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Today’s topic is something that people ask me about all the time. What do you do when all this stuff that I’ve been teaching works and you get to full practice capacity? You can’t take on any more clients without pulling your hair out and there’s just no more ‘you’ to go around.

The first thing you can do is create a waiting list. That’s good for the short term but it doesn’t really do much because you still have them waiting for you.

Second, you can raise your rates. You can decide to either raise your rates just for your new clients or to raise your rates with all of your clients.  You may be saying (because I’ve heard this for the last 12 years of coaching people), “Oh, but Fabienne, they won’t pay for that.”  Sure, some of your existing clients will fall off, but yes—some of them will pay for that, especially if you have a waiting list. It’s been my experience that in the past when I would raise my rates every three or four or six months, people would just gladly pay for it. If you give good value, people will pay for it. And even though others fell off, you will end up making more money because you have all these new clients paying the new rate. (Click here to tweet this.)

The next steps to take once you’ve filled your practice are to learn to clone and leverage yourself. This is where you have to start thinking about what you can do with your intellectual property—all of that knowledge that’s in your head.  Consider creating a product where you teach people what you do with private clients and you put it in a box.  This is big in the information marketing business, which is really the advice-giving business.  You can put all of your knowledge in a box and sell that box.

You can also begin to work with groups.  Many years ago when I had a full practice of clients, I decided to create a group program—my Boot Camp—which allowed me to teach this information to a group of 12 to 20 people at the same time, but at a reduced cost for them.  So I actually made more per hour than I did with private clients, but individually they paying less.

You can also teach this as a seminar. Take all of your knowledge, teach it as a two or three day seminar and charge $1,000, $2,000, $3,000—whatever you want to charge.

Lastly, begin to bring on associates. These are people who you can train to work with you to teach all of the surplus clients.  (We don’t like to think of them as surplus clients.  Everybody is significant and important but you know what I mean, the ones that you can’t handle.)

So those are some of the things you can do when your practice fills to capacity, and we teach all about this in the Platinum Mastermind of our Winners Academy.  It’s all about leveraging and  really getting to that next level by cloning yourself through team, systems and technology.  This is a really important theme that you must think about when you get to about $75,000 or $100,000 in your business and you don’t have any more room for clients and no more time to spare.

Your Client Attraction Assignment

Even if you’re not yet at full practice capacity, start thinking about what you will do once you get to that place.  Create a plan for the future. And if you’re at full capacity now, start leveraging and cloning yourself by implementing some of these suggestions.

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Today, I want to talk to you about the inner game of client attraction. The marketing piece of client attraction is considered the outer game. It is what you do, it is the actions that you take, figuring out who your ideal client is and getting out there in a big way and all that good stuff.

And then there is the inner game. (Click here to tweet this.)

The inner game of client attraction is about your attitude. It is about what you believe and expect to be true about your business, about clients, about how much you charge and how much you are willing to play a bigger game in your business, in your marketing, in anything you do.

At Client Attraction, I always talk about playing a bigger game whether it’s in your marketing or in your mindset. Here is what happens when entrepreneurs attempt to go to the next level of their business. Perhaps it’s holding your first workshop or writing a book for the first time or speaking in public or raising your rates–a lot of times fear will come up. Fears like, “Will they criticize me? Will they want it? They won’t pay for that. I’ll flop.”

There is fear of failure. There is fear of success. There is fear of overwhelm and not getting it right. Fear is actually the biggest obstacle that you’ll face when moving toward the next level in your business.

How do you manage the fear? How do you handle it? My three tips will help you move through the fear so you can play a bigger game with your inner game.

1. Shield yourself from any negativity. If there are people in your life who don’t have a belief that you can make it or that you can do it, shield yourself from that. Shield yourself from anything negative, even the news. I know that’s controversial because some people don’t believe that you can live without watching the news but I believe by doing so you can stay in a place of positive expectation.

