Take It and RunThe Blog
One specific move professionals can implement today.
Get the email every WednesdayThe High Performers’ daily checklist that books appointments on its own
Nine items went up on the Summit stage. Four of them fill your calendar by themselves — and everything else on the list exists to support those four.
I’m freezing my booty off in the conference room at the Tom Ferry Summit right now, and I could not let this slide past you.
Tom put up a slide called the High Performers Ideal Daily Checklist. Nine items. No fluff. Just the things that separate the agents with full pipelines from the ones wondering where their next deal is coming from.
9
items on the checklist that went up on the screen
4
of them fill your calendar directly. The rest support those four.
5
days straight is the test. Not four. Not three.
Here’s what I want you to notice
Four of those nine items directly fill your calendar with appointments — and everything else on the list supports them.
1
Your Hours of Power.This is where you prospect. Not where you plan to prospect, not where you research prospecting. Where you do it.
2
Your morning follow-up.This is where you convert — the first of two windows in the day where the leads you already have get moved forward.
3
Your afternoon follow-up.The second window. Two passes a day is what keeps a lead from going cold between Tuesday and next Tuesday.
4
Your role play.This is what makes sure you don’t fumble when you actually get someone on the phone. Prospecting without it just means burning leads more efficiently.
And that last item on Tom’s list — go on (x) appointments daily — is the number you’re building toward with every other item on the list. It isn’t a task. It’s the scoreboard.
The agents who win aren’t doing anything magical. They’re doing the unglamorous things every single day, whether they feel like it or not. That’s the whole game.
Do those four consistently and your pipeline fills. Skip them, and it doesn’t matter how good your morning routine is or how many social posts you put out.
Questions I get about this one
What number should my (x) be? Whatever you will actually hit five days running. A number you miss on day two teaches you nothing. A number you hit all week tells you what your real capacity is — then you raise it.
Why five days and not a month? Because five days is short enough that you can’t talk yourself out of starting, and long enough that the follow-up windows start producing. The month takes care of itself after that.
Five days straight. Track every item.
Make this checklist your new schedule. Fill in your (x) for daily appointments — the number you’re committing to. Block your Hours of Power on the calendar right now. Write out your morning and afternoon follow-up times.
Then run it for five days straight. Not four. Not three. Five. Track it. Every item. Every day.
Come back and tell me what happened.
This exercise is designed to do one thing: set appointments. Track your progress and pay attention to what is converting.
Want the next one in your inbox instead of finding it here later?
One practical challenge a week, plus every new Claude build delivered before anyone asks.
Subscribe to Take It and RunTell Google you want Kristi’s articles first
Add kristijencks.com as a preferred source and Google highlights new Take It and Run posts in your Top Stories and AI results.
Want one of these built for your business instead of building it yourself?
A working session with Kristi or Merrill ends with a system running, not a list of notes.