Mike Michalowicz's Blog, page 8

Gratitude and Legacy: The Business You’re Thankful to Build

Thanksgiving is one of my favorite times of year. It’s a moment to pause, reflect, and soak in gratitude for the wins we’ve had, the lessons we’ve learned, and the people who’ve been part of our journey.

When you run a business, it’s easy to get caught up in the hustle and lose sight of the deeper reasons we started in the first place. We think about growth, revenue, and the next challenge on our plate, but what about the bigger picture? What about the why behind it all?

For me, that reason boils down to two things: impact and legacy. Impact is the difference your business makes today; legacy is the mark it leaves tomorrow. Together, they define not just what you do, but why it matters.

This Thanksgiving, I want to challenge you to think about your business in terms of both gratitude and legacy. Gratitude for the opportunities you’ve created and legacy for the lives you’ll touch long after the holiday dishes are done. Using some principles from Fix This Next, let’s explore how to align your business with both.

Step 1: Start with gratitude

Before diving into strategy, reflect on what you’re most thankful for in your business. Gratitude anchors us and reminds us why we’re doing the work. What opportunities has your business created? Who has supported you on this journey?

Fix This Next tip: Begin with your Core Needs. These are the foundational elements of your business, like sales, profit, and order. If you’re feeling overwhelmed or unsure, take a moment to evaluate which core need is thriving and which could use improvement. Gratitude grows when you have clarity about what’s working.

Write down three things you’re thankful for in your business. This simple act will help you see your work with fresh eyes.

Step 2: Clarify Your impact

Impact is about the lives your business touches in the here and now. Who are you serving, and how are you helping them?

For example, a local bookstore isn’t just selling books—it’s building a sense of community. A web designer isn’t just creating websites—they’re giving clients a way to connect with their audience.

Fix This Next tip: Use the Business Priority Pyramid to evaluate your impact. Impact lives in the higher levels of the hierarchy, specifically under “Legacy.” Ask yourself:

Is my business making a lasting difference for my customers?Am I creating systems that allow me to deliver this impact consistently?

When you understand your current impact, you can deepen it intentionally.

Step 3: Build a legacy with intention

Legacy is a long game. It’s about how your business will live on in the future – through the people it serves, the systems it leaves behind, and the values it upholds.

Fix This Next tip: Evaluate the Give Stage of your business. This is where you ask, “Am I giving more than I take?” A legacy-driven business focuses on enriching others’ lives, whether through mentorship, community involvement, or simply delivering value with heart.

Ask yourself:

What values do I want my business to stand for?How can I make decisions today that reflect those values tomorrow?

Your legacy might be creating jobs, leaving behind a systemized business, or mentoring the next generation of entrepreneurs. Keep that vision close as you plan.

Step 4: Use gratitude to guide decisions

Gratitude isn’t just a feeling, it’s a strategy. When you operate from a place of gratitude, it shapes the way you interact with your team, customers, and community.

Fix This Next tip: Focus on the Order Stage to streamline your business. Gratitude thrives when your systems are in place, freeing you to focus on relationships instead of firefighting problems. Build systems that honor the people who depend on your business: your employees, partners, and clients.

Actionable steps:

Recognize and celebrate your team’s efforts.Thank your customers in meaningful ways, whether through a handwritten note or a small token of appreciation.Commit to improving processes that make life easier for everyone.

Gratitude fuels trust, and trust builds relationships that endure.

Step 5: Stay focused on people

At the heart of every great business is people. The customers who believe in you. The team who shows up every day. The mentors, family, and friends who cheer you on.

Fix This Next tip: Revisit the Sales Stage of the hierarchy. Sales are more than numbers—they represent people saying “yes” to your business. Take a moment to consider the relationships behind those sales. Are you nurturing them, or just chasing the next transaction?

Actionable steps:

Call a loyal customer and thank them for their support.Highlight your team’s contributions in a public way.Reflect on how you can create stronger, more genuine connections.Gratitude and legacy in action

Building a business with impact and legacy isn’t just about strategy—it’s about heart. Gratitude reminds us of how far we’ve come, while legacy inspires us to think about the difference we’ll make long after we’re gone.

This Thanksgiving, take a moment to reflect on your journey. Consider the impact you’re making today and the legacy you want to leave tomorrow. Use the tools from Fix This Next to guide you one step at a time.

When gratitude leads the way, your business becomes more than a source of profit. It becomes a source of purpose, connection, and lasting change.

By the way, I am grateful for you, the work you do, and for being on this journey with you. 

With thanks.

