Do What Matters Most

Do What Matters Most Plot Summary

Introduction

Have you ever felt overwhelmed by endless to-do lists and competing priorities? Many of us find ourselves constantly busy yet wondering if we're focusing on what truly matters. We react to urgent demands, chase the next shiny object, and end our days exhausted but unsatisfied with our accomplishments. The good news is that there's a proven path forward. By mastering three specific high-performance habits, you can increase your productivity by 30-50% while reducing stress and creating more meaningful impact in every area of your life. These habits—developing a personal vision, setting roles and goals, and practicing pre-week planning—form a powerful system that transforms how you approach your time, your work, and your life. When you implement these practices, you'll move from merely prioritizing your schedule to actually scheduling your priorities.

Chapter 1: Develop Your Personal Vision for Direction

A personal vision serves as your internal compass, giving you clarity, purpose, and direction in life. It's the seed of your legacy and the foundation for meaningful achievement. While only 2% of people have a written personal vision, those who do find themselves empowered to make decisions aligned with their deepest values and aspirations. Consider the Wright brothers, whose vision to build a flying machine changed the course of history. Before Orville and Wilbur understood the principles of flight, they conceived the idea that man could fly. This vision guided their behavior, focus, learning, and use of time. They faced countless setbacks and naysayers who claimed flight was impossible, but their clear vision provided a wellspring of motivation that helped them persevere. They applied their bicycle technology knowledge—chains, sprockets, spoke wires—to their aircraft designs. Through methodical experimentation and their wind tunnel testing, they discovered crucial breakthroughs like adding a rudder for control. On December 17, 1903, their vision became reality when the Wright Flyer achieved the first powered, controlled flight with a pilot aboard. Your vision doesn't need to change the world—it just needs to change your world. When Jeff, a business leader managing 2,000 employees, developed his personal vision during a workshop in Johannesburg, he experienced a profound shift. For years, he had wanted to quit smoking but couldn't break the habit. After completing his vision, he placed his last pack of cigarettes on a chair and declared, "For years I have wanted to stop smoking cigarettes. I have smoked more than a pack a day, sometimes two, for a long time. Finally, it was when I developed my vision that I realized cigarettes were no longer a part of my future." Creating your personal vision begins with firing up your imagination. Ask yourself powerful questions: What do you want to accomplish in the next 10-20 years? What traits do you admire in your mentors? How do you hope others will describe you 50 years from today? These questions stimulate creative thinking about what matters most to you. Next, identify your most important life roles—such as personal (physical, mental, emotional, spiritual), professional, parent, spouse, friend—and write a vision statement for each role. Your vision should describe the best version of yourself in that role, using empowering "I am" or "I will" statements rather than weaker phrases like "someday" or "I hope to." For example, in the role of friend: "I surround myself with people who make me want to be a better person. I am a loyal, committed friend who is happy about the success of others." The ultimate test for your vision is simple: Does it give you direction in each role? Is it meaningful to you? If you can answer yes to both questions, you've created a powerful vision that will guide your actions and decisions. Place your written vision where you'll see it often, perhaps in your planner or on your wall, to keep it front of mind.

Chapter 2: Set Roles and Goals to Focus Your Efforts

Goals transform vague intentions into specific, actionable targets. They provide clarity on what matters most and create a path to make your vision reality. While many people talk about setting goals, research shows that less than 10% have clearly written goals, and 83% of managers feel their team members could improve in developing and executing their goals. Gary, a 62-year-old CEO, attended a workshop with his Young Presidents Organization chapter feeling like he had lost his edge. For four years, his passion for business had waned, and he seriously considered turning over his company to his son. During the workshop, as he began developing his vision and goals, something remarkable happened. "I haven't felt this way for at least four years," he shared excitedly. "I feel focused and see a clear path forward." Three months later, Gary called to report: "The last three months have been some of the best of my life. I feel like I have my business edge back, my mind is clear and focused, and my personal life is as good as it has ever been!" One pivotal goal Gary set was to read at least one leadership book per month. He realized that four years earlier, when he started losing his edge, he had also stopped reading—a habit that previously fueled his growth and decision-making. This single goal rekindled his motivation and sharpened his leadership. The most effective goal-setting process follows five key steps. First, review your vision to ensure your goals align with your long-term direction. Second, identify your key roles—the areas of your life that matter most. Third, set SMART goals for each role (Specific, Measurable, Achievable, Relevant, and Time-specific). Fourth, share your goals with three to five trusted people for accountability. Finally, reference your goals often, ideally during weekly planning. When writing your goals, avoid using vague words like "more" or "better." Instead of "Be a better manager," write "Finish the annual strategic plan for the marketing division by January 7th." Rather than "Exercise more," write "Average three strength workouts per week" or "Run a 5k in less than 28 minutes before July 30th." This specificity creates clarity and accountability. The power of well-written goals is illustrated by 11-year-old Bella's story. During her annual goal-setting session with her father Rob, she included the role of "author" with the goal: "Write a children's book by December 20th." Months later, when reviewing her goals, she mentioned she wasn't sure how to accomplish this one. Together, they developed an action plan where Bella would create the words and concepts while Rob would find an illustrator. They created "A-Z: The Best in You and Me," an alphabet book with words like Attitude, Beautiful, and Courage, each accompanied by a quote and conversation-starting question for parents and children. Set yourself up for success by limiting yourself to one to four goals per role. This forces you to focus on what truly matters most. Aim for 70-80% accomplishment of your goals—if you easily achieve 100%, you likely didn't stretch yourself enough. Block out one to three hours to finish your roles and goals, and consider doing this process with your partner or team for greater alignment and accountability.

