Today was a crazy day! How to manage your focus - by Mark Schnurman

Today was a crazy day. Between deals, calls, interviews, meetings, fires to put out and fires to light, it was nonstop. Literally, I went from one issue to the next with nary a moment to compose myself and that is just the way I like it. You see, I covet, indeed foster, action, challenges and excitement.

But I did not multitask. Why? Because the term “multitask” infers that a person is doing multiple tasks at once. Impossible. At least for me. I can merely do one task at a time. 

I quickly shift my attention from one task to the next, attempting to appropriately balance my workload while providing the necessary attention to each person and responsibility. It is a full-time job to stay focused on the task at hand and not fall prey to the tendency to focus on the most immediate challenge.

Here are some rules of thumb that help me manage my focus:

• Avoid the siren’s call of immediacy. When presented with the phone ringing or text chirping at us, we often salivate like Pavlov’s dogs. Most phone calls, texts, emails and drop-byes are not a priority and should not be treated like one. Instead, quickly triage all of your responsibilities and rank by importance, not immediacy. Otherwise, as you get inundated with nonsensical messages and requests, you will get very little done of importance.

• WIN. All day long I ask the question, “What’s important now?” My answer is what I focus on.

• Concentrate efforts on revenue. My role is focused on driving revenue. Whether that means speaking to buyers or sellers, strategizing about how to position a deal or creating broker teams, it is important for me to focus on my top priority. 

• Focus on people. Relationships are important and should, all else being equal, take priority over tasks. When client, broker or staff issues and questions are not addressed, the tendency is for them to become exponentially larger.

• Focus on results. Each time I touch or focus my energy in an area I want to resolve or at least move the issue forward. I never want to discuss something and leave it in the same place it began. When unable to resolve an issue, next steps are always laid out. Once again, the emphasis is on resolving all issues and challenges as quickly, efficiently and correctly as possible.

• Make quick, informed decisions. I strive to discharge all tasks or issues with one touch because punting things into the future only creates a Sisyphean nightmare.

• Stay calm and the storm will pass. Lastly, even when crazed and pulled in too many directions, I endeavor to appear calm and centered and provide the level of focus the person or issue deserves. After all, no one wants to feel shortchanged when they come to ask me a question or seek help. 

So while not a multitasker, I travel through my work day at a frenetic pace. Guided by the elucidated principals I am able to accomplish a lot while still staying somewhat (depends who you ask) sane and not drive those around me crazy. The speed of business will not be slowing down and I hope these concepts will help you keep up with its ever quickening pace.

Mark Schnurman is chief sales officer, principal at Eastern Consolidated, New York, N.Y.