Abundant + Aligned

Brain hack to attract more clients (and why niching down actually works)

• Jess Martin

Share episode

Does niching down mean cutting yourself off from opportunity or is the opposite true and the key to attracting more clients actually lies in how your brain filters reality?

In this episode, Jess unpacks the science behind niching down, how your Reticular Activating System (RAS) shapes what you see (and miss) in business, and why your focus, not your effort, determines your success.

She bridges the gap between neuroscience and manifestation so you can stop chasing and start magnetising the right clients, opportunities, and results.


In This Episode, You’ll Learn:

  • Why “speaking to everyone” is the fastest way to stay invisible online
  • The neuroscience of manifestation: how your Default Mode Network, Salience Network, and RAS decide what opportunities you notice
  • The energetic and strategic reason niching down expands, not limits, your business
  • How to reprogram your subconscious to recognize (and attract) your dream clients
  • The “Gorilla Effect”: what your brain literally can’t see when your niche and message are unclear
  • How your marketing frequency mirrors your mindset and how to tune it for client attraction


Book Recommendation:

Jess mentions Mind Magic: The Neuroscience of Manifestation and How It Changes Everything by James Doty. A powerful look at how science meets spirituality when it comes to rewiring the brain for success and abundance.
If you loved today’s episode, this read will completely change how you think about your thoughts.


NEW! PREMIUM CLIENT ATTRACTION: A three-part on-demand training series designed for women in business who want to attract clients who pay without hesitation and increase their income for the work they’re already doing. Enrol here for only $97 with the founding investment (ending soon).


🫦 The leading mindset academy for women in business - JOIN THE WAITLIST. 2026 waitlist here.


Further Resources:

  • Follow me on Instagram for daily mindset tips and lots of BTS content of my life (building a 7 figure business, living by the beach, my daily routines and travels)
  • Browse the free resources - meditations, manifestation tracks and more
  • See what's currently open for enrolment here or browse courses available on demand ...
SPEAKER_00:

