Pipeline Planner - Sample Pages

THE ULTIMATE DAILY PLANNER AND SALES TRACKER FOR REAL ESTATE AGENTS

AL S O FRO M M EL I S S A Z AVAL A Been There, Done That: 10 Agent Success Principles from a Short Sale Insider The Essential Daily Planner for Mortgage Professionals: Success in 10 Minutes a Day The Essential Daily Planner for Real Estate Agents: Success in 10 Minutes a Day

THE ULTIMATE DAILY PLANNER AND SALES TRACKER FOR REAL ESTATE AGENTS Crea ted by Mel i ssa Z avala

Melrose Publications San Diego 2016

Copyright Š 2016 by Melissa Zavala All rights reserved. No part of this book may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval systems, without permission in writing from the publisher. www.mypipelineproducts.com ISBN 978-0-9860526-6-8 Printed in the United States of America

INTRODUCTION When recently cleaning out my desk, I dredged up a drawer full of random pieces of paper with sloppy handwritten notes all over them. What a mess! One sticky note contained a name and a phone number next to the words “send out email campaigns.”

Another had a list of office supplies that I needed to purchase.

I’m not proud that I have a penchant for jotting things down on the first piece of paper that I find. In fact, if I am in the midst of a conversation and don’t have my planner with me, I still make random notes on whatever piece of paper is closest to me.

I’ve got to say that after a few years in real estate, I began to notice a pattern—and it wasn’t a very good one. After calling my assistant for about the hundredth time to request that she attempt to locate a yellow or pink piece of paper that I may have left on my desk, I decided that something needed to change. My thoughts were scattered, and my notes were scattered; I felt that I lacked focus. I needed to keep track of everything in one book—something that I could carry around with me all the time.

Using a daily planner to keep track of your real estate activities is invaluable in more ways than you may imagine. Not only is a planner a great place to make notes and set appointments, but it is also a wonderful organizational tool. Pipeline Planner is structured to help real estate agents set worthy goals and plan strategies to achieve them.

Additionally, the educational tips and organizational tools contained within the pages will encourage you to stick to your business plan, build your sales pipeline, and bring you a sense of accomplishment. It doesn’t matter whether you are a new agent or a top producer with decades of experience, whether you are aiming to sell 10 homes or 1000, your planner will get you results.

Imagine going on a trip with no particular destination. How would you pack? Which roads would you take? How would you know that you have arrived? Generally, when you plan a trip, you select your destination. The same is true for the goals or milestones in your life. Writing down your goals compels you to consider your destination; you decide what you want.

There’s something magical that happens when you take time to document your goals and objectives. The physical act of committing your goals to writing will force you to clarify what you want and overcome resistance at the same time. Furthermore, it will enable you to see—and celebrate—your progress.

Life is hard. It is particularly difficult when you aren’t seeing progress. You feel like you are working hard, but going nowhere. Written goals, especially micro-goals or daily targets, are like mile-markers on a highway. They enable you to see how far you have come and how far you need to go. Daily targets also provide an opportunity for immediate celebration when you achieve them.

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Of course, sometimes we try too hard, running ourselves ragged and in those instances, your daily planner will come in handy, too. Tracking your daily real estate activities is the best way to dissect and reflect on your processes.

When you track your daily real estate activities for days, weeks, and months, patterns emerge. Your planner will reveal the strategies that work well for you, and those that leave you feeling disappointed and uninspired. You will note certain activities that were more successful, and those that appear to be a waste of time or money. Only then can you reassess or redirect your energy towards the accomplishments that you make you successful.

It’s so easy to forget what you did two days ago, let alone two weeks ago. Without records, you might perceive that you’re only doing a certain activity two days a week, when you may actually be doing more. A planner keeps you honest and holds you accountable when you veer off course. It helps you to believe in yourself, reminding you of all of the activities you have completed, the effort you’ve expended, and the progress you’ve made.

In Pipeline Planner, you’ll track your daily activities as well as your weekly, monthly, and quarterly goals. You’ll even find tools to help you chart a course to success in the field of real estate. According to author, real estate investor, and co-founder of Keller Williams Realty, Gary Keller, “If we know where we’re going and what we want to accomplish, this gives us amazing clarity on our priority.” When you know what you want to achieve and you document the stepping stones along the way to your objectives, your goals will be exceedingly clear. It is my hope that in using this planner, you will achieve great success in the field of real estate.

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GETTING STARTED Famous Major League Baseball catcher, outfielder, and manager, Yogi Berra once said, “If you don’t know where you are going, you might wind up someplace else.” Known for his quips called Yogi-isms, Berra makes a good point. The best way to achieve your goals is to set them—to know where you are going.

