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Alrighty, guys. So in this video, we're gonna talk about how to do less in your business and make more money—make more profit, add more to your bottom line.
This video is specifically for people who maybe already started a business but didn’t set it up the “perfect” way from the beginning—where you specialized early or narrowed down to just a few core offerings. Instead, you might be at a point where you’re offering a bunch of different services, and now it’s tough to break out of that because it takes time to develop one core part of the business while you’re still busy juggling everything else.
So how do you do it? How do you break free from doing a little of everything and start focusing on one specialty? Today I’m going to walk you through the formula for how to do that.
Let’s say each number here represents a different part of your business: maybe bathrooms, flooring, kitchens, and decks. Over time, you get “pretty good” at each of them. The problem is your effort is split between so many services that it’s hard to create systems or hire effectively for any one of them. So you end up constantly running around between twenty different things.
Even if you’re really good at all of them, the issue isn’t just quality—it’s systems. If the business can’t operate without your personal involvement, you can’t step back, work on profitability, or eventually make the business saleable.
So what’s the process to specialize, narrow down, and rebuild the right way?
Step one is leads. You need a consistent flow of leads for one specific type of project. I’ll drop a resource link—99 Calls is one option, and of course we help with that too. But the key is consistency.
When I started my first business, I had only two weeks of cash left and I was praying for a break. The very next day, I got a call about a $5,000 project. I didn’t even close it, but just having that potential deal gave me energy and confidence to go out and sell more aggressively. That’s the power of consistent leads—you stop chasing unprofitable jobs just for cash flow and you start holding firm on your value.
Step two is sales. Sell like the stakes are high. If you normally book 20% of your leads and close 20% of those, out of 100 leads you only close four jobs. But if you improve to a 50% booking rate and 50% closing rate, now you’re closing 25 jobs out of 100 leads. That’s a massive difference in profit. So getting better at booking and sales makes every marketing dollar go further.
Step three is saying no. Once you have consistent leads and confidence in your sales process, you can stop taking on jobs outside your wheelhouse. You won’t feel pressured to accept unprofitable work just to keep money flowing. Instead, you can decline projects that distract from your core service and focus only on what moves you forward.
Step four is process. Build a step-by-step system for delivering your core service. Document your procedures, train your team, and create a department that can run without you. Over time, you’ll have laborers handling most of the work, and eventually you can bring in a project manager to oversee the rest. The goal is to create a section of your business that delivers consistent quality with minimal involvement from you. That’s when your business becomes a true asset—something that can run even if you take a three-week vacation.
Once you’ve built one core service into a systemized department, you have two ways to grow. One is opening new locations in other markets with that same core service. The other is expanding into new services—like if HVAC is your core, later you add plumbing or electrical. Both paths have advantages. Multiple locations make training and operations more efficient, while multiple services let you cross-refer customers and make your marketing dollars stretch further.
Either way, the point is to get one service systemized and running without you before expanding. That foundation is what gives you freedom, profitability, and the ability to grow strategically.
So, guys, getting one core offering locked in and automated is such a beautiful thing to have. I encourage all of you to push for that. Hopefully this gave you some insight on how to do it.
If you have questions, if you liked something I said, or if you disagree, drop a comment below—I’d love to hear from you. Also, we’ll be uploading at least one new video per week, so smash that subscribe button, hit the notification bell, and I’ll see you in the next video.