-Mike

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Strengthening Your Team: Key Steps for a Successful Start to 2025

I have a question: What is the engine that drives your business forward?SalesMarketingEmployeesIf you picked C., then ding ding ding! Give yourself a prize.Recognizing the power of your teamReflecting on my own journey, I’ve learned that no matter how innovative our strategies or strong our goals, it’s the team who ultimately gets things done. And while I once thought I had to do it all myself (sound familiar?), I quickly discovered that delegating and trusting my team led to faster growth and a healthier business.As you look at wrapping up this year and getting ready for the next, think about your team’s role in driving your business forward. They’re more than the people who fill specific roles—they’re the ones who make it possible for you to step back, breathe, and tackle new challenges.Spotting the needs of your teamYears ago, I went through a stage where I felt like I was putting out fire after fire. I realized that it wasn’t just about processes that needed fixing, but about how my team was set up to handle those processes. So, I focused on finding the gaps—the places where my team needed more clarity or a bit of a push.This end-of-year period is the perfect time to identify any weaknesses in your team’s structure and performance. Maybe you’ve had some turnover, or you’re working with team members who have the potential but may need more guidance. Identifying these gaps isn’t just about finding problems—it’s about uncovering potential solutions that will help you achieve your goals in 2025.From giving orders to giving supportOne of the biggest lessons I’ve learned is that effective leadership isn’t about giving orders. It’s about creating an environment where your team feels empowered. This means setting up clear structures and responsibilities but also encouraging accountability and ownership.When I started letting my team own their roles, everything changed. Instead of waiting for instructions, they began proactively finding solutions and contributing in ways I hadn’t expected. It’s not about being hands-off, but about giving your team the clarity and resources they need to move forward confidently. This kind of support doesn’t just get things done—it builds long-term resilience that will help your business adapt to whatever the new year brings.How to strengthen your teamAs you prepare for 2025, here are some steps to help set your team up for success:Assess strengths and weaknesses
Take a good, honest look at where your team is thriving and where they might need improvement. Are roles clearly defined? Are team members operating in areas where they’re most valuable? I’ve found that when people play to their strengths, productivity and satisfaction skyrocket. This kind of assessment will help you understand if people are in the right roles and identify where you might need to make adjustments.Define training needs and structure
Once you’ve pinpointed any gaps, prioritize targeted training or restructuring to support your team’s growth. Upskilling isn’t just beneficial for morale; it gives your business a competitive edge by allowing your team to adapt quickly to new challenges. Early in my business, I underestimated the value of training, but investing in people’s growth paid off massively in the long run.Clarify roles and accountability
Role clarity is a game-changer. When everyone knows exactly what they’re responsible for, confusion disappears, and efficiency increases. Clarify each team member’s role and how their contributions impact the bigger picture. Building accountability into each role strengthens your team and encourages each member to own their work and performance.Starting the year on a strong foundationShore up your team’s foundation now to prepare your business for a smoother start in 2025. When January arrives, you won’t have to scramble to fix gaps but instead have a solid, cohesive team ready to tackle your big, audacious goals.Some final thoughtsAs we head toward the end of the year, take time to prepare your team for what’s next. They’re not just employees, they’re partners in your business journey, the ones who’ll be right there with you, putting in the work and sharing in the wins. A little reflection, some honest assessment, and a few key adjustments can make a massive difference.Here’s to wrapping up the year strong and setting up your team to make 2025 your best year yet!– MikeWant a hand implementing some of the Fix This Next methodology? Take the quiz here.Get in touch with a Fix This Next Certified Advisor here. Become a Certified Fix This Next Advisor here. 

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Tight Cash Flow and Rising Inflation? Here’s How to Keep Moving Forward with Fix This Next

As the year winds down, I know that inflation and tight cash flow are on your mind. 

You’re not alone in this. In tough times, it’s normal for business owners to feel pulled in every direction, and the pressure can make it feel like the only way forward is to push harder and do more. More marketing. More sales. Just scrambling for cash.

But here’s where I’ve learned that having clarity on the most vital need in your business – the one area that truly demands your focus – makes a world of difference.

Facing inflation and cash flow struggles: Why knowing your vital need is key

With costs rising and cash flow squeezed, it’s easy to feel lost in the day-to-day battle of simply covering expenses. And while inflation is affecting everyone, each business feels it differently – whether it’s on your materials costs, payroll, or those dreaded fixed overheads.

By drilling down to identify your business’s most critical area of need, you can make strategic moves that alleviate the strain right now. This isn’t about a random checklist of tasks; it’s about finding out where your focus should be based on what your business needs most. Start by using the Business Priority Pyramid (BPP).

As you can see, it starts with sales and profit and moves up to order, impact, and legacy. Where you focus today depends on your business’s current situation, and FTN helps guide you to take that first step with purpose, not panic.

Step 1: Cash flow struggles? Start with your profitability

Let’s face it: when cash flow is tight, one of the most effective places to focus is on profit. Inflation drives up the cost of almost everything, which can chip away at margins if we’re not mindful of it. Here are a few areas to look at:

Evaluate your pricing strategy: Are there adjustments you can make that don’t drive customers away but can offset the cost increases?Identify high-margin products or services: Focus on what provides the highest return without dramatically increasing expenses.Cut unnecessary costs: Take a hard look at those small expenses that add up, but don’t contribute directly to growth.Step 2: Streamlining operations with order

Once you have a handle on cash flow and profitability, the next layer is operational efficiency. Inflation and tight cash flow often expose weaknesses in how we operate daily. Maybe it’s supply chain delays, inefficiencies in production, or high expenses from redundant processes, this is an area where small changes can have a big impact.

