From the income you want to the prospects you need, and whether they fit your week.
Per month
SL average is 15,000
Enter the income you want this month.
For every 10 qualified prospects, expect 5 set meetings. Of those, 3 push through to a presentation, and 1 becomes a new client. Keep the top of the funnel full and the bottom takes care of itself.
To approach
To book and confirm
Travel included
Q1: Do first
Q2: Schedule
Q3: Delegate
Q4: Eliminate
Tap an activity, then tap the quadrant it belongs in.
A sketch, not your real calendar. Block the hours you already give to everything else, then see what is left for the plan.
A planner for anyone who sells for a living. It works backwards from the income you want in a month to the number of prospects you need to reach, then checks whether that activity fits into a week.
Start with the monthly income you want and the average income from one settled case. Divide one by the other and you have the number of settled cases, rounded up, because a case is settled whole or not at all. The planner then applies a 10-5-3-1 funnel: for every 10 qualified prospects, expect 5 set meetings, of which 3 reach a presentation and 1 becomes a client. Multiply your settled cases by those ratios and you have the prospects, meetings and presentations the month needs.
Give each activity the minutes it takes and the planner turns the monthly counts into hours per week, over four weeks to the month. Below that, an Eisenhower matrix sorts your activities by urgent and important, and a time-blocking grid from 6 in the morning to 10 at night lets you paint the hours already spoken for and see how many are left for selling.
Work it backwards. Divide the income you want by your average income per closed case to get the cases you must close, rounded up. Then multiply by ten: on a 10-5-3-1 funnel, ten qualified prospects produce one client. An income goal of 60,000 at 15,000 per case is four cases, which is forty prospects, twenty set meetings and twelve presentations in the month.
A rule of thumb for how prospecting converts in advisory selling. Of 10 qualified prospects approached, about 5 agree to a meeting, 3 of those sit through a full presentation, and 1 becomes a client. Your own ratios will differ, but the shape is what matters: the top of the funnel has to be full for the bottom to produce.
Multiply each activity's monthly count by the minutes it takes, divide by four weeks and by sixty. At 15 minutes per prospect, 10 minutes per meeting set and 90 minutes per presentation including travel, forty prospects, twenty meetings and twelve presentations come to about 7 hours a week.
A two-by-two grid that sorts tasks by whether they are urgent and whether they are important. Urgent and important tasks are done first; important but not urgent tasks are scheduled; urgent but unimportant tasks are delegated; the rest are eliminated. Selling is the classic important-but-never-urgent activity, which is why it needs a scheduled block rather than a free moment.
Assigning specific hours of the week to specific activities in advance, instead of working from a list. Painting the hours you already give to everything else shows how much of the week is genuinely free, and whether the hours your goal needs will fit.