Some days flow with ease—others feel like a grind just to check off a single task. We’ve all been there. It’s tempting to knock out the easy stuff first: organizing emails, updating your CRM, tweaking templates—anything that makes you feel productive without really moving the needle.

But here’s the reality: not all tasks are created equal. And if you’re serious about growth, it’s time to get intentional with your energy and your time.

When I catch myself procrastinating—scrolling, over-planning, or gravitating toward low-impact work—I pause and ask myself two key questions:

What gets me to the money fastest?
If my goal is to help more clients and close more loans, I need to focus on the tasks that directly lead to the closing table. That might be making the uncomfortable call, setting the next appointment, or following up on a lead—not updating a spreadsheet.
Is this a Pay Time or No Pay Time activity?
This one’s huge. I separate my work into two buckets:

Pay Time = Activities that generate income or move deals forward. These tasks require live interaction: making sales calls, following up with leads, meeting with referral partners, or collaborating with my team.
No Pay Time = Admin and behind-the-scenes work. Updating systems, organizing files, prepping materials—important, yes, but these can be done outside of peak hours.

Here’s why this matters: your clients and your team aren’t available 24/7. So why are you spending your best hours doing work that doesn’t require anyone else?

Protect your Pay Time.
Make your calls. Schedule the face-to-faces. Push deals forward. These are the tasks that create momentum and get you paid.

Now, I get it—there’s still a lot to manage. That’s why I’m a huge believer in building repeatable processes. Every part of your business should have a system. That way, when you're pulled in five directions, you’re not guessing what to do next—you’re following a proven path.

For me, that’s where tools like Total Expert come in. I use it to create structured workflows for each client type, task out action steps, and stay on track. With the process already laid out, the only decision left is when to tackle each item—and that’s where Pay Time vs. No Pay Time becomes the key.

Here’s the bottom line:
You don’t need to do everything at once. But you do need to do the right things at the right time.

The most successful people in this business aren’t the busiest—they’re the most focused.

So tomorrow when you start your day, don’t just open your laptop and see where it takes you. Ask yourself: