Jorge Fuentes ZapataFounder at Fuentes Zapata LLC

If you're still in business, you already have a working client acquisition system...👇

22 Oct 2026 · 1 min

Watch on YouTube

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In this YouTube conversation, Jorge Fuentes Zapata explains a common mistake many companies make: pouring money into new tools before fixing the underlying internal systems that drive client acquisition. He argues that any business that has been operating for at least one to two years already has at least one acquisition channel that works—examples he cites are SEO and referrals. Rather than chasing the next shiny tool, he advises allocating investment to amplify those proven channels, putting more resources into the “winners” that are already delivering results. This approach, he suggests, reduces future problems and maximizes the return on investment.

Chapters

Why do so many companies invest in tools before they, you know, try to fix the systems underneath them?
Yeah, absolutely. And that is one of the biggest mistakes there, Jim. When you're gonna make an investment of that size, but you haven't fixed what's already, you know, not working in-house, that's gonna lead to some problems down the line for sure. So imagine that a lot of businesses don't know yet what is actually working for them, even though they're trying XYZ things. There must be something if they've been in business for at least, 1 to 2 years, there already is a channel that is performing well for them, right? So if we imagine that, you know, SEO is working for us, referrals are working for us, then we might need to be building on top of those things, right? Like putting more money into the actual winners rather than looking at the next big thing to invest in, right? Whatever is already working, we can build on top of that. And that's where an actual investment should go into,