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0:00I sell professional book publishing services to entrepreneurs and executives. We do a million dollars in revenue. I'd like to be at 3.2 million in revenue. And I just turned 32. >> [laughter] >> That is This is the best This is the best explanation for a revenue goal I've ever had. That's great. What's stopping me is I'm at the stage where I need to make more money before thinking about other things. And the challenge I'm facing is a lot of things have worked for us up to this point, but I need to know what to I need clarity around what to do more of.

0:31So what's the input? So what's the thing that drives the business? Uh the biggest thing that drives the business right now is referrals. Okay. Second biggest thing is related to organic in the form of speaking, social media, and guest coaching. And then we have a split between cold email outbound and Facebook ads. You're doing all the acquisition channels. All of them, and we didn't even mean to do all of them. We just [laughter] kind of tried them all, and they all seemed to work enough. >> What's the greatest percentage of your customers? What channel do they come from?

0:58>> percentage of the customers be after referrals would be organic. Okay. Um and that's Now you you put that both in organic concept, but also like speaking and things like that. Okay. How many speaking things are you doing on like a monthly basis? It's about one per year last year. >> Okay. So, I have an idea. >> [laughter] >> Um >> [clears throat] >> so I would I would ask the question like how like I think I might have told this in a short, but a really close friend of mine, um he took over uh Real, which is a publicly traded um real estate brokerage. Their primary way of getting more agents is him speaking at real estate events. And so, in Q4 he did 66 speeches. And um in 24 months he took from 200 million to 1.2 billion in revenue. And so, he's doing, you know, 270 plus events per year uh in person.

1:44We were having dinner, and he was like, "No one gets it." He was like, "No one understands how much more we do than them." And I'm I'm I'm only telling this story not to make Hopefully it comes across the right way. Um because I think you just you like if if and I'm guessing if that event generated business for you. Yeah, I mean, every time I speak we make a significant amount. Well, yeah. So, I'd be like, "Let's like how do we go from, you know, one a year to one a week?

2:12And start there." Just like target 50 next year. And so, he rightly identified that he simply needed to do more. The next natural question I was going to be asking is like what are all the ways to get you customers, which he obviously answered. And so, then it was like, "Okay, the next follow-up question I'm thinking is where do we have the most leverage?" So, either that's going to be which thing is taking you the least amount of time that makes you the most amount of money uh or which one's the thing that cost you the least amount of money that makes you the most amount of money. So, it's either the time leverage or it's money leverage or both. Now, the fact that he said I always make a bunch of money after I speak, I was like, "Okay, that's a positive indicator." And as soon as he said, "I only do one speaking event a year," I was like, "I don't need to know anymore." Like if you're get if if that's a significant amount of revenue, and it's one day once a year, like I see that and think, "Okay, well we could 50x the business if we just did 50 of those." And so, then the the constraint then becomes, "Okay, how do I get booked on these stages?" But then that's you follow the same core four. You do the outreach, you post content, and then you reach out to people to to find out. And sometimes you have to pay to be on the stages, sometimes you get a booth and then they'll give you a speaking slot.

3:08There's always ways to get on if you need to. So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's where my team spends two days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call, and if you're a fit, we'd love to potentially see you out here in Vegas.