You have to have a good operating calendar and pick what works for you. But I think that you really need to block out your week your month your six months your year. I do a yearly meeting with my team in November every single year for the following year and we block out on a huge white board every single month and all the different touches that we’re going to do with clients and where we’re doing things so that we can see it at that level and be able to see where the holes are and see where there’s big gaps in time where maybe we’re not doing anything or we’re not connecting or then we then we put them on the bottom of that. But still where we can see on the board how we did transactionally throughout the year how many closings we did each month this prior year. So this November I’ll be doing it for 2017. And I look at that and I go back through and say OK well what happened and this month why why are we so much less than the month before or why is this quarter less or whatever the case says it means that maybe we need to beef something up you know a quarter or two quarters before that. And how do we fill that in to make sure that we don’t have those highs and lows in the.
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