THE MISSING SECRET TO A FULLY BOOKED CLIENT SCHEDULE

*hint – It’s Not What You Think

So you’ve got a sexy offer that promises one irresistible outcome to your target audience – check.

You’ve got a solid client attraction game plan that includes all the essential puzzle pieces; a plan for bringing new people into your world, a process for nurturing relationships and a strategy for making offers that puts cash in the bank and clients in your schedule – check.

You’re taking action with rockstar-level consistency – daily. Check.

There’s just one tiny problem – you’re somehow still not booking the clients you want to.

So what are you missing?

Should you be focusing on being ‘high-vibe’, burning that sage and manifesting clients instead?

Should you be adding more platforms to your already jam-packed marketing schedule?

Should you start a podcast – or conduct a client summoning ritual by sacrificing a virgin?

Luckily, the answer is none of the above.

In today’s post, I’m going to be covering the missing ingredient that will support you to dramatically increase your client base – and the number inside your bank account.

But first, let’s play a little numbers game.

THE STUPID-SIMPLE FORMULA FOR A FULLY BOOKED CLIENT SCHEDULE

Once we understand the math of the psychology of our market, that leads us to two major issues:

1) Most people aren’t clear on the essential activities that are going to bring clients into their world

2) Most people simply aren’t talking to enough people.

In the same way that doing 10 sit-ups a day is unlikely to give you Arnold Schwarzenegger’s abs, spending the minority of your time on the activities that are going to get you booked with clients – is not going to support you to build the business of your dreams.

This is unfortunately very common with entrepreneurs who are struggling to get booked. They reach out to 10 people – hear 9 ‘no’s’ and think they’re doing something wrong so they jump ship and change strategies only to repeat the same process (and achieve the same results).

The reality is, they simply hadn’t achieved the volume of action required for the golden ratio to kick in – where they would hear the inevitable magic ‘yes’.

**Fun fact, old Arnold was even known to devote one to two hours to his triceps alone.

The secret to success is simple:

1) Understand the essential activities that will create the result you’re looking for (in this case, these are your client-getting game plan activities.)

2) Eliminate everything that isn’t essential. 3) Spend the majority of your available time on what is essential to drive your desired result. It’s a clarity game – and it’s a volume game.

Most people are trying to build million-dollar dreams with minimum wage work ethic and input.

Most entrepreneurs that are new (and seasoned) in business spend the majority of their time on non-essential tasks.

They spend most of their time, attention, energy and capital on things such as expensive software, designing logos on Canva, printing business cards, filing forms, writing contracts, drowning in the black hole of endless emails and meetings and scrolling through social media – under the guise of ‘marketing’ and ‘doing business.’

According to million-dollar entrepreneur, and author of one of my favourite books, Michael Masterson, if an entrepreneur wants to not only survive, but thrive in the marketplace, they should be spending 80% of their time selling their offer. The remaining 20% of your time should be dedicated to delivering on that offer (whether that’s delivering a product, coaching your clients or providing a service)

The goal is to spend the majority of your time implementing the essentials (your key client attraction activities).

This amount of time spent on marketing ensures that we’re connecting with enough prospects for our math to kick in – and for us to book the clients we need.

THE PLAN OF ACTION

Here’s How We Can Achieve The 80/20 Split & A Fully Booked Client Schedule:

1) Get Clear on the ratio of how you’re currently spending your time.

2) Eliminate the pointless busywork.

3) Move towards taking action to tip this ratio in favour of spending more time on the stuff that’s actually going to move you forward (marketing your business and selling your offer.)

If right now you’ve realized that your ratio of time spent is not quite where you want it to be, you have the power to change this.

**Note: if you have an offer that is very time and or delivery intensive (e.g. seeing 1:1 coaching clients or delivering a 1:1 service) you may want to initially aim for a 60/40 ratio instead – 60% of your time spent marketing and selling and 40% spent on delivery tasks.)

Ultimately, if your goal is to scale, your aim should be to lighten your delivery load (e.g. moving from 1:1 to 1:many style offers like group coaching and courses – or outsourcing part or all of your service delivery – and embrace the 80/20 ratio.

IN SUMMARY

As so eloquently put by Grand Cardone, our biggest human failing is that we assume things will be 10x easier and require 10x less effort to achieve than they actually do.

To achieve a fully booked client schedule, make sure that your most productive hours are spent focusing on the actions that will give you that. (Not the random busywork that keeps you feeling like you’re actually making progress).

Volume of action on the essentials is key.

JOURNALING & REFLECTION

Here are some of my favorite reflection questions from today’s topic:

* How am I spending my total available work time? Where am I currently when it comes to the ratio of time spent marketing and selling to the time spent on delivery and other tasks? (P.S. If this isn’t clear to you, spend a week tracking where your time goes using an app like Toggl. This exercise is wildly eye-opening and highly beneficial)

* What are 3 micro-actions I can take to tip the balance in favor of 80% of time spent marketing and selling and 20% spent delivering?

* What are the 20% of tasks that have created or brought in 80% of my existing client base? How can I double down on or increase those activities?

* Where am I wasting time on busy work? What can I streamline, simplify or eliminate to make room to tip the scales? * Where am I doing 10 push-ups and expecting Arnold’s abs? Am I truly putting in the work that’s required to see the result I desire or am I building a million-dollar dream with a minimum-wage work ethic?