Chapter 3: Master Pre-week Planning for Productivity

Pre-week planning is the keystone habit that connects your vision and goals to daily action. Just as pilots spend hours on pre-flight planning before a mission, pre-week planning helps you navigate your week with intention rather than reaction. When asked what single habit would change someone's life, our answer is always pre-week planning. It's the process that empowers you to schedule your priorities rather than prioritizing your schedule. During a workshop with executives from one of the largest PepsiCo distributors in the United States, each participant developed their vision and goals, then moved into pre-week planning. One executive, whom we'll call John, wrote "Call my son" as an action item in his parent role. When asked about this, John revealed, "I haven't talked with my son in over seven years! We got into an argument, and we haven't spoken since." He scheduled the call for Wednesday at 7:00 pm. Six months later, at a follow-up workshop, John enthusiastically shared what happened: "I was scared to death to pick up the phone that evening. I had no idea whether or not my son would even talk with me. But I made the call. It was amazing because as soon as we started talking, we realized neither of us could remember what we had argued about seven years ago. Now, we talk every week, and we're best friends!" John also discovered he had two grandchildren he didn't know existed. He reflected, "For years, I knew I needed to make that call, but I always seemed to be too busy. Since I've repaired that relationship, it's like my entire world has changed. I am much more focused as an executive. I am a better leader, and I have a renewed energy that was not there before!" Research shows that people who consistently practice pre-week planning for just one month experience remarkable results. In the first week, they accomplish an average of 13 weekly goals or activities. By the fourth week, that number more than doubles to 33—representing a 100% increase in productivity. Overall, pre-week planning typically increases performance and productivity by 30-50%, with many people reporting even greater improvements. The pre-week planning process involves four simple steps. First, review your vision, roles, goals, and long-range calendar. Second, write down your key roles for the week. Third, set specific action items for each role—what matters most in each area of your life this week. Fourth, schedule a time for each action item in your calendar. Nicole, a commercial designer with young children, found that pre-week planning transformed both her business and home life. When she consistently practiced pre-week planning, she stayed on top of her game, maintained high productivity, and experienced minimal stress. Client relationships improved, referrals increased, and her business grew significantly. During the few weeks when she skipped pre-week planning, she felt stressed, anxious, and unproductive. Nicole and her husband credit this practice with transforming their marriage and reigniting their relationship. To establish this habit, choose a consistent time each weekend to do your pre-week planning—most people find Friday afternoon through Sunday evening works best. The process typically takes 20-45 minutes. Set a reminder on your phone to help you remember until it becomes automatic. Expect that things won't always go as planned; aim for 70-80% accomplishment of your weekly items, leaving flexibility for unexpected priorities that may arise.

