Spreadsheet: 735961d1623279180-help-on-calculating-deposit-amounts-based-on-percentages-and-adding-totals-for-each-month-example-summary-sheet-calculation
Sheet: Recalibration

Recalibration
Personal Mastery | Yes/No/NA | Items to work on in the next 90 days
Do you have enough time in your day to get your work done?
Are you able to spend quality time with the people you care about each day?
Do you work less than 45hrs per week consistently?
Do you have a ritual that you practice to set you up to perform your best every work day?
Do you spend greater than 3 hrs/wk educating yourself (business/personal development)?
Do you have good self-discipline and manage yourself well?
Have you calculated your hourly rate in the last 6 months and have a plan to maximise your hourly return?
I have audited my time for a 2 week period in the last 90 days
I have modelled my ideal day/week/month
I have a regular time to plan my week and stick to it.
I work ON my Business for a minimum of 4 hours per week.
I know what area of my business I would like to improve in the next 12 months
I regularly review my stop doing list and consistently strive to delegate/outsource
I plan my entire day not just my work day
I constistenly perform my daily ritual
I have calculated my hourly rate in the last 6 months and assess all tasks I am performing against this hourly rate regularly
I read more than 4 books in a year
I have an effective weekly planning structure
I have an effective daily planning structure
I have clearly defined my “genius”
I work >60% of my work week in my “genius”
I have helped my team identify their “genius”
I have an operations manager
I review how many hours I spend in “genius” on a weekly basis
I perform > 3 x 50 min sprints per week
I spend 10 mins at the beginning of my day doing minor tasks - “Empty the bricks”
I perform a data dump at the beginning of each day
I refer to my weekly and daily plan regularly
I have good self discipline and manage myself well
I review my 90 day plan when planning my week
I have a written life plan that I refer to regularly
My life plan has milestones that I plan to achieve
I have a succession plan
Business Mastery | Yes/No/NA | Items I will work on in the next 90 days
Break Even
I know my daily/weekly/monthly overhead costs
I know what my expenses were for this year (including my drawings)
I know what my budget is for expenses next year (including my drawings)
I know how much I paid myself this year (e.g. my total drawings)
I paid myself more this year than what I did last year
I know how much I plan to pay myself next year (e.g. my total drawings)
I know what my sales target is for this year
I know what my revenue target is for next year
I know how much revenue I need to Break Even
I have re-calculated the business break even point in the last 90 days
I have a Break-even forecast for the business
Profit Margin
I understand and can interpret my Profit and Loss Statement
I know what my gross markup was for this year
I know what my target gross markup is for next year
I know my average Gross Margin
I monitor the gross margin on my jobs every month
I know how to increase my Gross Profit
I understand the difference between Mark-up & Margin
I know how to increase my [NAME]
I know what my NET profit margin was for this year (after all expenses and my own drawings)
I know what my target NET profit margin is for next year (after all expenses and my own drawings)
Reporting
I produce monthly financial reports
I calculate my Work In Progress Accounting Adjustment (WIPAA) every month
I use accounting software
I know how much equity I have in my building company
I can predict my future cash-flows
I understand how to read and interpret the financial statements of the business
I update the annual and monthly sales projections each month
I pay myself a salary before a dividend/profit distribution
I have a set of meaningful KPI’s that I review daily/weekly/monthly to help me make business decisions
I have a dashboard I refer to regularly
Marketing  Mastery | Yes/No/NA | Items I will work on in the next 90 days
I post on Facebook more than 3 times each week
I post on Instagram more than 3 times each week
I post on YouTube each month
I publish a new content article/blog post more than 6 times each year
I use a CRM (Customer Relationship Management) system
I send emails to my database every week
I spend money on advertising
I know how much I spent on advertising this year
I spent more on advertising this year than I did last year
I plan to spend the same or more on advertising next year
I know what my target/budget cost per lead is
I know what my actual cost per lead is
I spend money on SEO (Search Engine Optimisation) services
I know how many leads I generated this year
I know what percentage of my leads are from referrals
I know what my biggest marketing challenge is
I have a primary marketing funnel (e.g. Lead Magnet) for generating new leads
I have an allocated Marketing Budget
The business invests 20+ hours per week into Sales & Marketing activities (You or your team)
Unique Selling Proposition (USP)
Our USP’s are truly unique
Do your USPs demonstrate your uniqueness
I have clearly defined what problem/s my product or service solves for the customers
We have surveyed our clients/customers to understand their fears/frustrations/desires/concerns
I have produced and tested a Guarantee
My team knows what our point of difference and Guarantee is
I have worked with a professional coach to develop my USP messaging
Lead generation
I have identified my target market and know exactly who they are
I have a list of non-competing businesses that target the same market as I do
I have several strategic alliances in place
I have a systemised referral strategy in place
I have a marketing swipe folder and am constantly collecting great marketing pieces that I can model
Conversion Rate
My team use sales scripts
We have > 7 touch points prior to asking for the sale
Our sales team does regular training on our systems/processes
Our sales team does regular sales skills training
The sales team know their targets and review their numbers weekly
We utilise technology (Marketing automation) to assist with conversion
Sales Mastery | Yes/No/NA | Items I will work on in the next 90 days
I have a documented sales process
I use sales scripts
I charge for quotes (either as part of a design process, or as a standalone service)
I hold and/or participate in regular sales training
I have an objections manual
I know what my biggest sales challenge is
I know what my #1 strategy is for increasing the number of referrals I generate
I know what percentage of my sales are from referrals
I know how many referrals I need in order to sign 1 contract
I know what percentage of my leads are sales qualified leads
