The One Concept That Changed Everything for Me

Some of the best money I’ve ever spent was hiring a business coach almost three years ago.

There’s one thing he drilled into me that I now use in every area of my life.

Not just business, but health, relationships, and how I think day to day.

If you come from a sales background, you might read this article and say, “Duh.”

That’s fine.

Because before this, I wasn’t living this concept at all.

The idea is simple:

Inputs over outputs.

Start With the Output. Then Let It Go.

If you’ve ever jumped on a call with me to talk about your law firm, you know I like to start at the end.

I’ll ask things like:

• How much does your firm need to make to cover business expenses?

• How much do you need at home?

• What’s your “dream number” for lifestyle spending?

Once you answer those questions, you now know the output you’re chasing.

From there, we can back into:

• How many matters you need per month

• What types of cases

• What an average month has to look like to keep the lights on (both at the firm and at home)

That number matters.

You need to know it.

You need to write it down.

And then, this is the important part, you need to stop fixating on it.

Why Outputs Are a Trap

Revenue, profit, and case volume are the ultimate measures of success, but they’re also the things you have the least direct control over daily.

Staring at your bank account doesn’t make it grow.

Refreshing your revenue report doesn’t bring in clients.

What does move the needle are the things you can control every single day.

That’s where inputs come in.

Shift Your Focus to Inputs

Once you know your output goal, the real work begins.

Ask yourself: What daily inputs can I track that I have complete control over?

Examples:

• A daily number of social media posts or engagements

• A daily number of outreach messages to friends and family, letting them know you’re in business

• A daily number of touchpoints with other attorneys

• A daily habit tied to marketing, referrals, or visibility

These are things you can execute whether you’re “motivated” or not.

And when done consistently, they compound.

The Hard Part: Trusting the Process

I won’t sugarcoat it. This is easier said than done.

When your revenue number isn’t rising as fast as you want, it’s hard not to panic.

It’s hard not to abandon the plan and chase something new.

But here’s the truth:

If you have a good process, you have to trust the process.

The real skill isn’t obsessing over outcomes.

It’s:

1. Choosing the right inputs

2. Executing them consistently

3. Knowing when, and how, to make small adjustments

Not massive overhauls.

Not emotional pivots.

Just intentional tweaks.

The Takeaway

Outputs tell you where you’re going.

Inputs determine whether you actually get there.

Know your numbers. Record them.

Then focus relentlessly on what you can control today.

That mindset shift changed everything for me.

And if you commit to it, it can do the same for you.

Want Help Identifying the Right Inputs for Your Firm?

This is where most solos get stuck.

They understand the idea of inputs over outputs, but they’re unsure:

• Which inputs actually matter for their practice

• Which ones are wasting time

• And where they should focus their limited energy

That’s exactly what the 24-Hour Firm Audit is designed to solve.

It’s a free clarity session followed by a personalized breakdown delivered within 24 hours, showing:

• What’s working in your firm

• What to cut

• Which inputs to double down on

• And what your next one or two moves should be

No pressure. Just clarity.

As one firm owner put it after a recent audit:

“I'm genuinely grateful for the insight and would strongly recommend your work to any firm owner looking to grow deliberately and intelligently.”

If you want clarity on what inputs actually move the needle for you, you can book your 24-Hour Firm Audit by clicking here.