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Module 07 — Build your operating system

Your weekly numbers

You'll build a one-page scorecard with six numbers that cover the whole path, and a 20-minute weekly review that always ends in one decision.

  • 3 min read + 20 min exercise
  • Lesson 2 of 3
  • Free · No sign-up

The problem

In lesson 1.3 you measured one leak. Now you have a whole system — and without numbers, you'll only notice it breaking when the calendar goes empty. Most dashboards don't help either: forty charts, zero decisions.

Why it matters

Six numbers, looked at every week, show where the path is leaking now — not where it leaked when you started. A weekly decision turns measuring into improving instead of reporting.

1 Six numbers, one per part of the path

New inquiriesRows added to the lead log this week. Capture.
Median first replyAcross this week's inquiries. Conversation speed.
Deals with a next stepShare of open deals with a next step and a date. Pipeline health.
Follow-ups sent vs. dueTouches sent out of touches due. Follow-up discipline.
Won and lostDeals closed this week, with the top reason for losing.
Reviews and returnsRequests sent, reviews received, past customers who booked again.

2 Step by step

  1. Build the scorecard

    One row per week, six columns. A spreadsheet is perfect. Fill in the first row from last week, even roughly.

  2. Take each number from where it already lives

    Lead log: inquiries and first replies. Pipeline: next steps, won and lost. Marketing hour: reviews and check-ins. If a number takes more than two minutes to find, fix the log, not the scorecard.

  3. Hold a 20-minute weekly review

    Same time every week. Look at the six numbers next to the last four weeks and ask one question: which part got worse, and why? Look at two or three real examples behind the number.

  4. Make one decision

    One change for next week, written down, with the number you expect it to move. One — not five.

  5. Check it a week later

    Did the number move? Keep, adjust or drop — the rhythm from lesson 1.3, now for the whole system.

Example · illustrative

Three weeks at the cleaning company

Number3 weeks agoLast weekThis week
New inquiries182119
Median first reply4 h1 h50 min
Deals with a next step60%85%90%
Follow-ups sent / due3 / 98 / 1010 / 10
Won / lost4 / 25 / 34 / 5 — price ×3
Reviews / returns1 / 03 / 12 / 2

The decision: three deals lost on price this week. Next week, the first follow-up on every quote spells out what's included, with photos. The number to watch: lost on price.

Your exercise · about 20 minutes

Start your scorecard

Template · Weekly scorecard
WEEK OF | NEW INQUIRIES | MEDIAN FIRST REPLY | % OPEN DEALS WITH A NEXT STEP | FOLLOW-UPS SENT / DUE | WON / LOST (top lost reason) | REVIEW REQUESTS · REVIEWS · RETURNS
        |  |  |  |  |  |
Template · 20-minute weekly review
1. Fill in this week's row (5 min)
2. Compare with the last 4 weeks — which number got worse? (5 min)
3. Why? Open 2–3 real examples behind it (5 min)
4. ONE decision for next week (5 min):
   Change:
   Number I expect to move:
   Check on:

Six numbers. Twenty minutes. One decision.

Your next action

Fill in last week's row today — rough numbers are fine — and book the review.