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The perfect editing/sales schedule. And “no” I’m not crazy…
Matt Davis here with ya again today. And it’s good to be back. I’ve been pretty busy this year flying around to all the major PVAs (Professional Video Associations) from coast to coast speaking on our unique spin on the sales process and how to book more brides. I am thrilled and honored that I get to share our systems with others, especially in this economy. But one thing that inevitably pops up in conversation is how to MAKE TIME for sales. I hear “Come on Matt, sure sales are important, but I’ve got 10-15 weddings to edit right now, that’s all I spend my time with. How do I make time to do both? And how do I make time to do both really well?”
Well, my solution is a crazy one, and it might not be for everyone, but I just wanted to share with everyone today what HAS worked brilliantly for me and has actually allowed my family to spend time with me again. 
Before I continue, know that this solution takes discipline and sacrifice but is ultimately rewarding.
“Head Coach’s Schedule for Success”
My struggle is the same as most of yours. Say I have a few projects that I am editing have urgent deadlines coming up. Nothing stresses me out more than when I get distracted for even 10 minutes. Sometimes those distractions happen 20 times a day, so you can share in my frustration when you begin to realize how much of that time is lost for editing. The phone rings, you’ve got to get the oil changed, you’ve got to blog, emails, facebook, twitter, back to facebook, etc.
NOW, throw in the fact that you have to be on top of sales too. You’ve got leads that come in. You’ve got networking calls to make. You’ve got to constantly be feeding that pipeline so that you always have leads coming in. Here’s what I do….
On TUESDAYS and THURSDAYS:
I wake up at 4:30….AM. No typo there, AM.
I make breakfast, brew some coffee or tea, read the news, do some personal journaling, etc.
AT 5 AM, I am in the office. And I edit until 9AM.
9AM my team comes in, our studio manager and editor. We chat talk about the days goals, and then I leave around 9:15 AM.
For the rest of the day, I can hang out with my family, take my daughter to the park, run some errands, go to the gym, go to lunch with a friend. And it’s daylight! I am outside, breathing fresh air and not stuck in my editing cave all day.
From 4PM to 8PM I got back into work. I eat dinner in the studio (attached to our home) and FOCUS on sales. I make calls. I follow up with brides. I whittle down my ShootQ tasks.
Then from 8PM til 11-12 I still have freetime to hang out, go out, watch a movie…you get it.
Now why do I do this?? I have found I am a much more productive editor at 5AM when I have no one asking me questions, the phone isn’t ringing, no one is on facebook updating their statuses, and it’s….peaceful. Yes, it’s very hard to get into the habit of getting up that early twice a week.
But isn’t that the truth with ALL habits we try to form!? It’s hard, but worth it! And when 9 AM rolls around and people are just starting their day, I am halfway done. Honestly, I have put in a full days work of editing because I bought some time back.
Same goes for going back in from 4-8PM to finish the day. When do most people answer the phone? After work! I have a workflow and automated emails set up in my ShootQ account that basically trains and informs my brides when it’s a good time for me to call them, and they expect a call after they get off work on Tuesday or Thursday.
They appreciate it more because they actually have time to talk when they aren’t distracted by work. I’m 100% willing to schedule times to talk to people on Monday, Wednesday or Friday if it’s convenient for them, but we do most of our sales on Tuesdays and Thursdays. We have a higher conversion rate because we actually get people on the phone, and then create a friendly environment where it’s not rushed or forced. It works!
Now, I understand some of you may think I’m crazy, and it really may not be for you. But it gets pretty addicting when you see how much more work you can get done when you make simple sacrifices, stay on a disciplined schedule, and stay “in focus” Mondays, Wednesdays and Fridays can stay “normal” days. Even just those 2 days of waking up early makes a huge difference.
Anyone going to IN[Focus] in January? I’ll be more than happy to discuss it in more detail in person. I’ll see you there!
