From Data to Direction

The Receipts Audit

Run your year by lead source. Find what is paying you back, what is leaking, and what to let go. Five minutes, your numbers, three dated moves.

These are example numbers so you can see how it works. Replace them with yours.

Step 1

Your lead sources

Use last year, or the last 12 months. Rename a source if it does not fit. Leave a row empty to skip it. Count your time at a real hourly rate, not zero.

Your real hourly rate ($)

Step 2

Cost per client

The formula behind every number above.

(Spend + your time) ÷ clients booked = cost per client

Your time is hours × your hourly rate. Profit per client is the average booking minus that cost.

Not every booking is equal. Look at the message, the qualifying, and the profit. If a source only brings your lowest package, change the message or the targeting before you spend more.

Step 3

Read your receipts

Compare your year to the numbers from tonight’s talk.

Average days, inquiry to booking Add-on revenue per upgraded wedding ($)

Step 4

Check your minimum rate

Before you raise or hold a price, know the floor.

Yearly business expenses ($) Profit you want ($) Events you can serve

Minimum rate per event –

(Expenses + desired profit) ÷ events = minimum rate

Reduce scope, not price. If a client cannot meet your minimum, take something out of the package. Do not take money off it.

Step 5

Keep. Fix. Drop.

Each source is sorted from your numbers. Change any call you disagree with, then add what the numbers cannot see.

One lesson I am taking into next year

Step 6

Your three moves

Turn each fix into a goal for next year and date it. A move without a date is a wish.

Step 7

Take your receipts with you

Copy this into your notes, your planner, or an email to yourself.

To save a PDF, paste the copied text into any document and export it from there.