How many inquiries, leads or calls do you get each month from prospective clients? You need to know that, and you need to know where they are coming from. Which ad? Who referred them? What were they searching for when they found your site?

If you don’t know these things, you won’t know what’s working so you can do more of it, and what’s not working so you can either fix it or move on to other things.

You also need to know how many of your inquiries convert to clients. How many make an appointment? How many keep the appointment? How many sign up?

You need to know this so you can improve your marketing funnel at every step.

Are you getting lots of calls from people who don’t have money to hire you? You need to know that. Are you seeing lots of people who can’t make a hiring decision until they talk to someone? You need to know that too.

You also need to know your numbers so you can establish a baseline and spot trends. Are your numbers different at different times of the year? Are you doing better this month than last month?

You need to know.

Knowing your numbers is a key component to increasing your gross and net income and growing your practice. Set up a simple system to record your numbers on a daily basis and then look at those numbers at least once a month.

If I call you next month and ask you, “How many leads did you get last month?” you should be able to give me a number. If I ask for a breakdown of where they came from, you should be able to provide it. If I ask you how many clients in each category signed up, the answer should be at your fingertips.

Because if you don’t know your numbers, you’re not running your practice, you’re letting it run you.

How to earn more than you ever thought possible