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July 14, 2025

How the 80/20 rule applies to business

Show Notes
Transcript

When most people think of the 80/20 rule and how it applies to business say 80% of their Revenue is from 20% of their customers and they are not wrong, but the way we look at it is 80% of your revenue comes from 20% of what you do every day and we show you what that 20% is.

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Hi, you love done too, that's true.

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For why great Young.

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This is the Pipe Man here on the Adventures pipe

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Man W four C Y Radio. And this is another

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edition of our segment Positively pipe Man, and we have

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our returning expert guests, because man, he's such an important guest.

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He helps your business and like no other person on

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the planet, and in these segments every week, he's gonna

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come on as part of this Monday show for Positively

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Pipe Man and give us strategies that can make our

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dreams in business come true. So let's welcome back Michael Barbarita.

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How are you fantastic?

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Dan, how are you doing? Thanks for the kind words.

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Oh my pleasure, you know, because it's true, like I

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don't even need a script because I listened to you

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on your own show on our network, and I've talked

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to you at length, and you know, I just know

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you're the right answer to most of our businesses out there,

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especially in the trying times that we're experiencing right now.

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That's for sure. I appreciate it. Thank you.

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So what I'd like to know is, you know, we

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always talk about the eighty twenty rule, So how does

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that really apply to business? According to Michael Barberita and

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next Step CFO.

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Yeah, great question. By the way, you know, as we

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were doing research for our book and as I interview

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business owners for the book, it was very common that

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from a business standpoint, people felt that the eighty twenty rule.

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And by the way, no one's ever wrong about the

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eighty twenty rules, so I don't want to make it

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tell them that way. But most people think eighty twenty

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and they're right that eighty percent of their revenue comes

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from twenty percent of their customers, and that's absolutely correct.

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But what we discovered when we were doing research for

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our book is that eighty percent of the revenue comes

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from twenty percent of what you do every day, and

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that business owners aren't focused on the key components of

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that twenty percent that drives eighty percent of the revenue.

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And what we did when we were doing research for

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our book is we identified seven areas that we call

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the seven step Pathway to Profit formula, and we identified

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seven areas that which represents the twenty percent that drive

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eighty percent of the revenue. And you know, most business

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owners want to know what that twenty percent is, and

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that's what we're going to do today, we're going to

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go through that and a lot of business owners that

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identity really never understood what that twenty percent was. And

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so we're going to go through today the first step

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in the seventh step pot thread of profit formula. And

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by the way, I want to mention one other thing.

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When we were doing research for our book, we found

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that there were eight areas of impact where that business

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owners had to had to know about, and then when

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we dug deeper and deeper, there were more lands and

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more lands, more lands, and we ended up at thirty

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two with this and this. Under those thirty two categories,

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there was another twenty or thirty categories. And so business

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owners are overwhelmed. And that's what that's what kind of

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led us to understanding what that twenty percent was that

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drives eighty percent of the revenue. Because business owners are

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just completely overwhelmed. And what they do, Dean, is they

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hire marketing companies. And the first thing that marketing companies

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do is they omit all the stuff that's needed for

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a business owner to get grounded. All those areas that

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I talked about, they skipped over those completely and went

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right to Facebook ads or social media ads and that's

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starting in the weeds. And so what we did is

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we identified those seven steps that drive eighty percent of

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the revenue. And the first one is leads, but not

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just any lead, good quality leads for your ideal customer.

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That that's really critical. And you know, all of all

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of this first part that I'm gonna be talking about

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is really just about messaging all it's really about. The

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second is conversions. And let me define conversions. Conversions is

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taking a prospect, whether it's cold or warm, into your

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sales process, whatever that is, you know, for a retail

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of the sales process of them showing up in the

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retail store. For somebody like my sales process is a meeting,

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So it could be a meeting, it could be proposal,

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it could be an estimate, whatever your sales process is.

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So the first step is quality leads. The second step

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is conversions.

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I want to talk about those leads for a second too,

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because as somebody that's been a salesperson since I'm like

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eleven years old, okay, I've gone through every kind of

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lead there is, and here's what I found that just

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proves the point of what you're saying is Okay, So

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when I was in the investment business. When I started

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in the investment business, the people, the leads they were

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giving us were basically as cold as cold could get.