By focusing on order in the BPP, you can streamline processes to ensure every dollar counts. This can mean:

Automating tasks: Look for repetitive processes that could be streamlined or automated, freeing up resources.Improving vendor relations: Negotiating better rates or finding more affordable vendors can provide immediate savings.Cross-training teams: Cross-training can ensure your team is agile and can cover critical areas without additional hires, which can be especially valuable in times of tight budgets.

Step 3: Prioritizing impact over expansion

When cash flow is stretched, the focus isn’t on expanding but on solidifying what’s working. This is where the impact layer of the BPP helps – by showing you where you’re already making a difference with your customers and where your value is the strongest. In tough times, reinforcing those core connections can not only stabilize your cash flow but also set you up for stronger growth in the future.

Instead of spreading yourself thin, think about:

Strengthening customer relationships: Reach out, connect, and make sure your customers feel valued. This can pay off in loyalty, referrals, and sustained revenue.Doubling down on what works: Cut any unnecessary marketing or product launches, and focus on what’s already driving success.Moving forward with clarity into next year

I know that inflation, tight cash flow, and the pressures of ending the year can make it feel impossible to plan for next year. But Fix This Next gives you a roadmap to manage the now and set yourself up for a better tomorrow. By focusing on the most vital need in your business, you can not only ease today’s cash flow pain but also create stability that prepares you for what’s next.

Let’s get through this last quarter together, with intention, not just reaction.

Hang in there- you’ve got this!

– Mike

Want a hand implementing some of the Fix This Next methodology? 

Take the quiz here.

Get in touch with a Fix This Next Certified Advisor here. 

Become a Certified Fix This Next Advisor here.

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Fix This Next: The Simple Way to Pinpoint What’s Stalling Your Business

There’s a moment every entrepreneur faces. It’s that gut feeling that something isn’t quite right, but you can’t put your finger on it. 

You’re working hard, making sales, handling clients, and even scaling – but still, something feels off. The anxiety from not knowing what to fix first is enough to make even the most seasoned business owner feel stuck.

This is exactly the problem I wanted to solve when I wrote Fix This Next.

I’ve had my fair share of moments like this. I would feel overwhelmed by all the moving parts – managing employees, handling cash flow, worrying about marketing, and constantly asking myself, “What do I fix next?” I knew if I was feeling this way, other business owners were too. And not just startups or small businesses, but companies of all sizes and stages.

Once I figured this all out for myself, I wanted to help other business owners cut through the noise and finally get clarity on what to focus on to move their business forward. Instead of guessing or randomly jumping from one problem to the next, this framework provides a structured way to assess and prioritize what your business really needs to thrive.

The Problem: Too many moving parts, not enough focus on one

You’re an entrepreneur, so you’re no stranger to problems. They come in every shape and size: customer complaints, cash flow issues, employee turnover, and marketing campaigns that don’t land. The natural instinct is to jump in and try to fix everything at once. But when you’re putting out one fire after another, you lose sight of the bigger picture.

The result? You’re constantly busy, but nothing really changes. Your business stalls because you’re focusing on the wrong things.

The Solution: Fixing the right thing next

Pop quiz! What’s the first thing you need to fix in your business right now?

Are you sure?

Identifying your business’s most critical need and fixing it before moving on to anything else is paramount here.

The Business Priority Pyramid offers a great visual. It’s modeled after Maslow’s Hierarchy of Needs, which explains human motivation by prioritizing basic needs first (like food and shelter) before moving up to higher-level goals like self-actualization.

Similarly, businesses have their own priority needs. And just like with humans, if the foundational needs aren’t met, nothing else matters. You can’t focus on expanding your market if you don’t have stable cash flow. You can’t scale a team if you haven’t nailed down consistent sales. That’s where the pyramid comes in – it guides you on which areas of your business to focus on first.

The Business Priority Pyramid

The Business Priority Pyramid breaks down into five key levels, from the most basic survival needs at the bottom to higher-level optimization at the top:

Sales – The foundation. If you don’t have sales, you don’t have a business. You need to generate consistent revenue before anything else.Profit – Next comes profitability. After you’ve secured steady sales, the focus shifts to turning those sales into actual profit. This means getting control over expenses, improving margins, and ensuring your business can sustain itself.Order – Once sales and profit are in place, it’s time to create systems that allow your business to run smoothly without constant firefighting. This is all about efficiency and making sure your business can scale without you being the bottleneck.Impact – With strong foundations in place, you can now focus on making a positive impact—whether it’s on your employees, customers, or the community. Businesses that reach this level are no longer just about survival; they’re about making a difference.Legacy – The highest level of the pyramid is legacy. At this point, you’re thinking beyond your business’s current success. You’re focused on creating something that will outlive you, building a company that makes a lasting difference in the world.

