If you’re setting revenue goals but not hitting them, your conversion rate might be the missing piece. Many service-based entrepreneurs focus on leads and visibility, but without understanding conversion rate, your business plan is built on guesses instead of data. Today we will break down how to use conversion rate to create a clear, strategic path to your goals.

If you want a simple way to start tracking this today, grab the Lead & Conversion Tracker for yourself to start implementing.

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There was a time when I would set goals that looked really good on paper.

Six new clients this month. Ten signups for the next offer. A fully booked calendar.

And then I would sit there halfway through the month wondering what was going wrong.

Nothing made sense. I was showing up. I was doing the work. I was having conversations.

But the results didn’t match the effort.

It felt inconsistent. Frustrating. Honestly, a little defeating.

Then I started looking at one number that changed everything.

Conversion rate.

And once I understood it, I stopped guessing and started planning like a CEO.

Maybe you’ve been here too.

You’re setting goals based on what you want, what you need, or what you see other people doing.

But if you’re honest, there’s no real connection between that goal and the actual numbers in your business.

You don’t know how many people you need in your pipeline.

You don’t know how many conversations it actually takes to land a client.

And you definitely don’t know if your goal is realistic based on your current data.

That’s where conversion rate changes the game.

What Conversion Rate Actually Tells You in Your Business

Your conversion rate is one of the most important numbers in your business because it shows you what is actually working.

Not what you hope is working. Not what should be working.

What is working.

At its simplest, conversion rate is:

• The number of people who took an action
• Divided by the number of people who converted

Then multiplied by 100.

But what makes this powerful is not just the calculation. It’s how you use it.

Because once you know your conversion rate, you can reverse engineer your entire business plan.

Instead of asking, “How do I get more clients?” you start asking better questions:

• How many conversations do I need?
• How many leads do I need to get those conversations?
• Do I even have enough people in my pipeline right now?

This is where strategy replaces guessing.

How to Reverse Engineer Your Revenue Goals

Let’s break this down in a real way.

Say your goal is to sign 6 new clients this month.

If your conversion rate from sales call to client is 30%, that means:

• 3 out of every 10 people convert
• You need 20 calls to land 6 clients

Now the real question becomes: How do you get 20 calls?

If your lead-to-call conversion rate is 20%, that means you need 100 people in your pipeline to get 20 calls.

So now instead of just saying “I want 6 clients,” you can clearly see:

• You need 100 leads
• To generate 20 calls
• To close 6 clients

That’s a plan.

And for most business owners, this is where the gap becomes obvious.

Because if you only have 10 people in your pipeline, the math simply doesn’t support your goal.

And that’s not a mindset issue.

That’s a math problem.

As I shared in the episode, this is one of the most common reasons entrepreneurs feel stuck. They think something is wrong with their strategy, when really they just don’t have enough data or volume to support the outcome they want.

Why You Might Be Converting Better Than You Think

This is the part that surprises a lot of people.

You might actually have a strong conversion rate.

It just doesn’t look impressive because your audience is smaller.

For example:

• Someone with 10,000 people might convert at 1%
• You might convert at 25% with a much smaller audience

And that 25% is incredibly strong.

But because your numbers are smaller, your results don’t look as big.

This is why comparing your results to others without context can completely throw you off.

Conversion rate gives you that context.

It shows you what’s actually working inside your business, not just what looks impressive from the outside.

Why Your Conversion Rate Changes Depending on the Situation

One of the biggest mistakes I see is treating conversion rate like it’s one fixed number.

It’s not.

Your conversion rate will change based on several factors:

Where the Lead Came From

• Referrals tend to convert higher because trust is already built
• Social media or networking leads may convert lower because they are colder

The Type of Offer

• Lower ticket offers usually convert faster
• Higher ticket offers require more time and touchpoints

The Sales Format

• A webinar converts differently than a discovery call
• A DM conversation converts differently than a live event

The Stage of the Pipeline

• Warm leads in consideration convert higher
• New leads in awareness convert lower

This is why you cannot lump everything together and say, “My conversion rate is 50%.”

It depends on the context.

