Rethinking Success: How the Backwards Law Can Transform Your Business Strategy

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How To Enroll More Clients With Less Effort

In the fast-paced world of entrepreneurship, we often hear the same advice: hustle harder, grind longer, and success will follow. The mantra "sleep is for losers" is practically a badge of honor in some circles. I used to subscribe to this philosophy too, and for a while, it worked. In just six months, I built a multiple six-figure business. But there’s a dark side to this relentless pursuit of success—one that many people don’t talk about. I was miserable, burned out, and on the brink of losing everything I had worked so hard to build.

As I was drowning in the chaos of my own creation, I started to question if there was a better way. That’s when I stumbled upon a concept that would change my approach to business and life: The Backwards Law, introduced by philosopher Alan Watts. Watts, who was known for bringing Eastern philosophies to a Western audience, proposed a paradoxical idea: the more you strive for a positive experience, the more elusive it becomes. Conversely, accepting a negative experience as it is can paradoxically lead to a positive one.

At first, this idea seemed counterintuitive, especially in the context of business. But the more I thought about it, the more it made sense. The Backwards Law essentially challenges the conventional wisdom that more effort equals more results. In fact, it suggests the opposite: the harder you try, the less you achieve. This realization led me to apply three key principles from the Backwards Law to my business, and the results were transformative.

The Hustle Trap: Why Grinding Doesn’t Always Work

Before diving into the principles, let’s examine the typical mindset around business. For many, sales and marketing are the lifeblood of growth. This was certainly true for me. With a background in sales, I was well-versed in the art of persuasion. I had led sales teams, trained others, and had no trouble selling my services. But there’s a lot of baggage that comes with a sales-driven approach to business.

Sales has a reputation for being sleazy, manipulative, and downright aggressive. Unfortunately, this reputation is often deserved. Many sales strategies revolve around the idea that it’s your job to extract as much money as possible from your customers. It’s a cutthroat mentality that teaches you to view leads as targets to be hunted down relentlessly. And while this approach might yield short-term results, it’s not sustainable in the long run.

Take cold DMing, for example. It’s a tactic many entrepreneurs use to fill their calendars with appointments and close deals quickly. On the surface, it works. You get immediate results, your calendar is full, and you start making sales. But then, something shifts. You begin receiving messages from people who find your approach annoying and intrusive. The very strategy that seemed so effective is now damaging your brand.

I’ve been there. I’ve used these tactics, and while they brought in clients, they weren’t the right clients. They were desperate, difficult to work with, and ultimately not worth the time and effort. This is the trap of the hustle mentality—it brings in results, but not the kind you actually want. And that’s where the Backwards Law comes in.

Principle 1: Attract, Don’t Chase

The first principle I adopted from the Backwards Law is to attract rather than chase. There’s a saying that goes, “Your vibe attracts your tribe.” This is especially true in business. Attraction marketing is about putting out the right messaging, content, and branding to draw in the clients you genuinely want to work with. It’s not about hard-selling or pushing people into making a decision.

My friend Joe Polish has a great way of describing this. He talks about being "pre-motivated, pre-interested, and predisposed" to make a sale. In other words, by the time a potential client reaches out to you, they already know they want to work with you. There’s no need for high-pressure tactics because they’ve already bought into what you’re offering. Your job is simply to confirm that what they see online is what they’ll get in real life.

Let me give you a real-world example. My friend Shane had been following my content for years. Recently, a coworker mentioned needing help with mindset and sales, and Shane immediately thought of me. Why? Because of the content I had consistently put out. The person Shane referred turned out to be an ideal client—enthusiastic, easy to work with, and ready to invest. The sales process was virtually nonexistent. It was simply a matter of confirming the details and moving forward.

This is the power of attraction marketing. When done right, it leads to less effort and more results. You’re not chasing after clients who aren’t a good fit; you’re attracting the ones who are.

Principle 2: Be of Value, But Never Be Someone’s Savior

The second principle is to be of value, but never be someone’s savior. This is a lesson I learned the hard way. When you’re generous with your time, knowledge, and resources, you will inevitably attract takers—people who want to drain you without giving anything in return. They’ll book free calls, ask for endless advice, and yet, they won’t take action or invest in themselves.

It’s not that you shouldn’t provide value. On the contrary, giving value is crucial for building trust and credibility. However, there’s a fine line between being helpful and being taken advantage of. If you find yourself constantly giving and never receiving, it’s time to reassess.

I’ve had experiences where I poured my heart into helping someone, only for them to succeed and never acknowledge the role I played in their journey. They didn’t refer me to others, they didn’t pay for my services, and they didn’t even give me a shoutout. Over time, this leads to resentment and burnout.

The key is to set boundaries. Offer value, but don’t let yourself become a crutch for others. If someone isn’t willing to invest in themselves, they’re not your ideal client. Be of value, but don’t try to save everyone.

Principle 3: Don’t Be Afraid to Let Go

The final principle is perhaps the hardest: don’t be afraid to let go. In sales, we’re taught to chase leads until they give us a definitive “no.” But this approach can be draining and counterproductive. Sometimes, it’s better to let go and move on.

Letting go doesn’t mean giving up. It means accepting what is and not wasting energy on something that’s not meant to be. If a potential client isn’t responding to your emails or calls, it’s okay to let them go. Continuing to chase after them only depletes your energy and time—resources that could be better spent on clients who are a better fit.

Think about it from the client’s perspective. If you’re constantly chasing them down, they might start to wonder why you’re so desperate. Desperation is never a good look in business. It’s much more powerful to focus on the clients who genuinely want to work with you. Accept the situation for what it is, and trust that the right opportunities will come along.

The Long Game: Why Slow and Steady Wins the Race

At the end of the day, growing a business fast isn’t always the right move. It’s a hard pill to swallow, especially in a culture that glorifies overnight success. But the truth is, building a sustainable business is a marathon, not a sprint.

When you rush to grow your business, you might achieve short-term success, but it often comes at a cost. You might end up with the wrong clients, burn out, or even sabotage your long-term success. Instead, focus on building a business that aligns with your values, attracts the right clients, and allows you to enjoy the process.

The Backwards Law teaches us that less is often more. By focusing on the right actions—attracting the right clients, offering value without becoming a savior, and letting go when necessary—you can build a business that not only survives but thrives in the long run.

But hey, these are just my thoughts. I want to hear from you. Have you ever applied the Backwards Law to your business? How did it work out for you? Share your experiences in the comments below. And as always, thank you for reading. I appreciate your time, and I look forward to connecting with you in the next post.