09/17/2026
Okay, grab your Last 10 Customers Worksheet, because today we're starting with Step 1:
WHO were they?
And I don't want you to just write:
“Female, 45.”
That doesn't tell us enough.
I want you to look at each of your last 10 customers and ask:
Were they a homeowner or renter?
Business owner? Parent? Retiree? Professional?
Were they local—or did they come from outside your area?
What stage of life were they in?
Were they the person actually making the buying decision?
And most importantly...
What was going on in their life or business that connected them to what you sell?
Here's an example.
Let's say you're an HVAC company.
You look at your last 10 customers and discover seven were established homeowners who lived within 15 miles of your business.
THAT tells me something.
“Men and women ages 25 to 65”?
That tells me almost nothing.
Now look at YOUR 10.
What keeps repeating?
What life stage, role or circumstance do several of them share?
And here's my favorite question:
Which of those 10 would you LOVE to have 10 more of?
Circle them.
Because we're not trying to invent your ideal customer.
We're looking for clues in the people who already paid you.
Don't have my worksheet yet?
Comment LAST 10 and I'll send it to you.
And come back next Wednesday because we're moving to Step 2:
WHAT did they buy—and what were they REALLY paying you to solve?