As you’ve been hashing out the details of a sellable service that meets your client’s urgent problem, you probably already began thinking, “How much could I earn in a year selling these?”

And while the default focus tends to be on total revenue, it’s important to pause and think first about your own capacity.

In self-employment you earn the freedom to ask and answer the question: 💡 #107 How much do I want to work?…​

Which will then lead you to #109 💡 What’s your magic number? — that is, the maximum number of clients you can serve in a year.

The surprise for many folks is that this number is quite low.

Likely less than 10, depending on the type of service you’re offering.

What’s helpful about going through this exercise is the realization that you yourself are a scarce resource…

And as a business owner responsible for deploying that scarce resource, you must be vigilant about:

• the types of engagements you take on
• the marketing activities you pursue to attract those engagements

At the end of the day, you’re looking for the most efficient deployment of your time and expertise.

So, while it’s not exactly groundbreaking to say seek efficiencies in your business (higher margin services, scalable marketing, automated or outsourced back-office processes)…

The following question then becomes, what do you do with that ‘time dividend’ earned from finding efficiencies in your business?

​#198 💡 Reinvest your time for max return breaks down the C-P-A framework that encourages you to find uses for your reclaimed time that will accelerate long-term returns for your business.

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💡

-Wes

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