What went right?

I've got a client I've been working with for about six years now. And for a long time, they had the type of business that had really, really good months. And really, really bad months. Really, really good quarters, really, really bad quarters.

There was no consistency, or predictability to their business. And so there was no real feeling of security.

Early on, when I asked them why they had a good month, or why they had a bad month, they never really knew. We just happen to have more prospects call us this month, the phone just rang more. We just happened to get some good referrals this month.

But the key for me as a coach was to keep asking questions to get at the real drivers of success.

I wanted to know what happened when they had a bad quarter.

But more important to their success was to know what happened when they were successful.

Understanding what went right was incredibly important for them. So after a number of quarters of going through that and feeling out of control, not in control of their results, victims to good times or bad times. In their case, they finally started getting incredibly disciplined in their marketing process. For them, it was about webinars, Instagram lives, building relationships with outside organizations that could refer business to them, and who they could refer business to.

They started tracking their activity and their results. And since getting more discipline with that, they've had five record quarters in a row, and are about to have, by far their best year ever growing by 50% over the last year.

And they know exactly why.

We had one more webinar this month, we've done more Instagram lives, we created a new relationship with a company that's funneling more business to us.

They know exactly what they're doing right. So they can keep it going. And it's led to a predictable revenue stream that's allow them to start making some more proactive decisions about their team, roles within the team, around some better and additional marketing strategies, some additional products and services moving forward. Because now, they not only have that predictable revenue stream, but they have a much better idea of what's driving that revenue.

The key is to consistently ask yourself the right questions. Most ask what happened after a bad month. But bad months don't really give you many clues to success.

How often are you asking what happened after a good month or a good quarter? Now if you ask yourself that question enough, at some point, you're not going to say, Gee, I don't know. You're going to come up with an answer. And from that answer, you're going to do more of that, and experiment and tweak and over time. That's going to lead to a predictable revenue flow.

Now would be a great time to review your last 90 days.

What went wrong, but more importantly, what went right?