If Q1 always feels slow, you’re planning too late. This is Part 2 of our 2-part annual planning series, where host Jessica Marx (with Brooke Dumas) walks you through exactly how to use the 2026 Business Planner to turn data into a complete, executable strategy for the year ahead.

You’ll learn:

• How to run a 2025 recap (revenue, profit, offers, drivers) before you set 2026 goals.
• How to use a SWOT analysis—and stakeholder input—to surface real opportunities and risks.
• How to evaluate your offer suite and pricing so you double down on margin.
• How to rebuild your org chart, rate A/B/C players, and plan 2026 hires.
• How to align marketing and sales (messaging, campaigns, funnel, AIDA) to today’s buyer.
• How to translate strategy into Q4 projects, budgets, and timelines your team can execute on January 1.

If you missed Part 1, listen to Episode #59 first—it sets the foundation for why Q4 planning now puts you ahead for 2026.

Mini-timeline

• 00:01–00:56 What this episode covers and how to use the planner
• 01:41–03:40 2025 business recap: the numbers and questions that matter
• 03:40–05:29 SWOT analysis and getting leadership/fractional feedback
• 05:29–07:07 Goals review: 2025 outcomes → 2026 standard vs. stretch
• 07:07–09:01 Business foundations revisited (markets, buyers, positioning)
• 09:01–10:26 Competitor analysis and capturing white space in Q1
• 10:26–11:41 Offer suite and pricing strategy for profitability
• 11:41–13:08 Org chart, A/B/C players, and 2026 hiring plan
• 14:06–16:19 Marketing recap → 9P matrix → funnel and AIDA
• 16:19–17:47 Project planners and priority matrix for Q4 resourcing

Resources

• Download the 2026 Business Planner or at millionsweremade.com
• Follow @MillionsWereMade on Instagram for frameworks + strategy tips

If Q1 always feels slow, you’re planning too late. This is Part 1 of our 2-part annual planning series, where host Jessica Marx (with Brooke Dumas) shares why the most successful 7–8 figure founders lock in their next-year strategy now —not December.

You’ll learn:

• Why waiting until December or January almost guarantees a sluggish Q1.
• How to use 9 months of real data to decide what to scale, stop, or start for 2026.
• The cash-flow advantage of securing contracts and deposits in Q4.
• Why your finance team and staff need runway to resource Q1 initiatives.
• How to review leadership, fractionals, and agencies like a pro sports team roster—keeping A-players, upgrading gaps.
• Why stepping away from the weeds to plan with peers unlocks bigger, faster decisions.

Next week in Part 2, Jessica and Brooke will walk you step-by-step through the 2026 Business Planner, showing you exactly how to run the process yourself.

Mini-timeline

• 00:43–01:20 Why we plan in September (not December)
• 03:07–04:09 The Q1 slowdown problem—and how to prevent it
• 05:35–07:38 Securing next year’s revenue in Q4
• 08:42–11:06 What to bring to planning meetings
• 14:03–16:00 Re-rostering your team for the next “season”
• 18:50–21:13 The importance of stepping away to think

Resources

• Download the 2026 Business Planner ($100 off to the first 100) or at millionsweremade.com
• Follow @MillionsWereMade on Instagram for frameworks + strategy tips

High-performing teams don’t happen by accident. In this episode of Millions Were Made, Jessica Marx breaks down how to architect incentive compensation that drives profitable growth quarter after quarter—without bloating base salaries or rewarding the wrong behavior.

You’ll learn exactly how to:

• Define “incentive comp” for W-2 roles (and when it can apply to select 1099s).
• Replace vague annual bonuses with 90-day, KPI-tied payouts that create focus and speed.
• Negotiate top talent you “can’t afford” by holding base flat and layering an upside they can actually earn.
• Weight goals across 3–5 initiative buckets (e.g., margin protection, volume, cost control, culture/retention) so you’re not bribing for unhealthy revenue.
• Set targets that are achievable but ambitious, and what it means if someone only hits 20% of the plan.
• Roll out a plan mid-year the right way (what to communicate and when).
• Use AI (yes, ChatGPT) the right way to draft plans you’ll still refine to your business.

• Quarterly > annual. 90-day sprints increase focus, frequency of reward, and recall of what earned the bonus.
• Not just revenue. Tie upside to profitable growth and cost/quality leading indicators (retention, budget adherence, pipeline volume, deliverable quality).
• Pay mix is a lever. Use incentive comp to bridge a salary gap in hiring—only paying extra when the business wins.
• Clarity wins. Show the scorecard, weights (e.g., 30/25/20/15/10), how it’s measured, and pay timing (mid-month following quarter close).
• Reality check. If targets are routinely missed, either the plan is unrealistic—or the person isn’t the fit.

• 00:02:29–04:33 What incentive comp is (beyond sales) & why quarterly works
• 05:53–08:10 Hiring example: hold base steady, add $24k annual upside tied to ROI
• 10:53–12:56 Why you must avoid “unhealthy revenue” targets
• 16:49–19:05 When and how to roll out the plan (and what not to do)
• 20:45–21:56 Calibrate difficulty; what persistent 20% attainment really signals

• Connect with us on IG @MillionsWereMade
• Listen to episode #44 - How to Motivate How to Motivate Your Team and Build a Scalable Company Culture