Secret service agent's advise to business owners

What can a business owner learn from the way a Secret Service agent prepares?

Think ahead. Pay attention. Have a clear next move.

Apply that mindset to two habits that could help you win one extra client a week and work towards 20% more revenue:

1. Prepare before every client conversation.

Spend ten minutes understanding their business, their likely problem and why solving it matters. Then ask: “What is this costing you in time, money or missed opportunities?” Listen carefully before recommending anything. Make your proposal specific to what they actually need.

2. Schedule the next step before the conversation ends.

Replace “Let me know” with “Shall we speak on Thursday after you’ve reviewed the proposal?” Each week, also follow up with five people who previously showed interest. Give them a useful reason to reply: an answer, a relevant example or a clear recommendation.

The maths matters: if you currently win five equally valuable clients a week, one additional client represents 20% more revenue from new clients. Profit depends on the cost of delivering the extra work.

These are targets, not promises. Track conversations, follow-ups, clients won and profit for four weeks. You’ll see where better preparation and follow-through can make a difference.