Chapter 4: Escape the Urgency Trap with Quadrant 2 Thinking

Most people spend their days trapped in what's urgent rather than what's important. The Do What Matters Most matrix divides activities into four quadrants: Q1 (urgent and important), Q2 (important but not urgent), Q3 (urgent but not important), and Q4 (neither urgent nor important). High performers spend 60-70% of their time in Q2, focusing proactively on what matters most. Amy, a senior director at American Express, found herself constantly reacting to crises in Q1. Despite working harder and putting in more hours, she felt overwhelmed, frustrated, and stuck in a productivity rut. Her work was suffering, and so were her relationships with her husband and special-needs daughter. She described herself as being "in reaction mode" and unable to prioritize what mattered most. After learning about the Do What Matters Most matrix and the three high-performance habits, Amy committed to shifting her focus to Q2. She developed her personal vision, set clear roles and goals, and began pre-week planning. Within just one month, the transformation was remarkable. She lost 10 pounds, exercised five times weekly, and recommitted to her family relationships. Her boss noticed the difference in her attitude and organization, and her team responded to her renewed leadership energy. To understand the importance of focusing on Q2, consider this classroom demonstration: A teacher places two empty aquariums at the front of the room. Into the first, she pours ping pong balls until they reach the top, then adds small rocks that fill the spaces between the balls, then sand that filters through the remaining gaps, and finally water that fills every last space. The aquarium is truly full. With the second aquarium, she starts by filling it with water to the brim. When she tries to add ping pong balls, they simply float out—there's no room for them. This illustrates what happens when we let small, less important things (the water) crowd out the big, important things (the ping pong balls) in our lives. When we put the big things in first—our Q2 priorities—we can still fit in the smaller things. But when we fill our lives with small, urgent matters first, we have no room for what truly matters. The three high-performance habits help you identify and focus on your ping pong balls. Your vision clarifies what matters most to you. Your roles and goals define specific targets in each important area. Pre-week planning ensures you schedule time for these priorities before your week fills with urgent demands. Research shows that optimal productivity comes when you spend 20-25% of your time in Q1 (handling truly urgent and important matters), 60-70% in Q2 (focusing on important but not urgent priorities), 5-15% in Q3 (managing urgent but not important tasks), and less than 5% in Q4 (eliminating time-wasters). Organizations that struggle typically spend 40-50% in Q1, only 15-20% in Q2, 30-40% in Q3, and 10-15% in Q4. To escape the urgency trap, start by identifying your Q2 priorities in each role. Then use pre-week planning to schedule these priorities into your week before it fills with urgent matters. When unexpected Q1 issues arise—as they inevitably will—you can adjust your schedule while still ensuring your important priorities get addressed.

Chapter 5: Create High-Performance Habits That Last

Habits ultimately determine your success and legacy. As one powerful poem states: "I am your constant companion. I am your greatest helper or heaviest burden... You may run me for profit, or run me for ruin; it makes no difference to me. Take me, train me, be firm with me and I will place the world at your feet. Be easy with me, and I will destroy you. Who am I? I AM HABIT!" Nathan, an executive at a large national bank, experienced this truth during an unimaginable tragedy. While driving with his wife to their cabin, their SUV blew a tire, rolled several times, and his wife sustained a head injury that left her in a coma for 18 months. During this devastating period, Nathan still needed to function as an executive, father, and grandfather. His vision, goals, and pre-week planning kept him from "going to a dark place" and helped him focus on what he could control rather than what he couldn't. He visited his wife daily, strengthened relationships with his children, became a more committed leader at the bank, and took a deeper interest in his team and clients. After 18 months and many consultations with doctors, the family made the agonizing decision to end life support. Through this unimaginable challenge, Nathan's habits helped him make the best of a terrible situation and emerge as a better version of himself. His team expressed that he became one of the best leaders they had ever worked with. Developing lasting habits requires both decision and discipline. Discipline means doing the right thing at the right time, regardless of how you feel about it. When you commit to the three high-performance habits—vision, roles and goals, and pre-week planning—you're establishing patterns that will transform every area of your life. To supercharge your productivity, consider implementing these additional habits alongside the big three. First, establish a morning routine that might include adequate sleep, hydration, exercise, meditation, and reviewing your priorities before checking email. Second, prioritize sleep, exercise, and healthy eating—your body needs proper fuel to perform at its best. Third, "chairfly" your day by mentally walking through your schedule each morning, identifying your highest priorities and preparing for potential challenges. Fourth, improve your workstation with multiple monitors—research shows this can increase productivity by up to 46%. Finally, learn to say no effectively. When someone asks you to take on a new project while you're in the middle of another, respond with something like: "Yes, I can work on this project, but I'll need to stop working on X to finish it. That means I won't be able to have X done by the time I promised. Would you prefer I finish the other project on time or work on this new project?" The key to making these habits stick is consistency and accountability. Set reminders, find an accountability partner, or join a coaching program. Remember that developing new habits takes time and repetition, but the compound effect of these small daily actions will create extraordinary results in your life and work.

