of the "time is money" mindset. In actuallity, time is more precious. You can always get more money, but never more time.

It's so easy to get caught up in mediocre stuff. Thanks for the reminder to aim for the top!

Krista Dunk NWweddingplace.com

P.S. Your picture is great!
Posted by Karen Rosenzweig, Edmonds, Washington | Aug 28, 2008

Outstanding! I love listening to your insights and wisdom - you are amazing!
Posted by Michael Lisagor, Bainbridge Island, Washington | Aug 28, 2008

Well said! It's an interesting phenomena that we tend to make great change only when faced with great adversity. This reminds me that sometimes I need to have patience with my clients -- they change when they're ready, not necessarily when I'm ready for them to be ready!
Posted by Patricia Klingler, Bellevue, Washington | Sep 02, 2008

Kristen,

Outstanding! Pardon the pun, but your article is timely as I design my work for this last quarter of the year. I'm guilty of occasionally trying to stuff a square peg into a round hole by taking on activities, or relationships with people, that overwhelmed me.

I've since learned to value my time by doing what is more akin to my personal values. If there is a disconnect, it is a signal to, as you say, jettison what's not working.

Thanks for a practical, inspiring article.
Posted by Diana Osborne, Lakewood, Washington | Jan 29, 2011

Hi Kristen,

Now that's some advice I will use. Your point about toxic people is spot-on. We do have rights and we can decide who to choose to be in communication with and when someone is into blaming others for his or her condition, rude, critical and in anyway negative or hurtful person, it is a matter of survival to jettison.

It can be hard to act against a tendency to try to be friends with everybody. But there are lines that must be drawn and your article makes it clear and I found it very helpful. Thanks for sharing it with us.
Posted by James Murray, Seattle, Washington | Feb 01, 2011

Hi Kristen,

Great post! Like so many others it seems to have spoken to me as well. Today was a good day and I think I'll reward myself.

I've been thinking about my business and wondering why I'm enjoying myself so much. I realized that I'm only working with fun people. I think I knew it, but your article gave me the words.

Thanks for sharing

James

Seattle IT Consulting