I know how many paid leads I need in order to sign 1 contract
I know how many contracts I signed this year
I signed more contracts this year than I did last year
I know how many contracts I plan to sign next year
I receive weekly/monthly sales reports
The sales report gives me the information I need to understand the effectiveness of our sales process
I frequently communicate with prospects and active or inactive clients/customers
I have a strong follow up sequence with a client/customer after they buy
I have a strong follow up sequence with a client/customer if they don’t buy
I ask for referrals as part of the sales process
I understand that 90% of sales take place after the fifth call/attempt of the sales person asking for the sale and accordingly have an accountability system in place
Customer Service/Retention
Consistency is our primary customer focus
We deliver what our customers want
We deliver what our customers need
We have defined our customer service standards
We consistently deliver in a way that exceeds our customer’s expectations
We regularly survey our customers to determine how we can better serve them
We analyse our mistakes and take active steps to remedy them
We have a standard for dress code that is enforced
We have a script/process in place for greeting customers
We have a script in place for answering the phone
We have documented flow charts/procedures to ensure every customer experience is the same
Systems & Team Mastery | Yes/No/NA | Items I will work on in the next 90 days
Systems Mastery
The majority of our projects are delivered under budget or on budget
We calculate the 'Cost Per Job Per Day' before commencing construction
Our invoices at the end of a project under budget or on budget
We know what our biggest challenge in terms of running projects is
We have a documented completed home handover process
We perform post project completion audits
We ask our clients for an NPS score (Net Promoter Score)
We have documented and charted all information and work flow processes
We regularly update all documentation (minimum monthly)
We have a process to track and control all updates to documentation
We have a systems training & an orientation program
We have written procedures for all key areas within our business
We have check sheets for the completion of key tasks
We have Key Performance Indicators for key functions
Technology
We use project management software
We use estimating software
We use takeoff software
We use accounting software
We have a CRM system with customised marketing templates
We know how much we invested in software this year
We invested more on software this year than what we did last year
We know how much we plan to invest in software next year
We schedule & complete regular maintenance on all key items of equipment
We use up to date computer software and hardware (No older than 3 years)
Team Mastery
There are/is a strong leader(s) other than myself in the business
We have identified what kind of leadership qualities are needed in my business
The team promote and maintain the culture of the business
There is a clear common goal that my team are aiming for
We have job descriptions and up to date contracts for every member of my team
We have written job descriptions with clear KPIs for every team member
The company and each team member has a 90 day plan
We understand all legislative requirements and are compliant
My team understand clearly what their roles and limitations are.
Each role has been systemised and documented
We have a strong clear vision that my team understand
I am able to trust my team and allow them the responsibility to make decisions to fix any challenges
My team works to their strengths
Communication
We hold regular team meetings
The team meetings have and agenda and measurable outcomes
We hold daily huddles/meetings?
We hold weekly huddles/meetings
We conduct 6-monthly performance appraisals
We have a system for encouraging open communication amongst team members (What should we stop doing/ What should we start doing?)
We understand what the DISC behaviour model is
Every team member has undergone a DISC profile and understands their profile
We understand the best DISC profile for each role within the business
Recruitment
My building company employs staff
We have a documented recruitment system in my business
We have an onboarding process for new staff
We have an employee handbook/company manual
We employ people to “run the systems” in my business
We hire on Values and Attitude
We have a systemised training program for skills
We have a consistent recruitment system
We have a system for induction
Training
We have positional ‘how-to’ manuals for each position
We have a program in place for ongoing training and team building
Retaining
We have an up to date organisational chart
We have an organisational chart projecting 12 months into the future
The company has a system for recognition
The company has a system for rewarding longevity and performance
We promptly let go of team players who have ‘low company values’
My business has contingency staffing plans in the case of any absence and staff are cross-trained
Leverage & Scale
The business can operate without me being present in the business every day
We have identified, appointed and groomed a general manager so I can walk away from the business and still get massive results…
We have a clearly defined expansion plan (eg. franchising, licensing, Interstate, International)
We know how to value my business
We have a clear exit plan
We have a business plan covering the next three years
Reading/Listening List | Yes/No/NA | Items I will work on in the next 90 days
Personal Mastery
I have read The EMyth by [NAME]
I have read The [NAME] by [NAME]
I have read The One Thing by [NAME]
I have read Start with Why by [NAME]
I have read Mindset by [NAME]
I have read The Success Principles by [NAME]
I have read Seven Habits of Highly Effective People by [NAME]
I have read Think & [NAME] by [NAME]
I have read Can't Hurt Me by [NAME]
Marketing Mastery
I have read 80/20 Sales and Marketing by [NAME]
I have read Influence by [NAME]
I have read Building A Stroy Brand by [NAME]
I have read Oversubscribed by [NAME]
I have read The 22 Immutable Laws of Marketing by Al Ries & Jack Trout
Sales Mastery
I have read [NAME] by [NAME]
I have read The Psychology of Selling by [NAME]
I have read [NAME] by [NAME]
I have read The Perfect Close by [NAME]
Systems Mastery
I have read SYSTEMology by [NAME]
I have read Scaling Up by [NAME]
I have read Good To Great by [NAME]
Team Mastery
I have read The 21 Irrifutable Laws of Leadership by [NAME]
I have read One Minute Manager by [NAME]
I have read Bringing Out The Best In People by Aubrey C. Daniels
I have read Winning by [NAME]
Wealth Mastery
I have read the 5 Mistakes Every Investor Makes by [NAME]