Chapter 6: Transform Your Team with Aligned Priorities

When team members align their personal visions with organizational goals and consistently practice pre-week planning, the results are transformative. Teams shift from reactive firefighting to proactive achievement, from task saturation to focused productivity, and from misalignment to powerful collaboration. A successful energy company in California had a sales team averaging about 17 sales per day. After learning the three high-performance habits, they set an ambitious new goal of 34 sales per day—double their previous average. Initial reactions were skeptical: "We've only hit 34 sales once before," and "I'm not sure about this; that's a huge jump." Despite their doubts, they committed to the goal and began implementing the new mindset and skillset. The very next day, the sales manager excitedly reported, "You'll never believe it. Today we just shattered our old record and hit 41 sales!" A month later, she wrote, "This has been so amazing. Can you guess what our sales average was this month? Thirty-four sales per day!" They hit exactly the goal they had set. This transformation added $2.4 million in revenue for the company and increased income for each sales representative. More importantly, their job satisfaction significantly improved. This same pattern repeats across organizations of all types and sizes. When team members develop their personal visions, set clear roles and goals, and practice pre-week planning, they naturally align their efforts with what matters most—both personally and professionally. The result is a team that communicates effectively, responds promptly, and completes projects on or ahead of schedule. For leaders, implementing these habits across a team starts with modeling them yourself. Develop your own vision, roles and goals, and pre-week planning practice. Then, provide training for your team members to develop these same skills. Create a culture where these habits are valued and reinforced through regular check-ins and celebrations of progress. Consider implementing a weekly alignment meeting where team members share their priorities for the week. Teams that hold such meetings after everyone has completed their pre-week planning find themselves highly aligned and in sync. These teams typically spend 60-75% of their time in Q2 (important but not urgent activities) rather than constantly reacting to crises. Remember that you cannot expect improved results from your team if they haven't been given the training and tools to prioritize effectively. As one Division I football coach learned, if team members have "bad attitudes" or aren't performing well, the first question should be: "Have I done everything I can, as their leader, to give them the right training?" If the answer is no, that's a leadership issue that comes back to you. When you help your team master these three habits, you'll see a dramatic improvement in both individual performance and team dynamics. Productivity increases, stress decreases, and people feel a greater sense of purpose and alignment. The culture shifts from one of constant firefighting to one of proactive achievement and meaningful impact.

Chapter 7: Make Each Day Count Through Intentional Living

Time is our most precious resource—the great equalizer that cannot be purchased and that we all have in equal measure. How we use this resource ultimately determines our legacy and impact. The three high-performance habits help us make each day count by connecting our daily actions to our deepest values and highest aspirations. A father was working late at his kitchen table, trying to finish several important projects with looming deadlines. His young son approached and asked, "Dad, how much do you make in an hour?" Feeling frustrated and stressed, the father tersely replied, "About $40 an hour, but that isn't your business." When his son then asked to borrow $20, the father angrily refused and sent him to his room. After calming down, the father felt guilty and went to his son's bedroom with $20. His son smiled, combined it with money he had saved, and said, "Now that I have $40, can I buy an hour of your time so that we can play together?" The father was ashamed, realizing how he had misplaced his priorities. This story reminds us that time is fleeting and the time to do what matters most is now. When we're at work, we should be fully present and engaged. When we're with family, we should be fully present with them. The three high-performance habits help us accomplish more in both domains while maintaining this crucial balance. Research shows that a person dealing with a significant personal issue will be about 40% less productive at work. Conversely, someone who maintains a balance of success stories across all life roles will be 40% more productive professionally. Similarly, a person who exercises and eats well will typically be at least 15% more productive than someone who doesn't. The three habits help you maintain this balance and raise your overall "performance average." Over time, the impact of these habits compounds dramatically. Someone practicing pre-week planning accomplishes an average of 20-30 more meaningful activities each week than someone who doesn't—with less stress. That translates to 80-120 additional activities per month and 900-1,400 per year. Over 40 years, that's 30,000-40,000+ meaningful activities that would otherwise never have happened. Each of these numbers represents something important: an exercise session that improves your health, a gesture of kindness to your spouse, an important work project completed ahead of schedule, a special moment with your child. These aren't just productivity statistics—they're the building blocks of a meaningful, purposeful life. To make each day count, start by developing clarity through your personal vision. Then create focus through your roles and goals. Finally, take control of your schedule through pre-week planning. When unexpected challenges arise—as they inevitably will—you'll be in a much stronger position to handle them because you've built a foundation of purpose, direction, and intentional living. Remember that no one can be "on" 100% of the time, but these three habits help you accomplish far more than you otherwise would, both at work and at home. They empower you to lead a life by design rather than living a life by default.

Summary

The three high-performance habits—developing a personal vision, setting roles and goals, and practicing pre-week planning—form a powerful system that transforms how you approach your time, your work, and your relationships. Together, they help you escape the urgency trap and focus on what truly matters most. As W. Clement Stone wisely observed, "I think there is something more important than believing: Action! The world is full of dreamers, and there aren't enough who will move ahead and begin to take concrete steps to actualize their vision." Your life, and your impact on the world, is ultimately the sum of your habits. By implementing these three specific habits, you'll increase your productivity by 30-50% while reducing stress and creating more meaningful impact in every area of your life. Start today by blocking time this weekend for your first pre-week planning session. Review your vision and goals (or begin drafting them), identify your key roles, set specific action items for each role, and schedule time for these priorities. This simple practice, repeated consistently, will help you do what matters most—and that will make all the difference.

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Robert R. Shallenberger

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