Phil is sitting in my office with complete determination that he is going to do whatever it takes to grow his business. We have the typical conversation. He believes he brings a lot of value to his customers. I agree with him. People need the service he has to offer. I ask him a simple question, “So how much would you like to make in a year?”

He pauses, looks down, then answers, “I would be happy with $200,000.”

“Great. Now how much would you spend to make $200,000?” I ask.

He answers, “I don’t know. Maybe $5,000” [Read more...]