{"version":"1.0.0","segments":[{"startTime":154.855,"endTime":158.15499999999997,"body":"I'm here again with Alyssa, but"},{"startTime":154.855,"endTime":158.15499999999997,"body":"unfortunately we're not live in"},{"startTime":158.15499999999997,"endTime":161.95499999999998,"body":"person, so you're just gonna have"},{"startTime":158.15499999999997,"endTime":161.95499999999998,"body":"to deal with the, video screen."},{"startTime":162.39499999999998,"endTime":163.885,"body":"But hey, Alyssa, how are you doing?"},{"startTime":164.558,"endTime":165.10799999999998,"body":"I'm good."},{"startTime":165.10799999999998,"endTime":168.06799999999998,"body":"Happy morning and happy whatever"},{"startTime":165.10799999999998,"endTime":168.06799999999998,"body":"day this is, and I'm really excited"},{"startTime":168.06799999999998,"endTime":171.07799999999997,"body":"that this is gonna be on everybody's"},{"startTime":168.06799999999998,"endTime":171.07799999999997,"body":"ear, and I can't wait to go over"},{"startTime":171.07799999999997,"endTime":172.35799999999998,"body":"all the results and stuff today"},{"startTime":172.695,"endTime":173.96499999999997,"body":"Yeah, I'm super excited."},{"startTime":174.38899999999998,"endTime":179.13899999999998,"body":"we just closed results on the"},{"startTime":174.38899999999998,"endTime":179.13899999999998,"body":"State of the Virtual Bookkeeping"},{"startTime":179.13899999999998,"endTime":181.209,"body":"and Accounting Industry survey."},{"startTime":181.63899999999998,"endTime":184.67899999999997,"body":"Really wish I could figure"},{"startTime":181.63899999999998,"endTime":184.67899999999997,"body":"out a shorter title for that."},{"startTime":186.569,"endTime":190.599,"body":"It's so hard to, like, it's a lot to"},{"startTime":186.569,"endTime":190.599,"body":"say, but there's really no way around it."},{"startTime":190.599,"endTime":190.91899999999998,"body":"Like,"},{"startTime":191.064,"endTime":191.374,"body":"Yep"},{"startTime":191.469,"endTime":192.279,"body":"just how it is."},{"startTime":192.69899999999998,"endTime":197.07899999999998,"body":"Um, because we didn't necessarily wanna"},{"startTime":192.69899999999998,"endTime":197.07899999999998,"body":"be, like, the state of the bookkeeping"},{"startTime":197.089,"endTime":201.849,"body":"industry, because we're specifically"},{"startTime":197.089,"endTime":201.849,"body":"talking about a sector of the bookkeeping"},{"startTime":201.849,"endTime":203.569,"body":"industry, which is the virtual one."},{"startTime":203.57899999999998,"endTime":207.07899999999998,"body":"There's still a lot of people that"},{"startTime":203.57899999999998,"endTime":207.07899999999998,"body":"are not doing things virtually the"},{"startTime":207.07899999999998,"endTime":211.279,"body":"way we are, and so we're, you know,"},{"startTime":207.07899999999998,"endTime":211.279,"body":"in this online world, we wanted to"},{"startTime":211.279,"endTime":214.649,"body":"get that sub-section of our industry."},{"startTime":214.649,"endTime":217.082,"body":"So anyway, yeah."},{"startTime":217.093,"endTime":222.451,"body":"we just closed the survey yesterday"},{"startTime":217.093,"endTime":222.451,"body":"or the day before, at the time of"},{"startTime":222.451,"endTime":227.101,"body":"this recording, so we're gathering all"},{"startTime":222.451,"endTime":227.101,"body":"the data, and we're really excited to"},{"startTime":227.19099999999997,"endTime":229.911,"body":"share some of the results with you all."},{"startTime":229.94099999999997,"endTime":234.471,"body":"And if you're interested in getting the"},{"startTime":229.94099999999997,"endTime":234.471,"body":"report, we will link it in the show notes."},{"startTime":234.70799999999997,"endTime":237.302,"body":"but you should be able to still"},{"startTime":234.70799999999997,"endTime":237.302,"body":"just go to the links where you"},{"startTime":237.302,"endTime":241.34199999999998,"body":"would've taken the survey, which is"},{"startTime":237.302,"endTime":241.34199999999998,"body":"ambitiousbookkeeper.com/survey or"},{"startTime":241.34199999999998,"endTime":247.34199999999998,"body":"workflowqueen.com/survey, and you can"},{"startTime":241.34199999999998,"endTime":247.34199999999998,"body":"opt in for the PDF of the results."},{"startTime":247.692,"endTime":250.142,"body":"So anything you wanna add to that?"},{"startTime":250.228,"endTime":250.468,"body":"Yeah."},{"startTime":250.468,"endTime":251.878,"body":"So just a little bit of context."},{"startTime":251.878,"endTime":253.808,"body":"This is year two of the survey."},{"startTime":253.808,"endTime":255.76799999999997,"body":"Last year was the first year"},{"startTime":253.808,"endTime":255.76799999999997,"body":"that Serena did the survey."},{"startTime":255.76799999999997,"endTime":257.978,"body":"She did it solo last year, 2025."},{"startTime":257.988,"endTime":260.829,"body":"This year she brought me in to help"},{"startTime":257.988,"endTime":260.829,"body":"her with, just bringing in different"},{"startTime":260.829,"endTime":264.479,"body":"perspective and a different angle to some"},{"startTime":260.829,"endTime":264.479,"body":"things, which has been really exciting."},{"startTime":264.479,"endTime":268.339,"body":"So this is the second year, and just"},{"startTime":264.479,"endTime":268.339,"body":"to give everyone a better understanding"},{"startTime":268.339,"endTime":270.649,"body":"is every year this is only gonna"},{"startTime":268.339,"endTime":270.649,"body":"get better and better, bigger"},{"startTime":270.649,"endTime":272.11899999999997,"body":"and bigger, and more information."},{"startTime":272.11899999999997,"endTime":275.69899999999996,"body":"But the more people know that this is"},{"startTime":272.11899999999997,"endTime":275.69899999999996,"body":"coming every year, the better it can be."},{"startTime":275.69899999999996,"endTime":278.18899999999996,"body":"So the more data we have to"},{"startTime":275.69899999999996,"endTime":278.18899999999996,"body":"see the progression of…"},{"startTime":278.279,"endTime":281.299,"body":"'Cause I'm curious, did we"},{"startTime":278.279,"endTime":281.299,"body":"pull up last year's reports?"},{"startTime":281.299,"endTime":283.236,"body":"We didn't even think to pull"},{"startTime":281.299,"endTime":283.236,"body":"those up this morning, if we"},{"startTime":284.116,"endTime":287.456,"body":"as well, 'cause I think that'd be really"},{"startTime":284.116,"endTime":287.456,"body":"cool for people to see what was last year."},{"startTime":287.456,"endTime":290.216,"body":"I know that we had a little bit"},{"startTime":287.456,"endTime":290.216,"body":"more opt-ins last year to take"},{"startTime":290.216,"endTime":291.986,"body":"the survey than we did this year."},{"startTime":292.006,"endTime":294.176,"body":"Also, guys, we did the survey."},{"startTime":294.186,"endTime":297.39599999999996,"body":"Like, things that we learn all the time"},{"startTime":294.186,"endTime":297.39599999999996,"body":"together is we just picked probably"},{"startTime":297.39599999999996,"endTime":298.90599999999995,"body":"the wrong time to do the survey."},{"startTime":298.90599999999995,"endTime":301.326,"body":"We started it in the summer, which we"},{"startTime":298.90599999999995,"endTime":301.326,"body":"probably should've done a little bit"},{"startTime":301.326,"endTime":302.566,"body":"sooner, but we learn these things."},{"startTime":302.836,"endTime":304.086,"body":"Data tell- doesn't ever lie."},{"startTime":304.086,"endTime":306.02599999999995,"body":"Data lets us know exactly"},{"startTime":304.086,"endTime":306.02599999999995,"body":"what we need to do."},{"startTime":307.094,"endTime":307.32399999999996,"body":"Mm-hmm."},{"startTime":307.63599999999997,"endTime":309.566,"body":"it's the second year that we're doing"},{"startTime":307.63599999999997,"endTime":309.566,"body":"this, and we're excited 'cause now"},{"startTime":309.566,"endTime":312.826,"body":"we have a comparison against last"},{"startTime":309.566,"endTime":312.826,"body":"year, and then we'll have a comparison"},{"startTime":312.826,"endTime":314.206,"body":"next year and the year after."},{"startTime":314.206,"endTime":314.586,"body":"So"},{"startTime":315.716,"endTime":318.346,"body":"be able to bring this data because"},{"startTime":315.716,"endTime":318.346,"body":"it's really just gonna help everybody"},{"startTime":318.346,"endTime":321.15599999999995,"body":"here make certain decisions within"},{"startTime":318.346,"endTime":321.15599999999995,"body":"your firm, and you might not"},{"startTime":321.15599999999995,"endTime":322.346,"body":"know how to make those decisions."},{"startTime":322.346,"endTime":326.55499999999995,"body":"That's kinda what we're here to inspire"},{"startTime":322.346,"endTime":326.55499999999995,"body":"you to do today, is as we start going"},{"startTime":326.635,"endTime":330.26,"body":"over the results and start dissecting"},{"startTime":326.635,"endTime":330.26,"body":"it, you guys will start to see how we"},{"startTime":330.26,"endTime":334.66999999999996,"body":"come up with ideas of how we would solve"},{"startTime":330.26,"endTime":334.66999999999996,"body":"that problem or how we would come across"},{"startTime":334.77,"endTime":338.25,"body":"and position something differently"},{"startTime":334.77,"endTime":338.25,"body":"to have a little bit more success."},{"startTime":338.74,"endTime":342.52099999999996,"body":"So I'm really excited  one"},{"startTime":338.74,"endTime":342.52099999999996,"body":"other benefit is we hit record."},{"startTime":342.52099999999996,"endTime":347.001,"body":"If anybody listened to the podcast"},{"startTime":342.52099999999996,"endTime":347.001,"body":"last year, we spent two hours recording"},{"startTime":347.001,"endTime":350.53099999999995,"body":"this, same thing but for last year's"},{"startTime":347.001,"endTime":350.53099999999995,"body":"results, and we never hit record."},{"startTime":350.541,"endTime":351.678,"body":"So this year we are so"},{"startTime":351.971,"endTime":353.14099999999996,"body":"to say we've hit record."},{"startTime":353.908,"endTime":356.238,"body":"We're, we're learning"},{"startTime":353.908,"endTime":356.238,"body":"lots of things this year."},{"startTime":356.538,"endTime":360.572,"body":"Another thing I wanna add about"},{"startTime":356.538,"endTime":360.572,"body":"comparing previous data is we added"},{"startTime":360.642,"endTime":364.63199999999995,"body":"different questions this year, and"},{"startTime":360.642,"endTime":364.63199999999995,"body":"we made the questions more clear."},{"startTime":364.922,"endTime":368.29200000000003,"body":"So some of the answers that we have"},{"startTime":364.922,"endTime":368.29200000000003,"body":"for this year, we don't actually"},{"startTime":368.302,"endTime":371.472,"body":"have a good comparison for last year."},{"startTime":371.472,"endTime":376.116,"body":"So we'll try to, pull up comparisons"},{"startTime":371.472,"endTime":376.116,"body":"where we can, but going forward, I"},{"startTime":376.286,"endTime":378.346,"body":"think it's gonna be a lot better."},{"startTime":378.36,"endTime":383.84799999999996,"body":"and like to your point, about like the"},{"startTime":378.36,"endTime":383.84799999999996,"body":"timing, last year we got more responses,"},{"startTime":384.538,"endTime":387.828,"body":"and when we were looking at that last"},{"startTime":384.538,"endTime":387.828,"body":"night when we were prepping for this,"},{"startTime":388.118,"endTime":391.988,"body":"I was like, \"Oh, we had it open for"},{"startTime":388.118,"endTime":391.988,"body":"an entire 30 days, a whole month,\""},{"startTime":392.308,"endTime":394.45799999999997,"body":"rather than this year, only 15 days."},{"startTime":394.47799999999995,"endTime":397.938,"body":"We're like, \"How come not so many"},{"startTime":394.47799999999995,"endTime":397.938,"body":"people like responded?\" And then"},{"startTime":397.948,"endTime":399.418,"body":"also it's just a different time."},{"startTime":399.418,"endTime":403.578,"body":"Like last year we ran it through"},{"startTime":399.418,"endTime":403.578,"body":"the whole month of May before people"},{"startTime":403.578,"endTime":408.798,"body":"are getting into like the summer"},{"startTime":403.578,"endTime":408.798,"body":"months and like vacations and, you"},{"startTime":408.798,"endTime":410.24799999999993,"body":"know, downtime and all of that."},{"startTime":410.26800000000003,"endTime":412.37800000000004,"body":"And so I think that"},{"startTime":410.26800000000003,"endTime":412.37800000000004,"body":"played into it as well."},{"startTime":412.37800000000004,"endTime":417.20799999999997,"body":"But regardless, we're really excited"},{"startTime":412.37800000000004,"endTime":417.20799999999997,"body":"about the amount of responses we did get."},{"startTime":417.21799999999996,"endTime":422.46799999999996,"body":"We were able to donate a total"},{"startTime":417.21799999999996,"endTime":422.46799999999996,"body":"of $471 to, um, the Make-A-Wish"},{"startTime":422.46799999999996,"endTime":426.60799999999995,"body":"Foundation, and so we also did that"},{"startTime":422.46799999999996,"endTime":426.60799999999995,"body":"last night, and that was exciting."},{"startTime":426.84000000000003,"endTime":429.91999999999996,"body":"so yeah, I'm r- I'm really"},{"startTime":426.84000000000003,"endTime":429.91999999999996,"body":"excited to dive into the results."},{"startTime":430.15999999999997,"endTime":438.01,"body":"Okay, so this year, like I"},{"startTime":430.15999999999997,"endTime":438.01,"body":"said, we had 471 total responses"},{"startTime":438.02,"endTime":440.53999999999996,"body":"versus last year we had 645."},{"startTime":440.83000000000004,"endTime":446.14599999999996,"body":"So a little bit of a smaller response"},{"startTime":440.83000000000004,"endTime":446.14599999999996,"body":"pool, but I think the quality of the"},{"startTime":446.14599999999996,"endTime":450.38599999999997,"body":"responses we got were overall probably"},{"startTime":446.14599999999996,"endTime":450.38599999999997,"body":"better because the questions were better."},{"startTime":450.626,"endTime":455.006,"body":"And the quality of your life is determined"},{"startTime":450.626,"endTime":455.006,"body":"by the quality of your questions, so."},{"startTime":456.26,"endTime":459.69399999999996,"body":"so this year, One of the"},{"startTime":456.26,"endTime":459.69399999999996,"body":"questions we asked was the"},{"startTime":459.69399999999996,"endTime":461.90599999999995,"body":"makeup of your firm, basically."},{"startTime":461.90599999999995,"endTime":463.586,"body":"Are you a solo firm owner?"},{"startTime":463.91599999999994,"endTime":465.236,"body":"you have a small team?"},{"startTime":465.246,"endTime":467.856,"body":"And what i- like, what"},{"startTime":465.246,"endTime":467.856,"body":"size team type of thing."},{"startTime":467.856,"endTime":470.48199999999997,"body":"So this one, the question was"},{"startTime":467.856,"endTime":470.48199999999997,"body":"designed a little bit differently."},{"startTime":470.58000000000004,"endTime":475.789,"body":"but this year, 46% of the"},{"startTime":470.58000000000004,"endTime":475.789,"body":"responses were solo firm owners,"},{"startTime":475.799,"endTime":477.539,"body":"meaning no team whatsoever."},{"startTime":477.62199999999996,"endTime":481.26199999999994,"body":"and last year, that total was 56%."},{"startTime":481.50199999999995,"endTime":483.16200000000003,"body":"So that has gone down."},{"startTime":483.172,"endTime":486.87199999999996,"body":"People are, realizing, I"},{"startTime":483.172,"endTime":486.87199999999996,"body":"think, it's really difficult"},{"startTime":486.88199999999995,"endTime":488.422,"body":"to run things on your own."},{"startTime":489.02199999999993,"endTime":489.922,"body":"You're capped."},{"startTime":490.102,"endTime":493.332,"body":"like one person, like sometimes it's"},{"startTime":490.102,"endTime":493.332,"body":"like one person doing two to three hours"},{"startTime":493.332,"endTime":495.352,"body":"a week, like goes a really long way"},{"startTime":495.68999999999994,"endTime":497.12,"body":"Yeah, absolutely."},{"startTime":497.779,"endTime":500.509,"body":"Anything you wanna add"},{"startTime":497.779,"endTime":500.509,"body":"about business structure?"},{"startTime":500.509,"endTime":505.389,"body":"We're gonna dive into, like, more of the"},{"startTime":500.509,"endTime":505.389,"body":"weeds probably, like, as we go through"},{"startTime":505.84899999999993,"endTime":508.05899999999997,"body":"the results, questions will come up."},{"startTime":508.419,"endTime":515.935,"body":"But, the next largest piece of the pie"},{"startTime":508.419,"endTime":515.935,"body":"on the business structure is a firm owner"},{"startTime":515.935,"endTime":518.0749999999999,"body":"with a small team of one to two people."},{"startTime":518.345,"endTime":520.0749999999999,"body":"That came in at 32%."},{"startTime":520.505,"endTime":526.515,"body":"And then a team of three to five people,"},{"startTime":520.505,"endTime":526.515,"body":"which we consider a growing team, was 13%."},{"startTime":526.586,"endTime":531.505,"body":"And, 2% of the people that responded"},{"startTime":526.586,"endTime":531.505,"body":"were just getting started, so they"},{"startTime":531.505,"endTime":534.227,"body":"don't have their first client or"},{"startTime":531.505,"endTime":534.227,"body":"anything, so we're kind of, you"},{"startTime":534.227,"endTime":535.987,"body":"know, removing them from that pool."},{"startTime":536.157,"endTime":541.323,"body":"and then s- were firm owners"},{"startTime":536.157,"endTime":541.323,"body":"with an established team,"},{"startTime":541.323,"endTime":542.875,"body":"meaning six people or more."},{"startTime":543.275,"endTime":547.745,"body":"And so I'm really excited to kind of"},{"startTime":543.275,"endTime":547.745,"body":"dive into the differences between a firm"},{"startTime":547.745,"endTime":553.165,"body":"like that versus a solo firm, where their"},{"startTime":547.745,"endTime":553.165,"body":"profitability ends up, where, you know,"},{"startTime":553.165,"endTime":556.995,"body":"how long they've been in business, how"},{"startTime":553.165,"endTime":556.995,"body":"much they're working, the firm owner."},{"startTime":557.417,"endTime":558.307,"body":"so yeah"},{"startTime":558.5889999999999,"endTime":559.049,"body":"I'm excited."},{"startTime":559.049,"endTime":560.739,"body":"Can we start diving into some questions?"},{"startTime":561.039,"endTime":561.429,"body":"'Cause now I"},{"startTime":561.533,"endTime":561.883,"body":"Yeah."},{"startTime":562.793,"endTime":563.633,"body":"Good, good"},{"startTime":564.049,"endTime":567.2189999999999,"body":"are at six plus team members,"},{"startTime":564.049,"endTime":567.2189999999999,"body":"what's their revenue range?"},{"startTime":567.379,"endTime":569.645,"body":"And by the, by the way, guys, one of the"},{"startTime":567.379,"endTime":569.645,"body":"things that we're doing right now is we're"},{"startTime":569.645,"endTime":573.925,"body":"leveraging AI, which has been so fun to"},{"startTime":569.645,"endTime":573.925,"body":"do this time around, to actually help us"},{"startTime":573.935,"endTime":575.345,"body":"to be able to extract this type of data."},{"startTime":575.385,"endTime":579.455,"body":"'Cause a simple report sometimes can't"},{"startTime":575.385,"endTime":579.455,"body":"give you the dissection between the two."},{"startTime":579.745,"endTime":582.765,"body":"So that's essentially what Serena's doing,"},{"startTime":579.745,"endTime":582.765,"body":"is doing some research, which has been"},{"startTime":582.8149999999999,"endTime":584.755,"body":"exciting to see how we can, like, leverage"},{"startTime":584.917,"endTime":590.0169999999999,"body":"last year it was really difficult"},{"startTime":584.917,"endTime":590.0169999999999,"body":"to get a report that I liked."