The mark of a successful real estate agent is the ability to set goals and create action plans in order to accomplish those goals. It’s sometimes hard to find the time to actually sit down and consider your personal and business goals. However, the single activity of writing down and assessing your objectives will greatly impact what you can achieve in the field of real estate and beyond. Goal setting requires two types of discipline: 1) the discipline to sit down and make a list of all of the things you want to accomplish, and 2) the ability to consistently work a plan that will enable you to achieve your goals.

Pipeline Planner is designed and organized in order to assist you in recording your business plans, auditing your weekly and monthly targets, and motivating you to achieve your sales goals.

HOW TO USE THE PIPELINE PLANNER It’s a misnomer. We do not manage time. We manage activities. The root of a real estate agent’s time management problems lies in a misunderstanding of the job description; that is, agents often do not prioritize the activities they should accomplish in order to earn a commission check. With Pipeline Planner, a real estate agent can stay on track and achieve success.

Here’s the bottom line: A real estate salesperson finds prospects that want to purchase homes. He or she qualifies the prospects, shows properties, and sells homes. A real estate salesperson also finds prospects that want to sell their homes. He or she qualifies prospects, lists, and sells clients’ homes.

Notice that people—that is, buyers and sellers—are intrinsic to the activities that real estate salespeople complete. It is interesting to note, however, that many of the activities that agents complete during their business day do not involve people who will buy or sell with the agent. Instead, the daily tasks involve things—seeing homes, conducting market analyses, following up, completing paperwork, and attending meetings and classes. When a real estate agent’s daily activities get top heavy with things, the agent is set up for failure.

One of the major tenets of a well-developed business is a cycle of activities that includes more people than things. When you actively use all of the components of Pipeline Planner, you are encouraged to balance all of the aspects of your business.

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YOUR YEAR IN REVIEW Before moving forward, it’s helpful to have a clear idea of what you accomplished in the last 12 months. Use this Production Analysis Chart and the subsequent tables as a baseline for the development of your business plan.

Production Analysis Chart Take stock of your closings over the last 12 months by completing this Production Analysis Chart.

Address 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 4

Sales Price

Lead Source

Buyer/ Seller

Community

Property Type

Setting Your Prospecting Targets Using the information from the previous table, calculate the number of prospects required daily, weekly, and monthly in order to achieve your goals.

Number of closings desired in the next 12 months: x 25 (prospect-to-sale ratio is 25-to-1)* = total number of prospects needed per year

Total number of prospects needed daily Annual prospects needed Divided by 12 months Divided by 30 days (or number of days you work per month) = prospects needed daily Now that you have completed an analysis of your past production, it’s time to set goals and make plans to increase your sales pipeline as you move forward. In order to reap the full benefits of Pipeline Planner, you’ll need to regularly refer back to the numbers you’ve noted here.

Setting Your Income Goals Use the information from the Production Analysis Chart to conduct further analysis of your performance. Fill in the blanks to set your monthly, quarterly, and annual goals.

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My income goal for the next 12 months:

$

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My average commission per transaction last year:

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Number of transactions needed to reach your annual income goal (divide 2 by 1)

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Percentage of closed sales that were listings in last 12 months:

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Number of listings needed in next 12 months to reach your goal (apply percentage in 4 to 3):

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Number of buyer closings needed in next 12 months to reach your goal (subtract listings from total transactions needed):

%

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WHY USE THE PIPELINE PLANNER? In 2008, something happened to the real estate industry in the United States.

Specifically, the market changed. Our nation fell into a Recession, the largest economic downturn since the Great Depression. Agents were challenged to maintain their business, and many real estate professionals actually lost their homes in foreclosure or were forced to sell them due to the impact of that Recession on their incomes.

At that time, I assisted lots of agents who were facing tough times. I was distressed because I felt, “There has to be a better way. There has to be a way that agents can survive—no matter the market.”

And, that’s where the Pipeline Planner comes in. The planner’s layout, the prompts, and the design have been carefully crafted in order to support real estate agents and help them to thrive—no matter what comes their way.

In the next few pages, have a look at the ways in which the planner will assist you in meeting your business goals for the coming days, weeks, months, and years.

IT’S YOUR PLANNER This is your daily planner; you can make notes all over it or you can leave lots of blank spaces. Some people thrive on details, and others focus on broad strokes. The amount of information that you track every day will vary based upon your mood and your goals. If you are pushing for a personal or professional best, you may want to keep more detailed records—noting each and every one of the daily activities required to meet your objectives.

Even if you only record minimal information, note something every day—including the days that you do not do anything real-estate related. That way, when you look back, you’ll be able to distinguish between the times that you took the day off and the days when you avoided writing in your daily planner. If you find yourself having too many non real estate days, ask yourself why. Have you lost your passion for real estate? Is something else in your life getting in the way of meeting your objectives?

The following tips are provided to help you get the most out of each section of the Pipeline Planner. Many agents may already have their own systems, but these suggestions provide support for novice and experienced agents looking to see increased closings in the upcoming season.

