Building on last week’s conversation about Parkinson’s Law, today Matt and Garrett take a look at PIE Time and what your time is really worth as a Ninja. Garrett reviews the history of PIE Time and how it came about. For those who may be unfamiliar with PIE Time, P = Productive Time (time that you’ll actually get paid for - you, a customer, a contract); I = Indirectly Productive Time (FLOW time; Ninja Nine time – generates P time); and E = Everything Else Time. Our hosts break down each component of PIE Time, and give detailed examples of each. They review why no time is created equal, with Indirectly Productive “I” Time being the most important piece in terms of generating income. And although Everything Else “E” Time is sometimes referred to as “Non-Productive Time,” Matt and Garrett explain that this is still a crucial slice of the “PIE,” as it can indirectly help with your overall attitude and work ethic. They talk about goals for your I to P Time ratio, wherein for every two “I” hours you spend, you will be rewarded with one “P” hour at peak performance. You’ll hear about “P” or “Paid” Time (showing property, going on listing appointments, writing and negotiating initial contracts), which is the easiest time to measure and is the basis for determining your worth per hour.  Matt and Garrett also discuss the three most important things you can do to increase your dollar per hour amount, the wide range of hourly rates they’ve seen in coaching, and finally, they dive into the numbers with great enthusiasm to illustrate exactly how knowing your worth can help you analyze your business, run it more efficiently, and make the best decisions possible for how and where to spend your valuable time. Let us know your feedback by joining the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. There you can also ask questions, give advice, and connect with other Ninjas. If you have not been accepted to the group yet, please check your messages for a follow-up from Matt. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations.   Episode Highlights:  Today’s episode looks at what your time is really worth Time is a non-renewable resource Matt and Garrett dive into PIE Time - what it is and how it came about P = Productive Time (time that you’ll actually get paid for - you, a customer, a contract) I = Indirectly Productive Time (FLOW time; Ninja Nine activities – generates P time)  E = Everything else time It was initially called “PIN Time” - the name has since evolved, but it’s the exact same (the “N” stood for Non-Productive Time, but this had a somewhat negative connotation) Garrett feels that the label “Non-Productive Time” actually motivates people to become more efficient so they can move out of “Non-Productive” mode For the purposes of this podcast, E Time = Non-Productive Time - but it is not necessarily negative Some of your best time spent will be on E Time activities - it may not directly produce another transaction, but it’s a valuable part of your role Example of big businesses having a risk management department - it does not generate revenue, but it protects the bottom line and helps the company run better, which produces more business Many E Time activities are something that an assistant can help you with I Time is where you will directly grow your business - it’s the most important time you can use  The Ninja Nine are largely comprised of I Time If you are spending an inordinate amount of time on E Activities (e.g., a 3-hour closing), this is an opportunity to look at how you can better manage your systems to avoid this happening again Morning affirmations are an excellent example of E Time activities that do not directly bring about business, but are still important and worthwhile I Time is the one you absolutely want to put on your calendar, and you have complete control ove