2. How Could Scotty Get Points?
• Introductory Client • Newsletter Sent To 20
Meeting Contacts
• All Documents • Mail Outs / Direct Ads
Collected To 20 Contacts
• Proposal Sent To Lender • Referral Customer
• Confidentiality Contacted
Agreement Signed • Meeting A Cold Contact
• Contract Extension & Getting Info
• Cold Calling A New
Contact
3. Additional Points For Scotty
• 1 point for 30 minutes of physical activity
• 1 point for 30 minutes thinking about “life”
• 1 point for 30 minutes spent on hobbies / fun
The reasoning for the additional “non-marketing” points was
to give a more balanced approach to The 31 Day Sprint.
There’s no point to burning out, so I figured that I would
document these activities as well. Not that they made much
of an impact on the numbers.
4. Start Date – September 21 End Date – November 2
Fivesies
450
400
350 5 Day Total
300 Daily Average
250
200
150
100
50
0
5 10 15 20 25
Days
5. Day 1-5 Daily Average – 2.2 Day 16-20 Daily Average - 68
Day 6-10 Daily Average - 11 Day 21-25 Daily Average - 81
Day 11-15 Daily Average - 17
Daily Totals Day 26-31 Daily Average – 133
First Half Second Half
50 350
45
300
40
250
35
30 200
25
150
20
15 100
10
50
5
0
0
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
Days Days
6. Total Marketing Points - 1569
Total Life Points - 7
Total Fitness Points - 22
Daily Totals
Difference In Productivity – First Week To Last Week
350
5,927.27%
300
250
200
1st Half
150 2nd Half
100
50
0
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
Days
7. Success? Failure?
Increase in deal flow – 75% Did not track income until the
Increase in productivity – 164% week over week last week
Sharper focus on daily productivity Majority of marketing points were
for one activity – 96%
Effective use of available time
Lag between marketing activities
More balanced approach to work and sales / leads / referrals
(e.g. not all of the time)
1598 Total Points! Possible Improvements
A balanced approach to tracking activities
Plan out the work to be done the day before
New tracking system for The 62 Day Sprint
8. The 62 Day Sprint!
An Introduction To Greatness
By Scotty Thom
9. Categories For Sales, Marketing & FLH
Sales m t w th fr
32 33 34 35 36 Sales – tracking progress of client files and the
Funnel 7
Pipeline 5 activities within each category.
Delivered 4
CCP 3
Weekly Metrics 0 CCP is Current Client Process – a way of
keeping in touch with existing clients.
Marketing m t w th fr
32 33 34 35 36
Channel Total 54 Weekly Metrics – tracking volume, units and
Cloud Total 57
income as a percentage with November 2010
FLH m t w th fr as a baseline measurement.
32 33 34 35 36
Fitness 2
Life 1 Marketing has been broken down into two
Hobbies 0 categories – channel and cloud activities.
FLH is pretty self-explanatory.
10. Projections
Projections Goal m t w th fr
Day 32 33 34 35 36 Daily goal of 54 points.
Marketing
Channels 4 5
Cloud 32 50 The day before plot the numbers
Total 36 55 0 0 0 0 into each section then determine
FLH
Fitness 2 2 what activities could be undertaken
Life 0.5 0.5 to achieve that number.
Hobbies 0.5 0.5
Total 3 3 0 0 0 0
Sales This way, I know when I have to
Funnel 10 11
Pipeline 4 3
push in certain areas to hit my
Delivered 1 0 weekly goals.
Income 1 0
Volume 1 0
Units 1 0
Total 15 14 0 0 0 0
Total 54 72 0 0 0 0
11. Actual Numbers
Actual m t w th fr
Day 32 33 34 35 36
Marketing This section is populated
Channels 54
Cloud 57
automatically from the
Total 111 0 0 0 0 Sales, Marketing and FLH sheets.
FLH
Fitness 2
Life 1
Hobbies 0
Total 3 0 0 0 0
Sales
Funnel 7
Pipeline 5
Delivered 4
CCP 3
Weekly Metrics 0
Total 19 0 0 0 0
Total 133 0 0 0 0
12. Charting
32 33 34 35 36
115 1
The 110 1 This is merely a visual representation of the
Million 105 1 numbers that have been achieved.
Dollar 100 1
Pro 95 1
90 1 Average daily goal is 54 points – which
85 1
Looking
80 1
would put me into the “Average. If that’s
good.
You are
75 1 what you want” category.
70 1
in the
65 1
top 20%
60 1 In The 62 Day Sprint, I’m using 5 as the unit
55 1 count as opposed to 3 in The 31 Day Sprint.
Average. 50 1
If that's 45 1
what you 40 1 I found this to be a very effective tool to see
want. 35 1
30 1
how well I’ve done at the end of the day. Or
Danger 25 1 how much harder I have to try the next day.
Level! 20 1
You may 15 1
soon 10 1
have a 5 1
boss! 0 1
Daily m t w th fr
Point X 133 0 0 0 0
Total
13. Objectives
• Start Day – November 7, 2011
• Goal is to work 5 hours a day; 25 hours a week
• Tracking sales volume, units and income at the
end of each week
• Maintaining a Monday to Friday approach
• I expect to fail the first 15 days of the next 31
• I expect the last 16 days to be phenomenal