2. Stay in a place of positive expectation. What is positive expectation? It is believing in something that has not appeared yet. It means to positively expect great results no matter what you see in front of you and just staying in faith that what you want is on its way to you.

3. Take massive action. Once you are able to shield yourself from the negativity and stay positive, you’ll want to always be taking action. You can’t just sit there and say, “Om! Bring it to me.” You’ve got to be in action.

Your Client Attraction Assignment

Identify what big leaps are you are about to take and think about the fears that are currently holding you back. Now work through the three steps—shield yourself from the negative, stay in a place of positive expectation and take massive action—in order to move through those fears and come out on the other side with all the success you desire.

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Today, I want to talk to you about being more authentic in your marketing. One of the things that really changed my business many years ago is when I started taking down the walls and allowing myself to be more authentic, more real, more genuine, not just in my own life, but in my business. It worked in all areas of my life. That’s how I got together with my husband (not to over-share or anything), but I just took down the walls and I started letting people in, in my personal life. It was amazing what happened.

I started thinking, “What would happen if I did the same thing in my business?” Today, the number one thing that people say to me, especially if they come to one of my live events or join me on a livestream, is “Fabienne, you are the real deal. You are so authentic. You’re so relatable. You’re so vulnerable. This is why I trust you. This is why I feel like I want to work with you. This is why I hired you.” There’s nothing better than hearing that because people who have just met you just days before feel that they trust you. (Click here to tweet this.)

Here are the five ways that I have become more authentic in my marketing for my business and how you can be the same in yours because it does result in more clients, more money and it helps you multiply your business.

1. Don’t be afraid to be vulnerable in your business. I don’t know if you were in corporate, but I was for eight years and everything had to be so polished and perfect. You weren’t allowed to make mistakes. In fact, it was all about covering your tush and pointing the finger at other people. Maybe you experienced that like I did.

What I have found is that the more vulnerable I am in my business, letting people in, the more clients I get. This happened the minute that I started being more vulnerable and weaving in some of my experiences in my business. People started coming out of the woodwork.

I have said this before in these videos and I will say it again, “People like a little bit of grit. They don’t like all the slick.” Now, you cannot be a basket case. You cannot air all your dirty laundry. You’ve got to stay somewhat professional and polished, but let it be okay for you to be a little bit vulnerable.

2. Let people learn from your mistakes. I have had clients say to me for years, “Oh, I just love it when I hear about your failures, Fabienne.” At first I just didn’t know what to make of that, but what I’ve learned is if you can put yourself in the trenches with your clients and not on this big pedestal where you’ve got it all figured out, they trust you and they feel closer to you. They feel more connected to you.

I say this to people all the time, “Listen, there is no such thing as marketing nirvana. I will never figure it out fully because marketing keeps changing, so I’m in the trenches with you. I’m going to continually learn. However, I may just be a few steps ahead of you, so I’m going to give you everything that’s working for me.”

I always say, “I have not figured it all out with my mindset. I still have mindset stuff that I need to figure out, but hey, I’m a lot further along than I was 10 or 20 years ago.” I’m in the trenches with you. I keep working on my stuff. Share your experiences with them. Share your failures. Let them learn from all the things that didn’t go so well with you because if there’s a person that’s just a little too perfect, do you really trust them? Not possible. Or else, even if you did trust them, you don’t feel good about yourself around them. If you want to make your prospects and clients feel good around you share your failures.

3. You must really care about people. This is a big one and as you may know in my company, we have this mission statement that says, “We do everything with authenticity, integrity and love.” I know it could sound crazy having the word ‘love’ in our mission statement. But, yes we do.

Here’s why. I may have met you and I may not have met you yet. I hope that if we haven’t yet, that we get to meet you one day really soon, but the idea is that I probably know who you are. You and I are cut from the same cloth because we are both entrepreneurs and we are wired in a different way and we are here to be a catalyst in other peoples’ lives in a way that some other people simply aren’t. Even if I haven’t met one of my followers, fans, prospects or customers from around the world, I still love them.

