Podcast Summary: "How to Book More Clients by Friday 💁🏼‍♀️"

Podcast: Shiny New Clients!
Host: Jenna Harding (Warriner)
Date: September 15, 2025
Length: ~20 minutes

Overview

In this high-energy and actionable episode, Jenna Harding discusses the difference between busy work and revenue-generating activities, imparting strategies for business owners to quickly bring in new clients—potentially by Friday. Framed with humor and relatable storytelling, Jenna encourages listeners to adopt a "main character" mentality (imagine a drone following you) to stay motivated and focused. She provides a practical breakdown of what tasks actually move the needle in business growth, offering both examples and a loving "kick in the pants" to take courageous action right away.

Key Discussion Points & Insights

1. Main Character Energy & The “Drone” Analogy

• Story Set-Up: Jenna shares a story about her sister, a wilderness resort owner in Ontario, observing content creators filming with a drone. One rider acts more confidently, believing the drone is recording his every move—even though it wasn't.
  • Jenna's Reflection: “How differently would you behave if you thought a drone was following you and might it be for the better?” (04:55)
• Main Message: Acting like you’re being watched (with a “drone”) can help you show up with more confidence, charisma, and dedication in your daily business tasks.
• Takeaway: Ask yourself, “If somebody watched you all day, how serious would they think you are about your goals?” (07:33)

2. The Real Reason Behind Procrastination

• Jenna empathizes: Many entrepreneurs get stuck in “scrolling to avoid overwhelm,” not from laziness but not knowing which tasks actually matter most. (08:10)
• Insight: People avoid action because prioritizing among the “millions of things” on a to-do list is confusing—what actually brings in clients?

3. Distinguishing Revenue-Generating Activities from Busy Work

• Core Concept: “Every single task that you do in your business can fall into one of two categories: It is either a revenue-generating activity or it is busy work.” (10:31)
• Jenna breaks down how even well-established business owners sometimes confuse the two.
• Hierarchy of Focus: For most small business owners, sales and marketing should come before delivery and operations.
  • “Let’s prioritize sales and marketing at the top, delivery in the middle, operations at the bottom.” (13:23)

Busy Work Examples

• Organizing Google Drive (17:13)
• Tweaking logos or playing with branding colors
• Researching software endlessly
• Color-coding spreadsheets

Revenue-Generating Activity Examples (16:19)

• Planning/launching a promotional offer on social or via email
• Making a direct sales post on Instagram or in stories
• Emailing your list with an offer or invitation to book a call
• Running online ads (Google, Facebook, Pinterest)
• Hosting a live training or event
• Following up with past clients and your personal network
• Direct outreach for sales conversations

“Creating a logo or tinkering with your branding colors… people are not going to book with you because your brand is green and yellow and not book with you because your brand is orange and pink.” — Jenna Harding (18:44)

4. Take Immediate Action

• Jenna urges listeners to pick two revenue-generating activities to do today or tomorrow (23:45)
  • One might be signing up for her free Instagram strategy session (September 19th, 2025)
  • The other should be something sales-focused from her suggested list

Notable Quotes & Memorable Moments

• On Mindset:

  • “Would you be more vivacious, vibrant, if you just assumed you were the main character and there’s this drone following you?” (05:57)
  • “If somebody watched you all day long, how serious would they think that you are about your goals?” (07:33)

• On Task Prioritization:

  • “Most of the people who listen to the show are givers... you prioritize [client] delivery so much, maybe to your own detriment. What if you prioritized sales and marketing?” (12:40)
  • “Sales and marketing at the top, delivery in the middle, operations at the bottom. That means you’re always prioritizing bringing new people into your business.” (13:23)

• On Busy Work:

  • “Organizing your Google Drive… unless you are at client capacity, I wouldn’t recommend spending an entire afternoon organizing your documents when you need to be selling.” (17:13)
  • “Every second of that research is costing you dollars.” (20:22)

• On Taking Action:

  • “Go live life like a drone is chasing you and act serious about your goals.” (24:32)

Timestamps for Key Segments

• 00:00-03:30 Introduction & personal story: the ATV, drone, and main character energy
• 03:31-07:45 Mindset shift: Acting as if you’re being watched changes behavior
• 07:46-10:30 Overwhelm, procrastination, and why entrepreneurs don’t take action
• 10:31-13:30 Revenue-generating activities vs. busy work; task hierarchy for business owners
• 13:31-16:18 Prioritizing sales & marketing, creating a consistent client pipeline
• 16:19-20:22 Specific examples of revenue-generating activities and busy work
• 20:23-23:45 How to choose and commit to sales-focused action today
• 23:46-24:32 Sign up for the free Instagram training; closing motivator to take bold action

Action Steps Recap

1. Adopt a “main character” or “drone is watching” mindset for greater confidence and accountability.
2. Prioritize sales and marketing activities over busy work—even if they feel intimidating.
3. Today or tomorrow, do at least two revenue-generating activities from Jenna’s list, such as:
   • Posting a direct sales pitch
   • Emailing your network or old clients with an offer
   • Prepping for or attending the Instagram strategy session

Conclusion

Jenna delivers a practical and motivating episode that both challenges and inspires listeners to focus on what will actually grow their client list—quickly. With humor, integrity, and empathy, she reminds service-based business owners to act intentionally and courageously—main character style—so that by Friday, their client calendar could look very different.