If you ask most business owners what they need to grow, you’ll usually hear the same answer: “More leads.”

It makes sense on the surface. More leads should mean more customers, which should mean more revenue. Right?

The problem is, that’s often not true.

In fact, for many businesses, chasing more leads is the least efficient way to grow. It’s expensive, time-consuming, and in most cases, completely unnecessary.

That’s because the real opportunity isn’t in adding more—it’s in doing more with what they already have. And that’s where profit leverage points come in.

Why More Leads Aren’t Always the Answer

Lead generation is flashy. It’s what everyone talks about in Facebook groups, masterminds, and marketing podcasts. But what most coaches and business owners overlook is this:

You don’t fix a leaky boat by rowing faster. You fix the holes first.

And for most business owners, their boat is leaking revenue in multiple places:

• Their pricing is too low.
  
  

• Their sales process is underperforming.
  
  

• They’re not maximizing each transaction.
  
  

• Their follow-up is weak—or nonexistent.
  
  

So before pumping more traffic into the top of the funnel, it makes a lot more sense to tighten up the system that turns leads into profit.

What Exactly Is a Leverage Point?

Think of leverage points as small hinges that swing big doors. They’re areas of your business that, when optimized even slightly, produce outsized results.

These points might include:

• Raising prices by 5–10% without losing sales
  
  

• Improving close rates with better discovery questions
  
  

• Adding an upsell or cross-sell that boosts transaction value
  
  

• Re-engaging dormant clients who already know and trust the brand
  
  

The beauty of these strategies is that they often require less time, less money, and less stress than running more ads or chasing cold leads.

A Real-World Example: The Agent Who Stopped Chasing Leads

Take one of my clients—a solo real estate agent.

When we first spoke, she was convinced that her biggest issue was lead flow. She was spending thousands of dollars a month on Zillow ads and Instagram promotions and still feeling stretched.

But when we dug into her numbers, a different story emerged.

Her leads weren’t the issue—her conversions and customer value were.

So instead of scaling her marketing budget, we made a few key shifts:

• We refined her listing package to include a premium tier (which immediately boosted average commission per client).
  
  

• We added a simple consultation fee that positioned her as more credible and filtered out time-wasters.
  
  

• We reactivated past clients with a quarterly home value email—bringing in two new listings within 30 days.
  
  

No new leads. No new ads. Just a better use of what was already in front of her.

Why This Approach Works for Coaches

As a coach, your job isn’t just to help your clients work harder or spend more—it’s to help them work smarter.

That means identifying and prioritizing the areas of their business where small improvements create big results. It also means helping them stop focusing only on the front end of the funnel and start looking deeper into their customer journey, pricing model, and profit structure.

When you help a client find an extra $30K in profit just by fixing their follow-up or adjusting their price point, you don’t have to “sell” coaching anymore. They get it.

Finding Leverage Points Doesn’t Have to Be Guesswork

Now, I get it—finding the best leverage points in a business takes time. You have to dig, test, and analyze. And if you’re doing it manually, it can be overwhelming.

That’s exactly why Karl built the Profit Acceleration Software™—to help coaches identify, model, and prioritize profit strategies without needing to be a spreadsheet ninja.

With this tool, you can run a live assessment of a client’s business, pinpoint profit gaps in real-time, and instantly generate a custom roadmap showing where to focus first.

And yes—it shows the dollar impact of each change, too. Which means your clients walk away knowing not just what to do, but why it matters financially.

Final Thoughts

Business growth doesn’t always mean “more.” Sometimes it just means better.

Better pricing. Better retention. Better conversions.

As a coach, when you shift the conversation from volume to leverage, you become more than a consultant—you become a partner in profit.

And when you have the right tools to prove it? You stop chasing clients, and they start coming to you.

Want to see how to identify profit leverage points in real time? Book a strategy demo and I’ll walk you through exactly how Profit Acceleration Software™ can help you create faster wins and longer-lasting results.