TOUCH CADENCE — DAYS BETWEEN CONTACTS Tier A — days between touches Your inner circle. Monthly is the usual floor; some people run these every three weeks. Tier B — days between touches Tier C — days between touches Tier D — days between touches People you barely know. Twice a year is enough to stay a name they recognize.

REFERRALS PER PERSON PER YEAR Tier A — referrals a year each 0.5 means one referral every two years from a perfect Tier A contact. Be conservative — this number drives the whole money side. Tier B — referrals a year each Tier C — referrals a year each Tier D — referrals a year each

YOUR OWN NUMBERS Share of referrals that close Of the introductions you get, how many turn into a paid transaction? Use last year, not your best year. Your average commission per closing After any split, before tax. Minutes an average touch takes Include the deciding-what-to-say time. Most people guess four and it is nearer twelve. Weeks a year you actually work

WHAT YOU HAVE

People in the database—

Tier A relationships—

Tier B relationships—

Tier C and D relationships—

Average relationship score—

WHO IS SLIPPING

Overdue right now—

Due in the next seven days—

No last-contact date entered—

Share of the database on track—

Longest silence, in days—

WHAT THE DATABASE IS WORTH

Expected referrals a year—

Expected closings a year—

EXPECTED COMMISSION A YEAR—

People in the database per closing—

What one name is worth a year—

WHAT IT COSTS YOU

Touches a year at this cadence—

Touches a week—

Hours a week on the database—

Commission per hour of touching—

Contact Database

One row per person. Score the four blue columns 1-5, add the last contact date, and the rest fills itself in.

	Score	Tier	Touch every (days)	Next touch due	Days overdue	Status	Expected referrals / yr
1	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—

Sphere of Influence Tracker

WHAT YOU HAVE

WHO IS SLIPPING

WHAT THE DATABASE IS WORTH

WHAT IT COSTS YOU

Contact Database

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Sphere of Influence Tracker — the full workbook

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	Score	Tier	Touch every (days)	Next touch due	Days overdue	Status	Expected referrals / yr
1	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—

	Score	Tier	Touch every (days)	Next touch due	Days overdue	Status	Expected referrals / yr
1	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—

	Score	Tier	Touch every (days)	Next touch due	Days overdue	Status	Expected referrals / yr
1	—	—	—	—	—	—	—
2	—	—	—	—	—	—	—
3	—	—	—	—	—	—	—
4	—	—	—	—	—	—	—
5	—	—	—	—	—	—	—
6	—	—	—	—	—	—	—
7	—	—	—	—	—	—	—
8	—	—	—	—	—	—	—
9	—	—	—	—	—	—	—
10	—	—	—	—	—	—	—
11	—	—	—	—	—	—	—
12	—	—	—	—	—	—	—
13	—	—	—	—	—	—	—
14	—	—	—	—	—	—	—
15	—	—	—	—	—	—	—