I’ve learned a new skill that I’ve never known before. It has changed the way I do business now and probably forever. It’s in the ART of the PLAN.

The recruiting business is an old and successful business. There are thousands of companies out there that net billions of dollars every year. They provide an incredibly useful service of finding and recruiting highly qualified candidates for companies who need their specialized skills.

The most difficult thing in the business for a person who enjoys meeting new people on the phone is the organization. But it is drilled into your head from day 1. It’s what I’ve most resisted and now it’s what I most cherish.

The day essentially STOPS at 4PM. From that moment on, no calls are made or received. The working day is now done and the planning begins. Every bit of information that was received from the day is now put in the computer. It’s the time to evaluate everything that happened during the day. It’s time to research for your companies, for your candidates and to prep and plan for the next day. It’s time to evaluate all of your calls for the day and to make adjustments for the next day.

Then, the miracle occurs! All of the paper that was worked with that day is filed… IN FILE 13! It all goes in the TRASH. Nothing is saved. Nothing new is filed. It goes into the computer and then IN THE TRASH.

This has completely liberated me. I’m the one who lives by the sticky pad. I’m the one who scribbles notes on everything and then sometimes loses it. But now, I’m the one who acknowledges that my old ways were warped and now, are past history!

It’s a new way of thinking. My previous work had always been to plan quickly at the end of the day or to plan first thing in the morning. I never stopped at a given time and actually stopped WORKING. I NEVER stopped working. And now, I value that time in the day and will protect that time vehemently.

Giving yourself over an hour and a half of planning every day is a great way to keep organized, up your sales and keep yourself from getting overwhelmed. I wish I would have implemented this skill, years ago, but I’m just glad I finally learned it. It’s changed the way I work, and opened up my eyes to many new possibilities.

Changing a habit takes time and can be a painful process. But living in a new way can open up a whole new way of living.

Mary Gardner is a professional networker, coach recruiter. She's been on ABC's 20/20 for her Charisma seminar, and has traveled the country as a Lifestyle Editor for major TV markets. Mary is currently writing a book to benefit women in business.

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