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WHY SMALL IMPROVEMENTS COMPOUND INTO OVERSIZED PROFITS Here’s where it gets interesting. These four levers don’t work in isolation; they multiply each other. Let’s say you run a law practice. You’ve got 500 active clients, and you bring in 100 new ones each year from fresh lead sources. You also get five referrals per month (60 per year). Your average
client pays you $5,000 annually and stays for four years on average.
Now, watch what happens when you make small improvements across all four levers:
Current state: • 100 new clients (from fresh leads) + 60 (from referrals) = 160 new clients/year • Average client value: $5,000/year • Average tenure: Four years • 500 active clients × $5,000 = $2,500,000/year After small tweaks: • You wake up old leads and convert 100 who’ve been sitting there +100 new clients. • You improve referral moments and double from five referrals per month to 10/month +60 new clients.
“Before you chase another stranger, ask yourself: Am I getting all I can out of what I’ve already got?”
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