Your ten, by name

This is the deliverable. Not a certificate, a list. Ten lines, each one a person or a named, reachable segment, each tagged with the channel it comes from, sitting above one weekly number. You can build it in one sitting, and if you ever change businesses, you can build it again in one sitting, which is the whole point of a method.

Step one: mine the three channels, in order

Warm network first, because it converts fastest. Go back to your ten-minute list and mark every name that either plausibly has the problem your business solves or serves people who do. A name that could hire you is a customer line. A name that knows twenty of your customers is a referral line, and it counts, because referrals were always the warm network's main output.

Outreach second. Write down targets by category, not by fantasy: the five businesses on the street with the visible problem, the twelve offices in one industry you could name right now, the former colleagues who work inside companies that buy what you do. A category only belongs on the list if you can enumerate its members, because "small business owners" is a market, not a target, and markets do not answer messages.

Rooms third. One or two lines for the rooms whose members are your customers, marked with the patience a room deserves. Rooms rarely produce a name on day one, and they belong on this list anyway, holding a slot as the compounding channel while the fast two fill the first weeks.

Step two: write the ten

A line looks like this:

Priya, former coworker, knows every practice manager at the two hospital campuses. Channel: warm network. Likely because she has referred me work twice before. Ask: one introduction, by Friday.

The eleven storefronts on Mill Street with awning damage from the March storm. Channel: outreach. Likely because the damage is visible and the season for fixing it is open. Action: first five contacts this week, follow-ups per sheet.

Person or enumerable segment, channel, reason, next step. Ten of those. The list does not care what you sell: the phone flipping course runs this same capstone as your first resale sales, where a segment is everyone in your area with a working phone in a drawer. The reason matters more than it looks: a line you cannot justify is a wish, and wishes do not survive the channel-switch test. When two months of tracking says a channel is dead, the reasons on this list are what tell you whether the channel failed or the line was never likely in the first place.

Step three: set the weekly number

Take the goal you set in the arithmetic lesson, ten customers in five weeks or ten in ten, and divide it into weeks. Then, using the placeholder rates until your own replace them, write the attempts each week requires. Two customers a week at placeholder rates is roughly ten warm asks plus thirty five outreach contacts, one real afternoon of work. If your sheet has been running for a month, use your measured rates, and the number becomes yours instead of ours.

Put the number where you will see it: top of the lead sheet, Monday morning, in ink. The number is the contract. The sheet is the proof of performance. Give the money the same standing: the weekly money hour belongs beside the weekly outreach hour on the same calendar, and its module builds it.

How you will know it is working

Not by feelings, which will oscillate wildly between Thursday's silence and the first yes. You will know from three checks on the sheet: the quota is being hit weekly, the follow-ups are firing on schedule, and the answer count is trending upward as your messages sharpen. Customers arrive at the end of that sequence, on the arithmetic's schedule rather than your optimism's, and the channel-switch test, run monthly, tells you where to double down.

The list of ten is a living document. Cross off the won and the dead, add new names from the rooms and the referrals, and keep the ten slots full until the ten are behind you. That cadence, list, quota, sheet, test, is the entire method. It fits any business you will ever choose, and it is now yours.