},{"startTime":590.417,"endTime":596.287,"body":"I tried to outsource it to, um, someone on"},{"startTime":590.417,"endTime":596.287,"body":"Upwork, and it just was not… It didn't,"},{"startTime":596.597,"endTime":601.857,"body":"it didn't turn out the way I wanted it to,"},{"startTime":596.597,"endTime":601.857,"body":"and now that we have AI, it's, it's gotten"},{"startTime":601.857,"endTime":605.817,"body":"so much easier to be like, \"Oh, this is"},{"startTime":601.857,"endTime":605.817,"body":"how I want the report to look,\" and like"},{"startTime":605.976,"endTime":608.566,"body":"you don't feel guilty for going back"},{"startTime":605.976,"endTime":608.566,"body":"and forth 10 times asking someone to"},{"startTime":608.566,"endTime":610.256,"body":"change, change, change, tweak, change."},{"startTime":610.256,"endTime":613.036,"body":"Like now it's like I can have AI"},{"startTime":610.256,"endTime":613.036,"body":"tweak and change and get to the"},{"startTime":613.036,"endTime":616.586,"body":"end of it, then outsource it to"},{"startTime":613.036,"endTime":616.586,"body":"someone to make it better, you know?"},{"startTime":616.701,"endTime":617.901,"body":"Yeah, exactly."},{"startTime":618.621,"endTime":622.191,"body":"Okay, so 500 plus revenue range."},{"startTime":622.3009999999999,"endTime":626.766,"body":"These are… Okay, here, these are"},{"startTime":622.3009999999999,"endTime":626.766,"body":"the revenue ranges for the, 5% people"},{"startTime":627.056,"endTime":630.826,"body":"that had six or more team members."},{"startTime":631.149,"endTime":635.036,"body":"58% of them were at 500K or above revenue."},{"startTime":635.512,"endTime":635.872,"body":"JAX out"},{"startTime":636.126,"endTime":645.172,"body":"20% were between 250 16%"},{"startTime":636.126,"endTime":645.172,"body":"were between 100K and 250K."},{"startTime":645.587,"endTime":649.457,"body":"That one, I'm interested to"},{"startTime":645.587,"endTime":649.457,"body":"dive more into that because"},{"startTime":649.614,"endTime":650.304,"body":"that seems a little bit-"},{"startTime":650.554,"endTime":654.564,"body":"That's, yeah, for six team members,"},{"startTime":650.554,"endTime":654.564,"body":"unless, here's the downfall."},{"startTime":654.924,"endTime":658.834,"body":"When someone's filling out this data, so"},{"startTime":654.924,"endTime":658.834,"body":"if anyone listening is like, \"I have six"},{"startTime":658.8439999999999,"endTime":660.834,"body":"contractors working five hours a week,\""},{"startTime":661.2439999999999,"endTime":661.534,"body":"Mm-hmm."},{"startTime":661.5659999999999,"endTime":664.9159999999999,"body":"be a different situation than someone"},{"startTime":661.5659999999999,"endTime":664.9159999999999,"body":"who's working… 'Cause in my mind,"},{"startTime":664.9159999999999,"endTime":667.4169999999999,"body":"I'm always thinking of, like, the"},{"startTime":664.9159999999999,"endTime":667.4169999999999,"body":"larger, so the team member's, like,"},{"startTime":667.4169999999999,"endTime":670.937,"body":"more committed to the company, more,"},{"startTime":667.4169999999999,"endTime":670.937,"body":"20 hours plus is probably in my brain."},{"startTime":670.986,"endTime":673.626,"body":"so I'm really curious why"},{"startTime":670.986,"endTime":673.626,"body":"someone's carrying six plus"},{"startTime":673.636,"endTime":676.7959999999999,"body":"team members for 100 to 250K."},{"startTime":676.8059999999999,"endTime":678.3259999999999,"body":"How much is the founder working?"},{"startTime":678.5709999999999,"endTime":680.4509999999999,"body":"I'm, I'm gonna get to that in one second."},{"startTime":680.521,"endTime":686.111,"body":"There is one more group, 25K"},{"startTime":680.521,"endTime":686.111,"body":"to 50K, 1%, or sorry, 4%,"},{"startTime":686.151,"endTime":687.971,"body":"which was one person responded."},{"startTime":687.971,"endTime":693.3589999999999,"body":"So I'm, to me, that means either"},{"startTime":687.971,"endTime":693.3589999999999,"body":"A, you are building before you"},{"startTime":693.3589999999999,"endTime":695.314,"body":"have the revenue to support it."},{"startTime":695.324,"endTime":697.2339999999999,"body":"Maybe they're a startup,"},{"startTime":695.324,"endTime":697.2339999999999,"body":"we don't really know."},{"startTime":697.384,"endTime":701.1819999999999,"body":"we can dive into that by looking at how"},{"startTime":697.384,"endTime":701.1819999999999,"body":"many years they've been in business,"},{"startTime":701.602,"endTime":707.0469999999999,"body":"or your pricing is really off, or"},{"startTime":701.602,"endTime":707.0469999999999,"body":"maybe that was just an, a mistake"},{"startTime":707.0469999999999,"endTime":710.697,"body":"of a click of a button 'cause it was"},{"startTime":707.0469999999999,"endTime":710.697,"body":"one person, you know what I mean?"},{"startTime":711.197,"endTime":712.217,"body":"You never really know."},{"startTime":712.433,"endTime":713.083,"body":"but yeah."},{"startTime":713.2289999999999,"endTime":714.179,"body":"what was your question?"},{"startTime":714.78,"endTime":719.4309999999999,"body":"So my question is the founder-- So"},{"startTime":714.78,"endTime":719.4309999999999,"body":"specifically, how much are the founders"},{"startTime":719.4309999999999,"endTime":723.7299999999999,"body":"working if they're doing… Right now,"},{"startTime":719.4309999999999,"endTime":723.7299999999999,"body":"fifty-eight percent of people who are"},{"startTime":723.74,"endTime":728.343,"body":"six-plus team members, fifty-eight percent"},{"startTime":723.74,"endTime":728.343,"body":"of them are at five hundred K revenue."},{"startTime":728.3629999999999,"endTime":731.2529999999999,"body":"I'm curious how much the founder's"},{"startTime":728.3629999999999,"endTime":731.2529999999999,"body":"working in that firm specifically."},{"startTime":731.5699999999999,"endTime":731.93,"body":"Yeah."},{"startTime":732.0889999999999,"endTime":735.514,"body":"attractive number of those six-plus"},{"startTime":732.0889999999999,"endTime":735.514,"body":"team members, fifty-eight percent of"},{"startTime":735.514,"endTime":737.252,"body":"them are over half a million Which"},{"startTime":735.514,"endTime":737.252,"body":"in my opinion actually checks out."},{"startTime":737.252,"endTime":737.372,"body":"Like, it checks out that someone"},{"startTime":737.252,"endTime":737.372,"body":"working, having that many team members"},{"startTime":737.372,"endTime":737.4319999999999,"body":"typically would make more, 'cause you"},{"startTime":742.7819999999999,"endTime":743.742,"body":"have more room to grow."},{"startTime":743.742,"endTime":746.8019999999999,"body":"And I think a lot of people look at"},{"startTime":743.742,"endTime":746.8019999999999,"body":"team members as this massive cost,"},{"startTime":746.942,"endTime":750.1519999999999,"body":"which yes, they technically are, but"},{"startTime":746.942,"endTime":750.1519999999999,"body":"if your team is not producing revenue"},{"startTime":750.1519999999999,"endTime":752.039,"body":"for you, some- not all roles can."},{"startTime":752.039,"endTime":755.1089999999999,"body":"Like, assistants usually don't produce"},{"startTime":752.039,"endTime":755.1089999999999,"body":"revenue, but bookkeepers should"},{"startTime":755.1189999999999,"endTime":759.169,"body":"be technically producing you more"},{"startTime":755.1189999999999,"endTime":759.169,"body":"revenue and more capacity, you know?"},{"startTime":759.3299999999999,"endTime":759.65,"body":"Yeah."},{"startTime":760.62,"endTime":765.25,"body":"Or unless you're, like, really"},{"startTime":760.62,"endTime":765.25,"body":"doing it to buy back your time."},{"startTime":766.28,"endTime":768.02,"body":"that's kind of my, my deal."},{"startTime":768.02,"endTime":773.8389999999999,"body":"Like, I could take more profit from"},{"startTime":768.02,"endTime":773.8389999999999,"body":"the company if I wanted to, I'm really"},{"startTime":773.8389999999999,"endTime":779.0,"body":"just interested in it being, like,"},{"startTime":773.8389999999999,"endTime":779.0,"body":"a passive thing buying back my time."},{"startTime":779.05,"endTime":786.659,"body":"So, okay, so here's the breakdown for the"},{"startTime":779.05,"endTime":786.659,"body":"owners 500K with six plus team members."},{"startTime":786.7379999999999,"endTime":791.461,"body":"14% are working under 10 hours, which"},{"startTime":786.7379999999999,"endTime":791.461,"body":"is really cool, which means they're"},{"startTime":791.461,"endTime":795.0609999999999,"body":"treating this as more of a passive  Yeah."},{"startTime":796.1239999999999,"endTime":799.414,"body":"and then 21% are working 20 to 30 hours."},{"startTime":799.414,"endTime":804.014,"body":"That's not bad when you consider"},{"startTime":799.414,"endTime":804.014,"body":"compared to, like, working at a…"},{"startTime":804.194,"endTime":806.034,"body":"working in corporate, you know?"},{"startTime":806.9739999999999,"endTime":810.8539999999999,"body":"And then 42% are working 30 to 40 hours."},{"startTime":811.2919999999999,"endTime":814.1719999999999,"body":"and 21% are working more than 40 hours."},{"startTime":814.1819999999999,"endTime":817.6419999999999,"body":"So that one, that line"},{"startTime":814.1819999999999,"endTime":817.6419999999999,"body":"item, that kind of sucks."},{"startTime":818.372,"endTime":819.952,"body":"I don't want those 21% people"},{"startTime":820.036,"endTime":822.4459999999999,"body":"I'd be curious to see… I know we're"},{"startTime":820.036,"endTime":822.4459999999999,"body":"getting like now we're starting to"},{"startTime":822.4459999999999,"endTime":823.986,"body":"really drill into it, but what I wanna"},{"startTime":824.5459999999999,"endTime":827.9459999999999,"body":"here for anyone listening is, because"},{"startTime":824.5459999999999,"endTime":827.9459999999999,"body":"obviously a very small percentage of"},{"startTime":827.9559999999999,"endTime":830.116,"body":"people who fill out the survey are"},{"startTime":827.9559999999999,"endTime":830.116,"body":"at half a million, but I know that"},{"startTime":830.116,"endTime":832.656,"body":"a lot of people, it's attractive"},{"startTime":830.116,"endTime":832.656,"body":"to have more revenue coming in."},{"startTime":832.656,"endTime":835.896,"body":"But what I- we're trying to dissect"},{"startTime":832.656,"endTime":835.896,"body":"right now for everyone listening to"},{"startTime":835.896,"endTime":840.136,"body":"understand the majority of how much"},{"startTime":835.896,"endTime":840.136,"body":"time a founder should be in, but also"},{"startTime":840.136,"endTime":842.516,"body":"that doesn't really dictate how much"},{"startTime":840.136,"endTime":842.516,"body":"time that you should be spending in it."},{"startTime":842.976,"endTime":846.1659999999999,"body":"Because if someone's working 40"},{"startTime":842.976,"endTime":846.1659999999999,"body":"plus hours with six team members"},{"startTime":846.1959999999999,"endTime":849.6819999999999,"body":"at 500K, that in my opinion,"},{"startTime":846.1959999999999,"endTime":849.6819999999999,"body":"there's probably not good systems."},{"startTime":850.1619999999999,"endTime":852.462,"body":"We probably aren't leveraging"},{"startTime":850.1619999999999,"endTime":852.462,"body":"the right efficiency tools."},{"startTime":852.5809999999999,"endTime":855.837,"body":"I'd be curious if we can drill a"},{"startTime":852.5809999999999,"endTime":855.837,"body":"little bit more into that, around"},{"startTime":856.012,"endTime":858.492,"body":"the founders and how much time"},{"startTime":856.012,"endTime":858.492,"body":"that they're actually spending."},{"startTime":858.492,"endTime":861.8209999999999,"body":"Like what is their, pro- their pro-"},{"startTime":858.492,"endTime":861.8209999999999,"body":"Did we ask the profit margin this year?"},{"startTime":862.1479999999999,"endTime":862.358,"body":"I did."},{"startTime":862.358,"endTime":864.088,"body":"I'm asking that question right now."},{"startTime":864.4409999999999,"endTime":866.901,"body":"When we're on the same wavelength"},{"startTime":864.4409999999999,"endTime":866.901,"body":"here of like, I wanna see what their"},{"startTime":866.901,"endTime":869.3639999999999,"body":"profit margin, especially I'm very"},{"startTime":866.901,"endTime":869.3639999999999,"body":"curious about the person… Are we"},{"startTime":869.3639999999999,"endTime":872.704,"body":"running it where e- every group of"},{"startTime":869.3639999999999,"endTime":872.704,"body":"hours that people are working to"},{"startTime":872.704,"endTime":874.444,"body":"see each profit margin per group?"},{"startTime":874.5649999999999,"endTime":882.365,"body":"Okay, so it looks like the profit margin"},{"startTime":874.5649999999999,"endTime":882.365,"body":"breakdown for the owners at 500K with"},{"startTime":882.375,"endTime":888.891,"body":"a six-plus team members are, 28% or"},{"startTime":882.375,"endTime":888.891,"body":"under 20% profit margin, and this is"},{"startTime":888.891,"endTime":890.381,"body":"bottom line that we're talking about."},{"startTime":890.391,"endTime":892.3109999999999,"body":"Hopefully, people"},{"startTime":890.391,"endTime":892.3109999999999,"body":"understood that question."},{"startTime":892.3109999999999,"endTime":895.091,"body":"I tried to be pretty clear with"},{"startTime":892.3109999999999,"endTime":895.091,"body":"it, but there's always a risk,"},{"startTime":895.7429999999999,"endTime":895.8729999999999,"body":"Yeah."},{"startTime":896.452,"endTime":901.462,"body":"however, I will say, if you're listening"},{"startTime":896.452,"endTime":901.462,"body":"to this, there's no judgment, but"},{"startTime":901.462,"endTime":905.082,"body":"if you have difficulty understanding"},{"startTime":901.462,"endTime":905.082,"body":"profit margins and things like that,"},{"startTime":905.092,"endTime":908.632,"body":"you belong in my Elevate program because"},{"startTime":905.092,"endTime":908.632,"body":"this is where I teach these things."},{"startTime":909.116,"endTime":909.226,"body":"Yeah"},{"startTime":909.437,"endTime":912.847,"body":"and your clients are looking to you to"},{"startTime":909.437,"endTime":912.847,"body":"answer these types of questions, and"},{"startTime":912.847,"endTime":916.5469999999999,"body":"if you're not comfortable answering"},{"startTime":912.847,"endTime":916.5469999999999,"body":"them about your own number, it's gonna"},{"startTime":916.5569999999999,"endTime":921.217,"body":"be very, very difficult to be able to"},{"startTime":916.5569999999999,"endTime":921.217,"body":"advise clients and feel comfortable"},{"startTime":921.237,"endTime":923.0569999999999,"body":"in reporting their numbers to them."},{"startTime":923.5569999999999,"endTime":924.607,"body":"Okay, that's my little side."},{"startTime":924.698,"endTime":925.048,"body":"Love that."},{"startTime":926.3499999999999,"endTime":934.42,"body":"20 to 40% profit margin, 35%, almost"},{"startTime":926.3499999999999,"endTime":934.42,"body":"36% of those people had a 20 to 40%"},{"startTime":934.43,"endTime":941.16,"body":"profit margin, and then 21% of them"},{"startTime":934.43,"endTime":941.16,"body":"are at 40 to 60% profit margin."},{"startTime":942.03,"endTime":943.2299999999999,"body":"seems wild to me."},{"startTime":943.6379999999999,"endTime":945.0279999999999,"body":"that's pr- that's really good."},{"startTime":945.048,"endTime":949.218,"body":"That's a very healthy profit margin"},{"startTime":945.048,"endTime":949.218,"body":"to be at, meaning that those people"},{"startTime":949.2379999999999,"endTime":952.3879999999999,"body":"are bringing home half a mill-"},{"startTime":949.2379999999999,"endTime":952.3879999999999,"body":"or sorry, not half a million."},{"startTime":952.408,"endTime":956.865,"body":"They're bringing home 250K around"},{"startTime":952.408,"endTime":956.865,"body":"in profit, which is awesome."},{"startTime":956.9449999999999,"endTime":959.0649999999999,"body":"I would hope that you're at that level."},{"startTime":960.115,"endTime":965.115,"body":"And then 14% of those people"},{"startTime":960.115,"endTime":965.115,"body":"are at a 60-plus percentage."},{"startTime":965.5949999999999,"endTime":970.685,"body":"That piece, that one is wild to me, and"},{"startTime":965.5949999999999,"endTime":970.685,"body":"makes me feel like maybe they thought we"},{"startTime":970.685,"endTime":972.2249999999999,"body":"were asking about gross profit margin."},{"startTime":972.635,"endTime":974.9449999999999,"body":"That's 'cause a lot of these numbers"},{"startTime":972.635,"endTime":974.9449999999999,"body":"that I'm looking at behind the"},{"startTime":974.9449999999999,"endTime":977.635,"body":"scenes and where we're taking in the"},{"startTime":974.9449999999999,"endTime":977.635,"body":"forms, a lot of these numbers are,"},{"startTime":977.635,"endTime":981.289,"body":"like, insanely high, like 90%, 95%."},{"startTime":981.5989999999999,"endTime":984.4989999999999,"body":"Like, I think some people may have"},{"startTime":981.5989999999999,"endTime":984.4989999999999,"body":"thought it was gross, and that's"},{"startTime":984.852,"endTime":987.842,"body":"something that maybe next year"},{"startTime":984.852,"endTime":987.842,"body":"we say bottom line rather than"},{"startTime":988.332,"endTime":989.8919999999999,"body":"I think that might have"},{"startTime":988.332,"endTime":989.8919999999999,"body":"just confused people."},{"startTime":990.1419999999999,"endTime":990.842,"body":"But things we learn,"},{"startTime":991.612,"endTime":992.122,"body":"we learn every"},{"startTime":992.3919999999999,"endTime":992.6819999999999,"body":"year."},{"startTime":993.452,"endTime":994.5519999999999,"body":"take it at face value."},{"startTime":994.572,"endTime":997.872,"body":"We'll say that whatever everyone a-"},{"startTime":994.572,"endTime":997.872,"body":"answered is exactly what we were assuming,"},{"startTime":997.978,"endTime":999.658,"body":"so we can dissect this a little bit more."},{"startTime":999.9979999999999,"endTime":1003.678,"body":"So now that we know that, um, of"},{"startTime":999.9979999999999,"endTime":1003.678,"body":"the 500K people who are m- having"},{"startTime":1003.688,"endTime":1008.745,"body":"six-plus team members, about 21% of"},{"startTime":1003.688,"endTime":1008.745,"body":"them are actually doing 40-plus hours."},{"startTime":1008.745,"endTime":1011.7249999999999,"body":"Can we drill into the people who are"},{"startTime":1008.745,"endTime":1011.7249999999999,"body":"working 40-plus hours with that team?"},{"startTime":1011.8349999999999,"endTime":1014.5889999999999,"body":"Tell me which bucket they're in for"},{"startTime":1011.8349999999999,"endTime":1014.5889999999999,"body":"their , profit margin percentage"},{"startTime":1014.8499999999999,"endTime":1019.24,"body":"so there was only three people in this"},{"startTime":1014.8499999999999,"endTime":1019.24,"body":"group and their margins are all over"},{"startTime":1019.24,"endTime":1022.0759999999999,"body":"the place, but the average is 34%."},{"startTime":1022.4499999999999,"endTime":1026.359,"body":"them working, of the ones"},{"startTime":1022.4499999999999,"endTime":1026.359,"body":"are working 40 plus hours a"},{"startTime":1026.492,"endTime":1030.8410000000001,"body":"34% really worth working 40-plus"},{"startTime":1026.492,"endTime":1030.8410000000001,"body":"hours a week make half a million"},{"startTime":1030.851,"endTime":1032.301,"body":"that you barely take anything home?"},{"startTime":1032.461,"endTime":1033.161,"body":"You know what I mean?"},{"startTime":1033.31,"endTime":1034.0,"body":"Yeah."},{"startTime":1034.04,"endTime":1036.06,"body":"I mean, If they're used to working"},{"startTime":1036.093,"endTime":1037.013,"body":"where they worked a lot"},{"startTime":1037.137,"endTime":1039.637,"body":"Yeah, sometimes when people"},{"startTime":1037.137,"endTime":1039.637,"body":"work in that capacity, they love"},{"startTime":1039.637,"endTime":1040.627,"body":"working that way, which I get."},{"startTime":1040.627,"endTime":1045.4470000000001,"body":"Like me and you, I know that we both can"},{"startTime":1040.627,"endTime":1045.4470000000001,"body":"drown ourselves in and, and what we do."},{"startTime":1045.747,"endTime":1047.657,"body":"I just like to have a"},{"startTime":1045.747,"endTime":1047.657,"body":"choice of when I do that."