Stop Doing More of What Isn’t Working — Get Better Instead
As business owners, we often fall into the trap of thinking: “I need more leads. I need more sales. I need more revenue.”
It’s natural to want more, but this mindset can create a dangerous loop. The moment we think “I want more,” our brain defaults to, “I need
to do more of what I’m already doing.” If your current actions aren’t producing the results you want, doing more of them will just give
you… more of the same.
Think about your business in terms of inputs and outputs:
Inputs: All the activities you do daily, weekly, monthly.
Output: The results you get from those activities.
If you want to change your output, you must change your input. That means either:
Doing different things, or
Getting better at what you’re already doing.
The Pricing Problem
Recently, I spoke with five different business owners. All of them wanted to make more money. But when we dug deeper, the real issue wasn’t
lead volume — it was pricing. They weren’t charging enough for the business to be profitable. Quoting and converting more
underpriced jobs doesn’t solve the problem. Instead, they needed to:
Understand their true costs and price accordingly.
Get better at sales conversations to win profitable jobs, not just any jobs.
The Three Core Business Filters
Whenever I coach a business, I run every conversation through three filters:
Pricing – Are your prices where they should be?
Performance – Are you executing effectively?
Pipeline – Do you have a steady flow of opportunities?
If you can’t nail these three, nothing else matters.
Working “In” vs “On” Your Business
Many owners spend 50+ hours a week working in the business — on-site, quoting, scheduling, admin — and zero hours working on
the business.“More” is not an action. It’s the result of getting better.If you want more time, more money, more control —
you must invest time in developing your skills in pricing, performance, and pipeline building.
Skill Development: The Missing Link
You’ve probably spent years perfecting your trade skills — painting, building, plumbing, electrical work — but how much time have you
invested in becoming better at sales, marketing, or pricing?
If the answer is close to zero, that’s likely why your business growth has stalled.A simple metric to aim for: For every hour you
work in the business, spend at least one hour working on it.
The Bottom Line
Stop thinking you need to do more of what’s not working. Instead, focus on getting better at the three
foundational areas:
Pricing
Performance
Pipeline
Nail these, and everything else in your business becomes easier and more profitable..
Painting
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