9. To produce _____ (number) sales monthly [step eight], I must present to/meet with _____ (number) new qualified prospects per month. (Number of prospects needed to close one sale [step five] multiplied by the number of desired sales per month [step eight] = number of presentations/meetings with qualified prospects per month.)

10. To produce _____ (number) new qualified prospects per month [step nine], I must make _____ (number) cold calls per month. (Number of cold calls to find one new prospect [step four] multiplied by the number of new qualified prospects needed per month to produce desired number of monthly sales [step nine].)

11. I must make _____ (number) cold calls per week. (Number of calls needed to make per month [step ten] divided by 4.335 weeks.)

12. To make _____ (number) cold calls per week [step eleven], I need to devote _____ (number) hours per week tp cold calling. (Number of cold calls per week [step eleven] multiplied by the average amount of time per call [in minutes] divided by 60 = the number of hours needed to devote to cold calling per week.)