By identifying which level your business needs attention, you can fix the root cause of your problems, not just the symptoms. For example, if you’re stuck in survival mode and struggling to make sales, it doesn’t make sense to focus on improving systems or scaling. You need to address the sales issue first, build a solid foundation, and then move up the pyramid.

How Fix This Next solves the problem

The beauty of Fix This Next is in its simplicity. It takes the guesswork out of business growth. By using the Business Priority Pyramid as your guide, you’ll always know where to focus your time and energy. No more jumping from problem to problem, no more getting stuck in the day-to-day grind.

It’s not about doing more. It’s about doing the right thing at the right time.

The process is simple:

Assess where your business stands by using the Fix This Next evaluation tool. This helps you figure out which level of the pyramid is most pressing for your business.Pinpoint the core issue holding you back. Once you’ve identified the level you need to focus on, the next step is honing in on the specific problem within that level.Take action. After you’ve identified the issue, Fix This Next gives you a clear plan for tackling it. Fix the one thing, move up the pyramid, and repeat the process as needed.

By following this method, you’ll stop wasting time on things that don’t matter and start making meaningful progress toward your goals.

Final Thoughts

If you’re a business owner feeling overwhelmed by too many priorities, remember—you don’t have to fix everything all at once. In fact, you shouldn’t. Focus on fixing the one thing that will make the biggest difference right now, and the rest will follow.

Let’s get back to the basics, fix what’s broken, and start building the business you’ve always dreamed of. You may want to start here, by completing this evaluation to assist you in knowing where to focus first. 

You’ve got this!

-Mike

Want a hand implementing some of the Fix This Next methodology? 

Take the quiz here.

Get in touch with a Fix This Next Certified Advisor here. 

Become a Certified Fix This Next Advisor here. 

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The Path to Success? Simplify and Dominate

There’s a common misconception that you need to be everything to everyone in order to scale your business. The truth is, that trying to juggle too much leads to burnout and mediocrity. The secret to sustainable growth lies in dominating one space—finding that one area where you can be the best, and focusing all your energy on owning it.I’ve seen this play out time and again, both in my own businesses and through the success stories of entrepreneurs who have been coached through The Pumpkin Plan framework.The first time I realized the power of “narrowing down to blow up,” I was actually inspired by the simplicity of the iPhone. When Apple launched the iPhone, they didn’t focus on creating a phone with the most features—they focused on making it the easiest phone to use. No physical buttons, just a sleek, intuitive design that eliminated complexity. Their decision to go all in on ease of use turned the iPhone into a game-changer that redefined the entire smartphone market.So, how can you take a page from Apple’s playbook and use this strategy in your own business? Let’s break it down.Pick ONE thing – and be the best at thatOne of the most important lessons from The Pumpkin Plan is that you don’t need to be a jack-of-all-trades to succeed. In fact, businesses that try to cater to everyone often end up blending into the noise. The businesses that scale and thrive are the ones that identify their sweet spot and double down on it.Take a look at your current offerings. What’s the one thing you can do better than anyone else? What problem can you solve that your competitors can’t, or won’t, focus on? That’s your opportunity.In The Pumpkin Plan, I call this “pruning.” Just like a farmer pruning a pumpkin vine to grow one prize-winning pumpkin, you need to cut away the distractions and focus on what will make your business thrive. By dominating one specific area—whether it’s a niche market, a particular service, or an exceptional customer experience—you’ll make it much easier for your business to scale. Because once you’ve earned the reputation of being the best at that one thing, everything else falls into place.Create simplicity in a world of complexityThe iPhone didn’t dominate because it was crammed with the most features; it dominated because it made everything simpler. The decision to remove physical buttons and focus on a clean, streamlined interface made it the easiest phone to use, and that’s what set it apart.Customers are drawn to simplicity. They don’t want to wade through complexity or a laundry list of features. They want solutions that are easy to understand and implement. So, how can you take something that’s traditionally complicated in your industry and make it simpler for your customers?When you streamline your product or service offering to make it easier for your audience, you’re not only differentiating yourself, but you’re also making it scalable. It’s easier to teach, easier to replicate, and easier to market when your message is clear and simple.Build loyalty by dominating your spaceOnce you dominate a space, you create customer loyalty that drives word-of-mouth referrals and long-term growth. Think about the iPhone again. When someone switches to an iPhone, they usually stay with it. Why? Because Apple dominates the “ease of use” space, and that makes customers reluctant to leave once they experience it.Your business can do the same. When you dominate your space, whether it’s through top-tier customer service, an innovative product, or a streamlined solution, you create a loyal following. These customers will keep coming back, and they’ll bring others with them.One of the stories I share in The Pumpkin Plan is about a business owner who dominated her niche by focusing solely on providing high-end maternity wear. She wasn’t trying to be everything to everyone; she identified her space and went all in. Her customers appreciated the focus and quality, and her business skyrocketed.Scaling doesn’t mean spreading yourself thinA common fear is that by focusing on one area, you’ll limit your growth potential. But scaling isn’t about doing more—it’s about doing what you do best on a larger scale. Once you own a space and dominate it, scaling happens naturally. The loyalty you build, the word-of-mouth referrals, and the brand recognition you earn will fuel your growth.So, instead of thinking about what else you can add to your business, start thinking about what you can subtract. What can you focus on so deeply that no one else can touch you in that space?Final thoughtsIf you want to scale your business, stop trying to be everything to everyone. Instead, dominate one space—whether that’s solving a specific problem, offering a particular service, or simplifying a complex process—and make it your own.By following the principles of The Pumpkin Plan and focusing on what you do best, you’ll find that scaling your business becomes less about spreading yourself thin, and more about nurturing that one thing until it grows into something extraordinary.Wishing you health, wealth, and the ability to focus on what matters most.-MikeNeed a hand? Certified Pumpkin Plan Strategists like Dhiresha have the tools, experience, and strategies to help you get there. Don’t wait -your best clients, your dream business, and a life that reflects your values are all within reach. Visit  https://pumpkinplanyourbiz.com/

