You’ve been lied to.
When you were growing up you were told by your parents and teachers.
‘You will be successful if you put the hours in.’
So you set off down the path of hard work.
Turning up. Every day.
And when you’re not with clients, you’re thinking about them.
I see it every day.
You are overworked, over-leveraged and your business isn’t as fun as it used to be.
Because, it’s not really a business
It’s a hustle.
But things are actually better than they used to be.
You’re making a little bit of money (but it doesn’t feel like enough compared to the work)
You delegate a little (but still have the ‘I can do it better myself’ mindset. So you do)
It still feels like the only thing people are buying from you is YOU.
The weight of expectation is weighing you down.
You cant give more of you. There aren’t 28 hours in the day.
I was the same.
Grinding away, delivering to my clients, turning up, wondering where the time went. Groundhog Day.
Now I serve 500+ clients. To the highest level. While working FAR less and making FAR more.
Leverage isn’t about removing yourself completely and kicking back on the beach. It’s about freeing your superpowers and delivering more impact.
If you want to stop trading time for money. Heck, NEED to before you burn out.
This is how you implement:
1. Change your work mindset
You need to unlearn the learning of your youth. Hard work is necessary for periods of time. But smart work is necessary ALL the time. Understand the the universe judges value, not time. If you set the expectation with yourself and your clients that you’re going to deliver extreme VALUE rather than extreme TIME, everything will change.
Which brings us to the most important, yet uncomfortable, point.
2. Accept your clients don’t care about you
I know you’re smart. I know you’ve got unique talents. I know you’re fun to be around.
But your clients dont care about you and what you want.
They care about the result you’ve promised them.
This is liberation. When you get out of the way and let them access your talents and expertise it removes YOU from the equation without compromising the thing they really want. The result.
3. Define your value and positioning
You need to truly understand what you’re going to stand for and what you are known for.
For me, it’s to help professionals build leads and leverage because I’ve helped 5000+ do it and I’ve done it 5 myself.
Distill down ALL the things you DO into the key things your clients GET.
4.Choose your EHR and implement systems
You need a benchmark. Effective Hourly Rate.
This gives you massive clarity over your actions. If you have a $2000 an hour rate (thats mine) then you cant be doing $25 an hour work stuffing envelopes or stocking the kitchen. If you’re actions are below you’re EHR then you work to replace them with technology or people.
5. Package and put the tools in your clients hands
Choose your vehicles. For me its education delivered online that my clients can access 24/7 on their terms. A community where they can get their questions answered anytime. And calls where they can speak to me or my team to help them customise their execution. If you don’t set your information free you will always be the source and seekers of that information will demand your time.
6. Bring your customers together
This is huge. Building a real community of customers enables your customers to help each other. Humans are social creatures. We love to compare and get context of our place in the world. When your clients see each other getting massive success two things happen. The successful want to raise their status by showing others how to they did it. And the others want to raise their status by mimicking that success. When you’re clients are buy into getting themselves results as well as their tribe then the network effect takes hold and results are exponential.
7. Do once then automate
We have a rule in my business. If a client asks the same question more than once then the team member is responsible for documenting the answer and making it available to everyone. Set your knowledge free put it into your clients hands.
8. Understand the power curve
You don’t have a single client type. You have many inside your business. Fractals are present everywhere. In most businesses 80% of the profit comes from 20% of the customers. (or 70/30 or 95/5) Understand that some customers will pay a lot more for a higher level of access and intimacy. When you map your EHR you can unlock massive pockets of value inside your EXISTING client base. Serve them at a higher level and they will be delighted to pay for it.
This is the framework but there’s a few more pieces in-between
This is exactly what we help professionals do inside of Authority Architecture.
Either a). Scale up their service delivery and create more leverage with it.