One of the biggest contributors to my success has been looking forward and planning for the next challenge. It definitely keeps things exciting. Consider this your company's revenue ceiling is determined by the collective skills of the people contained within it. When you are in what we refer to as the FOUNDATIONAL phase (getting yourself established and getting your first 10 clients) hiring is probably the last thing on your mind. Totally reasonable. Here’s what’s interesting… Most business owners think they need "employees." Wrong. You need entrepreneurs at every level. Here's the math: • A $1M business = 1 $1M entrepreneur with 2-3 $100k+ entrepreneurs working under them. • An $10M business = 1 $10M entrepreneur with 2-3 $1M+ entrepreneurs working under them. • A $100M business = 1 nine-figure entrepreneur with many $10M+ entrepreneurs working under them. The Pattern: Your company is just a stack of entrepreneurs at different levels. The top person sets the ceiling. The people under them determine if you hit it. Why This Matters: When your company has MORE entrepreneurial talent than your current revenue level, you've positioned yourself to grow. Example 1: At 10 clients you’re probably doing between $3500 - $4000 per month in revenue. Not bad. However your business comes to a halt when you take a day off. You may also find that when you hit client #10 you may start to feel the pull between marketing your business and doing client work. So your growth stalls or completely plateaus. Example 2: You have 10 clients - you’re doing $3500 per month and you make the jump and decide to hire a P/T (remote of course) assistant. If you are paying $15/hr for 10 hours of work that’s roughly $150 per week. But it gives YOU 10 hours of time back. And time is the only resource we have that we can not create more of. Let them handle your 100 emails per day Let them handle you 100 phone calls per day Let them field inquiries Allowing you to focus on client work, while your firm grows in the background.

If you’re struggling to create urgency in the sale, it’s because you’re missing a key step in discovery: pulling teeth. Pain motivates. And pain only occurs in the specific, not the vague. Most Bookkeepers lose deals in the first five minutes. Not because they pitch wrong. Because they accept vague answers and move on. The prospect says something like "I’ll think about it" and the Bookkeeper nods along like that means something. It doesn't. Don’t feel bad I’ve done it myself! Here's the fix: The Problem: Prospects give you three types of bad answers: 1. Vague - "Things aren't going well" 2. Confusing - "We tried some stuff but XYZ didn’t work" 3. Incomplete – No response All three are useless. You can't sell to vague problems. You need specific, painful details. That's where Pulling Teeth comes in. The Solution: No matter what type of bad answer you get, you respond the same way. Two questions. Every time. Question 1: "Can you tell me more about that?" Question 2: "Can you give me an example?" That's it. Don't overcomplicate it. Don't get cute. Just ask them to tell you more, then ask for an example. Why This Works: Asking for more information forces them to dig deeper. Asking for examples connects it to real life experiences. That's when the pain becomes real. Real Example: Bad sales rep: Prospect: "Bookkeeping isn't working." (YEP I’ve heard this answer) Rep: "Got it. So you need help with your bookkeeping. Let me drone on and tell you all about me and how wonderful I am…...." [Lost sale] Good sales rep: Prospect: "Your Bookkeeping isn't working." Rep: "Can you tell me more about that?" Prospect: "We're spending money but not seeing results." Rep: "Can you give me an example?" Prospect: "We spent $$$ with XYZ Bookkeeping company and [Now we're getting somewhere] See what happened? The first rep heard "bookkeeping isn't working" and pitched. The second rep pulled teeth and discovered: · They spent $$$ · Didn’t get the result they wanted

Webinar Link - https://youtu.be/8q_8BuTBLmQ DM me on Skool with questions or schedule a call - https://calendly.com/christopher-busybeeadvisors/30min

It's doing the second most important thing - it's the time wasters, the paper pushing, desk organizing, busy work that will get you nowhere. The things that you can reasonably argue is a good idea to anyone - except it isn’t the BEST return on time. Most businesses fail because they work on the wrong stuff. This is mostly because the hardest problems are ones that usually you don't know how to solve yet. So you focus on the ones you do know how to solve - rather than beginning on the unknown path. Why Second-Best Problems Are Deadly: Working on your second-best problem is reasonable. No one will blame you. But when you work on second-best problems, you get second best problem returns. (i.e. Your desk is SUPER clean but you still don't have any clients) Your real problem is you need to Find Your #1 Thing: Ask yourself: "If I could only work on ONE thing for the next 90 days that would grow my business what would it be?" Not two things. One. If you can't answer, answering that question becomes your first priority. Common #1 constraints by stage:(but by no means a guarantee these are yours) $0-$100k → You don't have an offer people want $100k-$500k → You can't generate enough leads $500k-$1M → You can't close leads well enough $1M-$3M → You can't deliver without doing everything yourself $3M-$10M → You don't have the right people in key roles $10M-30M → Your systems can't handle more volume Bottom Line: Anything that isn't your #1 constraint is stealing time from what actually moves the needle. Pick one. Go all in. Fix it. Then pick the next one. Want help identifying your actual #1 constraint? Let's chat - click HERE to schedule a call