Thank you Caelan Huntress for this wonderful information. Let’s look at two salespeople. Both have the same job, the same commission structure, and the same opportunity to succeed. One of them has a huge personal network, seems to know everybody, and wins all the awards. The other is constantly buried with busywork, is always under quota, and only has a handful of strong contacts. The difference between these two salespeople? 15 minutes.

Schedule daily digital networking time.

One of the most common reasons we hear why people don’t send out regular thank-you notes, enewsletters, and personalized emails is they “don’t have enough time.” We all have the same 24 hours in a day. Some people are able to fit in time to send birthday cards, and some people aren’t. How? I’ll give you two reasons: Priorities and Efficiency. People who plan for the long term realize their time is limited. They prioritize what’s important, and they take action efficiently. If you want to have the time to send out an email newsletter, you can make the time. Just don’t make a lot of it.

We're all ruled by Parkinson's Law.

In 1955, Cyril Northcote Parkinson published an amusing essay in The Economist, where he posited: “Work expands so as to fill the time available for its consumption.” Parkinson’s Law, as it’s come to be known, simply means: if you schedule an hour to write a newsletter, it will take you an hour. If you schedule 15 minutes for it, you'll have it complete in 15 minutes. It may not be perfect, but in a high-paced world, “done” is better than “perfect.” (Don't worry. If you practice, you'll get closer to perfect in that 15 minutes.) Which do you think would benefit you more in the long run? • A perfect newsletter that never got finished because you were too busy? Or... • A quick note to tell everyone in your address book “Happy (insert holiday)”? "Done." It’s better than perfect.

Commit to your most valuable 15 minutes of the day.

Spending just a few minutes every morning to reach out to your network is like planting five seeds, day after day, in your backyard. After a few weeks, you'll have a garden. After a few months, you'll have a jungle. After a few years, you'll be able to pluck the low-hanging fruit that successful salespeople are reaping. Now you know how they became successful - by implementing regular habits of success. Do what they do. Schedule your 15 minutes for tomorrow, right now.