You will produce a 90-day plan that links your target to weekly activity, sources, sequences and review dates.
Over this course you have built a lot of separate pieces: a profile, a source scorecard, a call script, tested emails, a compliance checklist, a CRM with a sequence, a pipeline calculation and a weekly block. Kept apart, they are easy to drop: in a month you will remember the profile but not the test you meant to run, or keep the block but forget to look at the numbers.
This project ties them together on one page: a 90-day plan that links your target to the weekly work, names your sources and scripts, schedules your tests and sets a weekly review, and it takes about an hour.
The brief is to write a one-page plan covering the next 90 days, about thirteen weeks. It has four sections: your target and the weekly activity it needs, your two lead sources, your sequence and scripts with a test planned for each month, and a weekly review slot. When it is done, share it with a peer or your manager and book your first three weekly reviews.
One page is a firm limit. A plan you can read in two minutes gets read every week. A ten-page plan gets read once.
Start with your target for the 90 days as a number of sales. Then use your pipeline calculator from lesson 7.1, Pipeline maths: work backwards from your target, with your own rates, to get the weekly number of touches and new conversations.
Mei's example: two new clients a month, so six for the quarter. Using her example rates from lesson 7.1, that means about forty-five touches and nine conversations a week. She writes those two weekly numbers in large type at the top, because they are the numbers she checks every Friday.
Next to them, note the prospecting blocks from lesson 7.3, Protect a weekly prospecting block, that the activity needs. Mei's line reads: "Two ninety-minute blocks, Tuesday and Thursday, 9 to 10.30."
Name the two sources you will focus on this quarter, from the scorecard in lesson 2.4, and for each, the part of your profile it serves.
Mei picks referrals, serving existing clients' peers who run two to five outlets, and public research from job ads and new outlet announcements, which finds growing groups with a fresh trigger. Her website enquiries continue, but she does not plan work around them. Her bought list is gone.
Darren picks introductions from his existing clients and his antenatal class contact, both serving young parents with a first child, and his alumni network, where he finds people in their late twenties who are starting to think about cover.
Two sources is enough. A plan with six gives each one too little time to judge.
List the scripts and sequence you will use: your call opener from lesson 3.4, your current best email from lesson 4.4, and your five-touch sequence from lesson 6.4. You do not need to copy them out. Name them and say where they live.
Then plan one test for each month, each changing one thing, as in lesson 7.2, Read your conversion rates to find the leak. Start with your weakest stage. Mei's three tests are: month one, build lists only from fresh triggers, because her replies leaked; month two, a new first line built around Google reviews; month three, a longer gap between touches two and three. Each test is written as one sentence with what will be measured: "Replies per touch, compared with last month."
Book a weekly review of thirty minutes or less at the end of your week. In it you update the scorecard and CRM counts, compare the week's touches and conversations with the targets at the top of your plan, check whether you completed your blocks, and adjust the plan if something is clearly off.
Keep adjustments small. If you are behind on touches, the fix is usually to protect the blocks, and the plan itself can stay as it is. Bigger changes, such as switching a source or a test, wait for the end of a month, when you have enough numbers to judge.
Mei's review is Friday at 4.30, before the weekend. Darren's is Sunday evening, after his weekend client meetings.
A finished plan fits on one page. At the top: the 90-day target, the weekly touches and conversations it needs, and your prospecting blocks. Then two sources, each with the profile it serves. Then your scripts and sequence by name, with three monthly tests written as one sentence each. At the bottom: your weekly review slot.
Sharing it is part of the project. A plan someone else has seen is harder to abandon quietly in week five. Ask your peer or manager one question when you send it: "What looks unrealistic?" Their answer is often the most useful line of feedback you will get on it.
The final project for the course then puts this plan to work for thirty days. For now, the activity below asks you to write the plan, share it and book your first three weekly reviews.
Write the 90-day plan on one page, share it with a peer or manager, and book the first three weekly reviews.
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