And when you start tracking this properly, you’ll see patterns that help you make smarter decisions.

How to Use Conversion Rate to Make Better Business Decisions

Once you understand your numbers, everything becomes clearer.

You can look at your pipeline and ask:

Do I need more people or better nurturing?

If your pipeline is small, the answer is visibility.

You need more leads.

If your pipeline is full but not converting, the answer is nurturing.

You need to move people from interest to decision.

This is where your strategy becomes focused.

Instead of trying to do everything, you know exactly what lever to pull.

If you want help identifying that lever, this is exactly what we map out inside the Focused Visionary Accelerator and during a CEO Strategy Call.

How Do You Calculate and Improve Your Conversion Rate?

• Track every sales conversation you have
• Look at how many turned into clients
• Break it down by source, offer, and sales method
• Identify which activities convert the best
• Focus your time on what actually moves people to decision

Start simple.

You do not need perfect data.

You just need consistent tracking.

The Real Reason You’re Not Hitting Your Goals

It’s not always your marketing.

It’s not always your messaging.

And it’s definitely not always your mindset.

Sometimes, it’s just that your numbers don’t support your goals.

If you want 10 clients but only have 8 people in your pipeline, there is no strategy that will fix that.

Once you start looking at your business through this lens, everything shifts.

You stop taking missed goals personally.

You start making decisions based on data.

And you finally feel in control of your growth again.

What to Do Next

Start by pulling your data.

Look at the last 30, 60, or 90 days.

• How many conversations did you have?
• How many converted?
• Where did those leads come from?

Then map your next goal against those numbers.

If there’s a gap, you now know exactly where to focus.

If you want support with this, book a CEO Strategy Call and bring your numbers with you. We’ll walk through your pipeline, identify the gaps, and build a plan that actually works.

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Full Episode Transcript

Hey, hey, all right, today we’re talking about one of the most overlooked numbers in your entire business. And I promise you, like seriously promise you that once you understand this and start tracking it, you are going to look at your goal setting and your sales strategy completely different. It is an absolute game changer. And the number I’m talking about is conversion rate. Okay. What it actually is, how to calculate it, why it is different depending on your offer, how someone found you, and also more importantly, like how you can use it in your business to plan like a CEO, right? Instead of throwing spaghetti at the wall, hoping and wishing, you will have a true understanding of exactly what your business needs to look like in order to hit your goals. And I’m super excited about it.

Also, I want to share with you, like, don’t worry for all of you that are not numbers people, because I can already hear you. I can already hear you as you’re listening to this. And we are, only one minute in about like, I don’t, I hate numbers. get it. And I got a free tool. It’s in the show notes. You can even jump ahead if you want, but I created a lead and conversion tracker that is going to do all the math for you. It’s going to calculate it and do all of the things for you. So I’m literally giving you zero excuse to not know this number after this episode is over, all right? So if you’re ready, let’s dive in. Okay, so conversion rate to me is one of the most fascinating numbers in your business because it tells you exactly what is going on and it really allows you to plan and understand.

exactly what you need, how many people you need in your business, how many people you need in your pipeline, how many people you need, you know, as leads or to invite to a sales event to like hit your goals. Okay. Now I’m going to preface this entire episode to say nothing is a hundred percent and your conversion rate is going to vary. And you, of course, there’s always going to be an exception to the rule. But the goal is, that once you know this, you have an average, you have something that you can operate from, right? Instead of just guessing, right? Because most service-based business owners and entrepreneurs are setting these revenue and client goals with like zero connection to actual data.

They’re operating, you know, out of emotion and optimism and what works for somebody else. And I want to like, just preface this also to say like, the reason why I’m so like enamored by this number two is because again, there’s so many people out there saying like, they had a hundred people with their launch or they opened up their wait list and they got 20 people signed up, right? And so like you open up a wait list and you maybe get two people, right? But what they’re not telling you is that they have 10,000 people on their wait list, right? And they divide and they got a hundred people, right? So that’s really like a hundred people out of 10,000 is like not that impressive, right? And that’s what I mean.

