Seeds and Weeds

A photo of an enormous pumpkin - Seeds and Weeds

“Your team wants to do their best work, and they can’t do that if you don’t bring in the client who will allow the best work to be done.” —Dan Martell

Who is your best client?

Knowing the answer to this question will tell you:

  1. What service you’re really selling.
  2. Who you’re selling it to.
  3. How to be more valuable to all your clients.

It’s a complicated question that some people spend years trying to solve. But genius makes the complex simpler, and that’s why we teach the Pumpkin Plan method in our mentorship program.

The Pumpkin Plan comes from a book of the same name by Mike Michalowicz. Here’s the premise:

Every year, several states and provinces hold competitions for the biggest pumpkin. The world record is currently held by Mathias Willemijns from Belgium and his 2,624.6-lb. pumpkin.

The way you grow the biggest pumpkin is to start with seeds from the biggest pumpkin you can find. You plant those seeds and give them all the water, fertilizer and sunlight you can.

But every seed will spawn several pumpkins on its vine. To grow the biggest pumpkin, you have to identify the best one early and then cut off all the other pumpkins. That way, your best pumpkin gets all your resources.

Michalowicz compares the “big pumpkins” to your best clients. In this series, I’m going to share his Pumpkin Plan with you. By doing these exercises, you will:

  • Create a frame through which to view your true value.
  • Understand how to aim your marketing plan at high-value clients.
  • Stop attracting low-value, time-wasting clients.
  • Work only with the people who make you happier.
  • Understand why you don’t need every client—and shouldn’t try to get or keep everyone.

This exercise was a critical pivot point in my business. It made me love owning a gym again.

In the next post in this series, we’ll start with the fun part.

Other Media in This Series

“Seeds and Weeds: Your Best Clients”
“How to Fire Your Worst Clients”
“Love Makes Your Garden Grow”
“The Fired Client Rebellion and the Comeback of the Year”
“How to Upgrade Your Clients”
“Video Recap: Seed Clients and Weed Clients”


One more thing!

Did you know gym owners can earn $100,000 a year with no more than 150 clients? We wrote a guide showing you exactly how.