},{"startTime":1048.0430000000001,"endTime":1048.313,"body":"Yeah."},{"startTime":1048.4,"endTime":1049.1200000000001,"body":"being forced"},{"startTime":1049.77,"endTime":1050.24,"body":"Yeah."},{"startTime":1050.25,"endTime":1053.19,"body":"Plus, like the other thing to"},{"startTime":1050.25,"endTime":1053.19,"body":"consider is that was the top…"},{"startTime":1053.45,"endTime":1054.89,"body":"actually that wasn't the top option."},{"startTime":1054.9,"endTime":1057.1200000000001,"body":"We had an option for a"},{"startTime":1054.9,"endTime":1057.1200000000001,"body":"million in revenue, right?"},{"startTime":1057.1200000000001,"endTime":1058.48,"body":"So nobody chose that."},{"startTime":1058.869,"endTime":1059.119,"body":"Yeah"},{"startTime":1059.119,"endTime":1063.483,"body":"but it could be between, was one of"},{"startTime":1059.119,"endTime":1063.483,"body":"our options between 500K and a million"},{"startTime":1063.657,"endTime":1066.167,"body":"Probably not, 'cause it said 500K plus"},{"startTime":1066.566,"endTime":1067.786,"body":"500K plus, nothing else."},{"startTime":1067.952,"endTime":1070.532,"body":"Okay, so we can give another bucket."},{"startTime":1071.909,"endTime":1075.849,"body":"say those three people that are working"},{"startTime":1071.909,"endTime":1075.849,"body":"more than 40 hours a week, say they're"},{"startTime":1076.599,"endTime":1081.759,"body":"at a million, might be worth it to work,"},{"startTime":1076.599,"endTime":1081.759,"body":"um, to get that profit margin if you're"},{"startTime":1081.759,"endTime":1083.409,"body":"making a million dollars in revenue."},{"startTime":1083.829,"endTime":1088.844,"body":"You know, it's all kind of relative,"},{"startTime":1083.829,"endTime":1088.844,"body":"But when you compare that to, you"},{"startTime":1088.844,"endTime":1094.523,"body":"know, someone making… Yeah, that 60%"},{"startTime":1088.844,"endTime":1094.523,"body":"profit margin at that revenue range"},{"startTime":1094.5330000000001,"endTime":1096.997,"body":"is pretty, I don't know, unlikely."},{"startTime":1097.057,"endTime":1098.637,"body":"That was probably a gross profit margin."},{"startTime":1099.33,"endTime":1099.71,"body":"Yeah"},{"startTime":1099.737,"endTime":1101.377,"body":"But that would be super worth it."},{"startTime":1104.366,"endTime":1108.116,"body":"I'm also curious of the people who"},{"startTime":1104.366,"endTime":1108.116,"body":"are making 500K plus if they're the"},{"startTime":1108.116,"endTime":1110.796,"body":"breadwinner, 'cause that was a new"},{"startTime":1108.116,"endTime":1110.796,"body":"question that we added this year."},{"startTime":1111.196,"endTime":1111.556,"body":"For anyone"},{"startTime":1112.316,"endTime":1112.609,"body":"we didn't do."},{"startTime":1112.609,"endTime":1114.616,"body":"And I was driving, and I"},{"startTime":1112.609,"endTime":1114.616,"body":"remember messaging Serena."},{"startTime":1114.676,"endTime":1116.786,"body":"I was like, \"Dude, we should ask"},{"startTime":1114.676,"endTime":1116.786,"body":"people are you the breadwinner?\""},{"startTime":1116.786,"endTime":1120.286,"body":"Because we both realize that if we"},{"startTime":1116.786,"endTime":1120.286,"body":"ask that question… I'm not saying"},{"startTime":1120.286,"endTime":1122.446,"body":"that people who aren't the breadwinner"},{"startTime":1120.286,"endTime":1122.446,"body":"don't take their business serious."},{"startTime":1122.456,"endTime":1123.686,"body":"This is not what I'm gonna say."},{"startTime":1123.986,"endTime":1127.226,"body":"But when everything is falling on"},{"startTime":1123.986,"endTime":1127.226,"body":"your shoulders, you sure as hell"},{"startTime":1127.226,"endTime":1130.246,"body":"push your business way different"},{"startTime":1127.226,"endTime":1130.246,"body":"than when something is so- on someone"},{"startTime":1130.246,"endTime":1132.746,"body":"else's shoulders and you're building"},{"startTime":1130.246,"endTime":1132.746,"body":"something else simultaneously."},{"startTime":1133.476,"endTime":1135.626,"body":"you almost always have"},{"startTime":1133.476,"endTime":1135.626,"body":"a fallback in a sense."},{"startTime":1135.636,"endTime":1138.046,"body":"Like, I know me and you, we"},{"startTime":1135.636,"endTime":1138.046,"body":"both are the breadwinners."},{"startTime":1138.046,"endTime":1143.076,"body":"Well, I don't have a person to"},{"startTime":1138.046,"endTime":1143.076,"body":"split my bread with, other than my"},{"startTime":1143.106,"endTime":1143.656,"body":"Carly"},{"startTime":1145.506,"endTime":1146.9660000000001,"body":"My dog's gonna get all my inheritance."},{"startTime":1147.2160000000001,"endTime":1151.396,"body":"Um, but anyway, so for me,"},{"startTime":1147.2160000000001,"endTime":1151.396,"body":"it's like it's do or die."},{"startTime":1151.426,"endTime":1155.006,"body":"Like, if I don't work and I don't"},{"startTime":1151.426,"endTime":1155.006,"body":"push this thing, I don't make revenue,"},{"startTime":1155.006,"endTime":1158.796,"body":"but at the same time, I don't need"},{"startTime":1155.006,"endTime":1158.796,"body":"much revenue because it's only me."},{"startTime":1159.146,"endTime":1159.626,"body":"So"},{"startTime":1160.546,"endTime":1161.586,"body":"I also don't have a fallback."},{"startTime":1161.586,"endTime":1162.946,"body":"I don't have someone to fall back on"},{"startTime":1163.96,"endTime":1168.09,"body":"Yeah, and I will say as, you know,"},{"startTime":1163.96,"endTime":1168.09,"body":"when I first started my business,"},{"startTime":1168.32,"endTime":1173.9,"body":"I was not serious about it because"},{"startTime":1168.32,"endTime":1173.9,"body":"it was just a side thing, and"},{"startTime":1173.9,"endTime":1176.1000000000001,"body":"I, we had a household income."},{"startTime":1176.54,"endTime":1182.2,"body":"And so I wasn't reliant on that until I"},{"startTime":1176.54,"endTime":1182.2,"body":"got to the point where I realized that"},{"startTime":1182.2,"endTime":1184.29,"body":"I wanted to be in a different situation."},{"startTime":1184.3200000000002,"endTime":1185.7,"body":"And then that is when I put"},{"startTime":1186.242,"endTime":1186.2720000000002,"body":"Yeah."},{"startTime":1186.2720000000002,"endTime":1186.3020000000001,"body":"And"},{"startTime":1186.4,"endTime":1188.8400000000001,"body":"the, my, the pedal to the"},{"startTime":1186.4,"endTime":1188.8400000000001,"body":"metal, you know what I mean?"},{"startTime":1189.28,"endTime":1189.49,"body":"Yep."},{"startTime":1189.5700000000002,"endTime":1192.3100000000002,"body":"Yeah, exact- And that's like that … And"},{"startTime":1189.5700000000002,"endTime":1192.3100000000002,"body":"I'm so glad we asked this question"},{"startTime":1192.3400000000001,"endTime":1195.27,"body":"because I'm genuinely curious how"},{"startTime":1192.3400000000001,"endTime":1195.27,"body":"many people at certain revenue"},{"startTime":1195.27,"endTime":1198.54,"body":"ranges, I bet there is a correlation"},{"startTime":1195.27,"endTime":1198.54,"body":"between those under a certain revenue"},{"startTime":1198.54,"endTime":1200.0,"body":"range that aren't the breadwinners."},{"startTime":1200.28,"endTime":1202.46,"body":"And not to say, like I said,"},{"startTime":1200.28,"endTime":1202.46,"body":"people can not be the breadwinners."},{"startTime":1202.46,"endTime":1205.4,"body":"It's just at the end of the day, it's"},{"startTime":1202.46,"endTime":1205.4,"body":"like I also am super competitive, so"},{"startTime":1205.44,"endTime":1209.0900000000001,"body":"I've always been the breadwinner in"},{"startTime":1205.44,"endTime":1209.0900000000001,"body":"every relationship, which is crazy to me."},{"startTime":1209.54,"endTime":1210.5500000000002,"body":"Maybe I pick them like that."},{"startTime":1210.5500000000002,"endTime":1211.69,"body":"I'm like, \"I need to be winning.\""},{"startTime":1213.79,"endTime":1216.0700000000002,"body":"We're not gonna dissect all"},{"startTime":1213.79,"endTime":1216.0700000000002,"body":"this as therapy session today."},{"startTime":1218.5620000000001,"endTime":1219.162,"body":"Okay."},{"startTime":1221.559,"endTime":1224.3590000000002,"body":"Dang, Claude keeps telling me"},{"startTime":1221.559,"endTime":1224.3590000000002,"body":"these questions don't exist,"},{"startTime":1224.449,"endTime":1225.8590000000002,"body":"but I know it, I know we"},{"startTime":1226.309,"endTime":1227.8290000000002,"body":"yell at it and tell it, it, it does exist."},{"startTime":1227.8290000000002,"endTime":1228.3990000000001,"body":"Stop lying"},{"startTime":1229.4950000000001,"endTime":1230.075,"body":"Yeah."},{"startTime":1230.755,"endTime":1235.069,"body":"Um, let me ask the AI question Okay."},{"startTime":1235.909,"endTime":1244.249,"body":"for AI, though, um, of the … We're"},{"startTime":1235.909,"endTime":1244.249,"body":"still talking 500K revenue, six plus team."},{"startTime":1244.659,"endTime":1248.309,"body":"36% are actively using"},{"startTime":1244.659,"endTime":1248.309,"body":"AI in their workflow."},{"startTime":1248.554,"endTime":1253.7340000000002,"body":"28, almost 29% are experimenting"},{"startTime":1248.554,"endTime":1253.7340000000002,"body":"but not consistent yet."},{"startTime":1254.074,"endTime":1257.074,"body":"21% are curious but haven't started."},{"startTime":1257.934,"endTime":1263.9450000000002,"body":"then 7% are only using within"},{"startTime":1257.934,"endTime":1263.9450000000002,"body":"existing tools like QBO, et cetera."},{"startTime":1264.222,"endTime":1268.592,"body":"And 7% are not interested or skeptical."},{"startTime":1268.919,"endTime":1269.739,"body":"That's totally cool."},{"startTime":1269.963,"endTime":1270.2830000000001,"body":"Yeah"},{"startTime":1270.5520000000001,"endTime":1273.8120000000001,"body":"my… Can I just say a little, little--"},{"startTime":1270.5520000000001,"endTime":1273.8120000000001,"body":"Now that I'm doing a lot of research"},{"startTime":1273.8120000000001,"endTime":1277.0020000000002,"body":"getting ready for AI firm by design,"},{"startTime":1273.8120000000001,"endTime":1277.0020000000002,"body":"'cause I'm doing a whole sector on"},{"startTime":1277.092,"endTime":1280.142,"body":"safety, and I've just done a deep"},{"startTime":1277.092,"endTime":1280.142,"body":"dive into everyth- like anything"},{"startTime":1280.142,"endTime":1281.682,"body":"and everything around AI and safety."},{"startTime":1282.662,"endTime":1286.112,"body":"One thing that just like come to my mind"},{"startTime":1282.662,"endTime":1286.112,"body":"is that there's so many cloud softwares"},{"startTime":1286.112,"endTime":1290.722,"body":"and so many things we already trust every"},{"startTime":1286.112,"endTime":1290.722,"body":"day that are really using the same through"},{"startTime":1290.722,"endTime":1293.392,"body":"line of like software and integration."},{"startTime":1293.462,"endTime":1296.0020000000002,"body":"But at the end of the day,"},{"startTime":1293.462,"endTime":1296.0020000000002,"body":"we're already all exposed to it."},{"startTime":1296.972,"endTime":1299.432,"body":"Like everything's already"},{"startTime":1296.972,"endTime":1299.432,"body":"exposed in a lot of ways."},{"startTime":1299.432,"endTime":1301.852,"body":"Like we even with QuickBooks, like"},{"startTime":1299.432,"endTime":1301.852,"body":"whether you turn it on or off,"},{"startTime":1301.852,"endTime":1303.392,"body":"it's already exposed you to it."},{"startTime":1304.317,"endTime":1304.6370000000002,"body":"Right."},{"startTime":1304.6470000000002,"endTime":1307.467,"body":"However… Go ahead"},{"startTime":1308.2520000000002,"endTime":1310.5320000000002,"body":"I just think that at the end of the"},{"startTime":1308.2520000000002,"endTime":1310.5320000000002,"body":"day, it's a decision that everyone"},{"startTime":1310.5420000000001,"endTime":1314.102,"body":"has to make individually as a firm"},{"startTime":1310.5420000000001,"endTime":1314.102,"body":"of what is your level of safety?"},{"startTime":1314.102,"endTime":1316.232,"body":"'Cause I think a lot of people"},{"startTime":1314.102,"endTime":1316.232,"body":"look to people like us to"},{"startTime":1316.232,"endTime":1317.2920000000001,"body":"just tell them what to do."},{"startTime":1317.2920000000001,"endTime":1318.5720000000001,"body":"It's like, it's just like Google Drive."},{"startTime":1318.842,"endTime":1320.112,"body":"I know we have the same"},{"startTime":1318.842,"endTime":1320.112,"body":"thoughts and feelings."},{"startTime":1320.112,"endTime":1322.912,"body":"It's like, look, could tell us"},{"startTime":1320.112,"endTime":1322.912,"body":"all that your IT is gonna tell"},{"startTime":1322.912,"endTime":1325.692,"body":"you it's not safe, or maybe some"},{"startTime":1322.912,"endTime":1325.692,"body":"IT companies will say it's safe."},{"startTime":1326.0420000000001,"endTime":1329.5720000000001,"body":"At the end of the day, all very"},{"startTime":1326.0420000000001,"endTime":1329.5720000000001,"body":"confusing and it's all very overwhelming."},{"startTime":1329.5720000000001,"endTime":1330.652,"body":"But do your best."},{"startTime":1330.652,"endTime":1333.682,"body":"At, at the end, we can't stop"},{"startTime":1330.652,"endTime":1333.682,"body":"any of this stuff from happening"},{"startTime":1333.682,"endTime":1335.0320000000002,"body":"or any changes to be made."},{"startTime":1335.392,"endTime":1336.102,"body":"It's just about being"},{"startTime":1336.912,"endTime":1339.7520000000002,"body":"with people and also understanding"},{"startTime":1336.912,"endTime":1339.7520000000002,"body":"what are you gonna allow your team"},{"startTime":1339.7620000000002,"endTime":1342.222,"body":"and yourself to do with the data,"},{"startTime":1339.7620000000002,"endTime":1342.222,"body":"and how are you gonna use it?"},{"startTime":1342.232,"endTime":1344.202,"body":"What's a green, flag?"},{"startTime":1344.202,"endTime":1345.0720000000001,"body":"Like what can you add?"},{"startTime":1345.082,"endTime":1348.422,"body":"Maybe it's an SOP or something simple"},{"startTime":1345.082,"endTime":1348.422,"body":"versus what's your red flag and having"},{"startTime":1348.422,"endTime":1352.2820000000002,"body":"that yellow, red and green, signifiers"},{"startTime":1348.422,"endTime":1352.2820000000002,"body":"to your team to have them understand."},{"startTime":1352.2820000000002,"endTime":1355.212,"body":"I think a lot of people…"},{"startTime":1352.2820000000002,"endTime":1355.212,"body":"I understand the skepticism."},{"startTime":1355.212,"endTime":1356.642,"body":"I, I understand that totally."},{"startTime":1357.6770000000001,"endTime":1358.047,"body":"Yeah."},{"startTime":1358.707,"endTime":1364.287,"body":"I'll also add, too, like, , understanding"},{"startTime":1358.707,"endTime":1364.287,"body":"how the AI is built into those programs."},{"startTime":1364.287,"endTime":1367.807,"body":"Like Xero, for instance, I didn't"},{"startTime":1364.287,"endTime":1367.807,"body":"start using it until I read through"},{"startTime":1367.807,"endTime":1373.497,"body":"their whole terms, software conditions"},{"startTime":1367.807,"endTime":1373.497,"body":"about the AI and how it's built."},{"startTime":1373.517,"endTime":1379.2620000000002,"body":"Like, usually, not saying always,"},{"startTime":1373.517,"endTime":1379.2620000000002,"body":"but especially with systems with"},{"startTime":1379.2720000000002,"endTime":1384.3120000000001,"body":"access to financial information"},{"startTime":1379.2720000000002,"endTime":1384.3120000000001,"body":"like Xero, they're using the Claude"},{"startTime":1384.392,"endTime":1387.622,"body":"LLM model, but it's contained."},{"startTime":1388.132,"endTime":1396.442,"body":"Your information training model that is"},{"startTime":1388.132,"endTime":1396.442,"body":"widely used, so like that a little safer."},{"startTime":1397.452,"endTime":1397.982,"body":"know what I mean?"},{"startTime":1398.424,"endTime":1399.7340000000002,"body":"but that's why a lot of people don't know."},{"startTime":1399.7340000000002,"endTime":1401.7440000000001,"body":"So anyone listening to this right"},{"startTime":1399.7340000000002,"endTime":1401.7440000000001,"body":"now, I'm gonna tell you, if you're"},{"startTime":1401.7440000000001,"endTime":1404.7740000000001,"body":"on a free version of AI, whether"},{"startTime":1401.7440000000001,"endTime":1404.7740000000001,"body":"Claude or ChatGPT, you need to run."},{"startTime":1405.564,"endTime":1405.844,"body":"Like, you"},{"startTime":1406.7440000000001,"endTime":1407.4840000000002,"body":"stop using it."},{"startTime":1407.554,"endTime":1412.664,"body":"The one benefit is ChatGPT will"},{"startTime":1407.554,"endTime":1412.664,"body":"automatically have data sharing turned on."},{"startTime":1412.674,"endTime":1413.384,"body":"This is what I learned."},{"startTime":1413.7240000000002,"endTime":1416.914,"body":"Claude will not on the free version, which"},{"startTime":1413.7240000000002,"endTime":1416.914,"body":"is cool, but there's still a toggle that"},{"startTime":1416.914,"endTime":1421.154,"body":"does exist, but you still have risk with"},{"startTime":1416.914,"endTime":1421.154,"body":"Claude being publicly exposed in some sort"},{"startTime":1421.154,"endTime":1422.614,"body":"of sense because it is a free version."},{"startTime":1422.614,"endTime":1424.804,"body":"So if you guys are on the free"},{"startTime":1422.614,"endTime":1424.804,"body":"version, please just commit to paying."},{"startTime":1425.094,"endTime":1427.934,"body":"But I will say, going to what you just"},{"startTime":1425.094,"endTime":1427.934,"body":"said about how they're still using"},{"startTime":1428.364,"endTime":1434.584,"body":"Claude's underlying LLM for, um, AI within"},{"startTime":1428.364,"endTime":1434.584,"body":"Xero, if you guys are on the ChatGPT"},{"startTime":1434.584,"endTime":1439.314,"body":"Teams or Claude Teams version, their"},{"startTime":1434.584,"endTime":1439.314,"body":"parameters are very similar to what you"},{"startTime":1439.314,"endTime":1443.164,"body":"just explained, which they have just"},{"startTime":1439.314,"endTime":1443.164,"body":"very con- like, very strict contractual,"},{"startTime":1443.164,"endTime":1447.934,"body":"like, parameters that they get put into"},{"startTime":1443.164,"endTime":1447.934,"body":"that they're required to stand by when"},{"startTime":1447.9540000000002,"endTime":1449.314,"body":"someone's on the Teams paid version."},{"startTime":1449.314,"endTime":1451.314,"body":"Granted, you're paying, like, I"},{"startTime":1449.314,"endTime":1451.314,"body":"think the Teams started, like,"},{"startTime":1451.314,"endTime":1454.374,"body":"500 a month for Claude, but then"},{"startTime":1451.314,"endTime":1454.374,"body":"you're all- oh, no, for ChatGPT."},{"startTime":1454.374,"endTime":1457.684,"body":"Claude is way more cost-effective"},{"startTime":1454.374,"endTime":1457.684,"body":"in the Teams version."},{"startTime":1457.684,"endTime":1459.124,"body":"At the same time, you"},{"startTime":1457.684,"endTime":1459.124,"body":"get what you pay for."},{"startTime":1459.904,"endTime":1460.2140000000002,"body":"you guys"},{"startTime":1460.9940000000001,"endTime":1464.2040000000002,"body":"to scale with AI, you have to be"},{"startTime":1460.9940000000001,"endTime":1464.2040000000002,"body":"willing to invest in it, but it"},{"startTime":1464.2040000000002,"endTime":1465.96,"body":"also can save you a ton of money"},{"startTime":1466.1850000000002,"endTime":1470.266,"body":"But there could be a f- a line where"},{"startTime":1466.1850000000002,"endTime":1470.266,"body":"it just, it's not more cost-effective"},{"startTime":1470.266,"endTime":1473.376,"body":"anymore depending on how much you're"},{"startTime":1470.266,"endTime":1473.376,"body":"utilizing it and how many tokens you need."},{"startTime":1473.492,"endTime":1476.2920000000001,"body":"I mean, you guys can be putting"},{"startTime":1473.492,"endTime":1476.2920000000001,"body":"in systems, processes, AI is just"},{"startTime":1476.2920000000001,"endTime":1477.7820000000002,"body":"another tool that's in your toolbox."