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They you know, it's just basically buy a book of

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names and phone numbers and that was your leads. Right

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then later in the business, I would do exactly what

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we're doing now, and I would have a radio show

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to get leads for my investment business. And you know,

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there was such a huge difference because when I was

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first in the business, you had to make like five

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hundred calls a day.

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This was the numbers.

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Five hundred calls a day to get twenty people to

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actually talk to you and have that twenty five to

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seven maybe want some information, and you would mail them

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out information, you know, back in.

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The snail days, and.

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Then out of that one of ten would actually become

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your client. So you'd have to make five hundred dials

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to get a client, which is a lot, okay, and

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it's a lot of work, and it's time consuming, it's

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not fun, you know. But then I could get on

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like a radio show like this as one example. I

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don't mean somebody else's by me. I had my own

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radio show. And then and then you know that was

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a different time too, when like infomercial type of stuff worked,

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you know, really well. And then I would get these

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leads that ninety percent of them would send me money,

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you know. And so yeah, you would think because I

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only had a handful of leads, it's like, oh, I'm

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not going to get any business. But that handful of

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leads got me way more business than the five hundred

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dials that you know to get one lead, you know.

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So I wanted to stress that point because your strategies

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for people are so that they can gain more you know,

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revenue with less effort and time.

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That's correct, That's right. And the messaging is the key.

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You know, your messaging and a code call is completely

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different than the messaging that you have in your show.

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Yeah, totally right.

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So, uh, and that's something business owners need to understand more.

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It's not next to the set. It isn't. It isn't Facebook

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versus Instagram, versus LinkedIn versus. It's not that. It's the message. Yeah,

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if you get the message right now. Granted you could

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go to the wrong platform in terms of demographics, I

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get that, But the bottom line is, you know, lots

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of times when business owners talk shop. Have you tried Facebook?

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Has it worked for you? You know that it's totally irrelevant.

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It's about the messaging, whatever, the messaging that that particular

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business had.

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I think that's so true too, by the way, because listen,

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you could still say to anybody an our age group,

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you know, something like PLoP PLoP, fizz fizz, and they

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will automatically think of alka seltzer. Okay, you can say,

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how do you spell relief? And I don't even think

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you can buy roll ads nowadays, but you still remember

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the message.

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That's right, absolutely, no question. And that's the case. That

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is absolutely the key. So in continuing on with the

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seven steps. So the first step is leads, as I said,

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the high quality leads, second is conversions. The third step

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is closing rate. And by the way, a business owner

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needs to track their data. They need to track the

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information because that's how they learn where they need to tweak.

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You know, if if you have a closing rate of

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one percent, if you if you if you could get

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quality leads and you could convert them into your sales process,

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but your sales process yields a closing rate of one percent,

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you know where you have to work. You know, you

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have to what you have to work on, but you

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have to know that data. Otherwise you're going to be

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flying blind and you're really not going to tweak in

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the right areas.

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And ignorance is not bliss in this instance.

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Very true. And so you have high quality leads, you're

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converting more of them into your sales process and and

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then you're increasing your closing rates. Now, the fourth step

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is retaining clients. You know, this is where a lot

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of businesses fall down. They they don't focus at all

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on client retention. And here we are, we're putting it

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in there as one of the you know that part

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of that twenty percent that business owners need to focus

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on that drive eighty percent of your revenue because you

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need to retain clients. Yes, uh, it's it's a critical

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component and and you have and yeah, and it's and

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you and it takes some work. It's not one of

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these you don't a lot of business owners think that

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once they have a customer, they get to keep them

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by default.

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No, no, no, no, no, does it happen? No?

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And nowadays they think it even more like we think

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because we live in this world of AI and everything's

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automated that you know. No, no, no, that's why you know.

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I run this network, you know, on a new technology

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but old school philosophy.

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Customer, you have to.

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Be on the same team with your customer so that

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you can get them the success they need, So you

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can get the success you need.

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Excellent, yeah, oh absolutely, it's so true. And then so

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you have qual high quality leads, you're converting them more

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into your sales process, you're closing them at a higher rate,

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You're retaining those customers. Now you have to focus on

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the average dollar per sale. So there are strategies associated

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with increasing the average dollar per sale for your existing

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customers and now obviously also any new customers as well.

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But once a customer comes into your ecosystem, you're able

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to increase that average value. It's just part of that

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seven step formula that's going to drive eighty percent of

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the revenue. And then the sixth step is frequency of sale.

