Mike Pierce · One Page

Tuesday 11:00 CT · everything on one screen · internal — he never sees a model name

① The arithmetic — fill it in with him, live

Yours is filled. His is blank. Ask for every figure — the moment he multiplies it himself it stops being your number.

$5,000

a month — his goal, his words [1:23:12]

÷ $2,500 per client

clients

÷ 25% close → ASK: what's your close rate?

real sales conversations

÷ 80% show up

calls booked

÷ 20% of conversations become a call

conversations

÷ 20% of people answer

250

people reached · ÷ 21 working days

a day

a week

2–3

calls booked/wk

He controls 12. He does not control 2. That's the whole reframe — measure the behaviour, never the outcome.

② The matrix — nothing on the page unless it connects

Left drives centre. Bottom drives left. Right is how it's sequenced. He never sees this grid — it's the rule that keeps his page honest.

North · 6-month breakthrough

12 paying clients
$30,000 collected
A system with no hope in it

West · Targets to improve

Close rate — unknown
Reply rate — unknown
Zero-outreach days → 0
Revenue per hour

Two clients
a month
at $2,500

East · Objectives

Aug — prove the price
Sept — build the chart
Oct — turn on strangers
Nov — survive delivery

South · Priorities

250 reached/month
30 research conversations
Weekly score, no exceptions
1 answer recorded/week

The story for when he goes quiet on the math — Motorola's chip was beating Intel's in 1979. Grove never touched the product. He cascaded weekly field quotas: 2,000 design wins targeted, 2,500 booked, one was IBM. Tell it. Never name it.

③ The twelve gaps you already opened — his words · your words · what you ask Tuesday

Time	Gap	He said	You said	You ask Tuesday	Month	Number
1:38:44	No felt problem	I'm not sure anything is. It's not August yet.	— left open	It's August now. What's the first thing you found in the way?	open	—
1:23:12	The number	Two paying clients in August, then two every month. $2,500 package.	— you received it	Is two still the number, or was that before the move?	all	$5k
1:24:35	The machine	Not, nothing there yet.	—	August closes from people who know you. Where does November's client come from?	Aug	250
1:26:37	Standing out	You're not going to stand out just with your LinkedIn thing. → conceded: it's payoff and pain	The hook is the goal — tension between present state and desired state.	So what's your first sentence? Say it out loud.	Sept	1
1:32:18	The arithmetic	SILENCE — never answered	Reverse engineer what daily activities create the outcomes, then hold yourself to that standard.	Fill the funnel with him. Ask every figure.	all	12/day
1:40:33	The plan	Well, you need a plan. It's on my list. It says write my six-month plan.	— you got him to say it	Here it is. What's wrong with it?	Aug	1
1:41:00	The date	Next week. I don't have a date. I have next week.	No date and time, it's not a priority and it won't happen. 93%.	What day. What time. Three of them.	every	3
1:42:21	Conversion	No idea. It's what I gotta learn.	People wait for things to happen. If you know how to create interest, you get faster results.	Someone hears the podcast and wants more. What do they physically do next?	Sept	1 CTA
1:45:02	Two businesses	If I only had two people a month at 2,500, I'd have plenty of time to write the books.	How are you allocating time — daily, weekly, monthly? Or randomly?	Where do the books sit in the second week of December?	Nov	hrs
1:45:27	The year in the room	For the past year I had an office in my house and I was in it every day. Trying to figure things out.	— you let it stand	What did that year produce that you can point at?	Aug	0
1:47:02	No feedback loop	DEFLECTED	One thing, black and white. Gray is not allowed. Either you did it or you didn't.	Who sees your number besides you?	weekly	85%
1:50:51	Being wrong	I don't have a, what do they call it? — couldn't finish it	Nature doesn't have failures. The bird doesn't wonder what anyone thinks of the singing.	If August produces one instead of two — what does that mean?	open	—

④ Six months — one goal, one weekly number, one open question

August · wk 1–4

Out of the Parking Lot

30 conversations. Not selling — asking. First person who pays.

10 / 5

asked / held, weekly

Who has paid you for this?

September · wk 5–8

The Chart

10 pains, 10 dreams in their words. Podcast. The free thing.

60 / 12

reached / conversations

What do they physically do next?

October · wk 9–13

Strangers

First sale from someone who didn't know him. The danger month.

60 / 25

reached / follow-ups

Where does that list live?

November · wk 14–17

The Squeeze

4–6 active clients and outreach unbroken. Record the repeated answers.

60 / 0

reached / zero-days

Which one actually loses?

December · wk 18–21

The Count

Reevaluate — his word — but on evidence. Rep pays or company pays?

8–10

clients cumulative

Which 3 do you want 10 more of?

January · wk 22–26

The Second Thing

Something to buy after week eight. Ask the four who finished.

existing clients buy it

What do you still need?

⑤ The weekly score

85%

Planned activity done ÷ planned activity. Not results. Not effort. Not how the week felt. Every Friday. Under 85 two weeks running is the conversation — about the week, never about whether he's the right man.

Lead — reached, conversations, follow-ups, offers. He controls these.
Lag — calls booked, clients closed. He does not. Never score these.

⑥ What he never hears

Real name	What Mike calls it
Sandler Cookbook, 1967	"Your number, and what's under it"
12 Week Year, 2013	"The only number that matters weekly"
Hoshin X-Matrix, 1965	Invisible — it's just why every month has a count
Operation Crush, 1979	A story you tell. Never a framework.
The nine rungs	They're just months.

⑦ How you run it — 45 minutes

Show the page. "It's on your list. Here's my swing at it."
Fill the funnel live. Ask every figure. He multiplies.
Walk the six months. One question each, then stop talking.
The silences. Re-ask 1:32:18 and 1:47:02 — the two he dodged.
The ruler. 0–10 on August. Then why not a three? Never why not a nine.
Three dates, three times. Not next week.
What have you already started? Then stop. No close.