I wish you got your experience. A business that attracts your dream clients and the freedom to spend your time how you choose. And if you stick with me, that will soon be your reality. I'm honoured to be on the journey with you. So let's get into it. Hello everyone and welcome back to the Abundant and Align Podcast. I'm really excited to be sitting down for a solo episode today. And we are filming the first solo episode for YouTube. So we have linked that in the show notes below if you are someone who loves more of more of a visual episode. But if you are tuning in through our other podcasting platforms, hello and welcome. I am back in the office this week after being away for about almost two weeks down in Sydney. The first week was with family, which that trip has a very special place in my heart, which I'll share about in a second. But then the other half of the trip, I was in Manley speaking at an event for the Stylist Club, who is actually the host of the Stylist Club or the host of that event, Naomi is actually a client inside her empire. So that was a really special moment. Not only did I get the opportunity to talk to a room of interior stylists and designers on mindset, but it was also really special to see all of Naomi's hard work come to life. As I've mentioned, I've been working with her in the academy, um, in her empire to bring that workshop to life. I've watched her work very hard to sell those tickets and to step into the identity of someone who could command a room like she did. And it was such a special day. So back in the office this week, pouring into my clients inside her empire and the academy. We are also doing, it's like the last week for you guys to get into inside premium client attraction for the founding investment. So just doing some marketing for that so that you guys can get into that incredible three-part on-demand training series for that founding investment, which will be the lowest you'll ever see. So it's been a busy week, but also really just taking some time to slow down. I'm a manifesting generator, so I have spikes of being on and I'm in my power and I love to socialize and I love to work on big projects, but then I need a moment to come back down and hibernate and just be in my home and just hang out by myself. So this week has been a combination of working, but also just taking that time for myself and my energy. But just quickly before we get into today's episode, I want to talk about why that trip to Sydney with my family is such a special annual holiday that we take. So as you guys know, those who have been around for a while, I am from Canberra. I used to work as a personal injury lawyer, and we would go to we would go to Sydney every single year for an annual family trip. And obviously Canberra is not by the beach, but I love life and days by the ocean. So we would go away for this family holiday, and I used to get so down and upset and depressed when it was over because I had to leave the ocean and go back to life in Canberra. I had to finish off the holiday and go back to working five days a week, long hours in the office, and I just remember craving the ability for that holiday just to continue. I remember craving life by the ocean and fast forward a few years, that is obviously now exactly what my reality is. And it was actually really special. I just took a moment this trip just to sit there and look around and remember having that moment only a few years ago where I was so desperate to live by the ocean. I was so desperate for the freedom so that this holiday feeling didn't have to end. And I was sitting there having my coffee, looking out at the beach in Koji. By the way, the coffee in Koji, this trip, me and Bart keep talking about it. It was so good. Um, sitting there having my coffee, looking out at the ocean, and just feeling so much gratitude for the fact that every day really does feel like a holiday in my life because of the freedom that I have within my business. My holiday actually wasn't ending. I had another week in Sydney going over to Manley, staying in a beautiful five-star hotel, and I live by the ocean. So it was a really special moment. And yeah, every time I go back to Sydney for that annual trip, it's just a nice reminder of how far I have come. So I hope you have those moments. And if you do have those moments, I hope you really soak them in. But, anyways, that's a little update. Um, today's episode is it's actually been inspired by a Instagram live that I saw from someone the other day. And it's all about niching down and talking specifically to the one client within your business. This isn't going to be a boring niching down episode. I'm actually going to explain how your brain works in the creation of matter and why not niching down and not specif and not speaking specifically to a client is actually a detriment in your business because it's going against the way that your brain creates matter. So, one of the very first things I get my clients to do when they work with me is niche down or get more specific in terms of the client they help, the problems that said client has, the outcomes they are seeking, and really just create this client so that they can specifically focus on them and therefore attract them in. And if you are like me and you don't work with just the one industry, you may be thinking, well, how can I niche down when I work with women in so many different industries? Or maybe you are in network marketing, which is actually the example that I wanted to share. Um, but of course, you can still get really specific in terms of who you work with and what you do by speaking to specific outcomes. So, sure, like is the case in my business, I have clients in interior design, I have online coaches, I have PTs, I have people in network marketing, I have vocal, a vocal coach, I have um artists, I have women from so many different industries, but they all desire the one outcome, and