Like they’re operating at a like 1 % conversion rate where you maybe have 20 people on your wait list and you get five, right? And so you’re operating at a 25 % conversion rate. And so like 25 compared to 1 % is really super impressive. And so I want you to really look at it through that lens too of like really understanding that like you’re probably operating at a higher conversion rate than some of these bigger coaches or creators that you follow.

It’s just that your numbers are lower to begin with, and that’s why you’re not hitting as big of numbers as they are, but you’re actually probably converting better, right? And so I just wanna start off and give you like an actual example of how you can utilize this and an actual example of how the numbers play a role in this. And then we’re gonna dive into like all the other things, okay? So.

Let’s say it’s the beginning of the year or the beginning of a new quarter, beginning of a new month, 60 day plan. You know, I do everything in 60 day plans, right? And so let’s say you’re in a sales season in your 60 day plan and your goal is to land six new clients. Okay. So you’re looking at your pipeline. You’re kind of looking and seeing like what you have going on in your goal is this six new clients. Okay. Now, maybe you know your conversion rate. Maybe you don’t, right?

First of all, if you don’t know your conversion rate, my question’s always gonna be like, well, what is it gonna take to get there, right? Looking at your pipeline, do you feel like you have six clients lined up? Do you feel like you have six warm leads, right? Like there’s always that question. But if we know your pipeline, right, or we know your conversion rate, we can look at this through a different lens. So let’s just say you do know your conversion rate. Let’s say on average that you have a 30 % conversion rate, okay?

30 % from call, meaning like they do some type of sales activity with you, whether that’s a discovery call or a sales event, like a conversion style event or something like that. And so from call to client, you have a 30 % conversion rate. Okay? So you’ve tracked this, you know that if you get somebody on a call, usually three out of every 10 are going to convert, right? That’s 30%. So that’s one way to look at it. Three out of every 10.

So in order to get six, that means you need to have 20 calls. So first and foremost, right there, I want you to think about that. Now, maybe your conversion rate is higher. I’m going to get into that. Let me stay focused, because I’ve already recorded this episode twice, because I couldn’t stay focused on this. So 30 % conversion rate, you want six new clients. That’s 20 calls. Three out of every 10 convert, which means in order to get six, you need 20.

The next question there is what does it look like for you to get 20 calls booked? So that’s a different conversion rate, right? Usually I have people track two different things. So we have conversion rate from like warm lead to client meaning or like discovery call to client, right? So they’ve taken some action. if we’re looking at it through the pipeline perspective, they’re in that consideration phase. So you have a conversion rate that moves people from consideration to decision, right? I’m considering working with you. I made a decision. That’s the one we were just talking about. Three out of 10, 30%. Okay.

Now we’ve got to look at and start working backwards and say, okay, how many people do I need to have in my pipeline to get those 20 calls booked? Okay. So on average, let’s say you’re working at a 50 % conversion rate, which is very high, more likely 20%. So let’s say 20 % of lead, meaning they’re like aware of you or they’re showing some interest, because you know I have those four steps in the pipeline. So they’re at that awareness to interest stage. They’re kind of aware. They’re kind of interested. And now you’ve got to move them into consideration. Consideration meaning sales. Let’s just say that’s only running at about a 20% conversion rate because some people require nurturing, some people just like to lurk for a while, right? Well, they get 20 calls at a 20 % conversion rate. That’s a hundred people in your pipeline, right? So I say this and I tell you this because again, I want you to really understand the game of numbers. So then you kind of can look at it and go, okay, well, do I have a hundred people in my pipeline? Not really, right? And

If you do great. If you don’t, okay. And so that’s the thing is I want you to really understand here is like, if you’re looking to get six new clients and you only have 10 people in your pipeline, right. And the people that are in your pipeline are kind of just learning about you. They’re just became aware of you. They’re not really warmed up. They haven’t really been nurtured. The chances of converting all six, like six out of 10 of them is fairly slim. And so.

