When I start working with a new client, I ask them what they want from their business. And you know what? Most of them look at me with a mixture of confusion and mild panic and say they’re not sure what I mean.
So I say: “Why are you doing this? What was your dream? What did you want to get from it?”
And it’s surprisingly rare that I get a confident, definitive answer.
The Pattern I See All The Time
These women are SO overloaded with work, clients, family, and everything else that the idea of having a plan, an outcome, an actual end goal hasn’t even entered their head. They set up their business because they needed an income, fancied a change, got made redundant, or didn’t want to go back to work after having kids. And now they’re just… surviving.
They fit a pattern I see ALL the time: always really busy with hardly a moment to spare, always short of cash, never enough hours in the day. They think “all I need is a few more clients and it’ll be fine.” I call it the Too Busy & Broke Pattern.
Why “More Clients” Isn’t The Answer
Here’s the thing most people don’t want to hear: if you’re already too busy AND too broke, adding more clients won’t fix it. You’ll just be even busier AND still broke – because the underlying problem isn’t a lack of clients. It’s a lack of direction, a lack of pricing strategy, and a lack of knowing your numbers.
Without targets, you have no idea whether you’re doing well or badly. You don’t know if your business is profitable. You don’t know if you’re doing better or worse than last year, other than a vague gut feeling.
How To Break The Pattern
Get clear on what you actually want. Not just “more money” – how MUCH money? By when? What does your ideal week look like? Write it down. Put it in Notion or Google Docs. Make it real.
Look at your pricing. Are you charging enough? If you’re constantly busy but constantly broke, your prices are probably too low. Use a spreadsheet or Xero to work out exactly what it costs you to deliver your service – then price accordingly.
Track your numbers. Sales, expenses, profit, email subscribers, website visitors. Use Google Sheets, Xero, or QuickBooks. You can’t fix what you don’t measure.
Say no to the wrong clients. Not every enquiry is a good fit. If a client is going to drain your time, your energy, and your soul for not enough money – say no. Make space for the right people.
Work ON your business, not just IN it. Block out time each week – even just an hour – to work on strategy, marketing, and growth. Schedule it in your calendar like a client appointment and protect it fiercely.
The Too Busy & Broke pattern isn’t a life sentence. But it won’t change on its own. You have to decide to do things differently. So – what do you want from your business? And what are you going to change today to make it happen?