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Score where you stand, then run the ninety days.

The working companion to The Commercial Growth Playbook. The playbook explains the system. This is where you run it.

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Get your own copy

• On a phone or computer: make your own copy in Google Sheets. It opens a fresh, editable copy in your own Google Drive.
• No Google account? Download it for Excel and open it in Excel or any spreadsheet app.
• On paper: print this page or save it as a PDF and work by hand.

Your row tiers, overall tier, track, top three gaps and progress counts fill in for you. Check boxes as you go and the page becomes the record of what you actually did.

If you have not read the playbook yet, read it first. This will not make much sense cold.

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Part 1. Score yourself

Work down each stage. Tick only what is true today, not what is planned.

Your tier in each row is the highest tier where you ticked every box in that tier and every box below it. If you cannot tick every Foundation box in a row, that row scores Pre-foundation. Your overall tier is the lowest of your three rows, because commercial breaks at the weakest one. Your line is that overall tier. Your top three gaps are the first three unticked boxes at your line or above it.

Your overall tier picks your track in Part 2. Pre-foundation or Foundation runs Track A. Building runs Track B. Compounding runs Track C.

Stage 1. Know your market

Foundation

• [ ] A written target list that goes past the buildings you already know by name
• [ ] Before each call, you know the building basics and the name to ask for, and you open on the prospect's risk

Building

• [ ] Your market is drawn as a real boundary, and you have pulled the commercial properties inside it from public records
• [ ] Every property is tagged by vertical, and you lead with two or three
• [ ] Reps pull the public data themselves and walk in knowing the portfolio

Compounding

• [ ] Accounts ranked by vertical fit, risk score, and live signal, with named decision makers attached