},{"startTime":1478.212,"endTime":1481.2720000000002,"body":"When we're looking at how people are"},{"startTime":1478.212,"endTime":1481.2720000000002,"body":"using things, I'm genuinely curious"},{"startTime":1481.2720000000002,"endTime":1485.0520000000001,"body":"about the people who are actively"},{"startTime":1481.2720000000002,"endTime":1485.0520000000001,"body":"using AI, what do they mean by that?"},{"startTime":1485.0520000000001,"endTime":1488.432,"body":"'Cause someone just responding to an"},{"startTime":1485.0520000000001,"endTime":1488.432,"body":"email with AI is not actively using AI."},{"startTime":1488.492,"endTime":1491.5720000000001,"body":"I think next year we could probably"},{"startTime":1488.492,"endTime":1491.5720000000001,"body":"put a little bit more of like,"},{"startTime":1491.592,"endTime":1493.3220000000001,"body":"are you incorporating agents?"},{"startTime":1493.382,"endTime":1496.066,"body":"Are you incorporating"},{"startTime":1493.382,"endTime":1496.066,"body":"more like autonomous AI."},{"startTime":1497.712,"endTime":1502.682,"body":"I think we should switch gears a"},{"startTime":1497.712,"endTime":1502.682,"body":"little bit and dive into the solo…"},{"startTime":1503.5810000000001,"endTime":1503.921,"body":"one more t-,"},{"startTime":1504.0020000000002,"endTime":1504.422,"body":"Oh, yeah"},{"startTime":1505.411,"endTime":1505.5510000000002,"body":"gonna do the breadwinner."},{"startTime":1505.5510000000002,"endTime":1506.8110000000001,"body":"I really wanna do the breadwinner"},{"startTime":1505.5510000000002,"endTime":1506.8110000000001,"body":"one, 'cause I think that's the"},{"startTime":1506.8110000000001,"endTime":1508.651,"body":"last one we can do, and then"},{"startTime":1506.8110000000001,"endTime":1508.651,"body":"we can move on to the next one"},{"startTime":1509.5140000000001,"endTime":1517.444,"body":"Okay, so most of those firm"},{"startTime":1509.5140000000001,"endTime":1517.444,"body":"owners are the breadwinner, 87%."},{"startTime":1518.923,"endTime":1519.4830000000002,"body":"gonna be the case"},{"startTime":1519.654,"endTime":1525.444,"body":"yeah, 4% of them are partially, so like"},{"startTime":1519.654,"endTime":1525.444,"body":"less than 50% of the household income,"},{"startTime":1525.7730000000001,"endTime":1526.163,"body":"Yeah"},{"startTime":1526.2240000000002,"endTime":1527.4740000000002,"body":"then the rest a no."},{"startTime":1527.4840000000002,"endTime":1529.835,"body":"So, Sorry, let me specify."},{"startTime":1529.895,"endTime":1532.805,"body":"That is of the group with"},{"startTime":1529.895,"endTime":1532.805,"body":"six plus team owners,"},{"startTime":1533.1100000000001,"endTime":1533.39,"body":"Yeah."},{"startTime":1533.9350000000002,"endTime":1541.634,"body":"or team members, and then, um, 100% of"},{"startTime":1533.9350000000002,"endTime":1541.634,"body":"the group that are at 500K in revenue."},{"startTime":1541.924,"endTime":1544.144,"body":"So it, like, split them up basically."},{"startTime":1544.424,"endTime":1545.374,"body":"Does that make sense?"},{"startTime":1545.384,"endTime":1549.7440000000001,"body":"So it pulled, those percentages"},{"startTime":1545.384,"endTime":1549.7440000000001,"body":"weren't just the 500K group."},{"startTime":1549.9640000000002,"endTime":1553.9840000000002,"body":"So if we're just looking at the"},{"startTime":1549.9640000000002,"endTime":1553.9840000000002,"body":"500K in revenue, 100% of those are"},{"startTime":1553.9840000000002,"endTime":1555.894,"body":"the, the primary income earners"},{"startTime":1556.005,"endTime":1557.875,"body":"Yeah, that doesn't surprise me at all"},{"startTime":1558.5620000000001,"endTime":1558.972,"body":"Yeah."},{"startTime":1559.45,"endTime":1559.9,"body":"Okay."},{"startTime":1560.02,"endTime":1565.0140000000001,"body":"So I wanna look now to the opposite"},{"startTime":1560.02,"endTime":1565.0140000000001,"body":"end of the spectrum, the solo firm"},{"startTime":1565.0240000000001,"endTime":1566.914,"body":"owners and what their breakdowns are."},{"startTime":1568.4360000000001,"endTime":1571.776,"body":"a good chance for people to see like what,"},{"startTime":1568.4360000000001,"endTime":1571.776,"body":"what can come from 500K and what that"},{"startTime":1571.776,"endTime":1573.296,"body":"actually looks like behind the scenes."},{"startTime":1573.6370000000002,"endTime":1578.094,"body":"Yeah, and if you're interested in"},{"startTime":1573.6370000000002,"endTime":1578.094,"body":"seeing more data for the mid-range,"},{"startTime":1578.094,"endTime":1581.944,"body":"where probably most of us fall,"},{"startTime":1578.094,"endTime":1581.944,"body":"can opt in and get the report."},{"startTime":1582.226,"endTime":1582.586,"body":"Yep"},{"startTime":1582.807,"endTime":1588.777,"body":"And I just wanna reiterate for anyone,"},{"startTime":1582.807,"endTime":1588.777,"body":"that took the survey, your name and email"},{"startTime":1588.787,"endTime":1593.957,"body":"were never associated with the data,"},{"startTime":1588.787,"endTime":1593.957,"body":"and that's part of why we decided we"},{"startTime":1593.957,"endTime":1597.4370000000001,"body":"are able to build something like this,"},{"startTime":1593.957,"endTime":1597.4370000000001,"body":"because even if I ask AI, like, who"},{"startTime":1597.4370000000001,"endTime":1602.122,"body":"answered this, like, that information"},{"startTime":1597.4370000000001,"endTime":1602.122,"body":"wasn't captured because logistically,"},{"startTime":1602.142,"endTime":1606.662,"body":"we built the survey in a system called"},{"startTime":1602.142,"endTime":1606.662,"body":"Airtable, and where we collected"},{"startTime":1606.712,"endTime":1610.712,"body":"emails was a totally disconnected"},{"startTime":1606.712,"endTime":1610.712,"body":"system, which was our email marketing."},{"startTime":1610.7810000000002,"endTime":1612.4060000000002,"body":"so worries there."},{"startTime":1612.4160000000002,"endTime":1614.606,"body":"No one's ever gonna be"},{"startTime":1612.4160000000002,"endTime":1614.606,"body":"able to identify you."},{"startTime":1615.026,"endTime":1615.776,"body":"We were serious."},{"startTime":1615.834,"endTime":1616.4540000000002,"body":"one will know."},{"startTime":1617.103,"endTime":1617.548,"body":"okay."},{"startTime":1617.738,"endTime":1623.6080000000002,"body":"So of the solo operators, the"},{"startTime":1617.738,"endTime":1623.6080000000002,"body":"number of hours people worked, 19--"},{"startTime":1623.768,"endTime":1628.775,"body":"almost 20% are under 10 hours We're"},{"startTime":1623.768,"endTime":1628.775,"body":"gonna caveat their, their revenue"},{"startTime":1628.775,"endTime":1630.9950000000001,"body":"might be pretty low, but maybe not."},{"startTime":1631.005,"endTime":1631.525,"body":"We'll see."},{"startTime":1631.7060000000001,"endTime":1640.096,"body":"40% were working 10 to 20 hours, 23%"},{"startTime":1631.7060000000001,"endTime":1640.096,"body":"work 20 to 30 hours, 12% are working"},{"startTime":1640.116,"endTime":1645.746,"body":"30 to 40, and are working above 40"},{"startTime":1640.116,"endTime":1645.746,"body":"hours, which that group means you"},{"startTime":1645.746,"endTime":1648.816,"body":"guys, 11 of you need to start hiring."},{"startTime":1649.076,"endTime":1650.566,"body":"Hire a VA at least."},{"startTime":1650.6860000000001,"endTime":1651.9460000000001,"body":"Get something off your plate."},{"startTime":1651.9460000000001,"endTime":1653.066,"body":"We don't want you working over"},{"startTime":1653.2330000000002,"endTime":1653.673,"body":"of this?"},{"startTime":1653.693,"endTime":1656.453,"body":"Like, w- were we in a bucket this one?"},{"startTime":1656.75,"endTime":1657.47,"body":"Not yet."},{"startTime":1657.64,"endTime":1658.21,"body":"Not yet."},{"startTime":1658.23,"endTime":1662.1200000000001,"body":"I wanted to just kind"},{"startTime":1658.23,"endTime":1662.1200000000001,"body":"of start out diving into"},{"startTime":1662.279,"endTime":1665.999,"body":"with their hours, and then what was the"},{"startTime":1662.279,"endTime":1665.999,"body":"percent of people for the 30 to 40 hours?"},{"startTime":1666.951,"endTime":1667.201,"body":"12%."},{"startTime":1667.682,"endTime":1668.3020000000001,"body":"12%. Okay, cool."},{"startTime":1668.472,"endTime":1668.832,"body":"Perfect."},{"startTime":1668.931,"endTime":1669.241,"body":"Yeah."},{"startTime":1669.825,"endTime":1674.795,"body":"average, 60% of solo operators"},{"startTime":1669.825,"endTime":1674.795,"body":"are working 20 hours or fewer"},{"startTime":1674.795,"endTime":1675.835,"body":"per week, which is great."},{"startTime":1675.885,"endTime":1680.565,"body":"and they're keeping 60%,"},{"startTime":1675.885,"endTime":1680.565,"body":"60 to 70% profit margins."},{"startTime":1680.729,"endTime":1681.0990000000002,"body":"Yeah"},{"startTime":1681.209,"endTime":1684.459,"body":"So that's really exciting to hear,"},{"startTime":1681.209,"endTime":1684.459,"body":"'cause if you're solo, you should"},{"startTime":1684.469,"endTime":1688.8990000000001,"body":"be making at least 60 to 70% profit"},{"startTime":1684.469,"endTime":1688.8990000000001,"body":"margin 'cause you're not paying a team."},{"startTime":1689.386,"endTime":1689.712,"body":"Yeah"},{"startTime":1689.836,"endTime":1694.1970000000001,"body":"Now, the average profit"},{"startTime":1689.836,"endTime":1694.1970000000001,"body":"margin for solo teams is 59%."},{"startTime":1694.694,"endTime":1698.7140000000002,"body":"and 13% of the solo firm"},{"startTime":1694.694,"endTime":1698.7140000000002,"body":"owners are actively using AI"},{"startTime":1699.823,"endTime":1705.708,"body":"as far as revenue breakdown goes, of"},{"startTime":1699.823,"endTime":1705.708,"body":"all of our solo operator responses,"},{"startTime":1705.919,"endTime":1713.393,"body":"35% are under 25K in revenue Which to"},{"startTime":1705.919,"endTime":1713.393,"body":"me means they're maybe just getting"},{"startTime":1713.393,"endTime":1717.393,"body":"started, so we can dive into, like, how"},{"startTime":1713.393,"endTime":1717.393,"body":"many years they've been in business."},{"startTime":1717.761,"endTime":1720.441,"body":"or their, you know, their"},{"startTime":1717.761,"endTime":1720.441,"body":"pricing is a little off."},{"startTime":1720.491,"endTime":1724.5510000000002,"body":"Oh, that was one question I wanted"},{"startTime":1720.491,"endTime":1724.5510000000002,"body":"to look into with the larger firms,"},{"startTime":1724.5510000000002,"endTime":1725.871,"body":"like what their average price is."},{"startTime":1725.881,"endTime":1727.045,"body":"Remind me to come back to that."},{"startTime":1727.135,"endTime":1738.9650000000001,"body":"and then let's see, 29% are between 25"},{"startTime":1727.135,"endTime":1738.9650000000001,"body":"and 50K, 26% are between 50K and 100K,"},{"startTime":1738.9950000000001,"endTime":1742.275,"body":"and only 10% are between 100K and 250K."},{"startTime":1743.815,"endTime":1746.9350000000002,"body":"So that tells me that those"},{"startTime":1743.815,"endTime":1746.9350000000002,"body":"people are pricing probably at"},{"startTime":1746.9350000000002,"endTime":1750.105,"body":"a premium, but I'm interested"},{"startTime":1746.9350000000002,"endTime":1750.105,"body":"to see how much they're working."},{"startTime":1750.8010000000002,"endTime":1753.3010000000002,"body":"this also shows you, like,"},{"startTime":1750.8010000000002,"endTime":1753.3010000000002,"body":"almost, like, the ceiling."},{"startTime":1753.7910000000002,"endTime":1756.621,"body":"Not, not to say… Obviously, we"},{"startTime":1753.7910000000002,"endTime":1756.621,"body":"had a certain number of submissions,"},{"startTime":1756.621,"endTime":1758.731,"body":"so if we had more submissions,"},{"startTime":1756.621,"endTime":1758.731,"body":"it might be a different story."},{"startTime":1759.501,"endTime":1762.741,"body":"However, right now, it almost tells you"},{"startTime":1759.501,"endTime":1762.741,"body":"you're, if you're f- solo firm owner,"},{"startTime":1762.795,"endTime":1765.085,"body":"this is your revenue cap that you can hit."},{"startTime":1765.285,"endTime":1769.895,"body":"Yeah, 'cause we did have an option"},{"startTime":1765.285,"endTime":1769.895,"body":"for people to report over 250K and"},{"startTime":1769.895,"endTime":1771.7450000000001,"body":"nobody selected that in this group."},{"startTime":1772.1950000000002,"endTime":1775.855,"body":"So that means your cap is 250K if that…"},{"startTime":1776.063,"endTime":1777.393,"body":"And at like a certain profit margin."},{"startTime":1777.393,"endTime":1781.333,"body":"And going back to, I think one, one of"},{"startTime":1777.393,"endTime":1781.333,"body":"the things that you teach really well is"},{"startTime":1781.4930000000002,"endTime":1784.7630000000001,"body":"taking numbers backwards to understand,"},{"startTime":1781.4930000000002,"endTime":1784.7630000000001,"body":"like, what do you wanna take home?"},{"startTime":1784.7630000000001,"endTime":1788.2930000000001,"body":"So if we have someone making,"},{"startTime":1784.7630000000001,"endTime":1788.2930000000001,"body":"let's just say 250k, or I'm, I'm"},{"startTime":1788.2930000000001,"endTime":1789.913,"body":"gonna use a easier number, 100k."},{"startTime":1790.173,"endTime":1793.053,"body":"Let's just say 100k, and their"},{"startTime":1790.173,"endTime":1793.053,"body":"profit margin's only 30%,"},{"startTime":1793.278,"endTime":1795.066,"body":"you're tr- taking home 30,000."},{"startTime":1795.086,"endTime":1796.066,"body":"Is that enough for you?"},{"startTime":1796.856,"endTime":1799.886,"body":"so, people are like, \"I don't wanna"},{"startTime":1796.856,"endTime":1799.886,"body":"manage a team,\" or, \"I don't wanna have"},{"startTime":1799.886,"endTime":1802.586,"body":"to have the headache,\" or, \"I don't"},{"startTime":1799.886,"endTime":1802.586,"body":"want this.\" And I'm like, \"But what's"},{"startTime":1802.596,"endTime":1804.1460000000002,"body":"more of a painful headache to you?"},{"startTime":1804.606,"endTime":1808.6560000000002,"body":"Having a team that you have to manage"},{"startTime":1804.606,"endTime":1808.6560000000002,"body":"only Monday through Friday from 9:00"},{"speaker":"to 5","startTime":1808.6560000000002,"endTime":1813.249,"body":"00, or you only making 30k and"},{"speaker":"to 5","startTime":1808.6560000000002,"endTime":1813.249,"body":"not making enough to actually produce"},{"speaker":"to 5","startTime":1813.279,"endTime":1816.3690000000001,"body":"and make you happy in the way that you"},{"speaker":"to 5","startTime":1813.279,"endTime":1816.3690000000001,"body":"need to in life, paying your bills and"},{"speaker":"to 5","startTime":1816.3690000000001,"endTime":1820.229,"body":"making that you're, you're stable and"},{"speaker":"to 5","startTime":1816.3690000000001,"endTime":1820.229,"body":"taken care of?\" So sometimes there's"},{"speaker":"to 5","startTime":1820.229,"endTime":1821.479,"body":"like a trade-off for everything."},{"speaker":"to 5","startTime":1821.799,"endTime":1825.239,"body":"So I'm saying that more to empower people"},{"speaker":"to 5","startTime":1821.799,"endTime":1825.239,"body":"to understand that, like, this will most"},{"speaker":"to 5","startTime":1825.239,"endTime":1828.949,"body":"likely be your ceiling, and sometimes you"},{"speaker":"to 5","startTime":1825.239,"endTime":1828.949,"body":"have to take a step back and say, like,"},{"speaker":"to 5","startTime":1829.019,"endTime":1832.968,"body":"\"If I have this type of profit margin,"},{"speaker":"to 5","startTime":1829.019,"endTime":1832.968,"body":"yes, I might be cutting into it for the"},{"speaker":"to 5","startTime":1832.968,"endTime":1838.6080000000002,"body":"short term for a team, but I can now excel"},{"speaker":"to 5","startTime":1832.968,"endTime":1838.6080000000002,"body":"by using the data into two team members."},{"speaker":"to 5","startTime":1838.748,"endTime":1839.758,"body":"What's my new cap?"},{"speaker":"to 5","startTime":1840.228,"endTime":1844.278,"body":"What is my new threshold, my new ceiling?\""},{"speaker":"to 5","startTime":1840.228,"endTime":1844.278,"body":"Your ceiling's gonna keep growing as"},{"speaker":"to 5","startTime":1844.278,"endTime":1847.768,"body":"that money, a- as the team grows with it,"},{"speaker":"to 5","startTime":1844.278,"endTime":1847.768,"body":"if you're managing the team correctly,"},{"speaker":"to 5","startTime":1847.768,"endTime":1848.738,"body":"because that's a whole nother beast."},{"speaker":"to 5","startTime":1849.354,"endTime":1849.824,"body":"Oh, yeah."},{"speaker":"to 5","startTime":1850.4740000000002,"endTime":1856.5320000000002,"body":"And one thing I want to, like, also"},{"speaker":"to 5","startTime":1850.4740000000002,"endTime":1856.5320000000002,"body":"bring up, one of the stats that we just"},{"speaker":"to 5","startTime":1856.5320000000002,"endTime":1863.442,"body":"saw was 60% of the solo firm owners are"},{"speaker":"to 5","startTime":1856.5320000000002,"endTime":1863.442,"body":"only working 20 hours or less a week."},{"speaker":"to 5","startTime":1865.112,"endTime":1873.0910000000001,"body":"even if they're only making 100K, if the"},{"speaker":"to 5","startTime":1865.112,"endTime":1873.0910000000001,"body":"average profit margin is 59%, that's still"},{"speaker":"to 5","startTime":1873.101,"endTime":1877.241,"body":"really good if you're only working 10"},{"speaker":"to 5","startTime":1873.101,"endTime":1877.241,"body":"to 15 hours a week because you're making"},{"speaker":"to 5","startTime":1877.401,"endTime":1879.991,"body":"over 50K in profit at part-time hours."},{"speaker":"to 5","startTime":1880.001,"endTime":1882.171,"body":"So, like, that's okay."},{"speaker":"to 5","startTime":1882.191,"endTime":1886.5410000000002,"body":"There's no wrong way to do this, but it"},{"speaker":"to 5","startTime":1882.191,"endTime":1886.5410000000002,"body":"just highlights, like, what is possible."},{"speaker":"to 5","startTime":1886.5410000000002,"endTime":1886.921,"body":"So"},{"speaker":"to 5","startTime":1887.296,"endTime":1887.766,"body":"yeah"},{"speaker":"to 5","startTime":1888.2040000000002,"endTime":1894.794,"body":"and then that other thing that we just"},{"speaker":"to 5","startTime":1888.2040000000002,"endTime":1894.794,"body":"saw, like, 22 people are making between"},{"speaker":"to 5","startTime":1894.844,"endTime":1897.7740000000001,"body":"100K and 250K without a team member."},{"speaker":"to 5","startTime":1897.804,"endTime":1899.4840000000002,"body":"Like, how did they do that?"},{"speaker":"to 5","startTime":1901.4540000000002,"endTime":1902.2540000000001,"body":"You know what I mean?"},{"speaker":"to 5","startTime":1902.2640000000001,"endTime":1902.374,"body":"Like,"},{"speaker":"to 5","startTime":1903.414,"endTime":1905.9840000000002,"body":"like, what are their pricing structures?"},{"speaker":"to 5","startTime":1905.997,"endTime":1906.527,"body":"their pricing?"},{"speaker":"to 5","startTime":1906.527,"endTime":1909.6870000000001,"body":"'Cause if they're pricing higher, then"},{"speaker":"to 5","startTime":1906.527,"endTime":1909.6870000000001,"body":"that is more feasible for somebody."},{"speaker":"to 5","startTime":1909.9370000000001,"endTime":1913.347,"body":"But if you're pricing lower, I mean, we"},{"speaker":"to 5","startTime":1909.9370000000001,"endTime":1913.347,"body":"know a couple of those people who have"},{"speaker":"to 5","startTime":1913.367,"endTime":1916.517,"body":"a lot more clients, but they're just"},{"speaker":"to 5","startTime":1913.367,"endTime":1916.517,"body":"drowning and they have 100 clients and"},{"speaker":"to 5","startTime":1916.517,"endTime":1920.457,"body":"they're only making 250K and they have"},{"speaker":"to 5","startTime":1916.517,"endTime":1920.457,"body":"one team member and they're working"},{"speaker":"to 5","startTime":1920.847,"endTime":1923.1370000000002,"body":"over 40 hours plus and exhausted."},{"speaker":"to 5","startTime":1923.1580000000001,"endTime":1923.698,"body":"their job."},{"speaker":"to 5","startTime":1924.817,"endTime":1926.817,"body":"what they do, but they st- they,"},{"speaker":"to 5","startTime":1924.817,"endTime":1926.817,"body":"they do it every day because"},{"speaker":"to 5","startTime":1926.817,"endTime":1929.487,"body":"there's more shame around closing"},{"speaker":"to 5","startTime":1926.817,"endTime":1929.487,"body":"it down and feeling like a failure."