I look at that and go, okay, so if we are in a sales season and we know we want to get six clients and we only have 10, you kind of then have two choices. You can look at it and go, do I need to work on nurturing the 10 that are already there? Right? Because I know if I nurture them, I can likely move them through to consideration and decision. Or do you look at it and make the decision to say, you know what, I think I need to spend a little bit of time. to build up my pipeline. And so you move your activities and your actions more into a visibility awareness, moving them from interest to consideration phase, right? So you’re getting more people in your pipeline so that your chances of converting to six are a little bit better. And so maybe you rework your numbers and go, okay, well, maybe I’ll focus on three this month, right? Cause you’ve got 10. You can likely convert three at 30%.

Right. And so you focus more on that and then you spend the rest of your time really focused on getting more people into your pipeline. Right. Because again, it all matters and you can really look at it through this lens of like, do I have the numbers and do I have the people in the right stages of my pipeline to get to the goal I am trying to achieve? And this is where conversion rate comes in. So freaking handy, right? Because again, you can just look at it through the lens of facts, right? You know, you can look at your pipeline, you can see exactly who’s there, you know exactly where they’re at in the stages of your pipeline. And if you don’t, again, this is something we dive really deep into inside of FEA. We have this conversation all the time around pipeline, and really understanding the different stages of this and how to move people through them. And then conversion rate plays a role too, because again, it’s like, you really want to look at this and see, do I even have the numbers to get where I want to go?

Because, you know, in nine years of doing this and working with hundreds and hundreds of business owners, one of the most common patterns that I see on a regular basis is that people are not hitting their goals simply because they think they have a marketing problem. or they have a mindset problem or some, you know, they have a lead generation problem or whatever. And honestly, it’s just a math problem, right? Like it’s just a math problem. If you’ve only, if you’re only nurturing five or six people and you’re trying to get 10, like that’s a math problem, right? Like that’s why this is so important is to really be able to see and track and understand like, am I setting myself up for success or am I setting myself up to kind of hit a wall?

Right? And that’s, that’s what happens. Okay. So what is your conversion rate? You’re like, okay, Michelle, this is wonderful. Like you’ve been talking about it and it’s wonderful, but like, how do I calculate this? Okay. So it’s a very simple calculation in all honesty, it’s number of clients, right? Or number of calls, depending on whatever it is divided by the number of conversions. Right? So again, multiple different touch points, different conversion rates for different things, right? So if you host a webinar or a private training or a workshop or a masterclass, you’re going to have a different conversion rate from that compared to conversion rates from people sending you referrals, right?

So I have a lot of conversations with people who get, are running off of an entirely referral based business. And so when somebody’s coming in as a referral, they’re warm. They they’ve been, you, got built in trust because somebody sent them your way. They’ve already seen your praises, right? And so 90 % of the time, conversion rate from referrals are much higher. And so what I also see with people is that when you are running a business that is primarily converting from referrals, and then all of sudden you shift your marketing a little bit, and you maybe move to a workshop, or you move to social media, or a discovery call, or you start networking, and you start booking calls through that, the conversion rate is usually a little lower and people start to wonder like, what is going on? Like what’s happening? Why is my conversion rate dropping? Why aren’t people converting? And the reality is, is they’re just not coming in as warm, right? They’re not coming in as warm. They’re not coming in with built-in trust.

And so you have to really look at and understand that there are different conversion rates based on your offers, based on how people are coming to you, based on where they are in your pipeline based on the style of sales event or sales conversation you’re having, right? So again, you’ve got to really understand that this is multifaceted. That’s why I say it’s like, it’s not just a one size fits all. It’s not like you have a 50 % conversion rate for everything, right? You just don’t, okay? And so what you just want to keep in mind when you’re calculating your conversion rate is number of whatever leads, clients, calls,

whatever that is you’re measuring attendees divided by the number of conversations or, you know, calls to action, whatever you want to do. then multiply that times a hundred to get your conversion rate. Okay. Again, I’m going to pause right here and say, you do not have to calculate this on your own. have a spreadsheet. It’s a Google sheet. It’s a leading conversion tracker. It does all of this for you. You literally put the names in. It’s actually like a lead tracker too. So you can select what, what stage of the pipeline they’re in in your business. You can put in notes as to like where they came from. So you can start to track where you’re, what marketing efforts are working. You can track notes. You can put dates in of when you need to follow up. You can also put date in from like the date that you started working or that they came into your world to the date that they converted. So you can kind of track your, the length of time it for conversion, right? So there’s, it’s an, it’s an all in one tool.

