✂️ Subtraction vs addition

If you were told to make the roof of the LEGO structure pictured below more stable, how would you do it? You have access to more LEGO.

Stop, look, and answer before reading on to reveal a special personal insight.

The LEGO structure you need to fix.

Did you add, move, or remove bricks to solve the problem?

When faced with a problem the vast majority of people look to add something to solve it, rather than remove the thing causing the problem (according to this study published in Nature, as well as my own observational experience). You probably have this bias yourself.

People have a bias towards addition, and that is very bad for your business.

Every time you add something, you multiply complexity. Because you, and all people, have a bias toward addition it makes it almost certain that you will naturally and unnecessarily increase complexity.

Unnecessary addition is the leading cause for burnout that I see among entrepreneurs who come to me for help - they have repeatedly added more, rather than taken away, to improve their business and life.

It is vital that we first consider subtraction when we think about growth and improvement. Simple solutions win. Helping people consider subtraction first is the basis of my favourite year end exercise, and my process for improvement (ESAD).

When faced with a problem, practice defaulting to the question “what could I remove or stop doing to solve this issue?”. The most successful people do less, but better.

Every time you add one thing, you multiply complexity

P.s. some of my favourite “subtraction is the solution” businesses:

• Putting holes in bricks helps them to be better insulators, lighter, and less expensive. Subtracting mass added value.

• Contrary to common sense, removing highways often improves traffic, as happened with the Embarcadero Highway in San Francisco.

• Balance bikes tackled the problem of kids learning to ride bikes not by adding stabilisers, but by removing the pedals and chain. This created a product category now worth $1.35bn (Billion, with a B 🤯).

P.p.s How to know what parts to take away in your business? This is where a funnel flow map comes into place. Being able to clearly see the flow between stages in your business helps you to identify how everything fits together and which things to focus on.

I talked about my funnel flow mapping sessions last week, but for those of you who missed it here is some key info:

• 😊 A 1:1 session to completely outline your funnel from start to finish and to show you how to easily take leads from strangers to sales.

• 🗺️ You will receive a custom funnel diagram of your business flow, as well as guidance on how to properly understand and use the diagram. Keep it forever.

• 💸 Expert advice on which parts of your funnel to focus on and how to fix your flow for optimal sales. Know exactly what to focus on next to grow your sales.

  
  

We will identify where your leads come from, how to easily qualify your leads, what you need to do (and in what order) to make your leads buy without objections, what to do once they buy, and how to maximise leverage to get the most out of every customer.

You can buy my Funnel Flow Mapping Sprint sprint here, with a £200 (!) saving if you buy it before the end of June using the code FLOWSTATE. Save £200 by buying now.

I do have limited availability for these sessions, once they’re gone they’re gone and I won’t be running this offer again this year. Sort your business out in a single session.

Session clip: How outlining a funnel together is useful (2 mins video)

I shared this in my Work Smart Wednesday newsletter. Want the full set of related insights? You can read them here: https://worksmartwednesday.substack.com/p/work-smart-wednesday-june-18-2025

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