that is to make more money, make a lot of money, live in financial overflow, and create more freedom and spaciousness in their life, as opposed to creating success from the place of burnout and exhaustion. So we can still really speak to specific outcomes, even if you do speak across different industries like I do. But as I've mentioned, this episode was inspired by an Instagram live that I saw. Wait a sec, I just had this like weird feeling that I wasn't okay, that I wasn't recording. Um, yeah, with an Instagram live that I saw, and she is in network marketing and she was explaining or selling the business opportunity to become a consultant within her team. And she was saying that this business opportunity is for anyone. It's for you if you want to quit your corporate job and work full-time within the online space. It's also for those who just want to make an extra$200 per month. It's also for those who just want to switch out their products and choose a more non-toxic alternative. It's for everyone. But the problem with going about attracting clients like that is when you speak to everyone, you speak to no one. You may have heard that saying before, but in the realm of manifestation and with everything we're talking about today with neuroscience and quantum physics, when you want everything, you create nothing. So this will immediately debunk a fear a lot of women have when it comes to niching down or getting more specific in terms of who you help, which a lot of those fears will say, if I niche down, if I get specific, I'm going to reduce the pool of prospective clients that are available to me. But this episode today is going to debunk those fears because again, it's going to actually have the opposite effect. Again, I'm going to talk about how the brain comes into play, but when you focus on a particular thing, when you focus on a specific outcome, it can be created. But in the example that I just provided, where this business opportunity was for the corporate women who want to be full-time in business, but also for those that just want an extra$200 per month, but also for those who are seeking the product side to this opportunity, it's speaking to so many different people. Therefore, there is no focus point within your brain. Therefore, your energy is splattered, and therefore your marketing isn't going to land with the specific person that you want to be working with. So again, I appreciate the fear that may come up when it does come to niching down and getting specific on who you help because my clients say the same when they come into my world. But I promise you this will have the opposite effect. And as I've mentioned at the start, the moment a client starts with me, I'm like, let's get more specific on who you help. Let's niche this down. And immediately these dream clients are landing in their DMs, sending them inquiries via email. They are showing up in their reality. And it's not a coincidence, it's because they have created that outcome, that specific outcome by focusing on the specific outcome. So, as I've mentioned, I want to speak to the topic of niching down and speaking specifically to that one dream client and let you guys know that this is a scientific practice. It's not just this thing that you can do in business and maybe you've heard it in another setting, but I really want to combine niching down with science here today so that you can understand how powerful niching down and getting specific on your client actually is when you are considering how your brain works in the realm of manifestation. So let's first start with actually let me just quickly say this because I have this note. As I've mentioned before, when you speak to everyone, you speak to no one. When you want everything, you create nothing, and that is because your brain and the quantum field need precision. Your brain and the quantum field need precision. So that's what we're working with today, okay? As I always like to do, I want this to be backed by research and a lot of authority. This conversation today is not just a woo-woo opinion that I have. Again, it's science, it draws in neuroscience, it draws in quantum physics, and so I always like to give you guys the facts because when I was new to this space, it really registered with me much deeper when I understood what was actually happening in our brain for this to be a possibility. Um, so let me just get my notes up so that I can actually relay this information to you properly. By the way, a lot of the research and the experiments that I'm sharing with you today are from the book Mind Matter. Let me confirm that. I'll link that in the show notes. We'll have that link for you. Anyways, a lot of the research that I'm sharing today and a lot of the concepts are from that book. But what we want to talk about first is the concepts. So as I've mentioned, niching down is science and it is really drawing on how your brain works in the concept in the realm of manifestation. So I want you to know that manifesting primarily makes use of four large circuits in your brain. The first one is the default mode network, and what this is responsible for is your ability to daydream and imagine, and that's where you construct mental models of your desired reality. So the imagination, the imagination faculty of your brain. The next circuit that manifesting makes use of is the central executive network, and that helps you translate vision into tangible steps. Third one is the salience network, which we will be talking a lot about today, and that's how you decide, or that's how the brain decides what's meaningful and will keep your intentions top of mind. It's the focus point within the brain. And then the fourth is the attention network, and that simply directs your focus and energy, allows you to focus on what you want and then expand it, create it in the physical realm. Now, you guys are probably familiar with the reticular activating