And then literally when somebody converts, you just change the little box to say yes, and it starts calculating your conversion rate. And so, and you can literally make a copy of it, like make a copy of the sheet and rename it and create a new one, duplicate it, and so that you can track for different events. So for example, I track my conversion rates differently for events that I host versus one-to-one calls that I’m having, right? So if I have a…

a conversion event. I’ll give you a really great example of this is that I hosted a private training. So in those private trainings are invite only, they’re people that I have seen show some interest in my business, right? So they’re in between that interest and consideration phase. All right. And I invite them personally. And so it’s usually only about five or six people per training. And then from there,

I invite them to a call if they want to go further or just I invite them to join FBA, right? Or we could talk about the intensive, but typically it’s FBA. Okay. So I did one of those trainings with very warm leads, warm leads. had met in person. We had had conversations. We had been chatting in the DMS. Like they were warm. Okay. So out of those five that were at that training, three of them converted. So that’s a 60 % conversion rate.

Right? So I could look at that and go, perfect. As long as I get six people in or five, you know, five to six people in, I’m going to operate at a 60 % conversion rate. I should be able to get three to four new clients per month. Not true. Okay. Because here’s what I want to give you as a caveat. I did the same exact training the following month, but I did it with people that were in the awareness stage. They were aware of me.

We had a conversation, whether a coffee chat, usually networking or they were on my email list, they’d made some, they had done something that showed that they were showing some interest, right? They were showing some interest, but they really had never looked at my offers. They didn’t know anything about my offers. They didn’t know anything about like my, my framework. They didn’t know anything about the focus visionary. Okay. Five people as of the time of recording, 0 % have converted. Right? So if I,

If I average that out, now I’m looking at a 30 % conversion rate. However, I’m not necessarily comparing apples to oranges or apples to apples. I’m really comparing apples to oranges because the stage in the pipeline of where these people are at is different, which is giving me a different conversion rate. Okay. But I’m also trialing this. I’m trialing this private training thing to see like

What works better? Do I wait and only host it when I’ve got some warm leads that really need that push into decision, right? They’re in consideration and they just need that push that’s gonna move them to decision. Because if that’s the case, I likely can stick with a 60 % conversion rate. Or do I wanna use this as an awareness, right? Like moving them from interest to consideration. Because the other thing is, is now even though it’s quote unquote converted 0%.

I also have some very, very warm leads to continue to nurture because again, they just are brand new to me and my pipeline. So the conversion rate’s going to be different, right? And so that’s what I want you to really think about here as you start to think about this, as you’re laying out your goals, we’re getting ready to jump into Q2 at the time of this recording. like when I’m recording this episode is releasing on the 25th of March.

So again, we’re really just getting into Q2. if you’re somebody that plans quarterly, you know I’m a big fan of 60 days because life, lives and business is business and like, shit does not always line up with a quarterly schedule. But again, as you kind of reflect on Q1, spend some time looking at your conversion rate, right? Go back through your calendar, look at all your discovery calls, look at any sales activity that you had, right? Whether that was a discovery call, whether that was in your DMs, whether that was in a conversion event, right? Like every single sales activity that you had, I want you to look at it. And then I want you to look and go, okay, well, how many of these conversations turned into clients? Divide it out and you’ll have your conversion rate, right? It will also probably likely show you which of your activities converts the best and which of your activities don’t necessarily convert as well.

For some people, they can convert extremely well in the DMS. For others, they can convert extremely well on a call, right? That’s what you want to really start to look at and track. And now is a wonderful time to do it. You’re just, you know, at the end of every quarter is a wonderful time to do this because it allows you to set yourself up moving into the next quarter, the next, whatever, whatever your next goal setting period is, you’re looking at it and setting yourself up from

Facts, not just these wishes, these hopes of like, I’m gonna land six new clients this month. Trust me, I’ll cheer you on and I’m gonna be like your best cheerleader on the sidelines telling you, absolutely. But I’m also gonna be the person looking at you and going, okay, what are we gonna do to make that happen? Talk to me about the numbers, talk to me about who’s in your pipeline. Where are these six people going to come from? Now, again, I always say there’s a caveat to everything.