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Scaling Your Business – An Unconventional Approach

Let’s talk about something that might just change the game for your business: finding your sweet spot. You know, that magical intersection where your skills, passion, and clients’ needs align perfectly? It’s where you can thrive, create, and, yes, scale your business without sacrificing your sanity. 

What Is the sweet spot?

In the world of business, the sweet spot is where your unique strengths meet the desires of your ideal clients. Think of it as a matchmaking service- except instead of finding love, you’re discovering what makes your business flourish. When you operate within your sweet spot, you’re not just surviving; you’re thriving!

Imagine walking into a room filled with pumpkins of all shapes and sizes. Some are small and misshapen, while others are gigantic and perfectly round. Your sweet spot is like the biggest pumpkin in the patch – everyone wants it, and it’s a sight to behold. The good news? You don’t have to spend all your time and energy trying to grow every pumpkin; just focus on nurturing the one that truly matters.

Why should you care?

You might be wondering why you should care about finding your sweet spot. Well, let’s face it: hustling your way through every opportunity can lead to burnout, stress, and a serious case of entrepreneurial overwhelm. By zeroing in on your sweet spot, you’ll discover the following:

Increased efficiency: When you focus on what you do best, you’ll find yourself working smarter, not harder. No more spinning your wheels on projects that drain your energy!Better client relationships: By identifying your ideal clients—those who truly appreciate what you bring to the table—you’ll foster deeper connections. And let’s be real: happy clients lead to referrals and repeat business!Higher profit margins: When you specialize in a niche that aligns with your strengths, you can charge what you’re worth. Clients are willing to pay a premium for expertise, so why not leverage that?How to find your sweet spot

Now that we’ve established why the sweet spot is so crucial, let’s get into the nitty-gritty of how to find it. Grab your notepad because it’s time to take some action!

Reflect on your strengths: Take a moment to jot down your top skills. What do you excel at? What do you enjoy doing? This could be anything from crafting compelling copy to creating stunning visuals. Remember, your sweet spot thrives on what you do best!Identify your ideal clients: Who are the clients you love working with? What kind of projects energize you? Consider the clients that not only pay well but also respect your expertise. Once you’ve identified these ideal clients, you can tailor your services to meet their needs.Analyze your past successes: Look back at your previous projects. Which ones brought you the most satisfaction and success? What was it about those projects that made them stand out? Analyzing your past can provide valuable insights into your sweet spot.Experiment and iterate: Don’t be afraid to test the waters! Offer your services to a select group of clients that align with your sweet spot. Gather feedback, refine your approach, and iterate as you go. This is all about finding what truly resonates with you and your clients.Create a vision statement: Once you’ve pinpointed your sweet spot, craft a vision statement that reflects your unique value proposition. This statement will serve as your guiding light, keeping you focused on what matters most as you grow your business.Scaling your business through your sweet spot

Now, let’s talk about the elephant in the room: how does this all tie into scaling your business? Here’s the deal: when you’re operating within your sweet spot, scaling becomes a lot more manageable. Instead of stretching yourself thin across various projects, you can pour your energy into creating systems and processes that amplify your strengths.

Think about it—when you focus on what you do best, you’ll naturally attract clients who resonate with your message. This, in turn, allows you to scale your operations by implementing strategies that capitalize on your strengths. Whether it’s hiring team members who complement your skills or developing new offerings, finding your sweet spot sets the stage for sustainable growth.

Final thoughts

Finding your sweet spot isn’t just a nice-to-have; it’s a game-changer. By focusing on your strengths and aligning them with the needs of your ideal clients, you’ll create a business that flourishes. No more hustle, no more overwhelm—just a joyful, thriving venture that brings you fulfillment and success.

Now, go forth and discover your sweet spot! Your business (and sanity) will thank you.

Wishing you health and wealth.

