Companion to "Your ten, by name" and "The arithmetic of ten."
Ten lines, each a person or a named, reachable segment, tagged with its channel, sitting above one weekly number. A line you cannot justify is a wish, and wishes do not survive the channel-switch test. Cross off the won and the dead, add new names, keep the ten slots full until the ten are behind you.
| # | Name or enumerable segment | Channel (warm / outreach / room) | Reason likely | Dated next step |
|---|---|---|---|---|
| 1 | ||||
| 2 | ||||
| 3 | ||||
| 4 | ||||
| 5 | ||||
| 6 | ||||
| 7 | ||||
| 8 | ||||
| 9 | ||||
| 10 |
A category only belongs on the list if you can enumerate its members. "Small business owners" is a market, not a target, and markets do not answer messages.
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.
Equation: customers = attempts × answer rate × close rate. Back-solve: attempts per week = customers per week ÷ (answer rate × close rate). Rates below are PLACEHOLDERS for first-time use, labeled as such; replace every one of them with numbers from your own lead sheet after a month of real work.
| Goal | Customers/week | Attempts/week at placeholder rates |
|---|---|---|
| Ten in five weeks (full-time pace) | 2 | Roughly 10 warm asks + 35 outreach contacts, roughly one working afternoon (the lesson's worked example) |
| Ten in ten weeks (build-while-employed pace) | 1 | Roughly 5 warm asks + 17-18 outreach contacts (the five-week worked example halved) |
| My goal: ten in weeks → customers per week: | Weekly attempts: |
| My measured answer rate (after a month on the sheet): | My measured close rate: |
| Weekly number posted (top of the lead sheet, Monday, in ink) | ☐ Posted, date: |
| Channel | Attempts each week | Answer rate | Close rate | Customers a week |
|---|---|---|---|---|
| Warm network | 15 personal asks | 1 in 3 | 1 in 3 | about 1 and a half |
| Direct outreach | 50 contacts | 1 in 10 | 1 in 5 | about 1 |
| Communities | presence in 3 rooms | compounds | compounds | not a direct line |
The fifty-to-one funnel: fifty contacts produce five conversations produce one customer. On a warm list, ten personal asks land roughly one customer. The rates differ by channel, the funnel never changes shape.