system, and if you're not, if you are not, that's a part of your brain that is like a filter system. It will essentially filter information and either allow it into your conscious awareness or delete it based on whether that information is important to you. Now, what the inf how the brain regards information as important or not isn't what you consciously deem important, but rather what the subconscious deems as important. And quite simply, if what you are trying to create is unfamiliar to that subconscious mind, it will look at it as unimportant, and your brain, the reticular activating system, will quite literally delete it from your consciousness. It's still there, but it's just being deleted from your conscious awareness. So you won't notice it, you won't see it, you won't be aware that it is there. The reticular activating system is a part of the salience network as well. That's kind of the parts of the brain that we're really going to hone any on today because it's your ability to focus on something and then actually create something. And again, if we go back to why we're here today, we want we want to focus on the particular client that you want to call in so that you can then create them in your reality and attract them into your business. Now, when it comes to the brain, it is very, very conscious of how much energy it is using and where energy consumption is going. So the primary role of your brain is of course to keep you alive and to make sure that everything that you need for survival is met before anything else. If the brain is not familiar with a goal that you have in your business right now, what it does is automatically rejects it or deems it as unimportant because new information is simply just too heavy of an energy lift for the brain. Because if it did focus on the change that's required for you to manifest this goal and send the energy there, it's of course taking energy away from the survival needs that are required to keep you alive. So it kind of just makes this assessment. Do we need to be making more money? Do we need to be working with these dream clients in order for you to survive? And if there is no salience and if there is no important factor around those things, the brain will simply delete opportunities and clients and things that would otherwise create that outcome. Now, I do want to actually share an experiment that has confirmed this. It has confirmed that if something is unfamiliar to the brain, it will delete it from your consciousness, essentially just suppressing the information. Um, and yeah, I just want to share this experiment with you because it's it's confirmed that. So I'm just gonna read this straight from the book. Oh, here we go. The book is Mind Magic. Mind magic. Um, so one of the best known experiments in psychology is called the Invisible Gorilla Experiment or the Selective Attention Test. And in this experiment, subjects watch a video in which two groups of students, half wearing black and half wearing white t-shirts, are passing a basketball. The viewers are given two possible directives: count the number of passes made by the people wearing white shirts, or keep track of the number of bounce passes versus passes in the air. A person dressed in a then, a person dressed in a full-body gorilla suit walks through the scene. At the end, the researchers are asked if they noticed anything unusual taking place in the video. Incredibly, 50% of subjects did not report seeing the gorilla. This experiment emphasizes the nature of directed attention and the phenomenon known as inattentional blindness. Subjects who were busy counting the ball passes missed other aspects of the event going on around them. Even if there was a big fat gorilla running across the court. Is that what they yeah, basketball court? So this is what may be happening in your business. By you not wanting to focus on a particular niche or a particular client who you can serve, your brain is deeming that as unimportant. Even though you would prefer to be working with the dream clients who are going to pay you a lot of money, you're trying to talk to everybody. So your client has assumed that the dream client who could pay you a lot of money is not important to you, and therefore it's actually deleting that information from your reality. Because it's not actually true that premium clients who are prepared to pay you a lot of money are rare. It's not actually true that they're hard to come by, it's not actually true that they're working with someone else and therefore the availability for you has been reduced. But your brain is deleting the opportunities and the clients because it doesn't seem, it doesn't deem it as important to your brain. So we need to show your brain, we need to show your brain that your dream client is important, and the moment we provide that salience to the brain, it will get to work. Now, this is likely what's happening for you in your business. By you not wanting to niche down or focus on a specific client, you are directing your brain that those clients are not important, and therefore your brain is deleting them from your physical reality. Now, let's just get one thing straight. Of course, your preference would be to work with those premium clients who are happy to pay your higher prices, who pay without hesitation, who are a dream to work with. You probably also know your preference for who they are, the industry if you're able to do so, the outcomes they want to achieve. It's likely you have that dream client dialed, but you are avoiding speaking specifically to them out of fear that if you do, there'll be less of them available. And as we know, it's not actually true that it's not actually true that if you niche down, you're going to run out of clients. We also know it's not actually true that these clients are going to work with other people and therefore the the availability for you has been reduced. But it may feel that