-Mike

Need a hand? Certified Pumpkin Plan Strategists like Dhiresha have the tools, experience, and strategies to help you get there. Don’t wait -your best clients, your dream business, and a life that reflects your values are all within reach. Visit  https://pumpkinplanyourbiz.com/

 

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Firing Clients: A Bold Step Toward Building a Thriving Business



Cutting ties with clients is tough. As business owners, we pour so much time, energy, and care into our work that the thought of walking away from any client can feel daunting—almost like we’re failing them. But let me tell you, letting go of certain clients can be one of the bravest, most confidence-boosting decisions you’ll ever make. It’s not just about survival; it’s about thriving. The risk you feel when “firing” a client comes from the fear of losing income or damaging relationships, but in reality, it’s often the step that frees you to focus on growing a healthier, more profitable business.

Why bravery is essential
It takes courage to admit that not all clients are good for your business. Some clients may drain your resources, demand more than they’re worth, or just never be satisfied no matter how much you bend over backward. But you feel obligated to keep them because they pay the bills—or at least part of them.

Here’s the thing: every minute you spend on a draining client is time you’re not investing in the clients who actually make your business stronger. The brave decision to cut ties with those clients is an act of service—to yourself, to your team, and to your best clients. When you create space, you open up room for growth.

Confidence through clarity
Once you understand who your top clients are, you can confidently prune away those who don’t fit your vision for the future. The Pumpkin Plan isn’t about making snap decisions based on gut feelings. It’s rooted in clear, objective assessments—both financial and emotional—of who your best clients are. This knowledge gives you the confidence to move forward.

When you take the time to do a Top Client Assessment, it becomes crystal clear which clients truly value your services and bring joy to your work. These are the ones who are willing to pay for quality, who respect your expertise, and who are loyal because they see the value in what you do. When you know that, letting go of the clients who don’t fit feels less like cutting ties and more like stepping into your power.

Step 1: Conduct a top client assessment

Take a look at your client base and ask yourself:
Who are your most profitable clients?
Which clients are easy to work with, and which ones make you dread opening your inbox?
Who pays on time without a fuss?
Who refers others to you?

By evaluating both the financial aspects (profitability, ease of service) and the emotional aspects (how you feel working with them), you can identify which clients are helping you grow—and which are holding you back.

Step 2: Build the confidence to pruneOnce you’ve identified your top clients, it’s time to focus on the hard part: pruning. This is where bravery and confidence really come into play. You might feel guilty about letting a client go, especially if you’ve worked with them for a long time or if you’re nervous about the financial impact. But here’s a mindset shift that has helped me and countless other entrepreneurs: you’re not abandoning them. You’re setting both of you free to find a better fit.

And it’s not just about cutting ties. It’s about freeing up time, energy, and resources to better serve the clients who truly value your work. Remember, for every client, you say “no” to open up space for a better client to say “yes.”

Step 3: Clone your best clients
Now, this is where the fun begins. Once you’ve done the hard work of pruning, you get to focus on the clients who light you up. These are the clients you want to clone.

Think about the characteristics that make your top clients the best fit for your business. Are they loyal, pay well, and bring in referrals? Then that’s what you’re looking for in future clients. The Pumpkin Plan teaches you how to identify what makes these clients stand out and how to attract more like them.

Start with your messaging. Make sure your marketing and outreach speak directly to the values and needs of your best clients. Use testimonials from your top clients in your marketing materials to attract more people like them. And most importantly, continue to nurture and appreciate your current top clients. Keep the communication strong, deliver excellent results, and let them know you value their loyalty.

Step 4: Reap the rewards
It’s scary to cut ties with clients, especially when you’re unsure of the financial outcome. But here’s what happens when you focus on your best clients: your business becomes more profitable, your work becomes more fulfilling, and your energy levels skyrocket. You’ll have more time to focus on high-value activities, and you’ll experience less stress because you’re no longer trying to serve everyone.

In my own journey and in the stories I hear from other entrepreneurs using The Pumpkin Plan, there’s a consistent theme: once they made the brave decision to cut ties with the wrong clients, everything changed. Their confidence grew, their businesses thrived, and their love for their work was reignited.

Final thoughts
Being brave in business doesn’t always mean taking on more or pushing harder. Sometimes, it means stepping back, letting go, and trusting that by doing so, you’re opening the door to something better. Confidence comes from clarity—knowing who your best clients are and trusting that by focusing on them, your business will thrive.

Wishing you health and wealth.

-Mike

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Create a Business You Love



If you’re like most entrepreneurs, you’ve probably experienced the constant grind of running a business that doesn’t always feel like it aligns with your bigger vision. I get it. You started with a dream, but along the way, things started to shift. Maybe you’ve found yourself bending over backward to please clients who don’t appreciate your work or taking on jobs that drain your energy. That’s exactly how Glen Rosciano, a hardworking plumber, felt before he discovered the secret to transforming his business—and his life.

Glen’s journey from an overworked, frustrated plumber to the CEO of a thriving, value-driven plumbing company is something that can inspire all of us. It’s proof that when you align your business with your deepest values – what I call your Immutable Laws – everything changes. Glen’s story could be your story.

