Last week I talked about how focusing your efforts on your highest potential clients pays off exponentially.

But there's an almost unwritten codicil to that important strategy.

If you're going to spend more time focusing on your highest potential clients – the ones who've put their hands up to say they're interested – you need to spend less time on something else.

Spending time creating a private mastermind group for potential clients to share ideas and experience in an area you're an expert in: great strategy.

What are you going to do less of to make the time for it?

Building an email list and nurturing your relationship with them: great strategy.

What are you going to do less of to make the time for it?

I don't know what it is for you.

For me, in order to spend time creating content to attract and nurture my ideal clients I had to give up going to networking events filled with nice people I got on well with that made me feel good. But that were never going to bring me clients.

I had to give up live presentations that I was good at and enjoyed doing to make room for webinars and online advertising that were more effective.

It's easy – actually, that's not true, it's not easy. But it's easi-er to find good things to do with your highest potential clients.

It can be much harder to let go of the other stuff you're doing that feels comfortable. 

But you've got to do it.