There are people in your pipeline, there are leads in your world that are lurking. You have no idea that they’re even interested, right? They’re not doing anything besides watching from the sidelines. I have had this happen, right? When I did the price increase for the Focus Visionary, I had two people convert from my emails that I didn’t even know were leads, right? But again, that’s also incredible data.

tTo say like I can look at and see who converted from my email marketing, right? So again, I just understand like maybe I’m looking at my email numbers and I can see kind of who’s interested, but also like there’s just power in saying like I sent this many emails and from this many emails, I got these many conversions, right? Like on a sales sprint type of thing. So you can also absolutely just look at it through that lens. But again, it’s always going to be a little bit variable. There’s never an absolute with your conversion rate. It’s never absolute, but it can get close. You can get an average. You can get something that you can work from. And so I just, reiterate a few things, your offer matters, right? Your conversion rate on a lower ticket offer is likely going to look different than your conversion rate on a higher ticket offer. Again, you’re looking at more touch points, longer consideration, again, where they came from, the lead source matters. Where did they come from? Right? So if you’ve got people coming in and you’re operating your business through referrals of trusted colleagues, they are coming in much warmer. And I want you to remember that. So your conversion rate again, might be very high on referrals versus conversion rate from a networking or just all of your other lead generation activities might be a little bit lower. Again, neither are wrong. They’re just different inputs. And so they require different volumes. They require different volumes of people. And the format of the actual sales interaction matters. A webinar is going to convert differently than a one-on-one discovery call. A strategy call is going to convert different than a DM conversation.

It’s not that you need to know exactly the different rates, but you just need to understand that different runways, different sales interactions are going to have different conversion rates and different timelines. so understanding that is going to give you the ability to look at and see what converts the best versus just bundling it all together, right? Like I could look at and go, okay, I had a 60 % conversion rate here. I could compare my Reflect, Refocus, Reignite event, which had like a 25 % conversion rate. And then I could, you know, take my one-to-one sales calls, which convert at much higher. like around like a 60 to 70%, right? That’s all, those are all completely different entry points for people.

And so I can’t sit here and go, well, my average conversion rate is 60 % and then host a big awareness style conversion event and expect a 60 % conversion rate with brand new people. That’s what I mean. Like you just don’t want to bundle it all together and be like, average, I’ve got a 60 % conversion rate, especially if the entry points are different. Okay. So that, that makes a big difference. And then your client type matters, right? Like it, you got to really look at and see like ideal clients.

Again, are they repeat buyers? That makes a big difference. Are they coming in from referral? Again, that makes a difference. just taking into consideration the client type too. Are they action buyers? Are they the ones that just like, give me the details, tell me what it is, and I’m in and they make a decision. Are they ones that need to process? There are definitely people out there that love to gather information.

Then they sit on it, they process it for a while, and so the conversion rate might look different depending on different buying styles, right? So that client type and buying style makes a difference too. So again, I don’t want you to like, I don’t want you to get too crazy hyper-focused on this, but I do want you to like look at, again, look at your calendar, whether you wanna go back to all of Q1, whether you wanna go back just one month, you can do this by the month.

You can do this in 60 day formats like we do inside the focus visionary accelerator. you could do this for quarters. don’t care how, what your time period is. It doesn’t matter to me. What’s most important is that you’re looking at the actual data. Okay. So I want you to look at all of your, your sales conversations and your interactions. I want you to know where the people came from so you can pull up your lead tracker. This is a great thing to do on a CEO hour. Have your lead tracker on one screen, have your calendar on another screen or whatever.

If you, if you do a lot of it through DMS, have your DMS open, right? And you start putting names on this lead tracker and you, yes, no, yes, no. Did they convert? No. Where are they at? Right. So you’ve got it right in front of you and you can really see in black and white, it’s actually in a little bit of color, but in black and white, what’s actually happening? What’s converting. So the next time you set goals, you can look at it and say, is this realistic? Right.

