Guides
Sales guides that give you the number and the next step
Each guide gives the figure from its source, what counts toward it and what to do next.
For any seller
Seven KPIs across results, pipeline and activity, the formula for each, the day to check it, and what to do when one slips.
What it's for: sales managers choosing the handful of numbers the team checks every week.
What to do before you dial, what to say in the first 30 seconds, how to ask for the meeting, what to say to a brush-off, and how to keep the call backs you promise.
What it's for: reps who have to make cold calls this week and want more of them to end in a meeting.
What to say when a buyer pushes back: how to tell a brush-off from a real objection, four steps that work on any of them, lines to copy for each step, and how to practise the ones you keep losing to.
What it's for: anyone who sells and keeps losing calls to "not interested" or "send me an email".
Twelve steps, from this year's number to today's calls, with one worked example that runs all the way through.
What it's for: reps and managers who want prospecting that keeps going when the week gets busy.
How to set stages a deal has to earn, how much pipeline next month needs, a 30-minute weekly review, and the rules that keep dead deals off the board.
What it's for: sales managers whose pipeline is full of deals nobody has touched in a month.
How to pick the channels, the number of touches and the gaps between them, three cadences you can copy, and how to tell which touches earn their place.
What it's for: reps and managers who follow up by phone, email and messages.
What to send before the meeting, the agenda minute by minute, a version you can copy, and what to move out of the team meeting and into one-on-ones.
What it's for: managers who run a weekly team meeting and want it back to 30 minutes.
Why a team goes flat, what keeps reps going week after week, a weekly routine for the manager, and the pushes that work for a month and cost you the quarter.
What it's for: managers whose team has gone flat, with a few reps carrying the month.
What to give points for, contest formats that include the middle of the board, a four-week contest you can run from a spreadsheet, and the guardrails that stop reps gaming it.
What it's for: managers running leaderboards and contests who want the middle of the team in them too.
What accountability means on a sales team, the weekly loop that builds it, the conversation to have when someone misses, and where checking in turns into watching over someone's shoulder.
What it's for: managers who want reps to own their numbers without being chased.
The six counts to track, the rate between each one, and how to work back from next month's target to this week's calls.
What it's for: sales managers and team leads who want to see a slow month while the week can still change.
For property agents
Your sphere, a farm area, open houses, expired listings and owners selling on their own: what to do with each, a made-up week that shows how they add up, and the calling rules in Singapore and the US.
What it's for: real estate and property agents whose pipeline fills in bursts and then runs dry.
The six numbers a real estate agent tracks each week, the formula for the rate between each pair, a made-up quarter worked out, and how to find the step where your deals leak.
What it's for: agents who want to see a slow quarter coming while there is still time to fix it.
For consultants and coaches
For small businesses
Which WhatsApp to use, how to set it up, when a message needs a Do Not Call check, what a customer's yes has to look like, and how to send broadcasts without getting reported.
What it's for: shops, clinics, studios and property agents in Singapore whose customers message them on WhatsApp.
Six things to do for customers who've already bought from you, a 30-minute routine that fits them into your week, how to measure whether it's working, and the rules for messaging past customers.
What it's for: small businesses whose customers buy once and drift away without a word.
Where your leads come in, how to get them onto one list, who owns each one, how fast to reply, when to chase and when to stop, and what a lead management system has to do.
What it's for: small teams whose leads arrive in five places and go cold in between.
The stages a sale to another business goes through, the rule for moving a deal from one to the next, who does what on a small team, where deals stall, and the Monday review that keeps it running.
What it's for: founders with a sales team of two or three whose deals stall after the first meeting.
For financial advisors
The 2027 figures from MDRT's own table: S$75,800 in commission, S$227,400 in premium or S$131,300 in income. What counts, COT and TOT, and when to apply.
What it's for: financial advisors working toward membership on this year's business.
Where good candidates come from, what to say about money on the recruitment call, the licences a new advisor needs in Singapore and the US, and the first 90 days that decide whether they stay.
What it's for: managers who recruit new financial advisors and coach them through the first year.
What the first year actually looks like, a weekly number worked out from your own goal, how to keep going when most calls end in a no, and the signs of burnout to act on early.
What it's for: financial advisors in their first year, and the managers who coach them.
Where AI tools save an advisor time today, what never goes into a public chatbot, and what the PDPA, MAS and FINRA say about using them, from the source.
What it's for: advisors who want AI to take the admin without putting client data at risk.
Where new clients come from once your warm market runs thin, how many conversations a week your goal needs, what to say, and the Do Not Call and MAS rules to follow in Singapore and the US.
What it's for: financial advisors whose warm market has run thin.
When a WhatsApp message needs a Do Not Call check, what consent has to look like, what WhatsApp's own rules say, and how to set up a number your firm's compliance team will be comfortable with.
What it's for: advisors in Singapore who do most of their client contact on WhatsApp.