Leibold receives more than 100 new queries every month and keeps in touch with about 70% of his current clients. But he spends no more than 15 hours a week on the Internet. The key to his efficiency? Four lists.
The first list Leibold keeps is a daily record of queries including the name, address, location, case number, question, email exchanges, and Web site of the correspondent. The second is a master list that records all of his clients' information. The third list shows clients by town and state. When Leibold starts working with a new client, he puts a pin on a map to indicate their location.
And the final one is a "hot" list of Leibold's most promising clients, those who have sent between 10-80 emails each. Leibold updates the list every month and aims to keep it around 150 -- a manageable level for him -- and checks in on their progress more often than he does with other clients. This has effectively cut his workload by about 80% because he no longer devotes an equal amount of time to everyone. It also allows him to offer more help to leaders who are building promising businesses. "I realize that 70% will never develop a business," Leibold says. "I prioritize the winners. I know their business will be a success."
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