When Your Business Feels Like It’s Falling Apart: The Three Things Rule

Have you ever looked at everything happening in your business and felt completely locked up?

A client leaves. Revenue drops. An employee quits. Your barn suddenly has empty stalls. And instead of knowing what to do next, your brain starts creating a list of 50,000 things that all feel equally urgent.

I’ve been there.

Years ago, my marketing agency lost two of our largest clients—representing roughly 30% of our revenue—on the same day. At the same time, we were dealing with employee problems, morale issues, and the very real possibility that we wouldn’t have enough cash to make payroll.

My response was to start making lists.

And more lists.

And more lists.

Until my wife finally asked me one question:

“If you could only do three things, what would those three things be?”

That question completely changed how I approached the crisis.

In this episode of Equine Business Edge, I share the Three Things Rule I’ve used ever since—and how horse trainers, equine professionals, and other small-business owners can use it when everything feels like it’s falling apart.

We talk about the three areas I focused on:

1. Protect the clients you already have.
Before you worry about growth, plug the holes in the ship. Talk to your clients. Find out how they’re doing, whether you’re meeting expectations, and where problems might exist before they become reasons to leave.

2. Generate new business.
You can’t stop marketing just because you’re busy. I explain why relationship-building, making phone calls, staying visible, and consistently creating useful content became some of my most important rainmaking activities.

3. Make sure your team is aligned.
Your employees and assistants need to understand what your business stands for, what clients should experience, and what “doing it our way” actually means.

I also get practical about how horse professionals can apply this today—from checking in with training clients and keeping your pipeline full to turning the questions your clients already ask into marketing content.

When everything feels important, nothing is important.

Sometimes you don’t need a bigger to-do list.

You need three things.

In This Episode

00:00 — What do you do when you’re completely overwhelmed?
Why business crises can leave even experienced owners feeling frozen.

~02:00 — My “City Slickers” version of the One Thing
How Curly’s famous advice eventually became my own Three Things Rule.

~04:00 — The business crisis that taught me this lesson
Losing two major clients representing roughly 30% of agency revenue while simultaneously dealing with employee and morale problems.

~08:00 — The question my wife asked that changed everything
“If you could only do three things, what would those three things be?”

~10:00 — You can’t have 100 Priority #1s
Why enormous to-do lists can actually become a way of avoiding the work that matters most.

~12:00 — Thing #1: Protect your existing clients
Why client retention came first and why I personally got back into client conversations.

~16:00 — What client retention looks like for horse professionals
Training updates, videos, feedback, communication, and staying connected even as your business grows.

~20:00 — Thing #2: Go make it rain
Why you have to keep generating business—even when your barn or calendar is currently full.

~24:00 — Why I started calling people
Relationship building instead of cold selling, and why staying top-of-mind creates future opportunities.

~29:00 — Create content that answers real client questions
Using the questions clients and prospects already ask you to create useful Facebook posts, videos, podcasts, articles, and other content.

~34:00 — Be there when they’re ready to buy
Why consistent visibility matters long before someone actually needs your service.

Timestamp locations are approximate and may vary slightly depending on the final edited episode.

Listen to More Equine Business Edge

Equine Business Edge is built for the people who make their living on or around horses.

We talk about the business side of the equine industry—marketing, sales, pricing, leadership, operations, client relationships, profitability, and what it actually takes to build a sustainable horse business.

Find this episode and more at: EquineRevShare.com/podcast

This Episode Is Sponsored by EquineRevShare

If you’re a horse trainer or equine professional, chances are you’re already recommending products to your clients.

You’re texting them links to the tack, supplements, equipment, grooming products, barn supplies, and other products you trust.

EquineRevShare helps you earn commissions from those recommendations.

It’s free to join, and you can start turning recommendations you’re already making into another revenue stream for your business.

Learn more and sign up at: EquineRevShare.com