Or do I need to build up my pipeline, which then leads you into being able to accurately plan and strategize the season of business that you’re in, which is kind of the next step of what we do inside of FEA, right? So we look at pipeline and then we look at sales. So this is the pipeline piece. This is a piece of the pipeline because this is just understanding who’s converting out of your pipeline and who isn’t. Okay.

So again, click on the show notes, click the link to the leading conversion tracker. It’s there. It’s a completely free tool. spent hours calculating that formula so that it will automatically calculate that conversion rate for you so that you don’t have to do the math. So all of you number haters out there, I got you. I got you and you’ve got no excuse now, right? You got no excuse.

Okay, so when you book your CEO strategy call to discuss this, to use this, to strategize this, right, because that’s the next step for you, get your leading conversion tracker out, then book the CEO strategy call with me, share your tracker with me, and let’s strategize what you can do to work with your conversion rate to set goals that are going to get you where you want to go. Okay, so both those links are in the show notes.

Please, please, please schedule the scheduled call, download the lead magnet. Lead magnet. What am I talking about? The lead tracker, right? And then use it. Like that’s the thing. Like this is the difference between being busy, right? Being busy and reactive as an operator in your business and being the CEO that is proactive in your business. This is a very proactive.

strategic use of your time and it is worth it because we all hate, we all hate setting a goal and then wondering what the frig is happening that is like, why can’t I hit this fucking goal? Right? How many, we’ve had those conversations. I’ve had those conversations with hundreds of people, myself included, right? Like again, I don’t tell you anything, I don’t tell you to do anything that I don’t do. And I also have like, sat there for years beating my head against the wall wondering like, why the hell am I not getting the numbers for the signups to my webinars, to my workshops, to whatever I’m doing, like to the clients, why am I not getting the signups? And when I look at it and I could start to look at it through the lens of facts and conversion rate, I’m actually converting better than a lot of other people. It’s just that my numbers are a little bit smaller, right? And so,

That’s what’s most important is just really being in alignment with where your business is currently at. And if you’re running with a smaller, tighter, more intimate audience, then that’s fine. We just have to figure out what we can do to convert that intimate audience, right? And also to…

just like another little caveat is like you can also look at it when you’re working with smaller numbers, which a lot of us are, right? Like many of you are not working with 10,000 email subscribers, 20,000 email subscribers, 25,000 followers on, you know, your social medias. Most of us are not working with those numbers. Some of you are and that’s wonderful, but even those people that are working with big numbers, you still have to understand your conversion rate. So again, if you’re looking at and you’re working with smaller numbers, the other thing that plays a role here is

how many of them have already converted, right? I look at this all the time of like, I’m feeling so blessed and so grateful that like, I have converted a lot of the people that are in my circle because I keep it small, right? So if and when I’m in a season of meeting more clients, which of course we’re always in that season, right? Especially with a group offer and one that’s evergreen, I have to look at and say, okay, what do I need to do to expand my?

audience because a lot of times my current audience has already converted in some way shape or form. So again that’s something else that you can look at through this when you start to sit down with this and really look at and go okay I just need to be in a season of visibility right now. I need to be in a season of audience growth and again these are all things that we can dive deeper into in with the focus visionary framework. Again you can pick your path whether you go the group program or an intensive

We look at both the same way. But before you even get to that step, book a strategy call with me. Like, let’s have a conversation and let me see what’s actually going on in your business. Cause I can guarantee you that I can likely give you an action step that’s going to make a big difference. It’s going to move the needle in your business simply by looking at this right here. Okay. So you know what to do. Click the link in the show notes. You’re going to download the lead tracker.

You’re gonna book a CEO strategy call, okay? We’re gonna figure out where there’s a little bit of a gap in your conversion, in your lead in conversion, right? Where’s the gap somewhere? There’s likely a gap somewhere. And then you’re gonna be on your way to setting and hitting your goals. Q2 or whenever the hell you’re listening to this, we’re gonna make it happen, okay? So I love you, I believe in you, and I will see you in the next episode.