I still love you. Kooky concept for some people, but there are legions of people that I haven’t met yet that I love. When you love somebody you care for them. You act with love and you give with love and you just genuinely care.

When you post something on a website or in an article or you do a video, you pour your heart into it. People will feel that you are authentic or vulnerable. In fact, sometimes you may have seen me do this on videos or at one of my live events. Sometimes I allow myself to well up in tears. It’s just because I am this way. I am this way in my real life.

4. Be yourself. If you’re funny at home, be funny in your marketing. If you are loving at home, be loving in your marketing. If you are generous at home, be generous in your marketing. If you love pets at home, include your pets in your marketing. If you love kids at home, include kids in your marketing. You’ll recognize that I do that a lot in my work and in my marketing. Be yourself.

5. Act with integrity. If you want to be authentic and you want people to see you as that, you must be sincere and you must act with integrity. That means that you only do the right thing even when no one’s watching. If you mess something up, make it right. If you want to sell something, tell the truth. Always act as if somebody is watching you. People will see that. They may not know whether it’s true or not, but they will feel it energetically and they will see you as being a person of authenticity. When you are a person of authenticity, people trust you and when people trust you they buy from you, they hire you, they recommend you, they give you great testimonials. They keep coming back.

Your Client Attraction Assignment

Start weaving more of this into your business and you will get more clients and you will make more money and you will multiply your business because you’re going to rise to the top. Everybody else will be very slick, but you will be slick with a little bit of grit and people will love you for it.

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A question that I get all the time is, “Fabienne, what numbers should I track in my business?” My answer? Track all the numbers you want to grow—and expenses, which of course you don’t want to grow. I’m always shocked that when I ask someone how much they’ve made so far in their business this year or this month, a lot of times they don’t have an answer to that question. For many years, before I had a full-time financial person for my business, I always knew, to the day, how much I had made that month as opposed to what my goal was.

At Client Attraction, we track everything in the business, but here’s where I want you to start. Number one, start tracking the number of clients that you have. Some people just don’t know this number. You need to know how many clients are in each program versus what is your goal of number of clients in each program. (Click here to tweet this.)

I also want you to track your income because what you track, grows. You’ll track on a marketing level so you can measure where you are compared to your goal in any given month and you’ll also track from a metaphysical, “manifesty-y” kind of way so that you know what how much money you want to attract into your business.

Obviously, track your actual income versus your goal income, not just per year, but each month and for half of the year. One of the things that I do midway through the year is I say, “Is my first six months of the year on track or will I reach my goal by the end of the year?”

If you ask yourself this question, “Am I on track?” and it’s November and you’ve got a month left in the year, it’s hard to really ramp up and make the extra money. But if you’re tracking every single month and at the mid-year you can say, “Okay, how am I doing?” You have another six months to really get creative and strategize, so I recommend that you do that.

Track the number of sales that you get. For the Client Attraction Home Study System, I track how many we sell per week because I have a specific goal to meet. It’s a goal that we came up with based on the past and what it would take to stretch that just a little bit. Look at how we are doing with that goal, daily, weekly, and monthly.

You can track sales conversions. If you’re speaking in front of a room of people, are you closing 20% of the room? Are you closing 20% of the people who are eligible to buy? Are you at 50%? 70%?

Get really good at figuring out the percentages because when it comes to having that solid number, you can project it onto other opportunities. If I can close let’s say 50% of the room, then that’s a good opportunity for me.

We track our list size. Right now at this point we are at over 50,000 people on our email list. It’s really important for you to track so you know how many people you have. Track open rates. Track conversions.

Track the number of people who are coming to an event after determining your goal. If you’re not there yet, then you know that you could be doing a little bit more marketing to get the word out.

Track your expenses. One of the things that is not so much fun to do is track expenses, but sometimes when you track expenses you can say, “Hey, this is too much. I don’t want to be spending this much because it eats into the profit of the business.” Sometimes this is a good surprise. You can say, “You know what, expenses are not that high. I can afford to pay just a little bit more for my marketing or client acquisition.” Perhaps you can send another mailer. Perhaps you can invest in your business a little bit more and then it will multiply your business.

