Write a 90-day plan that connects your target to weekly activity, lead sources, sequences and review dates.
Lay out the pieces you have built in the course so far: your profile, your source scorecard, your call script, your tested emails, your compliance checklist, your CRM with its sequence, your pipeline calculation and your weekly block. Over the next hour or so you will put them all on one page.
Kept as separate pieces, they are easy to drop. After a month you may still remember your profile but have forgotten a test you planned, or you may still keep your block but have stopped checking the numbers. A 90-day plan is a one-page plan that links your sales target to weekly work, names your sources and scripts, schedules your tests and sets a weekly review. It covers the next 90 days, which is about thirteen weeks, and it has four sections:
your target and the weekly activity it needs two lead sources your sequence and scripts, with one test planned per month a weekly review slot
One page is a firm limit. A plan that takes two minutes to read gets read every week. A ten-page plan gets read once.
State your 90-day target as a number of sales. Then use the pipeline calculator from Lesson 7.1, "Pipeline maths: work backwards from your target, with your own rates", with your own rates to work backwards from that target to the number of touches and new conversations you need each week. Write those two numbers in large type at the top of the page, because they are what you check at every weekly review. Next to them, note the prospecting blocks that this activity needs, as set up in Lesson 7.3, "Protect a weekly prospecting block".
Mei sells to businesses with several outlets. Her target is two new clients a month, which is six for the quarter. Using her example rates from Lesson 7.1, she works this back to about forty-five touches and nine conversations a week. She writes both in large type at the top because she checks them every Friday. Her blocks line reads: two ninety-minute blocks, Tuesday and Thursday, 9 to 10.30.
Pick two sources from your scorecard in Lesson 2.4. For each one, write down which part of your profile it serves. Two sources is enough. If you try to work six, none of them gets enough time for you to judge whether it works. Sources you are not focusing on can carry on, but you do not plan any work around them.
Mei's first source is referrals, aimed at the peers of her existing clients who run two to five outlets. Her second is public research from job ads and new outlet announcements, which finds growing groups that have a fresh trigger. Her website enquiries continue, but she plans no work around them, and she has dropped her bought list.
Darren sells cover, meaning insurance or protection, to young people and parents. His first source is introductions from his existing clients plus his antenatal class contact, and both serve the part of his profile made up of young parents with a first child. His second source is his alumni network, where he finds people in their late twenties who are starting to think about cover.
Name your call opener from Lesson 3.4, your current best email from Lesson 4.4 and your five-touch sequence from Lesson 6.4, and say where each one is stored. You do not need to copy them into the plan.
Then plan one test per month, so three over the quarter. Each test changes one thing only. Start at your weakest stage, where the leak is, using the method in Lesson 7.2, "Read your conversion rates to find the leak". Write each test as one sentence that says what you will measure.
Mei's replies were leaking, so her month 1 test is to build her lists only from fresh triggers. In month 2 she tests a new first line built around Google reviews, since her clients all have outlets and Google reviews. In month 3 she tests a longer gap between touches two and three of her five-touch sequence. Each test is one sentence with its measure attached, for example "Replies per touch, compared with last month."
A weekly review is a session of 30 minutes or less at the end of your week. In it, you update your scorecard and CRM counts, compare the week's touches and conversations with the two numbers at the top of your plan, check whether you completed your blocks, and adjust the plan if something is clearly off. Mei books hers for Friday at 4.30, before the weekend. Darren books his for Sunday evening, after his weekend client meetings.
Keep weekly adjustments small. If you are behind on touches, the usual fix is to protect your blocks, and the plan stays as it is. Bigger changes, such as switching a source or a test, wait until the end of a month, when you have enough numbers to judge.
From top to bottom, the finished page reads: your 90-day target, your weekly touches and conversations, and your prospecting blocks; your two sources, each with the part of your profile it serves; your scripts and sequence by name, plus three one-sentence monthly tests; and your weekly review slot.
Sharing the plan is part of the project, because a plan someone else has seen is harder to drop quietly in week five. When you share it, ask one question: "What looks unrealistic?" The answer is often the most useful feedback you will get on the plan. The course's final project then puts this plan to work for thirty days.
Write your one-page plan now, share it with a peer or your manager, and book your first three weekly reviews.
Write your 90-day plan on one page, show it to a peer or your manager, and book your first three weekly reviews.
Junxiong-WFG Organisation is an authorised representative of AIA Financial Advisers Private Limited (Reg. No. 201715016G).