Glen’s wake-up call: realizing what wasn’t working

When Glen first started his company, Westover Plumbing, he did what most entrepreneurs do – he took on every customer he could find. He worked tirelessly, often long hours, trying to make ends meet and keep his business afloat. Sound familiar? But no matter how hard he worked, something was missing. His business didn’t reflect the person he wanted to be. He was constantly dealing with price-haggling clients, chasing payments, and feeling disconnected from the work he loved. There was no joy, no fulfillment – just stress and exhaustion.

When Glen crossed paths with Dhiresha Marshall, a Certified Pumpkin Plan Strategist, everything started to change. Together, they did something that would completely transform Glen’s business: they uncovered his Immutable Laws, the values that define who he is at his core.

Finding your immutable laws: The GPS for your business

For Glen, these Immutable Laws – “On Time Every Time,” “Promises Kept,” and “Top-Notch Quality” – became his guiding principles. These weren’t just words; they were the values he lived by, values he wanted his company to represent. Once Glen clearly identified his Immutable Laws, everything else started to fall into place. His business shifted from chasing clients to attracting the right clients – the ones who appreciated his work respected his values and were willing to pay for quality service.

When you build your business on Immutable Laws, you create a natural magnetism. You stop wasting time on clients who don’t align with your values. You don’t have to constantly explain or justify your prices because your work speaks for itself. And the best part? The clients you do attract are the ones you actually enjoy working with – the ones who trust you, value your expertise and want to build long-term relationships.

The ripple effect of clarity

Glen’s transformation didn’t stop with his clients. His newfound clarity about what mattered most to him allowed him to create a company culture that attracted like-minded employees. He was no longer the lone wolf doing all the work himself. Instead, he was able to build a team that shared his values and upheld the high standards he set for his company. Glen became a true CEO – leading, delegating, and empowering his team to uphold the company’s values, even when he wasn’t there.

To me, that’s the Shangri La of business – being able to step away, take a vacation, or just enjoy a long weekend, knowing that your team will carry on without missing a beat. That’s what happens when your business is built around Immutable Laws. You’re not just training employees to do a job; you’re building a culture rooted in shared values. The result? Excellence becomes the norm, not the exception. And in my office, amazing friendships have been built, too.

Focusing on what truly matters grows your business

The lesson here is simple: When you focus on what truly matters to you, the rest follows. Your Immutable Laws become the lens through which every decision is made. Who you hire, who you work with, and how you operate all flow naturally from these guiding principles. The best part? You’re no longer scrambling to please everyone. You’re building a business that aligns with who you are, and that attracts the clients who value and respect what you stand for.

In Glen’s case, his business has grown exponentially. It’s not just about financial success – it’s about building a business that supports the life he wants to live. He’s no longer frustrated and exhausted; he’s empowered, fulfilled, and able to show up fully for his family, his team, and his community.

What about you?

If you’re struggling to attract the right clients or feeling out of alignment with your business, it’s time to dig deep and discover your Immutable Laws. They’re already inside you, waiting to be uncovered. Once you identify them, they’ll become the foundation of everything you do.

Take it from Glen’s example – when you align your business with your values, you don’t just grow your business. You build something that sustains you, something that brings joy and purpose back into your work. And the best part? You’ll naturally attract more of your best clients, and your business will grow in ways you never thought possible.

So ask yourself: What are your Immutable Laws? How can they shape the future of your business and your life?

You’ve got this!

-Mike

Need a hand? Certified Pumpkin Plan Strategists like Dhiresha have the tools, experience, and strategies to help you get there. Don’t wait -your best clients, your dream business, and a life that reflects your values are all within reach. Visit  https://pumpkinplanyourbiz.com/

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The Power of Pruning: How Cutting Away the Unnecessary Leads to Success

