You will plan four weeks of deliberate practice on your weakest skill from this course.
You have now worked through the whole course: how buyers decide, how trust forms, how to listen, how to talk about value, how to run a first meeting, how to follow up and how to keep going. If you are honest, some of it has already changed how you sell and some of it has stayed on the page. That second part is normal. Skills like open questions or a dated next step do not stick from one reading. They stick from repetition, with someone watching and a way to tell whether you are improving.
This project turns the course into a four-week plan for that repetition. It takes about forty-five minutes to write, and the plan itself then runs alongside your normal work for a month.
You will write a 30-day practice plan focused on one skill: the one where you have the biggest gap right now. The plan sets a weekly practice target, books a review with another person at the end of each week, and compares your tracking numbers from the first week with the fourth.
The point of focusing on one skill is that a month is short. Spread it across five skills and none of them gets enough repetitions to change. Put it all into one and you will usually notice the difference yourself, and so will the people you review with.
Pick from evidence, not from a feeling about what you are bad at. You have two sources.
The first is your practice call from lesson 5.4, Record and review a practice sales call. Look at the five-point checklist score. Which point did you miss? Which part of the recording made you wince?
The second is your tracking numbers from lesson 7.3, Track your numbers: activity, conversations, outcomes. Where is the steepest drop between layers? Many conversations but few next steps points to the end of your meetings. Plenty of activity but few conversations points to your openers and first impressions.
Where both sources point to the same skill, that is your choice. If they disagree, pick the one closer to the money: a leak between conversations and next steps usually costs more than a slightly weak agenda.
Write the skill as one sentence, linked to the lesson that teaches it. For example: "Ending every first meeting with a dated next step, from lesson 5.3, Ask for a next step every time."
A practice target is something you can count and do every week regardless of how many buyers you meet. Good targets look like "two recorded role-plays a week", "ten open questions per real meeting, tallied afterwards", or "a two-option next step proposed in every conversation, logged in my tracking sheet". Avoid targets about outcomes you do not control, such as "close three deals", because a bad week for the market will look like a bad week for your skill.
Set a target for each of the four weeks. You can keep it the same or raise it slightly each week.
Then find a reviewer. A peer from this course, a colleague, a manager or a friend who sells something else will all work. Book four short reviews, fifteen to twenty minutes each, at the end of weeks one to four, and put them in both calendars now. In each review, show them your count for the week, play them one recording or read them one example, and ask for one thing to try next week.
Your tracking sheet from lesson 7.3 is how you will know whether the practice worked. Note the figure that matches your skill in week one, for example the share of conversations that ended with a next step. Leave room to note the same figure in week four.
Expect some noise. A month is short, and one unusual week can move the numbers either way. That is why the reviews matter too: your reviewer will often notice a change in how a recording sounds before it shows up in the sheet.
Here is an example. Priya, an insurance agent based in Toa Payoh, found in her practice call that she skipped the summary entirely, and her tracking sheet showed 18 conversations but only 5 next steps in a month (example figures). Her plan reads:
"Skill: summarising back before suggesting anything, from lesson 3.3, Summarise back what you heard. Week 1: one summary in every real meeting, logged; one recorded role-play with Benjamin. Week 2: same, plus write each summary down afterwards and check it against my notes. Week 3: two role-plays, one with a hidden concern. Week 4: same as week 3. Reviews with my team leader every Friday at 5pm, booked. Starting next-step rate: 5 out of 18, from last month. Week 4 rate: to fill in."
One page is plenty. Yours should name the skill and its lesson, the four weekly targets, the four review dates with the reviewer's name, and the week-one figure you will compare against. Have your practice-call checklist and your tracking sheet open beside you, and pick a reviewer before you begin the activity below.
Write the 30-day plan with weekly targets and review dates, and book the first review in your calendar today.
Junxiong-WFG Organisation is an authorised representative of AIA Financial Advisers Private Limited (Reg. No. 201715016G).