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Today’s topic is about working only from your strengths. I work with all sorts of entrepreneurs: people who are just ramping up their business, people who are looking to have massive leverage in their business and people who play a really bigger game—visionaries who are creating a legacy.

Once you get to a point where you have filled your practice and have the number of clients and customers that you can handle, it’s about leveraging. One of the ways to leverage your business is to really look at what your strengths are in the business and what is the ideal team because as you start to leverage you need to bring on team members. You simply can’t do everything yourself.

One of the things that I’ve realized is that when you’re working from your strengths and only from your strengths, you actually make so much more money than if you’re doing things that you are not good at. You should not be doing anything in your business that is costing you money because you’re simply not good at it.

Another thing that I’ve realized, and this is what I coach our clients on, is that the ideal team, even if it’s you and some virtual assistants, is made up of four different categories of people. If you only have one or two of these four, you’re really missing out on multiplying your business. I want to share what those four categories are and explain to you how to set that up in your business.

1. Strategic Thinker  You’ve got to have somebody on your team that is a strategic thinker. Now, usually that’s you because you started the business. You are the one with the big vision and you are the one who can see where you want to take the business over the years. It’s really important that you be strategic about how you run your business.

A lot of people belong to mastermind groups and work with mentors so that there is that strategic thinking process going on. Even though I’m a strategic thinker I do belong to masterminds and I work with mentors to help me refine that.

2. Implementors  You must have people on the team who can implement, people who will work tirelessly to get things done. You’re going to have all this strategic thinking and big ideas and all that happening in your organization, but if you do not have people who will go implement and execute on the big ideas you will not move very fast in your business.

In fact, this is where a lot of entrepreneurs get really stuck. They’re high idea generators, but they don’t have a core group of implementors—even if it’s just you plus one other person.

3. Salesperson   You’ve got to have somebody on your team who can sell, somebody who can influence, somebody who can make things happen in that way. Why? Because you need to bring in money in your business. One of the things that I teach my clients is the closing of the sale, because if you can’t master the closing of the salesyou won’t have any clients, which means there’s no money coming in. If that’s not something that you’re good at, either learn how to get good at it, which is very, very simple if you’re taught the right way to do it or bring someone on who can do some of that selling and influencing for you.

4. Relationship builder   To have a team that works well and an organization that is set to multiply itself and to really get bigger and bigger, you must have somebody on the team who is a relationship builder, somebody who can connect with people who have empathy and compassion and can really bring harmony. This can be both within the team and with prospects and clients and vendors.

The reason the relationship-builder is very important is that once you get bigger and bigger in your company you will have more inquiries. You will have more clients, more prospects, more vendors, more strategic alliances and joint ventures and those relationships need to be built.

Usually, you will not fit in all four of these categories. If I look at what my strengths are, I fit in two of these. I have surrounded myself with other people on my team to take care of everything. When we all work from our strengths then we have a really, really solid team that can really increase every year.

When you’re looking at companies whose growth astounds you and amazes you, it’s because they have, among many other things, these four categories taken care of.

Your Client Attraction Assignment

Look at where are the gaps in your business are and determine how you can fill them if needed.

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Today’s topic is about creating a team that loves working with you. When you first start your business, you may have started from home—in a spare bedroom or a little office, and you’re just by yourself. That’s good in the beginning because you may be on a shoestring budget, but after a while as you get more and more successful, there’s just so much more to do, in terms of customer service, or in terms of doing things you don’t know how to do. If you want to grow in your business, you must begin hiring other people, whether it’s on a part-time basis of a virtual team member or a full-time person.

We now have a team of about 14 full-time employees. And what I’ve realized over the years is that your success in your business is only as good as your team. If you want to continually succeed and keep growing by leaps and bounds, you must take care of your team and hire people who are super talented, who love working with you and who will do anything to stay at the company. (Click here to tweet this.)

I believe that at Client Attraction, we are on our way to creating that kind of team. I would like to share with you some of the best practices that I’ve put together over the last three years that we’ve had full-time people working in our office with us, so here are my six tips. They may seem very simple, but hopefully you’ll find them helpful.

1. You must see yourselves as peers. Instead of seeing yourself as the big boss and that everybody else is beneath you, see yourselves as peers all on the same level.

You have your own unique strengths, skills, talents and abilities, but it is only a small piece of the puzzle. You must surround yourself with people who are really good at things that you’re not good at. When you honor them for their skills and their talents and their abilities and you see yourselves as peers working on the same mission together, everybody gets along and everybody loves working together.

