By Vicky Sidler | Published 8 February 2026 at 12:00 GMT+2

There’s a special kind of panic that strikes when you know your business needs more clients, and your bank account agrees. Cue the mental spiral: a new website, social ads, and possibly some vague manifestation plan involving LinkedIn and a moon phase.

But what if your growth wasn’t sitting out there waiting to be discovered? What if it was already hiding in your inbox, past client notes, or that folder labelled “Old Stuff – 2022”?

According to marketing legend Jay Abraham, that’s not just possible. It’s the entire point.

In his book Getting Everything You Can Out of All You’ve Got, Abraham walks you through the goldmine most businesses ignore. Instead of chasing more, you learn how to mine what you’ve already built.

This article pulls out the parts most relevant to small service businesses. The kind with no marketing department, no investor runway, and no time for nonsense.

TL;DR:

• You’re probably sitting on underused relationships, content, and assets that could earn more

• There are only three ways to grow a business and you’re likely ignoring one or two

• Trust and honesty sell better than persuasion when you act like an advisor, not a vendor

• Offer structure and communication matter as much as your actual service

👉 Need help getting your message right? Download the 5-Minute Marketing Fix.

Table of Contents:

Start With What You’ve Got:

Abraham’s big idea is that most service businesses are sitting on what he calls “hidden assets.” Not secret bank accounts, unfortunately, but overlooked things that can drive growth if used correctly.

That includes your existing clients, old content, dusty SOPs, and half-forgotten proposals. You might think of them as leftovers. He sees them as leverage.

And that word—leverage—shows up a lot. His version means getting better results without needing more effort. For example, turning an old how-to checklist into a paid training or bundling services you already offer to increase deal size.

Let’s say you’re a business coach. You’ve got old proposals, past workshop recordings, and clients who said, “I’ll circle back.” Those are assets. You can repurpose the workshop into a lead magnet. You can email those prospects with a follow-up offer. You can turn a past client into a case study.

It’s less about new tools and more about using your brain like a crowbar.

The Only Three Levers That Matter:

Abraham says there are only three ways to grow any business:

1. Get more clients:

Obvious, but most people go wide instead of deep. If your offer sounds like “for anyone who needs help with X,” it’s too vague. He pushes you to get specific: name the niche, say the result, and show why your method is better.

A massage therapist who markets to “anyone who’s stressed” is going to stay stressed. But the one who helps “long-distance runners avoid injury during training season” gets booked solid.

So this is your sign from the algorithm to niche down, be specific, and use messaging that makes someone say, “That’s exactly what I need.”

2. Increase transaction value:

You’re already doing the work. The question is whether you’re packaging it in a way that lets people pay more. Add tiers. Offer implementation. Bundle services. The extra effort is small, but the extra revenue isn’t.

If you’re a web designer and you only offer one-off builds, you’re missing out. Add strategy sessions. Add maintenance plans. Add content audits. Bundle them into packages that make the price feel like a no-brainer.

Even dog groomers do this. One wash is $30. A deluxe wash with nail trim, ear clean, and teeth brushing? $55. Same client. Same dog. More value. More revenue.

3. Increase purchase frequency:

Give people a reason to keep coming back. This could be a retainer, review, seasonal check-in, or “next step” service. Think beyond the initial transaction. You’re not selling a project. You’re building a rhythm.

If you’re a copywriter who only sells one landing page at a time, don’t be surprised when your income looks like a seismograph. Instead, build a rhythm: monthly blog posts, quarterly email audits, and annual messaging reviews.

Make it easy for clients to come back without starting from scratch.

And here’s the real kicker. You don’t need massive wins in any of these. Small improvements in all three compound quickly.

Adopt a Doctor Mindset:

Abraham’s “Strategy of Preeminence” sounds grand but is mostly just good sense. Be the guide. Be the one who tells the truth. Be the one who helps people make the right call, even if that call isn’t you.

He calls it operating with preeminence. You operate like a doctor, not a sales rep. You diagnose, educate, and recommend. Sometimes the right answer is rest and fluids. Sometimes it’s surgery. But you never pressure someone into something they don’t need.

That builds trust. And trust pays in referrals, renewals, and long-term loyalty.

Imagine a bookkeeper who says, “Honestly, based on where your business is, you might be better off using software for a few more months.” That kind of honesty builds trust. When the client is ready to outsource, they won’t Google. They’ll call you.

Trust isn’t just nice. It’s profitable.

Don’t Let Assets Collect Dust:

Abraham is relentless about squeezing more out of existing assets. He lists several areas where small service businesses drop the ball:

• Old clients: You probably haven’t emailed them in a year. Start there.

• Content: You’ve got checklists, templates, emails, and onboarding docs. Some of it could be a lead magnet. Some could be productized.

• Relationships: Strategic alliances with related businesses can open new markets overnight.

• Dead leads: Past proposals can be revived with a fresh offer or added value.

The pattern here is simple. Don’t assume the answer is out there. Start by checking the back of the cupboard.

Upgrade Your Offers Without Working More:

Abraham is blunt. If people aren’t buying, the offer is wrong.

Let’s say you’re a marketing consultant charging per hour. That’s fine, but what if you sold a “Quarterly Growth Sprint” with clear deliverables, a support call, and a performance review?

It’s the same time—but now the client sees a result, not a cost.

Offer upgrades can include:

• Risk reversal: Offer a money-back guarantee if the project doesn’t deliver. If you’re confident in your work, this should feel fair, not scary.

