6 Easy Steps to Building
Your Business
….a plan that actually happens!
Michael Gionta
MyRecruiterCoach

6 Easy Steps to Building Your
Business
► 1) Create the Vision
► 2) Test Sincerity
► 3) Avoid These Mistakes
► 4) Biz Plan Building 101 (IN WRITING!)
► 5) Execute!
► 6) Follow-through!

Creating the Vision
► Wherein my life do I want to be 5 years
from now?
What do I WANT?
Where in my business to I NEED to be 5 years
from now??
► Whatdoes having an office with “X”
revenue mean for me?
Prestige? Earnings? Being the best?

Creating the Vision
► How does this tie in with the life I want to
lead?
Is your business ideal in line with your vision?
►Time Commitment at work
►Time desired for home
►Time desired for community/volunteering
►Free/Fun time

Test Sincerity!
► Assuming $1,000,000 Revenue Goal
If the office produced this, how much would I
keep?
►Bonus: How much AFTER taxes?
If I produced $750,000 how would I feel?
► Identify
number at which below,
“disappointment is felt!!

Mistakes to Avoid
► Picking $1,000,000 as your Number!
► Planningbased on the “commitments” of
your team
► Focusing on Placements

Mistakes To Avoid
► Lengthy,wordy plans that sound like
“mission statements”
► Frequent non-measurable objectives!
► Not Formally Planning for “Periodic Review”
► NOT tracking metrics!

Biz Plan Building 101
► Where am I at right now?
►Revenue, SO’s, JO’s
NOT where “should I be at?”!
► My Revenue target is $___________
Requires _____ placement (need Plmt/$)
Requires _____ total Send-outs (need SO/PL)
Requires _____ send-outs per week

Biz Plan Building 101
► Example:
Goal = $700,000 in office revenue
►Avg fee = $18,000
►SO/PL = 8 to 1
►RP/SO = 20 to 1
39 Placements needed (700k/18k)
312 Send-outs needed (39 x 8)
►6 SO’s per week (312/52 weeks)
6,240 RP’s needed (312 x 20)
►120 Per week

EXECUTION

EXECUTION!
► Howdo I get 6 Send outs per week EVERY
week?
Increased productivity
►Training opportunities
►Marginal increases in existing team members
i.e. “how do I get Bob to increase from 2 to 2.5 SO’s per
week?”
New Hires
►Plan on ramp up with no contribution
►Plan on turnover

EXECUTION
► Break into Quarterly and weekly objectives
i.e. 1 new hire on board by the first of each new
quarter
►Run ad 7th week of qtr
►Interview weeks 8-10
►Offer made no later than week 11
►Starts week one of new qtr
►Producing 1 SO per week by 4th week.

EXECUTION
► Quarterly
General outline for training
The 3-5 things I WILL DO this quarter
► Schedule Weekly objectives
30-45 minute meeting with each AE/PC
Morning training meetings
Schedule 15 minutes each week to review plan
and objectives

EXECUTION

FOLLOW THROUGH!
► Quarterly
What were my objectives?
►Revenue
►Hiring
►Training, etc
What were the results?
►Were you at, above or below your targets?
►What were the contributing factors?

FOLLOW THROUGH!
► What did I learn?
Don’t be a victim!
►I lost a big account!
►I lost an AE!
► Define changes, alterations for plan
Implementation plan on analysis
Keep it simple

Summary
► Decide what you REALLY want (vision)
► Test it
► Learn from my mistakes!
► Be a player, not a talker (execute)
► Screw it up, but, continue on! (follow-thru)

SPO Summit Club
► Who should join? ► Why Join????
Deadly serious about you want to add more
growth in 2008. “zeros” to your revenue
Ready to make Access to my best
investments in hiring, practices as well as
training and expansion those of the group.
Willing to contribute Take biz planning from
their experience to the theory to application
group. and execution!
WINNERS, not
WHINERS!!!

SPO Summit Club
► First6 owners only. ONE Group ONLY.
► After 6, waiting list…
► 6 month commitment
► Bonus if you commit during the conference
2-15 minute laser coaching sessions each
month
15% off per month
Free individual/office assessment value $425

SPO Summit Club
► Sign me up!!
► Name____________________
► Office____________________
► Phone____________________
► Email_____________________
► __Yes, I am committed to grow my business in
2008 and be a Summit Member!!
► signature__________________________