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So now if you have five hundred customer and you're

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selling them to them two point three times a year,

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you want to look to sell to them three times

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a year. Maybe you have to add more value to

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your products or services. Maybe you have to add more

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products or services but you want to increase the number

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of times that you sell to them.

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I love that concept right there, because that's something I

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live by as well. I think you have to constantly

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innovate and evolve your business so that you can do that.

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You know, there's always there's always something else that could

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add value and benefits that would be something that your

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customer would want to take advantage of.

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I agree one hundred percent. Yeah, I've seen many times where,

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you know, business owners fail to fail to rejuvenate even

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former customers, they fail to rejuvenate them. All of your

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customers are what we call buyer's journey, and yeah, that

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journey could take anywhere from fifteen minutes to fifteen years,

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but they're on that journey. And you have to constantly,

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constantly nurture your customers and your existing base to tell

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to them more frequently.

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And you know, I tell people throughout my whole career

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that have worked for me. You know, basically, you do

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have to continue to nurture those people because if you're

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not and you think, okay, I got them in the bag.

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You know, even in the investment business, everybody says my

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broker until somebody else comes along and does nurture them,

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and then you can't save them after that because you

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should have nurtured them before somebody else did.

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Right. Well, that's right because, as Mark Cuban says, there's

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always somebody out there going after your butt, you know,

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and trying to take you down totally right, and they'll

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grab those customers just as easily. And then the final

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step is UH we we work on costs, both fixed

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costs and variable costs, and there's there's a number of

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ways to cut costs. Business owners normally find it difficult

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to cut costs, but there's a lot of different ways

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that we use UH to to cut costs. And but

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but it's still it's it's one of the most it's

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one of the seven steps. So once just in review,

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it's leads, conversions, closing rates, client retention, average dollar per sale,

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frequency of sale, and finally costs.

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And I think they need to know a lot more.

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So how do people reach out to you to discuss

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this more where you can expand on this more and

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give them specific strategies customized for their business and their goals.

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Well, I'd love what I'd love to do, uh Dean,

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is I'd love to interview them for the next edition

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of my book, because there I go through strategies that

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we that that we help business owners implement, not just learn,

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but implement and then get a really good understanding. And

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by the way, they can help me with the next

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edition of my book, because what we do is we

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interview business owners because business is always changing and we

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always want to make sure that our strategies are up

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to date and that they work now that they've worked

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in every economic environment so far, so I don't think

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that they're not going to work in any future one.

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But we need more industry information to prove what we

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already know and so and then and then we update

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the book. So the way that works is it's sixty

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minutes on Zoon, I present strategies from my book and

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then I ask you if the impact the strategy would

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have if a business owner would implement in your industry.

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It's more of an industry perspective that I want to

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I want to get and then documented for the book.

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And that's it. And I would love to interview business owners.

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They could go to next STEPCFO dot net. That's next

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step CFO dot net, Forward slash contact that would get

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them into my contact page, and then they simply fill

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out the contact form and in the message section write

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the words book, interview and I'll said Jack calendar.

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Nice.

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And then also if you could tell everybody how they

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could check out your book, your podcasts, your live show,

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all that excellent.

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Yes, but you can get a copy of the book.

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It's free, by the way, it's my contribution to the

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business world. Go to next STEPCFO dot net. Right on

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the home page you could download the book. That's number one,

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number two. As Dean said, you could visit our podcasts

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at Powerful Business Strategies dot com and our radio show

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called Powerful Business Strategies on Mondays at noon Eastern.

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Time right here on w yeah, right here.

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In fact, if you have a time travel machine, after

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you hear this episode, go back an hour and time

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before an hour before the episode and you'll be able

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to catch a show. Otherwise, wait till next Monday. All right, Well,

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thanks a lot, Michael Uh. Once again, you have some amazing,

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like very specific strategies for people, which is why I

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love because there's so many coaches out there that just

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give such generic advice. And you know, every business is different,

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and that's why even the you know, the interview, like

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it's great that you're finding out what what is most

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beneficial in different industries because it's not a one size

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fits all. But Michael Barbarita, you probably are one size

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fits all. So thank you, thank you for being on

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the adventures of fight Man.

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Thank you for listening to the Adventures of Pipemin on

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w for c u I Radio.