},{"speaker":"to 5","startTime":1930.458,"endTime":1930.778,"body":"Yeah"},{"speaker":"to 5","startTime":1930.967,"endTime":1931.4070000000002,"body":"you know what I mean?"},{"speaker":"to 5","startTime":1931.4070000000002,"endTime":1932.587,"body":"The deep, the deep stuff"},{"speaker":"to 5","startTime":1932.7140000000002,"endTime":1935.9640000000002,"body":"Or having to disappoint clients"},{"speaker":"to 5","startTime":1932.7140000000002,"endTime":1935.9640000000002,"body":"by letting them go even though"},{"speaker":"to 5","startTime":1935.9740000000002,"endTime":1937.154,"body":"it's like it makes sense"},{"speaker":"to 5","startTime":1937.3010000000002,"endTime":1939.671,"body":"You're literally losing"},{"speaker":"to 5","startTime":1937.3010000000002,"endTime":1939.671,"body":"money serving people."},{"speaker":"to 5","startTime":1940.001,"endTime":1940.3010000000002,"body":"Like, it's"},{"speaker":"to 5","startTime":1940.911,"endTime":1942.0310000000002,"body":"how often people do that."},{"speaker":"to 5","startTime":1942.333,"endTime":1942.853,"body":"yeah."},{"speaker":"to 5","startTime":1943.7930000000001,"endTime":1948.7140000000002,"body":"thing we were able to see though,"},{"speaker":"to 5","startTime":1943.7930000000001,"endTime":1948.7140000000002,"body":"it seems like overall the average,"},{"speaker":"to 5","startTime":1948.7140000000002,"endTime":1954.2340000000002,"body":"like, sweet spot of number of"},{"speaker":"to 5","startTime":1948.7140000000002,"endTime":1954.2340000000002,"body":"clients to be served is 20 or less."},{"speaker":"to 5","startTime":1954.362,"endTime":1959.332,"body":"that was like 75% of the people"},{"speaker":"to 5","startTime":1954.362,"endTime":1959.332,"body":"are serving 20 or less clients."},{"speaker":"to 5","startTime":1959.342,"endTime":1963.2720000000002,"body":"Now, we can dive further into that"},{"speaker":"to 5","startTime":1959.342,"endTime":1963.2720000000002,"body":"detail and, and figure out, like,"},{"speaker":"to 5","startTime":1963.5520000000001,"endTime":1965.0220000000002,"body":"are those people even profitable?"},{"speaker":"to 5","startTime":1965.0320000000002,"endTime":1965.712,"body":"Do they have a team?"},{"speaker":"to 5","startTime":1965.722,"endTime":1966.922,"body":"Like, what else is going on?"},{"speaker":"to 5","startTime":1967.112,"endTime":1972.342,"body":"but that seems to be really, like, the"},{"speaker":"to 5","startTime":1967.112,"endTime":1972.342,"body":"size of the, most of the data that we got."},{"speaker":"to 5","startTime":1973.5020000000002,"endTime":1976.2620000000002,"body":"20 clients, average solo firm owner."},{"speaker":"to 5","startTime":1976.2920000000001,"endTime":1980.0500000000002,"body":"So that right there tells you,"},{"speaker":"to 5","startTime":1976.2920000000001,"endTime":1980.0500000000002,"body":"like, you can serve probably around"},{"speaker":"to 5","startTime":1980.0500000000002,"endTime":1984.0900000000001,"body":"20 clients effectively as a solo"},{"speaker":"to 5","startTime":1980.0500000000002,"endTime":1984.0900000000001,"body":"firm owner w- or with a very small"},{"speaker":"to 5","startTime":1984.0900000000001,"endTime":1986.193,"body":"team, and that's totally fine."},{"speaker":"to 5","startTime":1987.053,"endTime":1991.083,"body":"Okay, so here's the breakdown of"},{"speaker":"to 5","startTime":1987.053,"endTime":1991.083,"body":"the solo earners that are making"},{"speaker":"to 5","startTime":1991.373,"endTime":1994.613,"body":"between 100 and 250K without a team."},{"speaker":"to 5","startTime":1995.1370000000002,"endTime":2000.817,"body":"59% are doing fixed fees, 13% are"},{"speaker":"to 5","startTime":1995.1370000000002,"endTime":2000.817,"body":"doing a tiered pricing package,"},{"speaker":"to 5","startTime":2001.096,"endTime":2002.799,"body":"13% are doing value-based."},{"speaker":"to 5","startTime":2002.809,"endTime":2006.373,"body":"So really, all of those"},{"speaker":"to 5","startTime":2002.809,"endTime":2006.373,"body":"essentially are the same thing."},{"speaker":"to 5","startTime":2006.9840000000002,"endTime":2007.294,"body":"Yeah,"},{"speaker":"to 5","startTime":2007.403,"endTime":2010.5330000000001,"body":"just what you wanna call them, and that's"},{"speaker":"to 5","startTime":2007.403,"endTime":2010.5330000000001,"body":"why we broke it down because we wanted"},{"speaker":"to 5","startTime":2010.5330000000001,"endTime":2014.767,"body":"to make sure that people kinda gave us"},{"speaker":"to 5","startTime":2010.5330000000001,"endTime":2014.767,"body":"how they're pricing, but also, like,"},{"speaker":"to 5","startTime":2014.787,"endTime":2016.837,"body":"those are all flat fees most likely."},{"speaker":"to 5","startTime":2017.265,"endTime":2017.4850000000001,"body":"Yeah"},{"speaker":"to 5","startTime":2017.497,"endTime":2021.737,"body":"Um, and so the majority of those"},{"speaker":"to 5","startTime":2017.497,"endTime":2021.737,"body":"people are charging a flat fee."},{"speaker":"to 5","startTime":2023.1470000000002,"endTime":2027.217,"body":"of them are charging hourly, and"},{"speaker":"to 5","startTime":2023.1470000000002,"endTime":2027.217,"body":"then 4% are charging project-based."},{"speaker":"to 5","startTime":2027.459,"endTime":2031.309,"body":"And then the minimum monthly fee"},{"speaker":"to 5","startTime":2027.459,"endTime":2031.309,"body":"for recurring revenue in this"},{"speaker":"to 5","startTime":2031.3290000000002,"endTime":2036.7440000000001,"body":"category is, the majority, 50%, I"},{"speaker":"to 5","startTime":2031.3290000000002,"endTime":2036.7440000000001,"body":"guess it's not even the majority."},{"speaker":"to 5","startTime":2036.804,"endTime":2042.694,"body":"Half of them are in a 200 to 400 per month"},{"speaker":"to 5","startTime":2036.804,"endTime":2042.694,"body":"range, which still feels really low to me,"},{"speaker":"to 5","startTime":2042.9070000000002,"endTime":2043.3870000000002,"body":"Yeah, I was gonna say"},{"speaker":"to 5","startTime":2043.8770000000002,"endTime":2044.1470000000002,"body":"low."},{"speaker":"to 5","startTime":2044.9270000000001,"endTime":2047.8970000000002,"body":"you just, if you, if everybody listening"},{"speaker":"to 5","startTime":2044.9270000000001,"endTime":2047.8970000000002,"body":"literally just, uh, changed their"},{"speaker":"to 5","startTime":2047.8970000000002,"endTime":2052.977,"body":"clients by, uh, just an additional $50"},{"speaker":"to 5","startTime":2047.8970000000002,"endTime":2052.977,"body":"changes your profit margin drastically."},{"speaker":"to 5","startTime":2053.3269999999998,"endTime":2053.747,"body":"Like,"},{"speaker":"to 5","startTime":2054.517,"endTime":2055.1169999999997,"body":"you know what I mean?"},{"speaker":"to 5","startTime":2055.256,"endTime":2056.6259999999997,"body":"Yeah, which is like what books"},{"speaker":"to 5","startTime":2057.024,"endTime":2057.55,"body":"a"},{"speaker":"to 5","startTime":2058.0769999999998,"endTime":2060.987,"body":"I know, especially becau- Well, I"},{"speaker":"to 5","startTime":2058.0769999999998,"endTime":2060.987,"body":"mean, granted, if they're passing along"},{"speaker":"to 5","startTime":2061.007,"endTime":2063.187,"body":"the fee to their client, then they"},{"speaker":"to 5","startTime":2061.007,"endTime":2063.187,"body":"need to be increasing their rates,"},{"speaker":"to 5","startTime":2063.187,"endTime":2066.637,"body":"but if the client's paying for it,"},{"speaker":"to 5","startTime":2063.187,"endTime":2066.637,"body":"they risk losing a client who's not"},{"speaker":"to 5","startTime":2066.637,"endTime":2069.777,"body":"willing to keep going with an increase,"},{"speaker":"to 5","startTime":2066.637,"endTime":2069.777,"body":"unfortunately with QBO directly"},{"speaker":"to 5","startTime":2070.32,"endTime":2070.66,"body":"Yeah."},{"speaker":"to 5","startTime":2071.11,"endTime":2076.38,"body":"Um, 32% are between 500"},{"speaker":"to 5","startTime":2071.11,"endTime":2076.38,"body":"and 750 as a minimum."},{"speaker":"to 5","startTime":2076.38,"endTime":2079.68,"body":"This isn't people's average,"},{"speaker":"to 5","startTime":2076.38,"endTime":2079.68,"body":"this is your minimum pricing."},{"speaker":"to 5","startTime":2079.95,"endTime":2082.04,"body":"So it is different than average."},{"speaker":"to 5","startTime":2082.6,"endTime":2083.71,"body":"Did we ask that question"},{"speaker":"to 5","startTime":2083.92,"endTime":2083.95,"body":"Yeah."},{"speaker":"to 5","startTime":2084.721,"endTime":2087.151,"body":"that's the minimum pricing."},{"speaker":"to 5","startTime":2087.351,"endTime":2091.961,"body":"But even 50-- Like, I still"},{"speaker":"to 5","startTime":2087.351,"endTime":2091.961,"body":"feel like 200 to 400 is still"},{"speaker":"to 5","startTime":2091.9809999999998,"endTime":2093.411,"body":"too low of a minimum price."},{"speaker":"to 5","startTime":2094.566,"endTime":2096.406,"body":"100%. Not in this day and age."},{"speaker":"to 5","startTime":2096.406,"endTime":2098.916,"body":"Like, it's, it's…"},{"speaker":"to 5","startTime":2096.406,"endTime":2098.916,"body":"That's just way too low."},{"speaker":"to 5","startTime":2098.916,"endTime":2101.996,"body":"If you guys are pricing, if you're,"},{"speaker":"to 5","startTime":2098.916,"endTime":2101.996,"body":"anyone here is pricing at the 200"},{"speaker":"to 5","startTime":2101.996,"endTime":2105.506,"body":"mark, I'd really say, like, guys"},{"speaker":"to 5","startTime":2101.996,"endTime":2105.506,"body":"need to value yourselves more."},{"speaker":"to 5","startTime":2105.506,"endTime":2108.306,"body":"And I, I know it's hard to value"},{"speaker":"to 5","startTime":2105.506,"endTime":2108.306,"body":"yourselves, especially under- I'm"},{"speaker":"to 5","startTime":2108.306,"endTime":2111.226,"body":"curious how many years in business"},{"speaker":"to 5","startTime":2108.306,"endTime":2111.226,"body":"these people who are in the 200 to"},{"speaker":"to 5","startTime":2111.226,"endTime":2114.806,"body":"400, how many years in business they've"},{"speaker":"to 5","startTime":2111.226,"endTime":2114.806,"body":"been in, 'cause I'm gonna probably"},{"speaker":"to 5","startTime":2114.806,"endTime":2116.176,"body":"say a lot of them are probably newer."},{"speaker":"to 5","startTime":2116.456,"endTime":2119.646,"body":"Because I get it, like, I also"},{"speaker":"to 5","startTime":2116.456,"endTime":2119.646,"body":"underpriced myself when I had first"},{"speaker":"to 5","startTime":2119.646,"endTime":2120.976,"body":"started, 'cause I didn't know my"},{"speaker":"to 5","startTime":2121.247,"endTime":2121.297,"body":"Yeah."},{"speaker":"to 5","startTime":2122.397,"endTime":2122.817,"body":"Yeah."},{"speaker":"to 5","startTime":2123.527,"endTime":2129.807,"body":"There's not-- There's still people that"},{"speaker":"to 5","startTime":2123.527,"endTime":2129.807,"body":"were choosing under $200 as a minimum too."},{"speaker":"to 5","startTime":2129.8469999999998,"endTime":2130.657,"body":"There's a few of those."},{"speaker":"to 5","startTime":2130.799,"endTime":2134.129,"body":"and then there's s- there's one"},{"speaker":"to 5","startTime":2130.799,"endTime":2134.129,"body":"person whose minimum monthly fee is"},{"speaker":"to 5","startTime":2134.129,"endTime":2138.379,"body":"between 2,000 and 3,500, so whoever"},{"speaker":"to 5","startTime":2134.129,"endTime":2138.379,"body":"you are, I'm super impressed."},{"speaker":"to 5","startTime":2139.079,"endTime":2139.659,"body":"You're probably an"},{"speaker":"to 5","startTime":2139.758,"endTime":2140.498,"body":"advisory firm."},{"speaker":"to 5","startTime":2141.163,"endTime":2142.983,"body":"no, they're probably also"},{"speaker":"to 5","startTime":2141.163,"endTime":2142.983,"body":"working with construction."},{"speaker":"to 5","startTime":2142.983,"endTime":2144.893,"body":"They're probably"},{"speaker":"to 5","startTime":2142.983,"endTime":2144.893,"body":"e-commerce or niched down."},{"speaker":"to 5","startTime":2144.893,"endTime":2146.4429999999998,"body":"I don't know if we asked"},{"speaker":"to 5","startTime":2144.893,"endTime":2146.4429999999998,"body":"the niche question, but"},{"speaker":"to 5","startTime":2147.1259999999997,"endTime":2147.726,"body":"Yeah, we did"},{"speaker":"to 5","startTime":2148.063,"endTime":2150.723,"body":"down, that's another reason why"},{"speaker":"to 5","startTime":2148.063,"endTime":2150.723,"body":"niching down actually allows for"},{"speaker":"to 5","startTime":2150.723,"endTime":2153.303,"body":"you to have better efficiency"},{"speaker":"to 5","startTime":2150.723,"endTime":2153.303,"body":"in SOPs, allows you to get more"},{"speaker":"to 5","startTime":2153.303,"endTime":2154.733,"body":"specific and smarter in something."},{"speaker":"to 5","startTime":2154.733,"endTime":2155.843,"body":"Your marketing gets easier."},{"speaker":"to 5","startTime":2156.003,"endTime":2157.123,"body":"You get to charge more money."},{"speaker":"to 5","startTime":2157.353,"endTime":2159.103,"body":"There's so many benefits of niching down."},{"speaker":"to 5","startTime":2159.301,"endTime":2159.761,"body":"Yeah."},{"speaker":"to 5","startTime":2159.912,"endTime":2166.687,"body":"And then client count in this, solo"},{"speaker":"to 5","startTime":2159.912,"endTime":2166.687,"body":"firm owner between 100 and 250K, just"},{"speaker":"to 5","startTime":2166.687,"endTime":2170.717,"body":"to remind you what s- what section"},{"speaker":"to 5","startTime":2166.687,"endTime":2170.717,"body":"of people we're looking at right now."},{"speaker":"to 5","startTime":2170.997,"endTime":2174.437,"body":"the biggest group were"},{"speaker":"to 5","startTime":2170.997,"endTime":2174.437,"body":"between 11 and 20 clients."},{"speaker":"to 5","startTime":2174.437,"endTime":2175.777,"body":"That was 36%."},{"speaker":"to 5","startTime":2176.197,"endTime":2179.857,"body":"23% were between 21 and 30 clients."},{"speaker":"to 5","startTime":2180.297,"endTime":2185.5969999999998,"body":"and then were between six and 10,"},{"speaker":"to 5","startTime":2180.297,"endTime":2185.5969999999998,"body":"and then there was the outliers that"},{"speaker":"to 5","startTime":2185.5969999999998,"endTime":2190.387,"body":"were five or fewer or between 31"},{"speaker":"to 5","startTime":2185.5969999999998,"endTime":2190.387,"body":"and 50 clients, just a few of those."},{"speaker":"to 5","startTime":2190.549,"endTime":2195.593,"body":"the services that are being offered, this"},{"speaker":"to 5","startTime":2190.549,"endTime":2195.593,"body":"one is kind of tricky to look at because"},{"speaker":"to 5","startTime":2195.613,"endTime":2202.815,"body":"it was a multi-select, so  you know,"},{"speaker":"to 5","startTime":2195.613,"endTime":2202.815,"body":"there's gonna be varying here, but 95%"},{"speaker":"to 5","startTime":2203.675,"endTime":2209.38,"body":"of this group are offering bookkeeping,"},{"speaker":"to 5","startTime":2203.675,"endTime":2209.38,"body":"cleanup, catch-up, and then, 68% are"},{"speaker":"to 5","startTime":2209.38,"endTime":2215.341,"body":"including financial reporting, 54% are"},{"speaker":"to 5","startTime":2209.38,"endTime":2215.341,"body":"including budgeting and forecasting,"},{"speaker":"to 5","startTime":2215.351,"endTime":2224.3450000000003,"body":"and 50% are including advisory CFO, 50%"},{"speaker":"to 5","startTime":2215.351,"endTime":2224.3450000000003,"body":"are including payroll, 45% are including"},{"speaker":"to 5","startTime":2224.3650000000002,"endTime":2233.0750000000003,"body":"AP and AR, 36% are doing sales tax,"},{"speaker":"to 5","startTime":2224.3650000000002,"endTime":2233.0750000000003,"body":"and then 27% are including tax prep,"},{"speaker":"to 5","startTime":2233.385,"endTime":2239.035,"body":"and 27% are including controllership"},{"speaker":"to 5","startTime":2233.385,"endTime":2239.035,"body":"or management accounting services."},{"speaker":"to 5","startTime":2240.909,"endTime":2241.429,"body":"The fact that there's"},{"speaker":"to 5","startTime":2242.439,"endTime":2247.509,"body":"here make- doing advisory and still have"},{"speaker":"to 5","startTime":2242.439,"endTime":2247.509,"body":"a minimum… I mean, obviously advisory"},{"speaker":"to 5","startTime":2247.509,"endTime":2250.489,"body":"fee might be a little bit different than"},{"speaker":"to 5","startTime":2247.509,"endTime":2250.489,"body":"their average monthly bookkeeping fee."},{"speaker":"to 5","startTime":2251.562,"endTime":2254.292,"body":"really hope people, whoever's"},{"speaker":"to 5","startTime":2251.562,"endTime":2254.292,"body":"advising their clients and you're"},{"speaker":"to 5","startTime":2254.292,"endTime":2257.012,"body":"charging less than $1,000 a"},{"speaker":"to 5","startTime":2254.292,"endTime":2257.012,"body":"month, we need to change that"},{"speaker":"to 5","startTime":2257.376,"endTime":2262.306,"body":"Well, yeah, I mean, to your point,"},{"speaker":"to 5","startTime":2257.376,"endTime":2262.306,"body":"my firm minimum doesn't include"},{"speaker":"to 5","startTime":2262.3160000000003,"endTime":2266.646,"body":"advisory, so, like, I was one of"},{"speaker":"to 5","startTime":2262.3160000000003,"endTime":2266.646,"body":"those responses that, like, my minimum"},{"speaker":"to 5","startTime":2266.666,"endTime":2272.179,"body":"is, 500, but I still offer advisory"},{"speaker":"to 5","startTime":2266.666,"endTime":2272.179,"body":"services, but not at that price."},{"speaker":"to 5","startTime":2272.239,"endTime":2276.079,"body":"So there's context, you know what I mean?"},{"speaker":"to 5","startTime":2276.226,"endTime":2280.223,"body":"year we can definitely put, um, a tier of,"},{"speaker":"to 5","startTime":2276.226,"endTime":2280.223,"body":"like, what's your minimum starting price,"},{"speaker":"to 5","startTime":2280.3830000000003,"endTime":2282.443,"body":"and then what is your average client fee?"},{"speaker":"to 5","startTime":2282.453,"endTime":2283.914,"body":"Because my minimum, just because…"},{"speaker":"to 5","startTime":2285.143,"endTime":2285.293,"body":"it,"},{"speaker":"to 5","startTime":2286.703,"endTime":2287.553,"body":"was 400."},{"speaker":"to 5","startTime":2287.583,"endTime":2293.043,"body":"The average was, I think, 695"},{"speaker":"to 5","startTime":2287.583,"endTime":2293.043,"body":"something like that, was the average."},{"speaker":"to 5","startTime":2293.3630000000003,"endTime":2295.733,"body":"So, like, I think that's a little bit"},{"speaker":"to 5","startTime":2293.3630000000003,"endTime":2295.733,"body":"different than, like, someone giving…"},{"speaker":"to 5","startTime":2295.793,"endTime":2297.143,"body":"But you said there is an average."},{"speaker":"to 5","startTime":2297.143,"endTime":2297.63,"body":"Okay,"},{"speaker":"to 5","startTime":2297.911,"endTime":2299.261,"body":"Yeah, we did ask that."},{"speaker":"to 5","startTime":2299.6130000000003,"endTime":2300.123,"body":"perfect"},{"speaker":"to 5","startTime":2301.131,"endTime":2308.141,"body":"one point of data was the person"},{"speaker":"to 5","startTime":2301.131,"endTime":2308.141,"body":"that whose minimum is 2K to 3,500,"},{"speaker":"to 5","startTime":2308.141,"endTime":2312.304,"body":"they have five or fewer clients,"},{"speaker":"to 5","startTime":2308.141,"endTime":2312.304,"body":"like that person specifically."},{"speaker":"to 5","startTime":2312.314,"endTime":2312.614,"body":"So"},{"speaker":"to 5","startTime":2313.079,"endTime":2313.419,"body":"They're probably"},{"speaker":"to 5","startTime":2315.969,"endTime":2316.369,"body":"right now."},{"speaker":"to 5","startTime":2316.858,"endTime":2317.568,"body":"Hell yeah, dude."},{"speaker":"to 5","startTime":2317.848,"endTime":2318.208,"body":"Love that"},{"speaker":"to 5","startTime":2319.128,"endTime":2319.858,"body":"right now, hell yeah."},{"speaker":"to 5","startTime":2320.543,"endTime":2325.623,"body":"yeah, which is the cleanest"},{"speaker":"to 5","startTime":2320.543,"endTime":2325.623,"body":"path to 100K or more in revenue"},{"speaker":"to 5","startTime":2325.6330000000003,"endTime":2327.523,"body":"without burning out, hopefully."},{"speaker":"to 5","startTime":2327.533,"endTime":2329.193,"body":"Hopefully they're not working that much."