Tina Smith, founder of Creative, Inc., was on a quest to build a thriving small business, but her journey was anything but smooth. Despite her dedication and long hours, she found herself overwhelmed and underwhelmed by the results. Offering a wide range of marketing services to diverse clients, Tina struggled to achieve the profitability and growth she knew her business was capable of. Financial stress loomed large, leaving her feeling grumpy and unfulfilled.“I was constantly juggling a passion project alongside my work, hoping to make a difference in the world. But I was so grumpy all the time because my basic needs weren’t being met,” Tina reflects.Initially, Creative, Inc. operated as a traditional marketing agency, tackling everything from online and print ads to social media management and website design. Each service required specialized knowledge, tools, and resources, leading to a scattered approach that drained Tina’s energy and finances.What changed?Everything shifted for Tina when she discovered The Pumpkin Plan. The first step was conducting a Top Client Assessment, which revealed a startling truth: many of her most challenging clients were also the least profitable. This lightbulb moment prompted Tina to off-board these clients, suggesting they might find better fits with other agencies.Next, Tina took a closer look at the services Creative, Inc. offered and which clients utilized them. “We attracted a variety of clients because we offered so many different services. I needed to pinpoint what we enjoyed providing and what drained us,” she explains.By clearly defining her target market and the services Creative, Inc. excelled in, Tina eliminated the offerings she no longer wanted to provide, such as social media marketing. This decision allowed her to streamline operations, focusing on website design, SEO, and email marketing funnels, ultimately leading to enhanced profitability.With a more defined niche, growth became not only easier but also more cost-effective. Tina’s marketing efforts were now targeted:Precision marketing: Tina directed her resources to a specific audience, maximizing her marketing budget.Resonant messaging: Her focused messaging connected deeply with the right clients, fostering stronger relationships.Amplified word of mouth: This strategic approach naturally led to more referrals and enthusiastic client confirmations.An ongoing processTina recognizes that implementing The Pumpkin Plan is not merely a one-time endeavor but an ongoing journey of refinement and assessment. Following her initial successes, she decided to collaborate with a Pumpkin Plan Strategist to further enhance her results. “While you can certainly read The Pumpkin Plan and apply immediate changes, engaging with an expert who has extensive experience with diverse businesses can help you identify and execute the most impactful adjustments at the right moments,” Tina notes. Under the guidance of a Certified Pumpkin Plan Strategist at Tap the Potential, she has successfully refined her strategies and established efficient processes, enabling her to deliver services profitably while maintaining her well-being.“Every time I engage with the process—whether it’s the Client Assessment or the Client Wish List—our performance improves, and our profitability increases,” she shares.Taking the leapMany entrepreneurs hesitate to narrow their focus, fearing it may shrink their business or income. Tina faced this concern initially but began with small steps, gradually building momentum. As she honed in on a specific niche, she experienced a transformation: “Something kind of magical happened.” By learning to say “no” to less-than-ideal clients, she opened the door to welcoming the right ones. This shift led to significant improvements in her finances and overall satisfaction with her work— all while reducing her workload.Today, Tina is proud to say she’s much more confident in her business because she’s collaborating with clients she loves, enjoys a predictable income from the services she’s passionate about, and has transformed her grumpy demeanor into genuine happiness.Want to dig deeper? Visit  https://pumpkinplanyourbiz.com/ to learn more.

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Peace of Mind – and Money

I know I seem pretty happy-go-lucky these days, but once upon a time, I was the poster child for financial stress. After selling a couple of businesses, I thought I had everything under control—until I lost it all. And I don’t mean a little stumble—I lost everything. I found myself drowning in debt, unsure how I was going to support my family. My confidence was gone, my stress was through the roof, and the sleepless nights seemed endless.

It was a tough lesson, but it taught me something incredibly valuable: peace of mind doesn’t come from flashy revenue numbers or chasing growth—it comes from knowing your business is actually profitable and sustainable.

That realization led me to create the Profit First system. I didn’t just create it to help my business recover—I created it to restore my sanity. Fast forward to today, and I can honestly say that I have peace of mind, every day. Why? Because I know my finances are working for me, not the other way around. I’m in control, and it feels amazing.

And that’s exactly what I want for you—peace of mind and confidence in your business. Here’s how Profit First makes that possible:

How Profit First brings you peace of mindYou pay yourself first – Here’s the thing: too many business owners pay everyone else first and leave themselves last. But with Profit First, you flip that script. You take your profit right off the top. This means you’re no longer scraping by or wondering how you’re going to cover your personal expenses. Instead, you know you’re taken care of first, and that’s a game-changer for your peace of mind.Financial security – Profit First helps you build a financial safety net by automatically setting aside profit. This creates a buffer for those “what if” moments—the slow sales months, the unexpected expenses, or even economic downturns. You no longer have to scramble or panic when things get tough. With a cushion in place, you can weather the storm and stay calm knowing you’re prepared.Freedom to focus on what really matters – Once your finances are running like a well-oiled machine, you can stop obsessing over cash flow and focus on what really matters. That could mean growing your business, spending more time with your family, or just taking a break to actually enjoy the life you’ve worked so hard to build. Profit First isn’t just about money—it’s about giving you the freedom to live on your own terms.Peace of mind isn’t just for “successful” businesses – it’s for every business

I know what it’s like to feel overwhelmed by money worries. But here’s the thing—peace of mind isn’t reserved for huge corporations or multi-million-dollar businesses. It’s for every business. No matter where you are in your journey, Profit First is a system that can help you take control of your finances and find the freedom you’ve been looking for.

So, if you’ve been lying awake at night worrying about cash flow (trust me, I’ve been there), I want you to know that peace of mind is closer than you think. You don’t need to be a financial expert to get there—you just need a system that works. And Profit First can do that for you, just like it did for me.

Wishing you peace, profit, and nights full of rest,

– Mike Michalowicz

Need more guidance? Grab your copy of Profit First on Amazon or your favorite bookseller.

Want some free resources? Get those here.

Have questions? Please email support@mikemichalowicz.com for a real human to help you!

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