HOW BIG IS EACH TIER Tier A — inner circle People who would take your call on a Sunday and know exactly what you do. Tier B — warm and useful Tier C — the long tail Names you would recognize in the street. Cheap to keep, expensive to over-contact.

TOUCHES A YEAR PER PERSON Tier A — touches a year each 24 is roughly twice a month. This is the single number that drives your workload. Tier B — touches a year each Tier C — touches a year each

TIME AND MONEY Minutes an average touch takes Include the deciding-what-to-say time, not just the sending. Weeks a year you actually work What an hour of yours is worth Roughly: last year's income divided by the hours you really worked. Share of touches that get a reply A real two-way exchange, not an open. Personal messages beat broadcasts by a wide margin here. Referrals per conversation 0.06 means about one referral for every seventeen genuine conversations. Set it from your own year if you have the data. Share of referrals that close Average commission per closing

WHAT THE PLAN COSTS

Contacts covered by the plan—

Touches a year—

Touches a week—

Touches a day, five-day week—

Hours a week this demands—

Hours a year—

WHAT IT SHOULD RETURN

Real conversations a year—

Referrals a year—

Closings a year—

COMMISSION A YEAR—

Touches behind one closing—

IS IT WORTH IT

Cost of the hours at your rate—

Commission per hour spent—

Return for every dollar of time spent—

AGAINST THE PLAN YOU SCHEDULED

Waves scheduled—

Waves behind—

Touches scheduled in the plan—

Touches actually completed—

Plan completion so far—

Scheduled minus cadence needed—

12-Month Touch Plan

One row per wave. Set the date, who it goes to and how many it targets; fill in Completed as you work through it.

	Month	Still to do	% done	Hours this wave	Days to due	Status	Expected replies	Expected referrals
1	—	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—	—
16	—	—	—	—	—	—	—	—
17	—	—	—	—	—	—	—	—

12-Month Contact Cadence Planner

WHAT THE PLAN COSTS

WHAT IT SHOULD RETURN

IS IT WORTH IT

AGAINST THE PLAN YOU SCHEDULED

12-Month Touch Plan

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12-Month Contact Cadence Planner — the full workbook

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	Month	Still to do	% done	Hours this wave	Days to due	Status	Expected replies	Expected referrals
1	—	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—	—
16	—	—	—	—	—	—	—	—
17	—	—	—	—	—	—	—	—

	Month	Still to do	% done	Hours this wave	Days to due	Status	Expected replies	Expected referrals
1	—	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—	—
16	—	—	—	—	—	—	—	—
17	—	—	—	—	—	—	—	—

	Month	Still to do	% done	Hours this wave	Days to due	Status	Expected replies	Expected referrals
1	—	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—	—
16	—	—	—	—	—	—	—	—
17	—	—	—	—	—	—	—	—