way in your business right now. It may feel like these premium clients are hard to find, they are hard to come by, they are very rare. It's because your brain is making you believe that because it's deleting them from your conscious awareness, it's deleting the clients, it's deleting the opportunities, it's deleting them coming into your business because your brain doesn't think it's familiar because you're not focusing on them. You're not providing the salience to the brain. So, what we do want to do, knowing how our brain works in the realm of manifestation, knowing it prefers focus and precision so that it can actually create the outcome, we do want to niche down and we do want to get specific about who it is that you help, where they are in their life, what their problems are, what the solutions are they are seeking, and how you can actually help them. And we want to talk to just that person. Again, what this is doing is focusing on that one outcome using precision, and then your focused attention will go to that intention. And this will show the brain that it is important. And when your brain knows or thinks something is important, it will embed it into your subconscious. And as we know, your subconscious is influencing 95% of your thoughts and your emotions, which is creating a measurable energetic field around your body, which is creating the outcomes you are seeing in your business. Can you see how there is this flow-on effect between focusing on something, therefore providing salience to the brain, therefore embedding it into the subconscious, which will then influence the energy that's surrounding your body, which will then create the matter in your reality, which is that dream client that you were focusing on. So it's important that we focus on those dream clients. We speak specifically to them. Now, how this would look is if we were to go back to that example that I gave at the start, which prompted this entire episode, that Instagram live I saw. She was in network marketing and she was saying that she can help anyone. She can help the corporate girl who wants to leave her job and be full-time within her business, she can also help those who just want to make an extra$200 per month, and she can also make she can also help those who want to switch out their products to a non-tox alternative. At the moment, we have three different clients, therefore, her energy is flattered, her focus is flattered, and she probably is struggling to manifest any of them. However, if we were just to pick one, and my question, if she was my client, my question would be who would you prefer to work with? Who would you like to speak to on a daily basis? Who, if your program or your business was full of this particular client because of their personality traits, because of where they are, because of how you can help them, like who would that be? And she would tell me, and then we would ensure that her focus is on that particular client. Again, that then embeds that information into the subconscious, which means that her subconscious is now influencing her thoughts and feelings to be within the identity of someone who already works with these clients. Now she is sending out a broadcast, a broadcast that would magnetically pull in these clients to her reality. Precision and focus is what the brain and the quantum field require for manifestations to take place. And again, by focusing on this specific client, by niching down, you will suddenly see them everywhere. They will suddenly start to pop up in your DMs, they'll suddenly be at every networking event you go to, you'll be in a conversation with your cousin at that random barbecue, and they'll happen to know your dream client. They'll just start appearing. Of course, they've always been there, but it's like the car that you always see on the road now since you decided you want to buy that car, they're suddenly all they're suddenly everywhere, all through your reality. They've always been there, just like the car was always on the road, but now your your brain has deemed that person as important, and now your reticular activating system has kicked into gear and it's ensuring that instead of deleting that information from your conscious awareness, it's making sure you see it. It's making sure that you can hear that conversation from that person at the barbecue who's talking about that person who wants what you do, like who is seeking the solution that you can help them with. It's going to ensure that you can see the opportunity in that room, or see the opportunity in that conversation, or see the income potential that's available to you in this given moment because it's now deemed important. We've provided salience to the brain around this particular outcome in your business. So, to wrap up today's episode, here is your encouragement backed by science. Get specific on who it is that you help. Don't be afraid to niche down and energetically show up as someone who is a master at helping that specific client, knowing her problems, knowing her solutions. Marketing material should be saturated with their problems, their solutions, who this person is. And if I see you on Instagram or if I hear you talk, I want to know so obviously who it is that you help. And if you are speaking to everyone, you will not be speaking to anybody. So an invitation to get really clear on who your dream client is. And again, we aren't necessarily talking about demographic or how old she is. It's where is she in her life or where are they in their life? What are their current problems right now? What are the solutions and the outcomes they are seeking? What's that outcome that you can help them with? And getting super clear on that, and then speaking directly to that person. And I promise you this, they will start to show up like magic in your reality. And not only will they be showing up, they'll start to be drawn to you because energetically you are