 Hi, this is Tom Stewart with Cleaning Business Today. One important metric you want to keep up with in your business is how well your lead-generating activities are working for you. In this KPI tip, we're going to show you how to use a spreadsheet to track the volume of lead-generating activity, the number of leads you get from it, and turn it into a percentage that you can use for other planning activities. The first part of the spreadsheet is just the number of units you perform against various activities. Sometimes a unit can be a piece, such as a direct mail piece. Sometimes you track spend dollars, like in ad words, vehicles. You can just track individual units or vehicles, or sometimes you have referral programs tied to jobs performed, in which case you might want to measure jobs. If you track these numbers over the course of a number of months, in this example we'll show you a year, you can come up with a total. And from that, against that same period of time, you want to track the actual number of conversions that you get. So in any given month, if you get seven leads off of a thousand direct mail pieces, you would plug in seven here and so forth. And once you do that over the same period of time, you get a total for the year. And finally, you can take the totals and divide them by the number of marketing pieces you actually engaged in and get a percentage. And these percentages are telling you things like, for every hundred door hangers you hang out on the average, you're going to get 1.21 prospects from that. This is useful information for production planning purposes, figuring out what type of hiring and training you need to engage in to anticipate what your business demand is going to look like in the future. We're going to show you in our next KPI tip how to use these percentages to do planning to figure out exactly how many new clients you can anticipate from various marketing activities. We hope you find this KPI tip useful. Thank you for watching Cleaning Business Today.