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PLA N YOUR W EEK Antoine de St. Exupéry once said, “A goal without a plan is just a wish.” For this reason, it is vital to begin your week with a written plan. At the beginning of each week, note your weekly goals and the activities required to achieve them.

Research shows that those individuals who plan ahead and stick to their plans see a much more significant increase in their business than those who do not have a plan.

Refer back to the income and transaction numbers that you noted on page 5. Note the number of listings, sales, and prospects you’ll need in order to meet your goals.

List the inbound and outbound activities that you will use to generate new leads.

A stretch goal is a goal that you know you might not achieve, but… wouldn’t it be cool if you did? To identify a stretch goal, fill in the blank: “It would be a really spectacular week if _______________.”

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PLAN YOUR WEEK . . . . . . . . . . . . . . . .

Weekl� Milestone� WE E K LY G OA L

To meet my monthly income and production goals, this week I need: WEEKLY

MONTHLY

NEW LISTINGS

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NUMBER OF SALES

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NEW SELLER PROSPECTS

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NEW BUYERS PROSPECTS

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AC T I V I T I E S

To achieve my goals, this week’s inbound and outbound marketing activities will include: 1

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GAME CHANGER

What is my weekly stretch goal? How will I reward myself if I accomplish it? ........................................................................................................................ ........................................................................................................................ ........................................................................................................................ ........................................................................................................................

H OT T I P S & B R I G H T I D E A S

Each of these bright ideas has been designed with your success in mind. When completed in order, these activities will help you build a strong foundation for your business. Go to melissazavala.com for further details and instructional materials that will support you in completing these Hot Tips & Bright Ideas.

Develop a marketing calendar that outlines your inbound and outbound marketing plans. Don’t forget to include both print and online activities.

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DA ILY PAGES There is a single “daily” page for each day of the week, designed with plenty of space to note all of aspects of a busy agent’s day.

Looking for time management tips? You’ve got one each week throughout the Pipline Planner.

Use this section for your daily goals.

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TODAY ’S TARGETS 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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This handy section can be used to note activities and appointments when you are out and about.

Note new leads and propects here. Include time frame and relevant notes.

What moment today made you feel proud or excited?

TIMELY TIP Plan your day before it unfolds— either in the morning or the previous evening. When you stick to your plan, you’ll be amazed at how much more you get done.

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PI PE L I N E AT A G L A N C E NEW LEADS & PROSPECTS

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

Reflect on something you learned today. What will you do differently tomorrow?

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Don’t forget to jot down mileage and expenses here.

W EE KLY WRA P U P

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WEEKLY WRAP UP

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On a scale of 1–10, how do you feel about the week? Why? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Reflect on the week. Was it a good one?

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PIPELINE-BUILDING ACTIVITIES

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List the activities completed this week.

Log the activities you completed this week to help build your sales pipeline.

What were your biggest wins? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..................................................................................................................... .....................................................................................................................

Review your weekly goals. Were you able to stay focused on what you wanted to achieve? . . . . . . . . .....................................................................................................................

Use this section to reflect on your weekly business.

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What was the biggest lesson you learned this week? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..................................................................................................................... .....................................................................................................................

REFLEC TIO NS THIS WEEK I AM THANKFUL FOR: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

MONTH I N RE V I EW

BUSINESS HIGHLIGHT:. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

PERSONAL HIGHLIGHT: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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THE MONTH IN REVIEW . . . . . . . . . . . . . . . .

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On a scale of 1–10, how do you feel about the past month? Why? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ......................................................................................................................

Which activity had the most impact on the growth of your sales pipeline? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Reflect on the month. Was it a good one?

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What were the biggest lessons learned? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...................................................................................................................... ......................................................................................................................

Use this section to consider your actions during the month.

Review your accomplishments for the month. Are you happy with what you have achieved and how you spent your time? What can you do differently next month? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ...................................................................................................................... ......................................................................................................................

M O N T HLY S C O R E C A R D

NUMBER DESIRED

NUMBER ACHIEVED

NEW LISTINGS

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NUMBER OF CLOSINGS

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NEW SELLER PROSPECTS

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NEW BUYER PROSPECTS

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FOCUS AREAS

What do you plan to do differently next month to get more leads into your pipeline?

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Here’s your chance to check in and see whether you are on track to meet your goals.

In real estate, an agent always needs to adapt. What changes will you make next month?

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BIGGES T WINS

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Selling real estate is challenging.

Here is where you can praise yourself for your accomplishments.

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NOTES & I DEAS The Pipline Planner not only gives you space to jot down important appointments, but it also provides space for journaling and making notes.

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NOTES & IDEAS . . . . . . . . . . . . . . . .

Yo� do�’� hav� t� b� grea� t� star�, bu� yo� hav� t� star� t� b� grea�.

