Revenue tells you what came in. It does not tell you what the work left behind. Start with one ordinary job and list the costs that come directly with completing it. Your remaining contribution still has to help cover fixed overhead and taxes.
Here is an illustration with invented numbers. A completed job leaves $500 after direct costs. Four such jobs would contribute $2,000 before fixed overhead and taxes. Those figures describe the example, not an income expectation for a TNA member.
Now consider the conversations needed. If one in four qualified opportunities becomes a job, sixteen qualified opportunities would produce four jobs on average under that assumption. Actual outcomes vary. A small sample, long sales cycle, or change in capacity can make the assumption unreliable.
Use your own history. Separate inquiries from qualified opportunities and completed jobs. Measure enough time to reflect how your business actually works. Avoid treating every introduction as equal or assigning a promised dollar value to a person.
Choose an activity you can control this week. Acknowledge an introduction, clarify scope, or finish a promised follow-up. Review what happened and improve the process. A useful number should help you decide what to do next.