I've seen thousands of entrepreneurs fail to hit their goals, me included. They get bogged down in minutia and lose track of what needs to get done.
So a bunch of years ago, I started gamifying my goals, turning them into challenges with a start and end date. My outcomes were better than I anticipated.
When there's a clock running and a scoreboard on the wall, you stop dabbling and start doing. I'm not talking about a deadline. Those just sit there like a term paper in college you wait until 3 days before to start working on.
I make a daily tracker for the length of my personal challenges (usually 100 days). See the 100 Day tracker at the bottom of this email. That tracker is a countdown timer. Each day gets marked off showing my daily progress.
And that's what I've built into the $100k in 100 Days Challenge mastermind I started on Jan 1. And I wanted to share what we've been doing in the group with you.
Last week, I brought my friend John Logar in to challenge the $100k group even further after he told me what he did.
He shared his LAPS tracking method and his 8-Day "One Client" Challenge he gave to his own mastermind members.
Here's how it works...
What's possible in just 8 days.
12 out of 15 of John's students made a sale in 8 days.
The average deal was $3,000 to $5,000 per month in annual recurring revenue. Two closed two deals during the 8-day challenge.
No ads. No funnels. Just outbound, referrals, direct messages, and follow-up.
Below is the system they followed.
Level up your LAPS.
Think of getting a client like a video game. To win you need a sale. To get a sale you need to make presentations. To get presentations you need appointments. To get appointments you need leads.
Every level unlocks the next one. Four appointments might produce one presentation. Four presentations might produce one sale. The numbers will vary for your business, but the levels don't change. Leads feed appointments, appointments feed presentations, presentations feed sales.
What I've seen over the past 20 years of reverse-engineering sales is most start off with a 25% closing rate for sales. Strangely, they also have a 25% rate of turning qualified leads into sales calls. And 25% of cold leads pass through a qualification process.
This means to get 1 sale, you'd need to make 4 presentations to qualified prospects. To get those calls, you'd need 16 qualified leads and 64 targeted leads.
When you know your numbers, you know exactly how which metric you need to focus on every day to beat the challenge.
Here's the metric system we use...
LAPS stands for Leads, Appointments, Presentations, and Sales. Every day you write down your numbers for all four. Not just the sale at the end, but every action that leads to it.
The scoreboard doesn't just track your progress, it shows you where the game is being won and lost in real time. Not enough leads? You're not reaching out to enough prospects. Lots of leads but no appointments? Your qualifying messaging isn't landing. Getting appointments but most are no-shows? Your pre-call messaging isn't creating urgency. Lots of presentations but no sales? You're either talking to the wrong people or your offer needs work.
Most people wait for the sale to know if they're winning. LAPS tells you every day exactly where you are.
The 8-Day One Client Challenge, step-by-step.
Days 1 and 2 are about positioning, building your prospect list, and launching your outreach. You pick one niche, one offer, and you build a list of prospects.
Days 3 through 5 are where conversations deepen. You're running discovery calls, sending Loom audits to your hottest prospects, and putting proposals in front of the people most likely to say yes.
Days 6 through 8 are the close. You're following up on every warm prospect, handling objections, and making it easy for them to say yes.
John gives you three content angles to start conversations without building anything new.
Lead with proof. Share a result you've gotten for a client and say you're looking for a business where you can do it again, better.
Teach what you know. Help a prospect understand what they're missing. The sale comes from their realization, not your pitch.
Demonstrate with them in mind. Show them specifically what you'd do for their business. Make them the main character in your solution.
The full day-by-day plan with scripts and worksheets is linked at the bottom of this email.
Ready, player one.
Before Day 1, set a daily target for each column on your LAPS scoreboard. How many leads do you want to generate every day? How many appointments do you want to book? How many presentations do you want to make?
Then try to hit those numbers every single day for all 8 days.
Say you set a target of 10 leads a day. Can you hit that on Day 1? Can you do it again on Day 2? By Day 3 you have a streak going and suddenly the leads aren't just leads, they're proof that you're doing the work. Missing a day doesn't just hurt your numbers, it breaks the streak.
Reward yourself for hitting milestones. Your first appointment. Your first presentation. Your first yes. And when you get to Day 8, look at your scoreboard. Did you hit your targets? Did you beat them? Where did you fall short and why?
Then ask yourself one more question: why stop now? The sprint ends in 8 days. The streak doesn't have to.
I've shared everything you need. The system, the scoreboard, the day-by-day plan and even scripts to use.
What I can't give you is the decision to start. Take on the 8-Day One Client Challenge.
John's students didn't do anything you aren't capable of. They just showed up for eight days and played the game. Eight days from now you could be looking at $36,000 in new recurring revenue. The only question is whether you're willing to find out.
Tim Conley
P.S. Hit reply and tell me your daily LAPS targets before you start. Committing to a number makes it real.
P.P.S. Here's the files John Logar shared with us and my 100 Day LAPS tracker if you want to challenge yourself.
0 comments