— ZIG ZIGL AR Zig Ziglar was a famous motivational speaker.

Who or what motivates you to be the best that you can be?

The 18 Notes & Ideas pages are designed to inspire and motivate you. Use them to make notes, doodle, or mind map. If you are looking for inspiration, check out the quotes and thought-provoking questions; they’ve been designed exclusively for you.

CHART YOUR COURSE TO SUCCESS The tips and tools in Pipeline Planner will assist you as you chart your path to success in the field of real estate. Remember that there is something magical that goes on in your sub-conscious mind when you document your goals, plans, and daily activities.

And, when you document them in a place where you can continually look back and reflect on your personal accomplishments, you begin to exude success and a sense of accomplishment.

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THE ULTIMATE DAILY PLANNER AND SALES TRACKER FOR REAL ESTATE AGENTS

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PLAN YOUR WEEK

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Weekl� Milestone� WEEKLY GOA L

To meet my monthly income and production goals, this week I need: WEEKLY

MONTHLY

NEW LISTINGS

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NUMBER OF SALES

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NEW SELLER PROSPECTS

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NEW BUYERS PROSPECTS

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AC T IVIT IES

To achieve my goals, this week’s inbound and outbound marketing activities will include: 1

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GAM E CHANGE R

What is my weekly stretch goal? How will I reward myself if I accomplish it? ........................................................................................................................ ........................................................................................................................ ........................................................................................................................ ........................................................................................................................

H OT T I P S & B R I G H T I D E A S

In order to balance the time you spend working “on” your business and “in” your business, set a daily and weekly sales and marketing schedule and stick to it.

WEEK 1

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TODAY ’ S TA RG E T S 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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T I M E LY T I P Use this book to record thoughts, conversations, and activities. Your notes will help you evaluate what’s producing results and where time could be better spent.

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P IP ELIN E AT A GLANC E NEW LEADS & PROSPECTS

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

.......................

WEEK 1

M

T

W

T

F

S

S

DATE . . . . . . . . . . . . . . . . .

TODAY ’S TA RG E T S 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

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3

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4

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5

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PI PEL I NE AT A G LAN C E NEW LEADS & PROSPECTS

NOTES

TIME FRAME

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

WEEK 1

.......................

M

T

W

T

F S

S

DATE . . . . . . . . . . . . . . . . .

TODAY ’S TA RG ET S 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

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3

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4

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5

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PIPE L INE AT A G LANC E NEW LEADS & PROSPECTS

NOTES

TIME FRAME

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

.......................

WEEK 1

M

T

W

T

F

S

S

DATE . . . . . . . . . . . . . . . . .

TODAY ’ S TARG ETS 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

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3

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4

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5

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P I PELI NE AT A GLA N CE NEW LEADS & PROSPECTS

NOTES

TIME FRAME

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

WEEK 1

.......................

M

T

W

T

F

S

S

DATE . . . . . . . . . . . . . . . . .

TO DAY ’ S TARG ETS 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

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3

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4

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5

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PIPELINE AT A GLANCE NEW LEADS & PROSPECTS

NOTES

TIME FRAME

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

.......................

WEEK 1

M

T

W

T

F

S

S

DATE . . . . . . . . . . . . . . . . .

TODAY ’ S TA RG ETS 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3

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4

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5

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PIP E LIN E AT A GLANCE NEW LEADS & PROSPECTS

NOTES

TIME FRAME

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

WEEK 1

.......................

M

T

W

T

F

S

S

DATE . . . . . . . . . . . . . . . . .

TODAY ’S TARGE TS 1. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

8

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9

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10

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11

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12

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1

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2

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3

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4

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5

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PI PE L I N E AT A G LAN C E NEW LEADS & PROSPECTS

NOTES

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WINS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

LESSONS LEARNED . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .......................

.......................

WEEK 1

................

WEEKLY WRAP UP

................

On a scale of 1–10, how do you feel about the week? Why? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

PIPELINE-BUILDING ACTIVITIES

MON

TUE

WED

THU

FRI

SAT

SUN

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List the activities completed this week.

What were your biggest wins? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..................................................................................................................... .....................................................................................................................

Review your weekly goals. Were you able to stay focused on what you wanted to achieve? . . . . . . . . ..................................................................................................................... .....................................................................................................................

What was the biggest lesson you learned this week? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . ..................................................................................................................... .....................................................................................................................

REFLECTIONS THIS WEEK I AM THANKFUL FOR: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

BUSINESS HIGHLIGHT:. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

PERSONAL HIGHLIGHT: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .....................................................................................................................

WEEK 1

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NOTES & IDEAS . . . . . . . . . . . . . . . .

You don’t have to be great to start, but you have to start to be great.

— ZIG ZIGLAR Zig Ziglar was a famous motivational speaker.

Who or what motivates you to be the best that you can be?

WEEK 1