2. If at all possible, have your team members only work on what they love to do and that they’re uniquely brilliant at. Like I mentioned above, you are really, really good at things that you’re really, really good at. Surround yourself with people who are exceptional at doing other things. When you have people who work only on stuff they love to do and they’re brilliant at, they will love coming to work. It’s like they’ll come to work and say, “I can’t believe I get paid to do this!” When you have a whole team that is happy and thrilled to work with you because they’re doing only what they love, you have a super productive team, and there’s no drama because everybody is so happy.

3. This is going to sound simple, but say ‘please’ and say ‘thank you’. They’re not your servants. They are your peers and they are human beings, and everybody wants to feel significant, so say please, say thank you every time you ask for something.

4. Treat them like friends and family. One of the things we do here at Clientattraction.com is we have a private chef cater lunch every day, Monday through Thursday, and we eat together as a family at this long dining room table in our office. We go around the room. It’s like breaking bread. We share this delicious, healthy meal together and we go around the room each sharing something that’s new and good every day. It really deepens the relationships. It’s one of my favorite parts of the day.

5. Respect their opinion and request their input. Team members don’t like to stay in the dark. They don’t want to be like mushrooms. They want to be part of the big picture. Share with them when you come back from a mastermind group or when you’ve read a book or you’ve gone to a seminar, come back and share with them what you learned. Share with them the bigger vision of what you’re working on. They like to be involved and remember that every single person on your team has opinions and has things that they’re really good at. Request their input and honor their opinion because it matters. It really matters if you want to create a yummy team.

6. Lastly, have fun together. It’s really important that your office be a place of abundance and beauty and respect for everyone there. The more you can have fun together during hours or off hours, the closer you will become as a team. A really close team can create anything. Really, they can create results that astound others.

See what you can do too—even if your team is all virtual. Fly everybody in and do something really fun together because when you do all of these things, it creates a team that is invincible and can do anything.

Your Client Attraction Assignment

Think about what you can do to create a space in your company where people love to work with you and they want to stay and tell others about you.

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Today’s topic is about aligning your business with your life purpose. What I see every once in a while is a business owner who has had great results for a while and then begins to lose traction or begins to stay at the same level for a few months or a few years, without continuing to grow. Or perhaps it is a business owner—maybe even you—who has become bored with their business. Maybe you don’t jump out of bed anymore to go and grow it.

When that’s the case, it’s usually a sign that perhaps it’s time to incorporate more of your life purpose into your business. In my own business, a few years ago I found that I’d done well enough, but that everyone else seemed to be growing faster than I was and I felt like I was losing traction. And I also felt like I was losing interest. (Click here to tweet this.)

I didn’t know what was going on until a friend of mine pointed out that I was doing all of these other things in my life. I was doing a lot of personal growth and development. I was doing a lot of work on mindset and learning some of the spiritual/universal principles of attraction and how things work and about getting out of your own way.

After a while, all this new work I was doing started to really create some new results in my life and especially in my business and my income, but I hadn’t shared it with my clients or in my marketing or with my students. It was a dichotomy. I was only showing one portion of what I was doing and not all of it. That is, until this friend said, “You really need to ‘out yourself’. Let people know what you’re really doing.”

So, I did a teleclass that had nothing to do with marketing. It was about how to manifest clients into your life. I talked about personal growth and manifestation and law of attraction and all of that good stuff. The response was crazy. I’d never had a response like that on any of my previous calls. People started coming out of the woodwork to work with me.

The more I started weaving this stuff into my existing business the more clients I got. Then, I started teaching mindset and teaching about how to play a much bigger game and that’s when my revenues shot past the seven-figure mark, have continued to increased since.

I have three passions—marketing, systems and mindset, which has a spiritual component to playing a bigger game and growing your business. When you align your passion with your business, all of a sudden the opportunities, the clients, the money, the meaning and fulfillment all come into your business. I believe that this is why my clients get so many great results.

Your Client Attraction Assignment

I want to see you get really clear about what your passion is in life. What is your life’s purpose? What is it that stirs your soul and that you would do for free all day long and not be resentful for it?

When you figure out what your big “Why”, start weaving it into your existing business. It could be something that you do on the side. As entrepreneurs we have the luxury of being able to marry our business with our passions. I guarantee you the more you do that, the more you are rewarded with the clients and the money and the meaning because that is why you’re here on Earth. The minute you align your passion with your business, all of the opportunities show up.

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Today’s topic is about entry-level offers. See, in your business I believe that you should have more than one offer, whether it’s a product or a service that you sell. For many years I offered just one program and it was take it or leave it. That’s just what people did. They either took it or they left it. The problem was, not enough of them took it in the beginning for me to feel like I was really making the kind of money I wanted to make in my business. So, I decided to create a series of yeses.

