Section 3 – Know Your Numbers – Checklist

Can you immediately and clearly explain to others what your financial goal is and when you want to achieve it by (ie. Do you really know it)?

Do you know what a client/sale is worth to you per year (or per any set time frame) based on what an average client buys from you and how much they pay and if appropriate, how long they stay?

Do you know how many average clients/sales you need to achieve your goal? Have you broken this down into a weekly/monthly target to keep you on track?

Have you factored in any predicted attrition? (ie. How many clients will leave and when they will leave and how that might affect achieving your financial target)

Do you know what your current close rate is? If not are you working on a 35% close rate as a worst case scenario?

Based on your current close rate have you worked out how many people you need registered to attend your hvgs? (eg. If you need 35 clients and you close at 35% you need 100 people coming to hvgs)

Have you broken down this target number of hvgs into weekly/monthly target to keep you on track?

Is there a difference between the amount of people who register for an hvg and the amount that actually attend? If so has this been factored in to your target number of hvg registrations? (eg. If you need 35 clients and you close at 35% you need 100 people coming to hvgs. But if only 50% of people who say they are coming to an hvg actually turn up then you need 200 hvg registrations)

Do you accept its just a ‘numbers’ game and that as long as you ‘know your numbers’ (which are the answers to the previous questions on this checklist) you’ll always know what you need to do to achieve your financial goal.

Have you set up a way of tracking these numbers on an ongoing basis? (ie. A chart on a whiteboard or a spreadsheet)

Are you committed to updating and reviewing your ‘numbers’ every month and making any adjustments to targets based on these monthly updates?