},{"speaker":"to 5","startTime":2329.5840000000003,"endTime":2329.954,"body":"Yeah"},{"speaker":"to 5","startTime":2331.053,"endTime":2337.213,"body":"okay, so what's the average client fee"},{"speaker":"to 5","startTime":2331.053,"endTime":2337.213,"body":"across this solo group in 100K to 250K?"},{"speaker":"to 5","startTime":2337.683,"endTime":2344.243,"body":"And the biggest group was 36%,"},{"speaker":"to 5","startTime":2337.683,"endTime":2344.243,"body":"average fee was between three and 500."},{"speaker":"to 5","startTime":2344.253,"endTime":2345.803,"body":"That still feels super low."},{"speaker":"to 5","startTime":2346.006,"endTime":2346.0260000000003,"body":"wow."},{"speaker":"to 5","startTime":2346.0260000000003,"endTime":2346.3360000000002,"body":"That's"},{"speaker":"to 5","startTime":2346.3630000000003,"endTime":2351.8630000000003,"body":"And then 13% were between 1,500"},{"speaker":"to 5","startTime":2346.3630000000003,"endTime":2351.8630000000003,"body":"and 2,000, so that is better."},{"speaker":"to 5","startTime":2352.663,"endTime":2358.303,"body":"22% were between 500 and $750 on average."},{"speaker":"to 5","startTime":2358.303,"endTime":2361.773,"body":"So that seems like the"},{"speaker":"to 5","startTime":2358.303,"endTime":2361.773,"body":"most realistic bucket."},{"speaker":"to 5","startTime":2362.27,"endTime":2366.9,"body":"so the majority are averaging"},{"speaker":"to 5","startTime":2362.27,"endTime":2366.9,"body":"thir- 300 to 500 per client."},{"speaker":"to 5","startTime":2367.19,"endTime":2373.7870000000003,"body":"When you pair that with the client count,"},{"speaker":"to 5","startTime":2367.19,"endTime":2373.7870000000003,"body":"it shows that most have 11 to 20 clients."},{"speaker":"to 5","startTime":2374.507,"endTime":2379.477,"body":"So then when you multiply the 15 clients"},{"speaker":"to 5","startTime":2374.507,"endTime":2379.477,"body":"times the 600 a month average, that's"},{"speaker":"to 5","startTime":2379.477,"endTime":2382.197,"body":"when you get like your 108K a year."},{"speaker":"to 5","startTime":2382.547,"endTime":2387.917,"body":"So hopefully that illuminates for some"},{"speaker":"to 5","startTime":2382.547,"endTime":2387.917,"body":"people like how you can actually hit six"},{"speaker":"to 5","startTime":2387.917,"endTime":2392.9970000000003,"body":"figures with a amount of clients, but that"},{"speaker":"to 5","startTime":2387.917,"endTime":2392.9970000000003,"body":"means your minimum needs to be higher."},{"speaker":"to 5","startTime":2393.535,"endTime":2395.655,"body":"Yeah, the minimum needs to be higher"},{"speaker":"to 5","startTime":2393.535,"endTime":2395.655,"body":"or, like, increasing the current,"},{"speaker":"to 5","startTime":2395.695,"endTime":2398.065,"body":"or maybe you guys just haven't done"},{"speaker":"to 5","startTime":2395.695,"endTime":2398.065,"body":"evaluations, 'cause I do know we asked"},{"speaker":"to 5","startTime":2398.065,"endTime":2401.225,"body":"this question at one point asking people"},{"speaker":"to 5","startTime":2398.065,"endTime":2401.225,"body":"how their average number of people who"},{"speaker":"to 5","startTime":2401.225,"endTime":2403.5550000000003,"body":"actually raised their rates the year."},{"speaker":"to 5","startTime":2403.585,"endTime":2406.614,"body":"And, 'cause I remember doing an Instagram"},{"speaker":"to 5","startTime":2403.585,"endTime":2406.614,"body":"reel about this, that raising the rates,"},{"speaker":"to 5","startTime":2406.614,"endTime":2410.574,"body":"I forgot what the data was at the time,"},{"speaker":"to 5","startTime":2406.614,"endTime":2410.574,"body":"but essentially a lot of people did not"},{"speaker":"to 5","startTime":2410.574,"endTime":2414.8940000000002,"body":"do a raise rate in the past couple of"},{"speaker":"to 5","startTime":2410.574,"endTime":2414.8940000000002,"body":"years, and that's also a bigger problem."},{"speaker":"to 5","startTime":2414.934,"endTime":2418.164,"body":"Like, the bigger problem is, like, we"},{"speaker":"to 5","startTime":2414.934,"endTime":2418.164,"body":"need to make sure we're increasing fees."},{"speaker":"to 5","startTime":2418.164,"endTime":2419.0840000000003,"body":"Like, things have changed."},{"speaker":"to 5","startTime":2419.0840000000003,"endTime":2423.664,"body":"I know we talked about this in the, um,"},{"speaker":"to 5","startTime":2419.0840000000003,"endTime":2423.664,"body":"first teaser podcast where we talked about"},{"speaker":"to 5","startTime":2424.304,"endTime":2425.914,"body":"AI's making things a little bit easier."},{"speaker":"to 5","startTime":2425.914,"endTime":2429.284,"body":"But guys, just because AI's making it"},{"speaker":"to 5","startTime":2425.914,"endTime":2429.284,"body":"easier, my philosophy is if you're gonna"},{"speaker":"to 5","startTime":2429.284,"endTime":2432.154,"body":"lower your rate because bookkeeping"},{"speaker":"to 5","startTime":2429.284,"endTime":2432.154,"body":"is now getting easier, it's to have"},{"speaker":"to 5","startTime":2432.154,"endTime":2436.271,"body":"the long game of an upsell process"},{"speaker":"to 5","startTime":2432.154,"endTime":2436.271,"body":"into a higher fee into advisory."},{"speaker":"to 5","startTime":2436.347,"endTime":2439.09,"body":"So you're essentially doing what we"},{"speaker":"to 5","startTime":2436.347,"endTime":2439.09,"body":"call here in the course world, where"},{"speaker":"to 5","startTime":2439.09,"endTime":2442.82,"body":"you're creating just an entry level"},{"speaker":"to 5","startTime":2439.09,"endTime":2442.82,"body":"offer that's just getting people in."},{"speaker":"to 5","startTime":2442.82,"endTime":2446.44,"body":"Because once they're in, people who are"},{"speaker":"to 5","startTime":2442.82,"endTime":2446.44,"body":"buyers once are buyers twice, and it's"},{"speaker":"to 5","startTime":2446.46,"endTime":2450.14,"body":"easier to sell someone who's already on,"},{"speaker":"to 5","startTime":2446.46,"endTime":2450.14,"body":"uh, your client list, which we both see"},{"speaker":"to 5","startTime":2450.14,"endTime":2452.6800000000003,"body":"this all the time where people are so"},{"speaker":"to 5","startTime":2450.14,"endTime":2452.6800000000003,"body":"desperate trying to find new clients."},{"speaker":"to 5","startTime":2453.06,"endTime":2455.4300000000003,"body":"But it's like you probably have"},{"speaker":"to 5","startTime":2453.06,"endTime":2455.4300000000003,"body":"clients who are willing to pay"},{"speaker":"to 5","startTime":2455.4300000000003,"endTime":2458.03,"body":"you more, but you haven't ev-"},{"speaker":"to 5","startTime":2455.4300000000003,"endTime":2458.03,"body":"ever told them more things you do."},{"speaker":"to 5","startTime":2458.03,"endTime":2459.64,"body":"Or people will be like, \"Oh,"},{"speaker":"to 5","startTime":2458.03,"endTime":2459.64,"body":"I told them I do payroll,\""},{"speaker":"to 5","startTime":2459.98,"endTime":2462.07,"body":"one time on a call in passing."},{"speaker":"to 5","startTime":2462.55,"endTime":2462.9,"body":"You think"},{"speaker":"to 5","startTime":2463.149,"endTime":2463.439,"body":"Yeah."},{"speaker":"to 5","startTime":2464.4990000000003,"endTime":2467.379,"body":"Like onboarding, overwhelmed"},{"speaker":"to 5","startTime":2464.4990000000003,"endTime":2467.379,"body":"with everything else you're"},{"speaker":"to 5","startTime":2467.379,"endTime":2468.669,"body":"asking and telling them."},{"speaker":"to 5","startTime":2469.632,"endTime":2470.032,"body":"until it's"},{"speaker":"to 5","startTime":2470.212,"endTime":2472.582,"body":"years later when they find out, \"Hey,"},{"speaker":"to 5","startTime":2470.212,"endTime":2472.582,"body":"I'm introducing you to my payroll"},{"speaker":"to 5","startTime":2472.582,"endTime":2473.552,"body":"company that I'm gonna do payroll.\""},{"speaker":"to 5","startTime":2473.552,"endTime":2474.462,"body":"You're like, \"What the heck?"},{"speaker":"to 5","startTime":2474.582,"endTime":2475.342,"body":"Why didn't you tell me?"},{"speaker":"to 5","startTime":2476.072,"endTime":2476.092,"body":"it."},{"speaker":"to 5","startTime":2476.9320000000002,"endTime":2477.042,"body":"know"},{"speaker":"to 5","startTime":2477.9120000000003,"endTime":2483.652,"body":"or to the advisory point, like,"},{"speaker":"to 5","startTime":2477.9120000000003,"endTime":2483.652,"body":"and I, because I work with so many"},{"speaker":"to 5","startTime":2484.512,"endTime":2489.1040000000003,"body":"accountants and bookkeepers who want"},{"speaker":"to 5","startTime":2484.512,"endTime":2489.1040000000003,"body":"to offer advisory and it almost feels"},{"speaker":"to 5","startTime":2489.234,"endTime":2494.004,"body":"harder to offer advisory to someone"},{"speaker":"to 5","startTime":2489.234,"endTime":2494.004,"body":"who is seeing you as just a bookkeeper."},{"speaker":"to 5","startTime":2494.004,"endTime":2498.254,"body":"So there's a whole shift that has to"},{"speaker":"to 5","startTime":2494.004,"endTime":2498.254,"body":"happen in the way you carry yourself,"},{"speaker":"to 5","startTime":2498.294,"endTime":2500.914,"body":"your confidence, and all of that,"},{"speaker":"to 5","startTime":2498.294,"endTime":2500.914,"body":"which I actually have something"},{"speaker":"to 5","startTime":2500.914,"endTime":2503.634,"body":"coming around that, so on the lookout"},{"speaker":"to 5","startTime":2503.885,"endTime":2506.8650000000002,"body":"this too in, uh, Advisory Edge,"},{"speaker":"to 5","startTime":2503.885,"endTime":2506.8650000000002,"body":"that session we did where remember"},{"speaker":"to 5","startTime":2506.8650000000002,"endTime":2507.935,"body":"I gave them upsell emails?"},{"speaker":"to 5","startTime":2508.685,"endTime":2512.808,"body":"emails to give people the chance to,"},{"speaker":"to 5","startTime":2508.685,"endTime":2512.808,"body":"if you guys are in that position, which"},{"speaker":"to 5","startTime":2512.808,"endTime":2515.668,"body":"there o- obviously Serena has, like,"},{"speaker":"to 5","startTime":2512.808,"endTime":2515.668,"body":"way more resources diving into this, but"},{"speaker":"to 5","startTime":2515.668,"endTime":2519.288,"body":"we did give an email template for those"},{"speaker":"to 5","startTime":2515.668,"endTime":2519.288,"body":"who are like, \"How do I get clients to"},{"speaker":"to 5","startTime":2519.348,"endTime":2521.088,"body":"tease them these advisory services?\""},{"speaker":"to 5","startTime":2521.088,"endTime":2523.818,"body":"Because it's like sometimes just"},{"speaker":"to 5","startTime":2521.088,"endTime":2523.818,"body":"pitching it to someone won't"},{"speaker":"to 5","startTime":2523.838,"endTime":2526.658,"body":"immediately convert them if they"},{"speaker":"to 5","startTime":2523.838,"endTime":2526.658,"body":"don't even know what's to come."},{"speaker":"to 5","startTime":2526.968,"endTime":2529.4880000000003,"body":"But there are ways to do that in a"},{"speaker":"to 5","startTime":2526.968,"endTime":2529.4880000000003,"body":"way where you're almost, like, teasing"},{"speaker":"to 5","startTime":2529.4880000000003,"endTime":2532.678,"body":"it out to them and, like, giving them"},{"speaker":"to 5","startTime":2529.4880000000003,"endTime":2532.678,"body":"samples of what that would look like,"},{"speaker":"to 5","startTime":2532.888,"endTime":2536.2780000000002,"body":"so they can see the potential and then"},{"speaker":"to 5","startTime":2532.888,"endTime":2536.2780000000002,"body":"wanna move forward with the potential."},{"speaker":"to 5","startTime":2536.4500000000003,"endTime":2538.41,"body":"so that was a really good session"},{"speaker":"to 5","startTime":2536.4500000000003,"endTime":2538.41,"body":"that me and you did where we talked"},{"speaker":"to 5","startTime":2538.42,"endTime":2539.71,"body":"about a lot of those different things."},{"speaker":"to 5","startTime":2540.005,"endTime":2542.025,"body":"Yeah, we'll link that"},{"speaker":"to 5","startTime":2540.005,"endTime":2542.025,"body":"in the show notes too."},{"speaker":"to 5","startTime":2542.045,"endTime":2543.505,"body":"Um, it's a really great workshop."},{"speaker":"to 5","startTime":2543.8360000000002,"endTime":2544.136,"body":"Yeah"},{"speaker":"to 5","startTime":2544.815,"endTime":2550.081,"body":"okay, so to your point about raising"},{"speaker":"to 5","startTime":2544.815,"endTime":2550.081,"body":"prices, overall, only 30% of people"},{"speaker":"to 5","startTime":2550.091,"endTime":2552.521,"body":"did in the last 30, or the last year."},{"speaker":"to 5","startTime":2552.862,"endTime":2553.172,"body":"Yeah"},{"speaker":"to 5","startTime":2553.991,"endTime":2558.149,"body":"and about almost 30%, only raised"},{"speaker":"to 5","startTime":2553.991,"endTime":2558.149,"body":"to new clients, which is good."},{"speaker":"to 5","startTime":2558.469,"endTime":2559.529,"body":"Rai- raise the price"},{"speaker":"to 5","startTime":2559.66,"endTime":2560.19,"body":"easier"},{"speaker":"to 5","startTime":2560.239,"endTime":2563.199,"body":"every new client comes in"},{"speaker":"to 5","startTime":2560.239,"endTime":2563.199,"body":"because that's how you test the"},{"speaker":"to 5","startTime":2563.199,"endTime":2565.889,"body":"market, what it's willing to pay."},{"speaker":"to 5","startTime":2566.359,"endTime":2570.9790000000003,"body":"And so if you don't have that process in"},{"speaker":"to 5","startTime":2566.359,"endTime":2570.9790000000003,"body":"place of testing where is your s- where"},{"speaker":"to 5","startTime":2570.9790000000003,"endTime":2574.309,"body":"is the ceiling for the type of clients"},{"speaker":"to 5","startTime":2570.9790000000003,"endTime":2574.309,"body":"you're working with, like you're, you're"},{"speaker":"to 5","startTime":2574.309,"endTime":2576.619,"body":"gonna stay way lower than you could."},{"speaker":"to 5","startTime":2577.119,"endTime":2577.659,"body":"Um,"},{"speaker":"to 5","startTime":2577.804,"endTime":2578.014,"body":"And one"},{"speaker":"to 5","startTime":2578.404,"endTime":2581.964,"body":"caveat on that, just because one person"},{"speaker":"to 5","startTime":2578.404,"endTime":2581.964,"body":"tells you no and you're expensive does not"},{"speaker":"to 5","startTime":2581.964,"endTime":2583.454,"body":"mean you're expensive across the board."},{"speaker":"to 5","startTime":2583.814,"endTime":2587.004,"body":"There are people out there who"},{"speaker":"to 5","startTime":2583.814,"endTime":2587.004,"body":"will value what you do if you"},{"speaker":"to 5","startTime":2587.1040000000003,"endTime":2588.554,"body":"put, if you position yourself."},{"speaker":"to 5","startTime":2588.804,"endTime":2590.684,"body":"'Cause everyone's like, \"But everybody"},{"speaker":"to 5","startTime":2588.804,"endTime":2590.684,"body":"else does bookkeeping.\" I'm like,"},{"speaker":"to 5","startTime":2590.684,"endTime":2594.094,"body":"\"And that's your problem because you"},{"speaker":"to 5","startTime":2590.684,"endTime":2594.094,"body":"just find yourself being just another"},{"speaker":"to 5","startTime":2594.094,"endTime":2597.714,"body":"bookkeeper.\" If you have a mindset of"},{"speaker":"to 5","startTime":2594.094,"endTime":2597.714,"body":"you're just another bookkeeper, you'll"},{"speaker":"to 5","startTime":2597.714,"endTime":2599.234,"body":"always be just another bookkeeper."},{"speaker":"to 5","startTime":2599.6040000000003,"endTime":2601.8940000000002,"body":"But if you're someone who's like,"},{"speaker":"to 5","startTime":2599.6040000000003,"endTime":2601.8940000000002,"body":"\"I'm so unique. I have a different"},{"speaker":"to 5","startTime":2601.8940000000002,"endTime":2605.606,"body":"stance. I come from this, and I do"},{"speaker":"to 5","startTime":2601.8940000000002,"endTime":2605.606,"body":"that,\" gonna … That is gonna exude."},{"speaker":"to 5","startTime":2605.636,"endTime":2608.746,"body":"That's gonna, that's gonna shine"},{"speaker":"to 5","startTime":2605.636,"endTime":2608.746,"body":"out and make it really easy for you"},{"speaker":"to 5","startTime":2608.746,"endTime":2610.236,"body":"to find people and attract people."},{"speaker":"to 5","startTime":2610.3,"endTime":2612.2200000000003,"body":"Confidence goes a long way, baby"},{"speaker":"to 5","startTime":2612.5190000000002,"endTime":2612.949,"body":"Mm-hmm."},{"speaker":"to 5","startTime":2613.189,"endTime":2613.809,"body":"It does."},{"speaker":"to 5","startTime":2613.9320000000002,"endTime":2617.428,"body":"18% did not raise rates,"},{"speaker":"to 5","startTime":2613.9320000000002,"endTime":2617.428,"body":"but they're planning to"},{"speaker":"to 5","startTime":2617.6440000000002,"endTime":2617.864,"body":"Plan."},{"speaker":"to 5","startTime":2618.554,"endTime":2619.314,"body":"doing bunny ears."},{"speaker":"to 5","startTime":2619.314,"endTime":2621.574,"body":"If you guys can't hear the bunny"},{"speaker":"to 5","startTime":2619.314,"endTime":2621.574,"body":"ears, those are bunny ears."},{"speaker":"to 5","startTime":2621.734,"endTime":2624.244,"body":"Anybody who's saying they're trying"},{"speaker":"to 5","startTime":2621.734,"endTime":2624.244,"body":"to do something means they're not."},{"speaker":"to 5","startTime":2624.3940000000002,"endTime":2625.0840000000003,"body":"Guys, trying is"},{"speaker":"to 5","startTime":2625.1420000000003,"endTime":2625.9320000000002,"body":"Or planning to."},{"speaker":"to 5","startTime":2626.4120000000003,"endTime":2626.842,"body":"Yeah."},{"speaker":"to 5","startTime":2627.024,"endTime":2628.3940000000002,"body":"D- doing is doing."},{"speaker":"to 5","startTime":2628.524,"endTime":2629.174,"body":"Like, are"},{"speaker":"to 5","startTime":2629.514,"endTime":2629.714,"body":"do it?"},{"speaker":"to 5","startTime":2630.504,"endTime":2632.534,"body":"would say let's just give"},{"speaker":"to 5","startTime":2630.504,"endTime":2632.534,"body":"them a little bit of a task."},{"speaker":"to 5","startTime":2632.564,"endTime":2635.454,"body":"If you are here right now and you are"},{"speaker":"to 5","startTime":2632.564,"endTime":2635.454,"body":"one of those people who said that you"},{"speaker":"to 5","startTime":2635.924,"endTime":2640.404,"body":"are going to or planning to do a price"},{"speaker":"to 5","startTime":2635.924,"endTime":2640.404,"body":"increase, I want you to say and commit"},{"speaker":"to 5","startTime":2640.404,"endTime":2643.234,"body":"right now while you're listening, on"},{"speaker":"to 5","startTime":2640.404,"endTime":2643.234,"body":"a piece of paper, the date you are"},{"speaker":"to 5","startTime":2643.234,"endTime":2646.094,"body":"gonna do your rate increase, and I"},{"speaker":"to 5","startTime":2643.234,"endTime":2646.094,"body":"want you to commit to that right now."},{"speaker":"to 5","startTime":2646.094,"endTime":2649.154,"body":"Because right now, if you're saying"},{"speaker":"to 5","startTime":2646.094,"endTime":2649.154,"body":"somewhere in the future, there's always 10"},{"speaker":"to 5","startTime":2649.154,"endTime":2652.184,"body":"million other projects that you will put"},{"speaker":"to 5","startTime":2649.154,"endTime":2652.184,"body":"in your way, not knowing subconsciously,"},{"speaker":"to 5","startTime":2652.184,"endTime":2655.207,"body":"that you will put in front of your way to"},{"speaker":"to 5","startTime":2652.184,"endTime":2655.207,"body":"avoid a have, have a hard conversation."},{"speaker":"to 5","startTime":2655.477,"endTime":2657.9500000000003,"body":"There's something I saw the other"},{"speaker":"to 5","startTime":2655.477,"endTime":2657.9500000000003,"body":"day, that, like, changed the way I was"},{"speaker":"to 5","startTime":2657.9500000000003,"endTime":2660.523,"body":"thinking about something that I was"},{"speaker":"to 5","startTime":2657.9500000000003,"endTime":2660.523,"body":"dealing with it said something along"},{"speaker":"to 5","startTime":2660.523,"endTime":2664.26,"body":"the lines of, \" your inability to have"},{"speaker":"to 5","startTime":2660.523,"endTime":2664.26,"body":"a hard conversation means that you're"},{"speaker":"to 5","startTime":2664.26,"endTime":2667.565,"body":"willing to make less money.\" So you're"},{"speaker":"to 5","startTime":2664.26,"endTime":2667.565,"body":"willing to make less money to, to not"},{"speaker":"to 5","startTime":2667.565,"endTime":2669.975,"body":"be in an uncomfortable position and"},{"speaker":"to 5","startTime":2667.565,"endTime":2669.975,"body":"tell someone about a rate increase."