Living The Four Hour Work Week

by Tom Wiecek

A couple of years ago I read Tim Ferriss’ now famous book The Four Hour Work Week for the first time. It’s a book that I pick up and re-read quite often and it has made a world of difference in my life and agency. Most importantly, it helped me free myself of the many low paying jobs I used to be responsible for. Today, I work less than four hours a week in my agency. However, I do work more than four hours a week on my agency, but I work where and when I want. And I only work on what makes me the most money.

I am often asked by other agents, “How can you spend so little time in the agency while it continues to grow faster than ever?” It comes down to eliminating and delegating the tasks that bring less value to me and using systems. Our time is the most valuable resource we have. It’s not our insurance knowledge or even our ability to service our clients. We only have so much time in a day and every minute of it is as valuable as you make it.

How do I achieve the 4 hour work week?

So, how do I do it? The first step was the easiest and freed up the most time. Whenever someone calls into the office asking for me, no matter who it is, the response is always “He’s not available right now. How can I help you?” or “He’s with another client right now. How can I help you?” This accomplished two things over time. My clients are used to allowing my staff to help them and my staff is used to handling all of my call-ins.

The next thing I did was hand over all of the tasks that someone that earns less than me could handle. The mail, bookkeeping, technology, servicing, and even sales are now handled by staff and outside resources. It takes training, consistent monitoring and trust in those handling these things for you. The hardest part is letting go.

Getting Closer to the 4 Hour Work Week

Getting closer to the Four Hour Work Week takes time and won’t happen overnight. Your staff will have to ease into it and learn to understand that your time is extremely valuable. It also requires that they learn to handle things on their own. I used to get dumb questions from my staff that even after their years of experience and training, they still asked me. They were used to me being there and it was easier to ask me than to think for their selves.

The Most Important Step

The most important step is to create systems. Systems must be used for everything that happens in the agency, including the simplest of tasks such as handling the mail. Some systems are manual and documented so that when someone is out, another staff member can step right in and handle it. Many systems can be automated so you never have to worry about someone being out or mishandling it. The tasks that can be automated by a system include client nurturing, follow up, renewals, lead attraction, lead conversion and many others.

By automating as many tasks as possible, you reduce the problems that humans often create when they don’t follow through. The tasks are completed automatically.

The Results

Today, my job is to monitor the systems we have in place. I also work on high leverage tasks such as marketing and creating new systems. That’s what makes me the most money and if you follow what I have done, it can make you the most money too. Regardless of whether you want to spend four hours or forty hours a week in your agency, you as an agency principal must invest your time doing what makes you the most money. In the meantime, I suggest you pick up a copy of Tim’s book. It can make a difference in your life as well.

If you have any questions or ideas on how to eliminate the low paying jobs of an agency principal, don’t call my office. I’ll be busy helping another client. You can write to me though at tom(at)agencyautopilot.com or comment to this blog.

Tom Wiecek is an agency owner and co-developer of Agency Auto Pilot, an automated, turn-key system that attracts new clients, converts and cross-sells them into raving fans referring more quality clients to agencies. You can learn more about his system by visiting www.agencyautopilot.com/mavericks.

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