• Tiered packages: Give clients options. Bronze for DIY help. Silver for collaboration. Gold for full service. Let them choose their painkiller.

• Ongoing services: Turn one-and-done into ongoing. A single HR manual becomes annual policy reviews. A logo becomes seasonal brand refreshes.

These tweaks are often free to implement. The payoff is higher conversions and more predictable revenue.

Say It Like a Human, Not a Brochure:

Abraham is firm on this point: marketing isn’t branding BS. It’s communication. Every message should have a clear purpose, a clear promise, and a clear next step.

Drop the vague claims. Say what problem you solve. Show who it’s for. Explain why your method works better. And make sure every email, post, or page tells them what to do next.

Skip the “industry-leading solutions.” Say, “We help estate agents get 5–10 new leads a week with Facebook ads. Here’s how.”

This approach turns marketing into something you can measure, test, and improve. And if you’re still working nights and weekends, clarity is not just a luxury. It’s a survival skill.

Use It Like a Checklist:

If you’re a small service business, this book is not a theoretical read. It’s a checklist. Abraham gives you the lens to see where you’re leaving money, loyalty, and leverage on the table.

Here’s how to apply Abraham’s thinking:

• Pick one of the three levers—clients, value, frequency—and make a list of ideas to test

• Choose one hidden asset (client list, content, checklist, partner) and turn it into a re-engagement or revenue opportunity

• Update your offers to include something that reduces risk, adds value, or extends the relationship

• Reread your website and emails. Do they speak like a doctor or a sales pitch?

You don’t need to fix everything at once. Just start with what you’ve already got.

And if you’re not sure where to begin, that’s where I come in.

Download the 5-Minute Marketing Fix. It will help you clarify what you do, why it matters, and how to say it in a way that clicks.

It’s free. It’s fast. And it might just turn the thing you already do into the thing more people want.

👉 Download it free here.

Related Business Books & Articles:

1. Building a StoryBrand 2.0 By Donald Miller Review: Why It Still Works for Small Business

If Abraham's idea of acting like a trusted advisor hit home, StoryBrand gives you the messaging structure to make that role clear in all your marketing.

2. Duct Tape Marketing by John Jantsch Review: What It Gets Right About Small Business

Want to turn Abraham’s three growth levers into a full customer journey system? Jantsch’s Marketing Hourglass shows you how to make it practical and repeatable.

3. The 1-Page Marketing Plan by Allan Dib Review: Why This Actually Works

If Abraham gave you great ideas but left you wondering where to start, Dib’s 9-box framework helps you prioritise and build your plan one box at a time.

4. Content Promotion Strategies Every Small Business Needs

You’ve probably got useful content sitting idle. This guide shows how to repurpose and promote it across channels—Abraham’s “leverage” mindset in action.

5. Marketing Hourglass Explained: A Smarter Way to Grow Your Small Business

If increasing purchase frequency feels like a mystery, the Hourglass model will help you nurture clients from first touch to repeat buyer with less effort.

Frequently Asked Questions About Getting Everything You Can Out of All You’ve Got

1. What is the main idea of Jay Abraham’s book for service businesses?

The book teaches you how to grow by using what you already have—past clients, existing content, underused offers—rather than spending more on marketing. It’s about working smarter, not shouting louder.

2. What are Jay Abraham’s three ways to grow a business?

You can grow by:

1. Getting more clients

2. Increasing how much each client spends

3. Getting clients to buy more often
   Abraham recommends improving all three slightly to create exponential growth.

3. How can I find “hidden assets” in my business?

Start with:

• Past clients who might need something new

• Unused checklists or tools you created for yourself

• Old lead lists or email enquiries

• Partnerships you never followed up on
  List them out, then design simple ways to turn them into revenue, referrals, or content.

4. What is the Strategy of Preeminence?

It’s Abraham’s way of saying: act like a trusted advisor, not a salesperson. Focus on helping your clients make the best decision—even if it’s not buying from you. That mindset builds long-term trust and referrals.

5. How do I increase the value of each sale without raising my prices?

You can:

• Bundle services

• Offer tiered packages

• Add helpful extras like follow-ups or documentation

• Introduce “premium” versions for clients who want deeper help
  Clients pay more when the result feels bigger.

6. What is risk reversal and should I use it?

Risk reversal is when you remove fear from the sale by taking on the risk yourself. For example, offer a money-back guarantee or fix the issue for free if something doesn’t work. It builds trust and boosts conversions—especially if you’re confident in your service.

7. How can I get past clients to come back?

Try a short reactivation email with:

• A helpful update

• A timely offer

• A reminder of the last result you got them
  Even a “just checking in” message can bring a conversation back to life.

8. What should I do if I have lots of content but no clear message?

Clarify your message first. If people don’t understand what you do or how it helps them, even great content won’t convert. Start with the 5-Minute Marketing Fix to nail one simple sentence that makes everything else easier.

9. Can I apply Abraham’s ideas without changing my entire business model?

Yes. Most of his ideas work in small steps. Pick one offer to improve. Write one reactivation email. Create one new package. Test and adjust as you go.

10. How does this book compare to StoryBrand or Duct Tape Marketing?

They complement each other. Abraham focuses on using what you have. StoryBrand helps you simplify your message. Duct Tape Marketing builds systems around all of it. Many service businesses use all three together.