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If you work 12 hours a day but are still broke, then you're doing at least one of these ten things. You're trying out a new offer again . You go to a business breakfast because you hope to gain customers there . You're rebuilding your website for the third time this week for the same zero visitors. There's motion everywhere, but unfortunately, bro, don't you have any motion? Simply because nothing happens with your sales . And now I'm going to go through the ten things that people who make money don't do, and for each point I'll tell you what you should do instead [music]. Number one is to constantly switch his offer. That means today you make YouTube videos for people as a service. Tomorrow you'll start with automation because it's super hyped right now, and the day after tomorrow you'll see some dude on your Insta timeline doing social recruiting and supposedly collecting 120k cash a month, and you'll think to yourself, "Bro, [music] I have to do social recruiting." What you need to understand, bro, is that you start from scratch every time. You have no case studies; you have to build them from scratch , meaning no proof at all. Yeah, why should people believe you can deliver if you can't even show a result, and that doesn't happen overnight. So if there's one thing I can tell you, bro, stick to your offer. The question of what the right offer is in the market is irrelevant anyway, because there are people out there printing cash with you in the service sector, in the agency sector, unless you see very compelling data, statistically relevant data, significant data, that your offer isn't performing well for you. 800 sales calls and closing calls made with your target audience. You just can't steal them. But let's say something is in the way, where you really see, okay, hey, this doesn't make any sense. Nobody's buying this offer, it delivers no value, bro. Then you can switch your offer. Two rejections to the sales call are guaranteed [music] not significant data. That's why stick with your [ __ ] offer. Point two is that people who earn cash generally don't go to networking events, bro. If you're sitting in a room with 50 broke-ass dudes every Monday morning, or whenever that is, at 6 a.m., having or attending an entrepreneurs' breakfast, then unfortunately you haven't figured out what's going on. If you think you'll pitch an offer and somehow gain meaningful partnerships or customers, I can tell you that's usually not the case. Feel free to try it out, go there, go there five times and then track how many customers you 've acquired. How many people did you talk to? The customers at such events are usually people who are looking for customers. People who are usually all at the beginning, otherwise they would n't go. At that moment , bro, you should realize that you are the product, meaning that you are paying money to be there, that money is being made with you, and that it's actually a little less about you . If you are among the 0.01% who go there and actually win customers and make cash with heart, please keep going, absolutely. What I find insane is that people who go there, back to back, and don't make any cash , even though they're there to make cash , not to make friends, and are still there, defending the whole place as if it were some kind of, I don't know, their favorite football club. Point 3: People who make money do not think that cold calling or any form of solicitation is disreputable. Wow, I have never in my life met anyone who actually makes money who somehow thinks there is anything wrong with contacting people for an offer that provides value to people . You need a valuable offer, meaning you have to provide value to the people you're selling to. Yeah, that's step one. If we don't have that, bro, why are you even watching this video ? If that's the case, there's nothing wrong with using a value-added service that helps your target audience provide added value in some way, whether it's writing to people, calling them, running ads on their butts , or whatever. Like I said, people who cash have never had any problem with it, and even if you write to them, they won't care at all if they're having a good time, awesome. [music] If not, the worst thing that can happen is that someone writes: "No interest or bro, that's fine. Please don't write to me again." [music] Fourth, people who make money don't change the channel through which they acquire customers every two weeks. Perhaps you're familiar with this. You've already tried contacting people via LinkedIn, reaching people via email, calling people, or running ads. After a few days or a few weeks, you felt it was n't working and you stopped, and then maybe started something else or just didn't do anything at all. The problem is, if you don't make certain learnings on a lead acquisition channel, i.e., the way you book appointments for a high ticket offer, for an agency offer, for example, it will be very, very difficult to improve in that channel and become so good that it runs very profitably for you in the long term. You don't ask yourself, "Hey, what can I learn from this?" Instead of asking what I can do better, what I can improve, how I can maybe get a few percent better on the channel every day, you simply stop, test something new and start from scratch again . It would actually be so easy to make good use of your only channel, the one you currently have live, for example . That means if you currently have a channel where you go and try to schedule customer appointments , then stick with that for at least 90 days for three months. Track the data, look at it every day to see what you can do better, how you can improve, and that's exactly what will lead you to success. Anything you break before three months is just cheese, bro. Fifthly, Logic Cash earners have never had branding until they have won at least the first 10 customers for an offer. For example, in our case, we had our first 100k net monthly revenue before we even had a website live. When you launch a new offer, when you have your first five customers, your first ten customers, maybe your first €10, 15, 20,000 in monthly revenue, the problem is that you have only just gotten to know your target audience . That means if you build a website, a funnel, and crazy ad creatives before you even have your first customer or ten customers, nobody will care about your logo and name anyway. It's like you're doing all these things even though you do n't yet know what problems your target audience has, and you haven't had at least 50 or 60 closing calls with your target audience at scale. It makes no sense for Lowi to write any kind of sophisticated copy for you, build a nice website, or anything like that. That's the exact opposite of the Pareto principle. So in the end, nobody cares. You don't know enough about your target audience to build all these assets effectively. Later, a great lever. Yes, that means: go out, sell offer, deliver value. Someone who sees a great offer just because you don't have a branded website or a nice logo or name wo n't say no to your offer if it's valuable. So, close deals and then you can build all that stuff if you have enough cash and enough time. People who make money don't want just anyone as a [music] customer. I see so many people who have it on their website, link profile, wherever, that they do XY Z for SMEs. That's basically the entire GDP from the attic. These are all the companies, these are hundreds of thousands of leads in this area. People who make cash have a very