Module 11: Fire Your Worst Clients

The 80/20 Rule

The Pareto Principle (80/20 Rule) states that 80% of your results come from 20% of your actions.

In travel, this usually means:

• 80% of your profit comes from 20% of your clients.
• 80% of your stress comes from 20% of your clients (the cheap, demanding ones).

To grow, you don’t need more clients. You need better clients. This module is about ruthless efficiency. It is about identifying what actually makes you money and ditching the rest.

Actionable Steps

The Client Audit:

Look at your last 10 bookings. Highlight the ones that were profitable and easy. Highlight the ones that were a nightmare. What do the "nightmare" ones have in common? (e.g., Budget under £1k? Last minute?). Stop taking those bookings.

The "Stop Doing" List:

We all have "To Do" lists. Make a "Stop Doing" list. Stop designing fancy graphics if they don't bring leads. Stop arguing with people on Facebook. Focus on the money-making activities.

Double Down:

Identify the ONE marketing channel that brought you the most leads last month. Spend 80% of your energy there next month. Ignore the others.

Free Online Resources

Top Tips from the Big Players

Look at Apple: Steve Jobs famously returned to Apple and slashed 70% of their product line to focus on just a few perfect products. Focus = Quality.

Look at Netflix: They ruthlessly cancel shows that don't perform, even if a few people like them. They invest only in what grows the subscriber base. Be like Netflix with your marketing efforts.