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Looking at the numbers

Do you like numbers?

Personally I’m not really that interested.

But they can be useful.

I’ve just put together a projection for a personal trainer, showing how he can get to his goal of £6000/month take-home.

He puts in how many clients he expects to have each month and it tells him how much he is likely to be spending on wages, how much he needs to set aside to cover tax and how much he can afford to pay himself. On his current structure and growth rate, he’ll get to paying himself £5300 per month in February 2022, but no higher.

That shows him, quite clearly, that he’s going to have to raise his prices at some point.


I went through and redesigned the dashboard for my business last week. I put my figures from March onwards into the new format, and got the graph below. It shows a correlation between the number of conversations I have (meetings, one-to-ones, LinkedIn messages) – the blue line – and the number of clients I have – the purple dotted line.

That shows me, quite clearly, that I need to start conversations with more people.

So knowing the numbers might not be exciting but it can give real clarity and show you what to do next.

Which numbers do you track and what do they tell you?

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The Rollercoaster

Sometimes you have months that are amazing. The work goes well, the clients are great and the money flows in.

But that’s not the majority. Most months you’re very busy, the clients are a bit annoying and you do OK for money.

And then there are those “oh shit oh shit oh shit” months. Where you struggle and fight your way through and only just cover your bills.

It’s a common situation. The inconsistency. The unpredictability.

There are five steps to smoothing this over. So you can add some reliability and predictability to how your business works.

Attract a steady stream of potential new clients.

Prove why they should work with you.

Deliver projects quickly, efficiently and to a high standard.

Put money aside to deal with the unexpected.

Stay consistent so your business becomes consistent.

None of this is complex. Each piece is a step by step process. Answer the right questions, do the right things, get results.

For my freelance software business, that result was £5k/month. Every month. Clients who appreciated the work I did and paid up reliably and consistently. So I always knew where I stood.

I’ve got some time available so let’s have a chat and see if we connect.

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How do you make sure you get results?

Learning new stuff and making plans is all very well. They are two essential aspects of getting your business where you want it to be, of building a reliable business that brings in consistent income and supports the life you want to lead.

But learning and planning aren’t enough.

You can learn all the new stuff in the world, you can write the perfect plan, but if you actually want to get there, you need to do it.

And, for me, the best way to do it is to have someone holding me accountable.

Knowing that I’ve got to report back to someone else and let them know why I’ve not done what I had promised myself, let them know why I’ve altered the plan again, that keeps me in check.

So I can show you the exact way my programmes work; the questions I ask you, the plans I want you to write. The first one – the Client Attraction Blueprint – is a free download in the comments.

Because that’s not the valuable part.

The valuable part is when you report back to me; every day at first, every week as we progress. You can message me, you can call me, when you need help to stay on track.

The learning and planning are step one. But getting results is what it’s all about.