The idea is that you want to track everything that you want to grow. And yes, you want to track your expenses too even though you don’t necessarily want to grow those. When you have the numbers, you can sit down and it tells a story about your business. It helps you project your income. It helps you make your decisions in your business.

We make a lot of decisions at Client Attraction based on the numbers. We can measure which campaigns worked really well, which Facebook ads are most effective, which Google AdWords are most effective, etc. We look at cost per lead, cost per order, etc.

Your Client Attraction Assignment
Start tracking the basics, whatever you can handle. Don’t overwhelm yourself, but do what I do. We have a white board in the office that gets updated every single day so try tracking your numbers like that. Or you could have an Excel spreadsheet like I had many, many years ago when it was just me. The idea is do not be in the dark. Know your numbers because you can make decisions from them.

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It’s a question I get ALL the time. Fabienne, how do you do it? How do you balance running a successful business with your busy family life as well? Well, Yesterday during my segment on Lifetime TV’s The Balancing Act, I talked about just that! Tune in for some of my best tips because achieving a peaceful balance in your life can absolutely be a reality. Then, I want to hear from you! Comment below and tell me what challenges you face with balancing it all and how have you overcome those challenges?

Enjoy the segment! Oh, and I’ve started a new media page on my website. I hope you’ll stop by often to see what’s new!

Woohoooo! We did it! Derek, the kids and I are all settled into our fabulous new home. This is the one I’ve been dreaming about moving into for 5 years, admiring it every time I drove by it, and the one I set an intention to own years ago. The manifestation process we set forth all culminated last week! We hired movers to pack everything up, deliver it the next day, and unpack it all the following day. Then, a team of professionals was hired to put things where they needed to be, which was a great help. (Although, it’s not all done yet, we’re getting there.) Clients who’ve seen it have asked how we’re managing the upgrade, and our answer is that “soon, this too will become the ‘new normal‘.” For now, we’re reveling in the beauty and magnificence of our manifestation, and teaching our clients how to do the same in their marketing and in their personal lives.

While all this was going on, our Platinum Mastermind MM7 clients flew in from all over, and we met for 2.5 days to do great work, both business-wise and some moving personal shifts too. If you follow me on Twitter, you already know that they floored me by generating a combined $2.6 million in new business since JUNE, between the 14 of them. One client brought in $421,874 in 4 months. Pretty impressive, yes? We went celebrating that night with a wine and cooking celebration, which was a blast! You can see pictures of our super-fun outing on my Facebook page (including several clients dancing swing BEFORE dinner.) As I say, you must “Live Life Like You Mean It!” (Hope you had a great week too…)

I’ve met and forged both business and personal relationships with some really amazing people through Twitter.  I’ve discovered new friends, experts on topics I’m interested in, new and potential clients and made so many other connections. For that, Twitter is really an invaluable resource, don’t you agree?  I was thrilled and honored to see today that I’ve been included on Natalie Sisson’s Womanz World as One of the Top 20 Women to Follow on Twitter. Pretty cool, right?

Thanks Natalie! You can find Natalie on Twitter at @WomanzWorld.  It’s an honor to be in such good company and I hope you’ll take a few minutes to check out the list to see who else Natalie recommends. I know I will.

Not yet on Twitter? You can join instantly and we can connect here. I can’t wait to share with you…

The last couple of weeks, we’ve been talking about aiming for MUCH bigger in our business, in our life, and in our purpose. We’ve stretched, looked into the fears of dreaming TOO big (is there such a thing?!) and looked at all the other emotions that come up once we’ve actually MADE the decision to play a bigger game. These are related to issues of safety, not rocking the boat, and self-doubt as to whether we really CAN play a bigger game in life and business.

But then, if this weren’t enough, there’s yet another thing that is likely to stop a lot of people right in their tracks. And that’s trying to figure out the “how”.

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