},{"speaker":"to 5","startTime":2670.377,"endTime":2673.927,"body":"times out of 10, every client's"},{"speaker":"to 5","startTime":2670.377,"endTime":2673.927,"body":"like, \"Okay.\" Like, literally, and"},{"speaker":"to 5","startTime":2673.927,"endTime":2675.867,"body":"everyone will be like… I hear it"},{"speaker":"to 5","startTime":2673.927,"endTime":2675.867,"body":"all the time in breakthrough where"},{"speaker":"to 5","startTime":2675.937,"endTime":2679.487,"body":"people will be like, I r- I did"},{"speaker":"to 5","startTime":2675.937,"endTime":2679.487,"body":"all this rate increase and they…"},{"speaker":"to 5","startTime":2679.527,"endTime":2682.077,"body":"I lost two clients, but"},{"speaker":"to 5","startTime":2679.527,"endTime":2682.077,"body":"I also upped 10 of them."},{"speaker":"to 5","startTime":2682.347,"endTime":2685.397,"body":"Now I have less clients and I'm making"},{"speaker":"to 5","startTime":2682.347,"endTime":2685.397,"body":"more money.\" And everyone was like,"},{"speaker":"to 5","startTime":2685.507,"endTime":2687.347,"body":"\"Hell yeah, you deserve it.\" It's like"},{"speaker":"to 5","startTime":2687.857,"endTime":2690.777,"body":"fearful of losing the two, or they"},{"speaker":"to 5","startTime":2687.857,"endTime":2690.777,"body":"think everyone's gonna leave them."},{"speaker":"to 5","startTime":2690.777,"endTime":2692.027,"body":"Not everyone's gonna leave you"},{"speaker":"to 5","startTime":2692.264,"endTime":2695.464,"body":"Yeah, most people are not going"},{"speaker":"to 5","startTime":2692.264,"endTime":2695.464,"body":"to leave you, like statistically,"},{"speaker":"to 5","startTime":2695.464,"endTime":2696.954,"body":"as long as you've been delivering."},{"speaker":"to 5","startTime":2696.964,"endTime":2700.449,"body":"And if they were going to leave"},{"speaker":"to 5","startTime":2696.964,"endTime":2700.449,"body":"you, there's probably another"},{"speaker":"to 5","startTime":2700.449,"endTime":2704.179,"body":"reason besides price that they"},{"speaker":"to 5","startTime":2700.449,"endTime":2704.179,"body":"decided it's not worth the increase."},{"speaker":"to 5","startTime":2704.649,"endTime":2707.939,"body":"So if you are gonna increase, you"},{"speaker":"to 5","startTime":2704.649,"endTime":2707.939,"body":"gotta make sure that you're actually"},{"speaker":"to 5","startTime":2707.939,"endTime":2709.899,"body":"delivering the value worth the increase."},{"speaker":"to 5","startTime":2709.899,"endTime":2716.059,"body":"I mean, a $50 increase doesn't warrant"},{"speaker":"to 5","startTime":2709.899,"endTime":2716.059,"body":"changing any really much, but if you're"},{"speaker":"to 5","startTime":2716.059,"endTime":2721.2490000000003,"body":"gonna do 100 to 300 to $400 increase,"},{"speaker":"to 5","startTime":2716.059,"endTime":2721.2490000000003,"body":"hopefully you're matching that value,"},{"speaker":"to 5","startTime":2721.402,"endTime":2724.174,"body":"or you've already been providing"},{"speaker":"to 5","startTime":2721.402,"endTime":2724.174,"body":"that value and you can show them."},{"speaker":"to 5","startTime":2724.743,"endTime":2725.301,"body":"And now you just have to tell them."},{"speaker":"to 5","startTime":2725.301,"endTime":2728.023,"body":"You have to restate it to them that like,"},{"speaker":"to 5","startTime":2725.301,"endTime":2728.023,"body":"\"We've underpriced you for quite some"},{"speaker":"to 5","startTime":2728.023,"endTime":2731.513,"body":"time, and s- that's d- based off market"},{"speaker":"to 5","startTime":2728.023,"endTime":2731.513,"body":"research. We're deciding that we're gonna"},{"speaker":"to 5","startTime":2731.513,"endTime":2734.683,"body":"move forward in this route, which is"},{"speaker":"to 5","startTime":2731.513,"endTime":2734.683,"body":"actually meeting what the standard average"},{"speaker":"to 5","startTime":2734.683,"endTime":2738.0280000000002,"body":"fee is for a company in your position."},{"speaker":"to 5","startTime":2734.683,"endTime":2738.0280000000002,"body":"so at this point you've kinda gotten"},{"speaker":"to 5","startTime":2738.0280000000002,"endTime":2739.288,"body":"free services.\" That's how I'd pitch it."},{"speaker":"to 5","startTime":2739.288,"endTime":2742.0280000000002,"body":"I'd be like, \"You've pretty much"},{"speaker":"to 5","startTime":2739.288,"endTime":2742.0280000000002,"body":"gotten a really good deal up and"},{"speaker":"to 5","startTime":2742.0280000000002,"endTime":2744.188,"body":"to this point.\" And like when you"},{"speaker":"to 5","startTime":2742.0280000000002,"endTime":2744.188,"body":"pitch it like that, it's almost like,"},{"speaker":"to 5","startTime":2744.2380000000003,"endTime":2746.0280000000002,"body":"okay, like I've just been getting a"},{"speaker":"to 5","startTime":2746.328,"endTime":2746.7380000000003,"body":"whole time."},{"speaker":"to 5","startTime":2747.038,"endTime":2747.818,"body":"It's everything is"},{"speaker":"to 5","startTime":2748.208,"endTime":2750.768,"body":"way you pitch it and the way"},{"speaker":"to 5","startTime":2748.208,"endTime":2750.768,"body":"you twist it in a good way"},{"speaker":"to 5","startTime":2750.917,"endTime":2752.147,"body":"Yeah, absolutely."},{"speaker":"to 5","startTime":2753.596,"endTime":2758.948,"body":"is there any other piece of information"},{"speaker":"to 5","startTime":2753.596,"endTime":2758.948,"body":"that we wanted to dive into in this"},{"speaker":"to 5","startTime":2760.148,"endTime":2762.348,"body":"six-figure range with a solo owner?"},{"speaker":"to 5","startTime":2763.3050000000003,"endTime":2764.925,"body":"I'm gonna ask about the AI, I think"},{"speaker":"to 5","startTime":2765.3740000000003,"endTime":2765.564,"body":"Cool"},{"speaker":"to 5","startTime":2766.843,"endTime":2772.8540000000003,"body":"So 73% of them are engaging with"},{"speaker":"to 5","startTime":2766.843,"endTime":2772.8540000000003,"body":"AI in some form, which is in line"},{"speaker":"to 5","startTime":2772.8540000000003,"endTime":2775.0840000000003,"body":"with the overall survey average."},{"speaker":"to 5","startTime":2775.464,"endTime":2781.184,"body":"But only three of the 22 people"},{"speaker":"to 5","startTime":2775.464,"endTime":2781.184,"body":"in this range are actively and"},{"speaker":"to 5","startTime":2781.184,"endTime":2787.174,"body":"consistently using AI, and they're"},{"speaker":"to 5","startTime":2781.184,"endTime":2787.174,"body":"already hitting 100K without it."},{"speaker":"to 5","startTime":2787.8940000000002,"endTime":2790.138,"body":"So, that raises the question"},{"speaker":"to 5","startTime":2790.542,"endTime":2794.822,"body":"If the people who have figured out"},{"speaker":"to 5","startTime":2790.542,"endTime":2794.822,"body":"how to clear 100K, six figures, on"},{"speaker":"to 5","startTime":2794.822,"endTime":2798.592,"body":"their own are mostly just s- what"},{"speaker":"to 5","startTime":2794.822,"endTime":2798.592,"body":"this is saying is most of them are"},{"speaker":"to 5","startTime":2798.592,"endTime":2800.882,"body":"just ex- still experimenting with it,"},{"speaker":"to 5","startTime":2801.616,"endTime":2801.846,"body":"Yeah"},{"speaker":"to 5","startTime":2801.9120000000003,"endTime":2805.952,"body":"meaning they're probably not gaining"},{"speaker":"to 5","startTime":2801.9120000000003,"endTime":2805.952,"body":"any return on that time invested."},{"speaker":"to 5","startTime":2806.2760000000003,"endTime":2806.536,"body":"Yeah."},{"speaker":"to 5","startTime":2808.852,"endTime":2811.252,"body":"when they actually lean into using it?"},{"speaker":"to 5","startTime":2811.87,"endTime":2812.08,"body":"It's"},{"speaker":"to 5","startTime":2812.65,"endTime":2814.06,"body":"pill at the end of the day."},{"speaker":"to 5","startTime":2814.4,"endTime":2817.42,"body":"So like I think a lot of people think that"},{"speaker":"to 5","startTime":2814.4,"endTime":2817.42,"body":"like all of a sudden AI, they're gonna"},{"speaker":"to 5","startTime":2817.42,"endTime":2820.2400000000002,"body":"start using it, and someone's gonna tell"},{"speaker":"to 5","startTime":2817.42,"endTime":2820.2400000000002,"body":"them one profound way to do it, and all"},{"speaker":"to 5","startTime":2820.2400000000002,"endTime":2821.25,"body":"of a sudden it's gonna change your life."},{"speaker":"to 5","startTime":2821.6,"endTime":2822.61,"body":"Here's my philosophy."},{"speaker":"to 5","startTime":2823.08,"endTime":2826.4,"body":"If you don't know your own processes,"},{"speaker":"to 5","startTime":2823.08,"endTime":2826.4,"body":"if you don't know your own audience,"},{"speaker":"to 5","startTime":2826.44,"endTime":2829.299,"body":"you don't know your own marketing"},{"speaker":"to 5","startTime":2826.44,"endTime":2829.299,"body":"strategy, you don't know what you"},{"speaker":"to 5","startTime":2829.299,"endTime":2832.1220000000003,"body":"want , you don't know your values in"},{"speaker":"to 5","startTime":2829.299,"endTime":2832.1220000000003,"body":"your business, you don't know where"},{"speaker":"to 5","startTime":2832.1220000000003,"endTime":2834.022,"body":"you wanna go, AI's not gonna help you."},{"speaker":"to 5","startTime":2835.022,"endTime":2838.243,"body":"AI can only help you if you have"},{"speaker":"to 5","startTime":2835.022,"endTime":2838.243,"body":"clarity, and yes, AI can help you"},{"speaker":"to 5","startTime":2838.253,"endTime":2839.6530000000002,"body":"get clarity by interviewing you."},{"speaker":"to 5","startTime":2839.6530000000002,"endTime":2842.193,"body":"So this is my biggest tip is"},{"speaker":"to 5","startTime":2839.6530000000002,"endTime":2842.193,"body":"like have AI interview you."},{"speaker":"to 5","startTime":2842.663,"endTime":2845.523,"body":"Like ask it, have it ask you"},{"speaker":"to 5","startTime":2842.663,"endTime":2845.523,"body":"questions about your values."},{"speaker":"to 5","startTime":2845.563,"endTime":2846.4230000000002,"body":"What is your vision?"},{"speaker":"to 5","startTime":2846.6530000000002,"endTime":2849.8630000000003,"body":"Have it help you paint that picture, but"},{"speaker":"to 5","startTime":2846.6530000000002,"endTime":2849.8630000000003,"body":"it's never gonna be able to do it for you."},{"speaker":"to 5","startTime":2849.8630000000003,"endTime":2851.973,"body":"So I think people are trying to,"},{"speaker":"to 5","startTime":2849.8630000000003,"endTime":2851.973,"body":"when they say like they're getting"},{"speaker":"to 5","startTime":2851.983,"endTime":2855.453,"body":"into it but they're not really like"},{"speaker":"to 5","startTime":2851.983,"endTime":2855.453,"body":"leveraging it, it's probably because"},{"speaker":"to 5","startTime":2855.453,"endTime":2858.223,"body":"they're hoping that it's gonna"},{"speaker":"to 5","startTime":2855.453,"endTime":2858.223,"body":"magically like solve my onboarding."},{"speaker":"to 5","startTime":2858.4230000000002,"endTime":2862.043,"body":"Just like me and you, we're not"},{"speaker":"to 5","startTime":2858.4230000000002,"endTime":2862.043,"body":"gonna give you our exact step-by-step"},{"speaker":"to 5","startTime":2862.043,"endTime":2865.083,"body":"processes and SOPs in our business,"},{"speaker":"to 5","startTime":2862.043,"endTime":2865.083,"body":"'cause it wouldn't help you."},{"speaker":"to 5","startTime":2865.202,"endTime":2868.232,"body":"' Cause your values are different than…"},{"speaker":"to 5","startTime":2865.202,"endTime":2868.232,"body":"We're best friends, and y- we still have"},{"speaker":"to 5","startTime":2868.302,"endTime":2869.942,"body":"way different ways that we run the firm."},{"speaker":"to 5","startTime":2870.8720000000003,"endTime":2873.462,"body":"Like there would be no reason why"},{"speaker":"to 5","startTime":2870.8720000000003,"endTime":2873.462,"body":"I'd come in and just give it to you."},{"speaker":"to 5","startTime":2873.482,"endTime":2875.742,"body":"It, you would just be back to square"},{"speaker":"to 5","startTime":2873.482,"endTime":2875.742,"body":"one, and I think that that's the"},{"speaker":"to 5","startTime":2875.742,"endTime":2878.962,"body":"problem right now with a lot of"},{"speaker":"to 5","startTime":2875.742,"endTime":2878.962,"body":"people is that, \"Oh, well maybe if"},{"speaker":"to 5","startTime":2878.962,"endTime":2882.732,"body":"I start using AI more, I'm gonna all"},{"speaker":"to 5","startTime":2878.962,"endTime":2882.732,"body":"of a sudden make way more money.\""},{"speaker":"to 5","startTime":2882.852,"endTime":2883.552,"body":"That's not true."},{"speaker":"to 5","startTime":2884.012,"endTime":2884.6220000000003,"body":"If you don't have"},{"speaker":"to 5","startTime":2884.665,"endTime":2884.935,"body":"Right"},{"speaker":"to 5","startTime":2885.518,"endTime":2888.5280000000002,"body":"you will not grow, regardless"},{"speaker":"to 5","startTime":2885.518,"endTime":2888.5280000000002,"body":"of AI, regardless of SOPs,"},{"speaker":"to 5","startTime":2888.5280000000002,"endTime":2889.2780000000002,"body":"regardless of the process."},{"speaker":"to 5","startTime":2889.288,"endTime":2890.138,"body":"You don't know where you're going"},{"speaker":"to 5","startTime":2890.388,"endTime":2894.4320000000002,"body":"Which is what this basically says,"},{"speaker":"to 5","startTime":2890.388,"endTime":2894.4320000000002,"body":"like most of these people have"},{"speaker":"to 5","startTime":2894.442,"endTime":2899.789,"body":"already like, cur- 23% are curious"},{"speaker":"to 5","startTime":2894.442,"endTime":2899.789,"body":"but haven't started, and another 4%"},{"speaker":"to 5","startTime":2899.819,"endTime":2906.449,"body":"are not interested and skeptical,"},{"speaker":"to 5","startTime":2899.819,"endTime":2906.449,"body":"which means of this group of solo firm"},{"speaker":"to 5","startTime":2906.449,"endTime":2908.649,"body":"owners that are already at six figures"},{"speaker":"to 5","startTime":2909.097,"endTime":2909.347,"body":"Yeah"},{"speaker":"to 5","startTime":2909.639,"endTime":2910.909,"body":"aren't using AI."},{"speaker":"to 5","startTime":2910.919,"endTime":2915.809,"body":"So that means if they decide to"},{"speaker":"to 5","startTime":2910.919,"endTime":2915.809,"body":"adopt AI, they can just probably"},{"speaker":"to 5","startTime":2915.911,"endTime":2918.268,"body":"exponentially grow their results"},{"speaker":"to 5","startTime":2919.087,"endTime":2919.317,"body":"If"},{"speaker":"to 5","startTime":2919.498,"endTime":2922.088,"body":"if used correctly and not get distracted."},{"speaker":"to 5","startTime":2922.687,"endTime":2922.957,"body":"Yes."},{"speaker":"to 5","startTime":2924.897,"endTime":2928.0570000000002,"body":"to produce revenue, like, and actually"},{"speaker":"to 5","startTime":2924.897,"endTime":2928.0570000000002,"body":"move the needle and make life a little bit"},{"speaker":"to 5","startTime":2928.0570000000002,"endTime":2930.707,"body":"easier, um, but not to replace the team."},{"speaker":"to 5","startTime":2930.717,"endTime":2932.0170000000003,"body":"Like, I mean, I know that they don't have"},{"speaker":"to 5","startTime":2932.36,"endTime":2935.36,"body":"They don't have a team,"},{"speaker":"to 5","startTime":2932.36,"endTime":2935.36,"body":"so it's like they have to"},{"speaker":"to 5","startTime":2935.697,"endTime":2936.737,"body":"could be the question of…"},{"speaker":"to 5","startTime":2936.957,"endTime":2939.5570000000002,"body":"Because there was a lot of people, when"},{"speaker":"to 5","startTime":2936.957,"endTime":2939.5570000000002,"body":"I did my workshop recently, a lot of"},{"speaker":"to 5","startTime":2939.567,"endTime":2942.697,"body":"people were like, when we asked them,"},{"speaker":"to 5","startTime":2939.567,"endTime":2942.697,"body":"like, what are their biggest reasons why"},{"speaker":"to 5","startTime":2942.697,"endTime":2945.2670000000003,"body":"they wanna adopt AI, a lot of people were"},{"speaker":"to 5","startTime":2942.697,"endTime":2945.2670000000003,"body":"like, \"I just don't wanna manage people."},{"speaker":"to 5","startTime":2945.5370000000003,"endTime":2948.227,"body":"I just wanna manage.\" I'm like, \"You"},{"speaker":"to 5","startTime":2945.5370000000003,"endTime":2948.227,"body":"guys do realize you're still gonna manage"},{"speaker":"to 5","startTime":2948.227,"endTime":2954.637,"body":"something, and AI still talks back, so"},{"speaker":"to 5","startTime":2948.227,"endTime":2954.637,"body":"let's be real.\" And also, guys, AI is"},{"speaker":"to 5","startTime":2954.657,"endTime":2957.547,"body":"biased, and it also, it hallucinates."},{"speaker":"to 5","startTime":2957.597,"endTime":2962.244,"body":"Like, I would way rather have a team"},{"speaker":"to 5","startTime":2957.597,"endTime":2962.244,"body":"member, that's managing some sort of AI."},{"speaker":"to 5","startTime":2962.244,"endTime":2964.384,"body":"But at the end of the day, that was a"},{"speaker":"to 5","startTime":2962.244,"endTime":2964.384,"body":"big thing, so, like, there could be a"},{"speaker":"to 5","startTime":2964.384,"endTime":2968.3540000000003,"body":"lot of people in this bucket as well"},{"speaker":"to 5","startTime":2964.384,"endTime":2968.3540000000003,"body":"who are using it, but in replacement"},{"speaker":"to 5","startTime":2968.364,"endTime":2971.594,"body":"to not have to hire a team, and that's"},{"speaker":"to 5","startTime":2968.364,"endTime":2971.594,"body":"probably why they're capped at only"},{"speaker":"to 5","startTime":2971.594,"endTime":2975.244,"body":"staying at 100K is 'cause they refuse"},{"speaker":"to 5","startTime":2971.594,"endTime":2975.244,"body":"to hire a human because they don't,"},{"speaker":"to 5","startTime":2975.554,"endTime":2977.014,"body":"they don't wanna manage a person."},{"speaker":"to 5","startTime":2977.274,"endTime":2980.724,"body":"Once again, going back to I don't"},{"speaker":"to 5","startTime":2977.274,"endTime":2980.724,"body":"wanna feel discomfort, so therefore"},{"speaker":"to 5","startTime":2980.724,"endTime":2984.024,"body":"I'm gonna do the easier thing, which"},{"speaker":"to 5","startTime":2980.724,"endTime":2984.024,"body":"is actually hindering my growth."},{"speaker":"to 5","startTime":2984.275,"endTime":2984.585,"body":"Yeah."},{"speaker":"to 5","startTime":2985.385,"endTime":2990.8450000000003,"body":"if they've, if that, there's, you know,"},{"speaker":"to 5","startTime":2985.385,"endTime":2990.8450000000003,"body":"3 per- 13% of these people are actively"},{"speaker":"to 5","startTime":2990.8450000000003,"endTime":2995.022,"body":"using workflow or actively using AI"},{"speaker":"to 5","startTime":2990.8450000000003,"endTime":2995.022,"body":"in their workflow, what that means is"},{"speaker":"to 5","startTime":2995.022,"endTime":2996.832,"body":"they're probably successfully using it."},{"speaker":"to 5","startTime":2996.832,"endTime":2998.822,"body":"It's probably helping"},{"speaker":"to 5","startTime":2996.832,"endTime":2998.822,"body":"them hit this number."},{"speaker":"to 5","startTime":2998.862,"endTime":3003.679,"body":"They can probably go further, with"},{"speaker":"to 5","startTime":2998.862,"endTime":3003.679,"body":"humans or additional AI, but, like,"},{"speaker":"to 5","startTime":3003.679,"endTime":3006.639,"body":"you've already, these people have"},{"speaker":"to 5","startTime":3003.679,"endTime":3006.639,"body":"already developed some sort of skill"},{"speaker":"to 5","startTime":3006.659,"endTime":3008.549,"body":"in managing the AI and directing it."},{"speaker":"to 5","startTime":3008.549,"endTime":3012.489,"body":"Like, you can translate that skill"},{"speaker":"to 5","startTime":3008.549,"endTime":3012.489,"body":"to managing and directing people."},{"speaker":"to 5","startTime":3012.549,"endTime":3013.679,"body":"You just have to have a little"},{"speaker":"to 5","startTime":3013.739,"endTime":3016.549,"body":"prompt AI, you know how to prompt a human."