After specifying exactly how many clients you’re going to pursue this year, ensure you have your internal systems in place.

By doing this you take care of two key things:

1) You maximize your return from what you currently have. While it sounds more fun to head out and find new clients, it always costs less time and money to ensure the ones you presently have stay with you. By reviewing your current client list, you’ll see people who you can contact to set up appointments or reviews. By doing this, you can build your servicing platform, routine and habits.

2) By doing that, you not only maximize what you presently have, but also begin creating a system where you’ll maximize your return when you bring in new clients.

By looking internally first, you essentially kill 2 birds with 1 hit.

Mine your current client list. While I’m not a huge fan of the A, B & C client label approach, you must know where the bulk of your income is derived from, people to pay attention to and ensure they remain clients, and people who possibly take a lot of your time and provide little return back to you.

By having a better handle on this, you’ll sum up conversations you’re about to begin having with prospects and potential clients quickly, knowing exactly how bringing them on will look relative to your overall business mix.

Happy Hunting.

-Paul