The Wealthy Consultant: Confessions of a 9-Figure Advisor

proper scale is when you can fund the growth of a business without robbing the goodwill from tomorrow. You can effectively keep the promises your brand makes to the market. And you can keep your moat intact without over-harvesting your goodwill and reputation with people. One of the best ways to do that is through hiring and deploying a great team.

The beauty of a community is rather than one person seeing it in a vacuum, they’re seeing how other people respond to the content in real-time.

At the top of the funnel, you’re just attracting and creating leads. Maybe they’re good leads; maybe they’re not. A good “top of funnel” is about creating lots and lots of leads. Once you get to the middle of the funnel, you start collecting more information, and with this information, we can qualify the leads.

When you get these three things dialed in — attention, retention, and pricing — scale is a lot easier.

When a lead is qualified based on the information marketing collects, they’re known as a “marketing qualified lead” (MQL).

If you want better clients, be a better client. If you want to get paid on time, you pay on time. If you want people to respect you, start by respecting yourself. The mirror runs our perception of the world, and that perception of the world is predictive. We are the cause, not the effect.

People pay extra for customization. A common mistake is when people believe the price is correlated to the number of materials in the product. This is not true. The price increases in proportion to the specificity of the product. People will pay more for less “stuff” if it’s more relevant or appropriate. Time is an asset none of us get more of, so

The key performance indicator for RPH is $400,000 per year per employee. This comes from a wide-ranging data set of over 2,000 consulting clients I’ve worked with since 2015.

True scale is when you can create a new market, not find the top 3-5% and convert them. Average acquisition systems “find” clients and customers. Great acquisition systems “create” clients and customers over time.