Eui Yeong Choi found that being more productive was a matter of becoming process driven with a system that rewards consistency and developing good habits.

What is your work process?

I use a point system to objectively measure my daily activities. Everything I do, from prospecting to preparing for consultations, is initiated and handled on my own. Before using this system, I thought I was working productively, but in hindsight, that may not have always been the case. That is why I stick to a 30-point system and reach 30 points every day before I go home. For example, making a phone call or arranging a meeting equals one point. Presenting and closing are five points. Entering a contract is five points, and meeting with a client is three points. Through this system, I fill my day with productive activities. On days I don’t have a meeting scheduled, I can earn points by making 30 phone calls or by arranging meetings with six clients to reach the 30-point total. This habit helps me look back on the day and determine if I was productive.

Why did you develop your process?

I wanted to take full accountability for the autonomy this job grants me. After having branch meetings at work, I decide what I do from 10 a.m. until the end of business hours. But autonomy is a double-edged sword, and if handled poorly, it could ruin my work. There’s the saying, “How we live is determined by habits, not decisions.” The biggest secret to success must be creating actionable habits and sticking to them instead of merely deciding to make things right every time.

What client relationship benefits have you realized?

When running the 30-point system, making a phone call or a quick in-person visit with clients often led to unexpected, positive outcomes. Phone calls are the easiest way to accumulate points when I’m low. Reaching out to someone when I have a reason to call is easy, but I’m hesitant to contact someone without a particular reason. Despite that reluctance, I have called people just to gain more points for the day. Turns out that some clients were meaning to contact me because they needed my help with a certain matter, or they wanted to give me a referral. The same story goes for my quick in-person visits. Clients often recall something they wanted to talk to me about. These activities increase my contact with clients and give me a sense of achievement every day.

What is the first step in developing a process?

It’s good to run the 30-point system, but if 30 points seem too high, just start with 15 or 20 points. Building and implementing daily habits can lead to better performance. I learned this method from senior employees when I started with my company. Initially, I found it bothersome, but now I realize it is a great way to fill my day with meaningful activities and good habits.

Q&A: Eui Yeong Choi