},{"speaker":"to 5","startTime":3017.042,"endTime":3017.289,"body":"Like if"},{"speaker":"to 5","startTime":3018.039,"endTime":3021.389,"body":"anybody here has ever like prompted"},{"speaker":"to 5","startTime":3018.039,"endTime":3021.389,"body":"AI very vaguely, but you probably also"},{"speaker":"to 5","startTime":3021.389,"endTime":3024.539,"body":"talk to your team like that, and then"},{"speaker":"to 5","startTime":3021.389,"endTime":3024.539,"body":"you wonder why you have really crappy"},{"speaker":"to 5","startTime":3024.539,"endTime":3027.899,"body":"results, it's because you have to"},{"speaker":"to 5","startTime":3024.539,"endTime":3027.899,"body":"give them context information details."},{"speaker":"to 5","startTime":3028.379,"endTime":3031.859,"body":"I'm actually really curious about"},{"speaker":"to 5","startTime":3028.379,"endTime":3031.859,"body":"the people who are using AI."},{"speaker":"to 5","startTime":3031.859,"endTime":3033.639,"body":"So I think you said it"},{"speaker":"to 5","startTime":3031.859,"endTime":3033.639,"body":"was the 13% of people."},{"speaker":"to 5","startTime":3033.649,"endTime":3036.639,"body":"How many hours are they working in"},{"speaker":"to 5","startTime":3033.649,"endTime":3036.639,"body":"comparison to people who are not using AI?"},{"speaker":"to 5","startTime":3037.783,"endTime":3044.523,"body":"Okay, so of those using AI in some form,"},{"speaker":"to 5","startTime":3037.783,"endTime":3044.523,"body":"this includes all types of AI, not just"},{"speaker":"to 5","startTime":3044.523,"endTime":3049.972,"body":"using it in their workflow, but of some"},{"speaker":"to 5","startTime":3044.523,"endTime":3049.972,"body":"form, 43% of them, almost 44% are still"},{"speaker":"to 5","startTime":3049.972,"endTime":3052.1420000000003,"body":"working between 30 and 40 hours a week"},{"speaker":"to 5","startTime":3052.492,"endTime":3053.132,"body":"Exactly."},{"speaker":"to 5","startTime":3054.352,"endTime":3058.862,"body":"So it doesn't, AI doesn't magically"},{"speaker":"to 5","startTime":3054.352,"endTime":3058.862,"body":"fix, and sometimes AI actually makes"},{"speaker":"to 5","startTime":3058.862,"endTime":3060.972,"body":"it harder to work because you have"},{"speaker":"to 5","startTime":3060.98,"endTime":3063.9900000000002,"body":"Or it makes you work more because"},{"speaker":"to 5","startTime":3060.98,"endTime":3063.9900000000002,"body":"you're distracted and you're like,"},{"speaker":"to 5","startTime":3063.9900000000002,"endTime":3066.9900000000002,"body":"\"What else can I make? Yeah, I do"},{"speaker":"to 5","startTime":3063.9900000000002,"endTime":3066.9900000000002,"body":"that. I wouldn't have normally done.\""},{"speaker":"to 5","startTime":3067.429,"endTime":3070.889,"body":"Yes, and I think this is something"},{"speaker":"to 5","startTime":3067.429,"endTime":3070.889,"body":"that a lot of people really think that"},{"speaker":"to 5","startTime":3070.929,"endTime":3074.419,"body":"it's gonna change your life, and it's"},{"speaker":"to 5","startTime":3070.929,"endTime":3074.419,"body":"gonna be this… But it's all about,"},{"speaker":"to 5","startTime":3074.419,"endTime":3076.079,"body":"like, not getting yourself distracted."},{"speaker":"to 5","startTime":3076.549,"endTime":3079.9590000000003,"body":"It's also people are probably using it"},{"speaker":"to 5","startTime":3076.549,"endTime":3079.9590000000003,"body":"really inefficiently, or they're prompting"},{"speaker":"to 5","startTime":3079.9590000000003,"endTime":3083.509,"body":"it really terribly, or they don't have a"},{"speaker":"to 5","startTime":3079.9590000000003,"endTime":3083.509,"body":"system for communicating it, or they don't"},{"speaker":"to 5","startTime":3083.5190000000002,"endTime":3086.329,"body":"know… Like, for me, I just built-- This"},{"speaker":"to 5","startTime":3083.5190000000002,"endTime":3086.329,"body":"has nothing to do with the accounting"},{"speaker":"to 5","startTime":3086.329,"endTime":3089.589,"body":"industry, and I know I told you this,"},{"speaker":"to 5","startTime":3086.329,"endTime":3089.589,"body":"but my biggest hiccup is right now trying"},{"speaker":"to 5","startTime":3089.589,"endTime":3093.359,"body":"to find a new RV site, and I actually"},{"speaker":"to 5","startTime":3089.589,"endTime":3093.359,"body":"built an agent that actually goes out."},{"speaker":"to 5","startTime":3093.359,"endTime":3096.131,"body":"I just tell it what, like, where I"},{"speaker":"to 5","startTime":3093.359,"endTime":3096.131,"body":"wanna travel to, and it literally"},{"speaker":"to 5","startTime":3096.131,"endTime":3099.101,"body":"clicks into each and every RV"},{"speaker":"to 5","startTime":3096.131,"endTime":3099.101,"body":"site to tell me what's available."},{"speaker":"to 5","startTime":3099.4010000000003,"endTime":3101.6910000000003,"body":"That right there just"},{"speaker":"to 5","startTime":3099.4010000000003,"endTime":3101.6910000000003,"body":"saved me a bunch of hours."},{"speaker":"to 5","startTime":3101.7380000000003,"endTime":3105.0280000000002,"body":"But me going on and, like, finding"},{"speaker":"to 5","startTime":3101.7380000000003,"endTime":3105.0280000000002,"body":"a Claude prompt that's gonna tell me"},{"speaker":"to 5","startTime":3105.0280000000002,"endTime":3108.038,"body":"pull all the RV resorts, sure, that's"},{"speaker":"to 5","startTime":3105.0280000000002,"endTime":3108.038,"body":"great, but now I'm still having to"},{"speaker":"to 5","startTime":3108.038,"endTime":3109.7580000000003,"body":"physically go into each RV resort."},{"speaker":"to 5","startTime":3110.0080000000003,"endTime":3112.678,"body":"So I think that that's where most people,"},{"speaker":"to 5","startTime":3110.0080000000003,"endTime":3112.678,"body":"the level based off the workshop I just"},{"speaker":"to 5","startTime":3112.678,"endTime":3115.84,"body":"hosted, everyone said they were level one"},{"speaker":"to 5","startTime":3112.678,"endTime":3115.84,"body":"and two, which a lot of people have not"},{"speaker":"to 5","startTime":3115.84,"endTime":3119.38,"body":"even explored three and four, which is"},{"speaker":"to 5","startTime":3115.84,"endTime":3119.38,"body":"agents and real automation through AI."},{"speaker":"to 5","startTime":3119.571,"endTime":3122.1710000000003,"body":"And so right now, a lot of people are"},{"speaker":"to 5","startTime":3119.571,"endTime":3122.1710000000003,"body":"going down this rabbit hole of trying"},{"speaker":"to 5","startTime":3122.1710000000003,"endTime":3125.111,"body":"to, like, do level one and level two and"},{"speaker":"to 5","startTime":3122.1710000000003,"endTime":3125.111,"body":"obsess about it, but they're spending"},{"speaker":"to 5","startTime":3125.121,"endTime":3127.761,"body":"way more time, they're having bigger"},{"speaker":"to 5","startTime":3125.121,"endTime":3127.761,"body":"headaches because they're on AI all"},{"speaker":"to 5","startTime":3127.761,"endTime":3130.387,"body":"day, and they're not actually moving the"},{"speaker":"to 5","startTime":3127.761,"endTime":3130.387,"body":"needle because they keep getting stuck"},{"speaker":"to 5","startTime":3130.387,"endTime":3131.667,"body":"and being in a little hamster wheel"},{"speaker":"to 5","startTime":3131.8920000000003,"endTime":3132.322,"body":"Yeah."},{"speaker":"to 5","startTime":3132.3720000000003,"endTime":3137.472,"body":"So what's also interesting is the"},{"speaker":"to 5","startTime":3132.3720000000003,"endTime":3137.472,"body":"group of people in this revenue"},{"speaker":"to 5","startTime":3137.472,"endTime":3144.016,"body":"range, solo owners, six figures, that"},{"speaker":"to 5","startTime":3137.472,"endTime":3144.016,"body":"are not using AI, of them are still"},{"speaker":"to 5","startTime":3144.016,"endTime":3145.8160000000003,"body":"only working 10 to 20 hours a week."},{"speaker":"to 5","startTime":3146.251,"endTime":3146.541,"body":"Yeah"},{"speaker":"to 5","startTime":3146.736,"endTime":3150.246,"body":"50% of them are only working"},{"speaker":"to 5","startTime":3146.736,"endTime":3150.246,"body":"20 to 30 hours a week."},{"speaker":"to 5","startTime":3150.571,"endTime":3150.9410000000003,"body":"Yeah"},{"speaker":"to 5","startTime":3151.3,"endTime":3154.73,"body":"and then a couple people are"},{"speaker":"to 5","startTime":3151.3,"endTime":3154.73,"body":"still working above 30 hours"},{"speaker":"to 5","startTime":3155.1910000000003,"endTime":3155.511,"body":"Yeah."},{"speaker":"to 5","startTime":3155.57,"endTime":3156.44,"body":"40 hours, sorry."},{"speaker":"to 5","startTime":3156.639,"endTime":3156.899,"body":"And that"},{"speaker":"to 5","startTime":3157.319,"endTime":3160.449,"body":"And at the end of the day, it's like"},{"speaker":"to 5","startTime":3157.319,"endTime":3160.449,"body":"AI can be a good tool, but it al- can,"},{"speaker":"to 5","startTime":3160.4790000000003,"endTime":3161.9590000000003,"body":"also can be your biggest distraction."},{"speaker":"to 5","startTime":3162.1710000000003,"endTime":3165.581,"body":"And it's a matter of how you use it,"},{"speaker":"to 5","startTime":3162.1710000000003,"endTime":3165.581,"body":"how you leverage it, and how you're"},{"speaker":"to 5","startTime":3165.581,"endTime":3167.6910000000003,"body":"gonna incorporate it within the firm."},{"speaker":"to 5","startTime":3167.6910000000003,"endTime":3170.301,"body":"So a lot of people think it makes them"},{"speaker":"to 5","startTime":3167.6910000000003,"endTime":3170.301,"body":"faster, but like I said, it's because"},{"speaker":"to 5","startTime":3170.301,"endTime":3174.917,"body":"they're using it at the most basic level"},{"speaker":"to 5","startTime":3170.301,"endTime":3174.917,"body":"and not really to do things autonomously"},{"speaker":"to 5","startTime":3174.957,"endTime":3177.187,"body":"and actually in automation format."},{"speaker":"to 5","startTime":3177.617,"endTime":3179.737,"body":"And also, guys, instead of using AI,"},{"speaker":"to 5","startTime":3177.617,"endTime":3179.737,"body":"I would really go down the rabbit"},{"speaker":"to 5","startTime":3179.737,"endTime":3180.957,"body":"hole of automating more things."},{"speaker":"to 5","startTime":3182.027,"endTime":3184.737,"body":"I mean, I'm all about AI, but I"},{"speaker":"to 5","startTime":3182.027,"endTime":3184.737,"body":"think automating should be the num-"},{"speaker":"to 5","startTime":3184.737,"endTime":3187.147,"body":"I mean, how long ago was Zapier"},{"speaker":"to 5","startTime":3184.737,"endTime":3187.147,"body":"introduced and people are still"},{"speaker":"to 5","startTime":3187.147,"endTime":3188.687,"body":"not using Zapier to its capacity?"},{"speaker":"to 5","startTime":3189.377,"endTime":3189.797,"body":"everyone in this"},{"speaker":"to 5","startTime":3190.407,"endTime":3191.437,"body":"of AI replacing them."},{"speaker":"to 5","startTime":3191.437,"endTime":3193.957,"body":"I'm like, \"Yo, you guys didn't, you"},{"speaker":"to 5","startTime":3191.437,"endTime":3193.957,"body":"have, you guys thought Zapier was"},{"speaker":"to 5","startTime":3193.957,"endTime":3195.467,"body":"gonna replace you, and w- here we"},{"speaker":"to 5","startTime":3196.417,"endTime":3199.187,"body":"years later and y'all are"},{"speaker":"to 5","startTime":3196.417,"endTime":3199.187,"body":"still not using Zapier, like,"},{"speaker":"to 5","startTime":3199.1910000000003,"endTime":3205.061,"body":"And Zapier is now so much easier to"},{"speaker":"to 5","startTime":3199.1910000000003,"endTime":3205.061,"body":"use because it has an AI agent in there"},{"speaker":"to 5","startTime":3205.141,"endTime":3208.851,"body":"down more of the N8N route, which is"},{"speaker":"to 5","startTime":3205.141,"endTime":3208.851,"body":"way more powerful than Zapier, but"},{"speaker":"to 5","startTime":3208.851,"endTime":3212.551,"body":"I do not recommend it to people who"},{"speaker":"to 5","startTime":3208.851,"endTime":3212.551,"body":"have not mastered Zapier fir- first."},{"speaker":"to 5","startTime":3213.371,"endTime":3215.391,"body":"that's where I built my agent"},{"speaker":"to 5","startTime":3213.371,"endTime":3215.391,"body":"from, but it's incredible"},{"speaker":"to 5","startTime":3215.716,"endTime":3218.146,"body":"the question about niching."},{"speaker":"to 5","startTime":3218.578,"endTime":3221.956,"body":"31% of this group are"},{"speaker":"to 5","startTime":3218.578,"endTime":3221.956,"body":"yes, they are niched."},{"speaker":"to 5","startTime":3222.062,"endTime":3225.842,"body":"32% are working on narrowing their focus."},{"speaker":"to 5","startTime":3226.338,"endTime":3226.838,"body":"Trying."},{"speaker":"to 5","startTime":3227.228,"endTime":3227.438,"body":"Nine"},{"speaker":"to 5","startTime":3227.672,"endTime":3228.082,"body":"Yeah."},{"speaker":"to 5","startTime":3229.382,"endTime":3232.972,"body":"Well, there, there, there"},{"speaker":"to 5","startTime":3229.382,"endTime":3232.972,"body":"is a transitional period"},{"speaker":"to 5","startTime":3232.982,"endTime":3234.952,"body":"when you decide to niche"},{"speaker":"to 5","startTime":3234.984,"endTime":3236.474,"body":"how we were saying"},{"speaker":"to 5","startTime":3234.984,"endTime":3236.474,"body":"earlier about the trying."},{"speaker":"to 5","startTime":3238.12,"endTime":3238.33,"body":"Um"},{"speaker":"to 5","startTime":3238.344,"endTime":3240.014,"body":"There is a transition period"},{"speaker":"to 5","startTime":3238.344,"endTime":3240.014,"body":"though, 'cause you have to let"},{"speaker":"to 5","startTime":3240.014,"endTime":3242.934,"body":"go of, like, all your prior"},{"speaker":"to 5","startTime":3240.014,"endTime":3242.934,"body":"clients to move into serving the"},{"speaker":"to 5","startTime":3243.494,"endTime":3243.514,"body":"to."},{"speaker":"to 5","startTime":3243.904,"endTime":3244.294,"body":"Yes"},{"speaker":"to 5","startTime":3245.1040000000003,"endTime":3246.574,"body":"And an evaluation process."},{"speaker":"to 5","startTime":3246.574,"endTime":3247.274,"body":"There's a whole thing."},{"speaker":"to 5","startTime":3247.746,"endTime":3247.936,"body":"No"},{"speaker":"to 5","startTime":3248.784,"endTime":3257.3740000000003,"body":"and 23% are generalists by"},{"speaker":"to 5","startTime":3248.784,"endTime":3257.3740000000003,"body":"choice, 9% are niched by a client"},{"speaker":"to 5","startTime":3257.384,"endTime":3259.244,"body":"type, so instead of an industry."},{"speaker":"to 5","startTime":3259.264,"endTime":3261.504,"body":"That first one was by industry."},{"speaker":"to 5","startTime":3261.824,"endTime":3265.467,"body":"And then f- one person wants to niche"},{"speaker":"to 5","startTime":3261.824,"endTime":3265.467,"body":"but hasn't yet, and they're still hitting"},{"speaker":"to 5","startTime":3265.477,"endTime":3267.947,"body":"six figures, so that's interesting."},{"speaker":"to 5","startTime":3267.957,"endTime":3271.437,"body":"I, I would probably drill more into"},{"speaker":"to 5","startTime":3267.957,"endTime":3271.437,"body":"that detail and be like, \"Okay, where"},{"speaker":"to 5","startTime":3271.437,"endTime":3272.957,"body":"else, what else are they doing?\""},{"speaker":"to 5","startTime":3272.967,"endTime":3273.937,"body":"Like, you know."},{"speaker":"to 5","startTime":3274.485,"endTime":3274.775,"body":"Yeah."},{"speaker":"to 5","startTime":3275.63,"endTime":3281.05,"body":"the services of those in this group"},{"speaker":"to 5","startTime":3281.6910000000003,"endTime":3287.188,"body":"By AI usage Most of them are"},{"speaker":"to 5","startTime":3281.6910000000003,"endTime":3287.188,"body":"doing cleanup, catch-up, and"},{"speaker":"to 5","startTime":3287.188,"endTime":3291.388,"body":"bookkeeping, financial reporting,"},{"speaker":"to 5","startTime":3287.188,"endTime":3291.388,"body":"budgeting, and forecasting."},{"speaker":"to 5","startTime":3291.748,"endTime":3296.0480000000002,"body":"So it seems like, yeah, and a lot"},{"speaker":"to 5","startTime":3291.748,"endTime":3296.0480000000002,"body":"of them are offering advisory CFO."},{"speaker":"to 5","startTime":3296.398,"endTime":3301.078,"body":"So what we can kind of glean from this"},{"speaker":"to 5","startTime":3296.398,"endTime":3301.078,"body":"group of hitting six figures is you"},{"speaker":"to 5","startTime":3301.078,"endTime":3306.558,"body":"do have to have an elevated service"},{"speaker":"to 5","startTime":3301.078,"endTime":3306.558,"body":"to be able to command those prices."},{"speaker":"to 5","startTime":3307.454,"endTime":3312.522,"body":"obviously we could spend literally all"},{"speaker":"to 5","startTime":3307.454,"endTime":3312.522,"body":"day diving into, all of these results."},{"speaker":"to 5","startTime":3312.527,"endTime":3314.087,"body":"and stats because they're nerdy and fun"},{"speaker":"to 5","startTime":3315.052,"endTime":3315.3720000000003,"body":"yeah."},{"speaker":"to 5","startTime":3315.8720000000003,"endTime":3319.039,"body":"Uh, but in the interest of, I"},{"speaker":"to 5","startTime":3315.8720000000003,"endTime":3319.039,"body":"mean, there's so many different"},{"speaker":"to 5","startTime":3319.039,"endTime":3319.9990000000003,"body":"angles you can look at this,"},{"speaker":"to 5","startTime":3319.9990000000003,"endTime":3321.9990000000003,"body":"But you can still get the free PDF report."},{"speaker":"to 5","startTime":3322.009,"endTime":3327.279,"body":"Go to ambitiousbookkeeper.com/survey"},{"speaker":"to 5","startTime":3322.009,"endTime":3327.279,"body":"or workflowqueen.com/survey."},{"speaker":"to 5","startTime":3327.931,"endTime":3328.411,"body":"Where's my link?"},{"speaker":"to 5","startTime":3328.411,"endTime":3329.681,"body":"'Cause we're competing over here"},{"speaker":"to 5","startTime":3330.314,"endTime":3333.404,"body":"Any closing remarks that you have, Alyssa?"},{"speaker":"to 5","startTime":3333.916,"endTime":3336.786,"body":"No, I think at the end of the day,"},{"speaker":"to 5","startTime":3333.916,"endTime":3336.786,"body":"just the biggest reminder is that"},{"speaker":"to 5","startTime":3336.786,"endTime":3339.696,"body":"just because on paper someone else"},{"speaker":"to 5","startTime":3336.786,"endTime":3339.696,"body":"did it a certain way doesn't mean"},{"speaker":"to 5","startTime":3339.696,"endTime":3341.0460000000003,"body":"that that's how you have to operate."},{"speaker":"to 5","startTime":3341.756,"endTime":3344.506,"body":"Like, at the end of the day, like, this is"},{"speaker":"to 5","startTime":3341.756,"endTime":3344.506,"body":"all data that's just gonna help you, but"},{"speaker":"to 5","startTime":3344.506,"endTime":3346.536,"body":"it's gonna show potential and opportunity."},{"speaker":"to 5","startTime":3347.236,"endTime":3350.106,"body":"really make sure that you reflect"},{"speaker":"to 5","startTime":3347.236,"endTime":3350.106,"body":"on, like, what feels good for you."},{"speaker":"to 5","startTime":3350.5860000000002,"endTime":3353.0260000000003,"body":"Like, what feels good for the way"},{"speaker":"to 5","startTime":3350.5860000000002,"endTime":3353.0260000000003,"body":"that you wanna operate your firm?"},{"speaker":"to 5","startTime":3353.0260000000003,"endTime":3354.356,"body":"How many clients do you wanna serve?"},{"speaker":"to 5","startTime":3354.656,"endTime":3357.906,"body":"If you're really happy with only"},{"speaker":"to 5","startTime":3354.656,"endTime":3357.906,"body":"charging $200 a month, then stay at $200."},{"speaker":"to 5","startTime":3357.916,"endTime":3361.156,"body":"If you're happy, like, just know"},{"speaker":"to 5","startTime":3357.916,"endTime":3361.156,"body":"that this is just data that helps to"},{"speaker":"to 5","startTime":3361.156,"endTime":3363.0660000000003,"body":"empower you, not to discourage you"},{"speaker":"to 5","startTime":3363.326,"endTime":3364.676,"body":"Yeah, absolutely."},{"speaker":"to 5","startTime":3365.206,"endTime":3368.968,"body":"Well, thank you so much for,"},{"speaker":"to 5","startTime":3365.206,"endTime":3368.968,"body":"meeting with me and going,"},{"speaker":"to 5","startTime":3368.968,"endTime":3370.7780000000002,"body":"diving over into these results."},{"speaker":"to 5","startTime":3370.82,"endTime":3373.0080000000003,"body":"and we're really excited to"},{"speaker":"to 5","startTime":3370.82,"endTime":3373.0080000000003,"body":"share them with everybody."},{"speaker":"to 5","startTime":3373.117,"endTime":3375.597,"body":"so yeah, we'll talk to"},{"speaker":"to 5","startTime":3373.117,"endTime":3375.597,"body":"you on the next episode"},{"speaker":"to 5","startTime":3375.899,"endTime":3376.169,"body":"Bye"}]}