The Golden Hours

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After working over 80 hours a week and knocking on over 2,500 doors my second summer with Southwestern Company, I felt as if I could not physically work any harder… yet in the end I didn’t feel as if I had done my best.

Have you ever felt as if you worked as hard as you possibly could work… yet in the end didn’t get the results that you felt were your best?

If the goal is to take your career to the next level and you cannot work any harder, what is the only solution? That’s right… work smarter!

What does working smart mean?

Working smart means utilizing the most valuable asset that we possess: TIME.




Time, according to Mort Utley, is the most precious thing God has given us in the material world. I can waste a dollar and I can replace it. I can damage or destroy a piece of property and I can rebuild it or repair it and make it whole. But if I waste one hour of time, there is nothing that I can do about it for the rest of my life; it is gone forever.

In Dr. Hartso Wilson’s prayer poem on time he says, “Dear God, this is the beginning of a new day. You have given this day to me to use it as I will. I want this day to be good not evil, success not failure; I want it to be right not wrong, in order that I will never regret the price paid for it.”

Coaching and training thousands of professionals across the world brought me to the realization that most people don’t have a problem with “working hard”. Prospecting and time management are two areas that 95% of sales professionals say would take their business to the next level. Working smart is working efficiently and effectively with every second in your day because everyone in the world has an even playing field when it comes to the amount of time allotted to be successful. What separates the champs from the chumps is what is done with their most precious asset – time.

One of the first “techniques” we have our personal Top Producer’s Edge consulting clients implement is called working “The Golden Hours”. The concept of “The Golden Hours” comes from creating momentum consistently every day during the maximum productivity times available. So many people squander the opportunity to “work smart” in their day because they operate their schedule around their own convenience for when they feel like prospecting/cold calling.

The first key with working “The Golden Hours” is to look at the group of people you are calling on and think “when is the best time for my prospect to be reached?” If you are calling on CEO’s, VP’s, or business owners, the best time to reach them might be from 7:30-8:30 AM and 5:00-6:00 PM. Depending on the person, “The Golden Hours” time may vary… but for the most part your prospects should have similar peak time availability.
Once you’ve identified the best time to reach your prospects, the next step is to create a system to put yourself in the zone during “The Golden Hours” every day.

The Golden Hours

The Golden Hours


Here are the do’s and don’ts for creating consistent momentum during “The Golden Hours”:

*Schedule “The Golden Hours” in your calendar as if it’s the most important appointment you have in your day.
*Have your top 20 prospects listed out and in a queue ready to call.
*Stand up for the entire hour.
*Eliminate all possible distractions.
*Put a sign on your door saying “Golden Hours in process. Currently raising your stock value!”
*Turn your outlook email notice button off!
*Use the restroom before your “Golden Hours”.
*Make as many dials as humanly possible during your “Golden Hours”.

*Don’t waste a second during your “Golden Hours”.
*Do not check email!
*Don’t answer questions.
*Don’t take personal calls.
*Don’t answer any call that is not someone calling to set a new appointment.
*Don’t hang up the phone for the entire hour. (Use your finger to hang up and keep dialing.)

Anyone can work intensely for one or two hours every day. By sectioning off “The Golden Hours” in your day, you will be able to get done the things you get done while still not giving into the “tyranny of the urgent”. – Stephen Covey.
For help with creating your own “Golden Hours” schedule go to:
Creating your “Golden Hours”.

To start being included in the FREE weekly sales tips, ideas and techniques from Success Starts Now! click here: FREE WEEKLY TIP


5 Responses to “The Golden Hours”

  1. Diana Saarva

    March 10 at 7:35pm
    I agree with the meaning of golden hours, in my company I also teach my salespeople to schedule their cold calls on the most fruitful timespan and those who do it consistently, I can see their salesresults are the best.
    But it is hard to keep it consistent, because of the other customers they have, if they do not reach them in time, they can be very disappointed and it is possible that the current clients have been lost. That is the dilemma, because the current clients do not know that the salespeople have “golden hours”:)

  2. Diana,
    It’s good to hear about other companies practicing “the golden hours”.

    As far as consistency with reaching clients… I’m not recommending to not making phone calls for the rest of your day after “the golden hours”.

    I would be whiling to do a “sales diagnostics” with you if you like… it would help identify key areas to work on to take your production to the next level.

    Let me know if that is something you’re interested in.

    Dustin Hillis

  3. Evelina Chilikova

    March 9 at 11:03am
    Another great article.

    Would you please tell me where to find more info about the 4 buying behavior styles.


  4. Dustin Hillis

    Today at 9:27pm
    My new book “Navigate: Selling the way people like to buy” is coming out next week. Stay tuned to the blog for more updates and ideas about the 4 buying behavior styles.


  5. Ed Nash

    March 8 at 11:02pm
    Like the golden hour. I need some golden days. Or just gold. Keep them coming.

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