precise buyer, a very precise ICP profile, someone who has an acute problem that they can solve. A small example, I don't know, agencies that have more than enough leads but can't close them, and I don't know, I have a sales offer, I can train a sales team, I can teach the sales staff, for example. Yes, when people are on the call with you and you can make the problem you're solving very specific, you can say: "Hey, I'm just helping Zikob YZ" with exactly that problem, they feel incredibly understood. They feel like you've specialized in exactly that and [music] that's insanely sexy. The problem is also that if you do everything for everyone or only do one thing for everyone, you will never experience the effect of sitting on a sales call with 30, 40k students and the prospect sitting across from you is from the exact same company as the 40k students you have next to you, and you can say to him: "Hey, bro, look , 40 companies." Exactly the same company as yours, and we achieved result XYZ in time XYZ. People who earn cash don't just give out discounts for music. If you 're on a sales call and you drop the price and say, "Hey, I don't know, three collaborations cost €12,000," and your customer has just taken a short breath and you say something like, "Hey, bro, we can do it for €9,000," then you haven't got it right, and the customer probably wouldn't have even said no to the €12,000. Such conversations rarely revolve around price if you have a substantial lead base in your call. You don't even know if there will be any objections, or if the person might not even buy it. Even if you try to give a discount upon request, or want to give a discount , bro, that's absolutely the wrong approach. Your price is your price. That means if you catch yourself wanting to give a discount or repeatedly giving discounts. Two things. Point one is, you need a large number of songs to be able to be selective . That doesn't mean having to work with every [music] who is broke . And point 2 is probably Lexus Sales Skills. It's rarely the price, as I just said. Find out what's holding the person back. It is rarely the price that is practically impossible to pay, but mostly it is a lack of trust. Somehow the person doesn't see the value or feels like you just can't deliver the [ __ ]. Eighthly, people who make money don't rebuild everything for every customer. If every client you have receives a different offer , a different service , and has special requests, then your service business, your agency, is doomed to failure from the outset . Don't get me wrong, when you have your first three F customers, it's exciting and there will definitely be adjustments, custom work and new things involved, which will be different for each customer at the beginning. But at some point , when you have a few more customers, you have to reach the point where your service largely follows certain processes. This does not mean that the customer will not receive customized work. Yes, for example, Keung offers a content offer. Obviously, not every video you create for your client is the same, or ever will be the same for any other client. Custom work is involved, but the process behind it should be clear. If you ca n't manage that and don't do it, especially as a scale product, you won't have a margin. They work nonstop 24/7, and it will probably be almost impossible to hire employees to handle the individual processes and steps that you have in your agency. Special requests from a client should of course be properly paid for, but if you grant every special request that costs you real work and ultimately money, especially if you already have employees, you condition your client to expect that you will give them everything for free and that they will demand the same from you. And that 's exactly the point. And that's exactly the point at which agency gaming absolutely stops being fun and is guaranteed not to scale. Ninth, people who make money never mistake an invoice for cash. Unfortunately, a verbal promise isn't worth that much in a sales call, bro . A signed contract is a good start. A sent-out invoice is also very cool, but what really matters is what net cash collect will be deposited into your account? Nevertheless, we should track both numbers. That means monthly closing volume, so how much Sign Contract Value have you signed with your customers this month ? This means, for example, that you sell for retainers worth €4k over 3 months, which is a closing volume of €12,000. If you sign this today, it will be tracked as €12,000 for this month. Furthermore, you should of course also track how much cash you collect as net income. It's important to calculate sales tax this month. That means if you have now signed up for a retainer for €4000 per month for 3 months, you have €12000 in contract volume and you have collected €4000 net cash this month . Both should be tracked . Abuses volume is of no use to us if we don't collect the cash later . That means Klaus, under no circumstances should you do deals where you feel , hey, it's very unlikely that the cash will come in, just to fake your pipeline, your screenshot that you can share on Insta showing how much closing volume you've done this month . That doesn't make sense in the long run. You will probably even deliver work for the clients you brought in, but if they are not solvent and you sign up for some deal way over the hat, there is a high probability that they will not pay. And before the last point, bro, write in the comments which of the numbers 1 to 9 so far is the one you've caught yourself doing, the one you're still exhibiting and hopefully want to change from today onwards. At the end of the day, we've all made mistakes; it's simply human nature. Yes, I'm glad if you're honest. Put it in the comments. Zens, people who make real cash, are usually not managers, especially not at the beginning. If you're not consistently earning a decent amount of cash, you're simply not a manager. Stop playing boss, you're a salesperson, you work with customers, so you might be on calls with customers, looking after them and helping them, or you might be an operator in fulfillment. If you have five people on the team and [music] have an enormous number of weekly internal team meetings, build the strangest SOPs for things that are absolutely irrelevant at that point, false ambition, stop doing it. I've seen so many people who aren't consistently bringing in more than two customers a month , maybe have two or four people on their team, and yet still have a huge number of internal meetings, are more concerned with themselves and the team than with working on the customer, selling their offer, and doing the essential things in such a business model. [music] If that 's your reality, bro, put your ego aside, stop playing boss and start going where the money is . Selen goes back to where the cash is made. Sell ​​your offer or full felt. Ultimately, this is what your business needs most to grow. Only when something truly functions as repeatable money is it worthwhile to manage anything at all. Remember this. If you've caught yourself in several of these situations, or if you're still much further along in your journey, then watch this video where I explain what I would do if I were completely broke again. And if you're up for us to help you tackle and clean up the chaos in your agency and finally get you earning decent cash , then feel free to book an appointment with us via the link in the bio below this video . I'm happy [music] to talk to you. Peace out and see you next time. Your Jacob.