Instead of having just one price point, I usually offer three programs. If you are my ideal client, you’ll fit in to one of the three. That’s a great way to do it, but there are also some people who say, “Okay, but what if my lowest program is so accessible that it cannibalizes, meaning it eats into the other two programs?” Well, there are couple of things you can do about that. (Click here to tweet this.)

First, make your biggest program the juiciest one. This means that it has the most bells and whistles and is the best value. I’m not saying the lowest price point, but the best value overall.

Next, have your entry-level program be a one-time thing that people feel they can afford. Once they take you up on it and have their session, you let them know that if they decide to go into one of your other programs, the fee they paid for your entry-level program will be applied to your higher-level program.

This allows them to experience you in your service, so they know that you are trustworthy. They know that they like working with you if they’ve gotten results and they want more. They feel good about you.

They’ll also experience what’s called ‘money burning a hole in their pocket.’ When you have a gift certificate or when you have this opportunity to take $200 or $400 or whatever amount and apply it to something else it really makes you want to do that.

Your Client Attraction Assignment

Look at how you could do this in your own business. Look to see how you can expand your current offerings so you have more than one product or service to offer. Then decide how you’ll charge clients for a taste of what you do and then allow them to apply their investment toward a higher-level program if they’d like to continue working with you. Good luck!

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Today’s topic is the law of association. You might be thinking, “So, how does this help me get more clients?” The law of association is one of these universal or spiritual principles that really apply everywhere.

It’s something that is one of these shortcuts or trump cards for entrepreneurs who understand what it’s all about. It means that if you want to multiply your business very quickly, you must not be a lone ranger. The law of association states that whom you spend your time with and whom you listen to dictates how big of a game you play in your business. (Click here to tweet this.)

It also dictates the level of your income. Imagine you’re right here, by yourself working in your office and you’re just by yourself and kind of doing things the way that you’ve been doing them. Then, imagine that instead you’re surrounded by people who champion you, who stretch you to think and play a bigger game, who give you resources and you have a strong mentor who pulls you into our future. Can you see the difference between these two entrepreneurs? This one will take teeny, tiny incremental steps in getting to their next level and this one will grow by leaps and bounds because of the expectations of their peer group.

When you are surrounded by people who expect more from you than you expect from yourself, you produce more. You grow faster. You turn years into months and months into days. Whereby here, you don’t know what you don’t know about getting to the next level. I believe that your income is directly proportionate to the expectations of your peer group. If you are walking through life on a journey with people who play a bigger game, instantly you begin playing a bigger game. You begin taking more action than you’ve ever taken before.

This is why I believe that if you want to succeed in your business you must surround yourself with other advancing people; people who believe that their future is greater than their past as opposed to some of the people that you may be spending time with now, who complain about the price of gas or who have a scarcity view of life.

I believe in surrounding myself with people who believe in abundance, who believe in advancing to the next level, and who champion a winner. That is a mark of a winner, someone who will encourage you and champion you

When you surround yourself with people who aren’t this way, I believe that you drown in their mediocrity. It’s very easy to spiral and to think like the people you spend the most time with. So, who do you want to spend the most time with? I want to spend time with people who are up to big things, who have exciting things to talk about, who are very giving and generous, but also who want to create more for themselves. They’re not happy with the status quo. They want to keep going. They’re always asking, “What’s next?”

When I spend time with people like that I play so much bigger in my business. In fact, I love to be in a group where I’m the person who’s doing the least well, if you know what I mean. I belong to some mastermind groups where sometimes some people in the group make $2 million a week. Now, that might seem like a lot to you, but I love to be in conversations with those types of people.

To accelerate your own abundance, I invite you to surround yourself with people who are doing really well. Model people who are already living the life that you want to live. If there’s somebody that inspires you and motivates you and you think to yourself, “Wow, I want to be like that person. I want my business to be like that person’s business,” then study them. Study them. Study from them. Read their books. Attend their seminars. Coach with them. Join their mastermind groups. Do whatever you can to emulate them.

At the same time, surround yourself with people, perhaps it’s a mastermind, who are already playing that bigger game because when you do that, that is what I call the ultimate shortcut. I believe that you can do things slowly or you can do things quickly an elegantly and gracefully.

Your Client Attraction Assignment

Look around and see who’s business you want to model your business after. This is what I do in my own life. I look in my industry and I say, “Okay, I’m ready to play the next level. Who in my industry is doing what I do, but has an extra zero to their income than I do?” Then, I learn from them and then I hire them and then I work with them.

I invite you to do that. By all means stop being a lone ranger and stop learning from people who are your peers as opposed to people who will pull you into your future.

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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.

[youtube width=”600″ height=”352″]http://youtu.be/thW4MiUEPtA?hd=1[/youtube]

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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