now a match for them because of all of that incredible brain rewiring we just did by saying to the brain, this is important to us, I'm focusing on it, therefore it's important to us, embed it in the subconscious and go out and create it for us. Once you've got clear on who this ideal client is, then what I want you to do is use my mental rehearsal meditation to visualize seeing them, pay you, or jump on a Zoom call, or be in a room at a networking at one of your events. I want you to create a scene where you are now working with these clients. They are paying clients in your world. What this is going to do again is use repetition to show your brain this reality that we are designed, desiring because we are seeing it every day through visualization, is now familiar. And remember what I said: if something is unfamiliar to the brain, it deems it as unnecessary to use energy to create it. But if we show the brain it's familiar, we show the brain we want it, it will use energy to create it. So specific on who you want to help, specific on your niche, specific on your client, and get so specific, so so so specific. And then jump into your mental rehearsal meditation and visualize a reality and a business whereby this particular client is coming to you in the masses, and then you are going to show your body how it feels once that's already done. Do those three things, you will manifest these clients into your reality. It's going to happen, it's science, it has to happen. And when it does, your body is then going to feel an emotion of excitement, of your passion that you're working with these clients. And the more times you do that, whether in real life, because the clients actually just dropped in, or during visualization in your mental rehearsal, you're you're creating this emotion, and eventually your body's going to get addicted to that emotion. So without going into this too much, your body craves the familiar, and that is also in terms of the emotions that you're feeling. So if you are used to feeling emotions of lack, of struggle, of chaos, of sadness, of frustration, of confusion, even though consciously you don't want to, your subconscious thrives when you are in those emotions. It's like a drug addict seeking out its drug. Like your body wants you to keep feeling stressed and anxious because it feels like home, because you've always been a stressed and anxious person. Or your body wants you to feel that lack in your body because it's so familiar to you. But if we can train your body like a dog to get used to another emotion, to want the the uh the hit of this new emotion, which is success and wealth and and you know, love and freedom and passion, it's going to want you to keep experiencing that emotion. And now not only do you have your brain on board, but you also have your nervous system and your body on board. They now want to actually create the things that you consciously want to create. It's gonna get addicted to the new emotions and want you to keep experiencing those emotions, and you end up in this feedback loop where you manifest it, you feel the emotion, and then your subconscious, your brain gets to work for you to manifest it again so that you feel the emotion. And you manifest it again so you can feel the emotion, and it will literally work in your favor to make sure that these clients keep dropping in, these opportunities keep dropping in, or these circumstances manifest so that you keep. Experiencing this new emotion that it's now addicted to because you've trained it to be addicted to that emotion and not the lack and the confusion and the sadness and the frustration that it's was otherwise addicted to. And then, of course, your RAS will get into gear, and like I said, it's going to start to seek out and show you the abundance of premium high-paying clients that are available out there that fit that avatar that you're going to journal on when you do this homework. So, all in all, we love getting specific when it comes to clients. We love niching down. It is so powerful neurologically, energetically, and also your clients are going to put you on a pedestal because they can see themselves in your marketing, they can feel themselves in your energy, they can see themselves in your business because you're talking directly to them. You're not talking to a wider audience, you're talking specifically to them. And remember in a couple of episodes back, we spoke about the traits of a premium client, and they aren't interested in something that's for the masses. They want to feel that exclusiveness. They want to feel like you know them. They want to feel like the one. And this is how we can do that. So enjoy this task, and most importantly, enjoy the shifts that you're about to experience in your business. You're going to get specific on who your dream client is. You're going to focus on that dream client and only that dream client, which is going to influence your subconscious, which will influence your energy. And then you're going to start to see these dream clients pop up within your business. So keep your head up to how they drop in, how they find you. And when they do, take a moment for the emotional cocktail that's going on in your body. And the more you can drop into that emotional cocktail that's happening and focus on it, again, we're providing the salience to the brain that this is a good emotion. This is what we want to be addicted to. Now your mind and body is working for you. It is your most powerful business strategy. I promise you that. So let me know over on Instagram how you go with this exercise and how quickly it takes for you to shift the kind of clients that are dropping into your reality. Um, I would love to know how you go. But otherwise, I'm gonna leave that episode here. Any questions about anything that's happening in my world, don't ever hesitate to reach out. I will, otherwise, I will speak to you guys in the next episode.