5 Often Overlooked Reasons Why Entrepreneurs Fail & How NOT To | John Morris | Skillshare

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5 Often Overlooked Reasons Why Entrepreneurs Fail & How NOT To

teacher avatar John Morris, I help freelancers get clients.

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

10 Lessons (34m)
    • 1. Learning What NOT to Do

      1:18
    • 2. Reason #1: Glamour

      1:14
    • 3. Reason #2: Sales

      1:33
    • 4. Reason #3: Investment

      1:25
    • 5. Reason #4: Persistence

      1:38
    • 6. Reason #5: Adaptability

      2:37
    • 7. How Not to Fail

      6:48
    • 8. Final Thoughts

      0:44
    • 9. Class Project: Putting the Lessons Into Action

      15:40
    • 10. Next Steps

      1:16
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About This Class

Sometimes, knowing what NOT to do can be more helpful than knowing what TO do. The traps and pitfalls to avoid. The road blocks you'll face and how to get around them. In my experience, as an entrepreneur, these are the things that have the most impact.

So, in this class, I want to share those lessons with you. Specifically, the 5 biggest reasons why most entrepreneurs fail. By the end of the class, not only will you know what traps to avoid, but you'll also have a realistic plan for growing your business month over month.

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John Morris

I help freelancers get clients.

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Transcripts

1. Learning What NOT to Do: sometimes learning what not to dio could be more powerful than learning what to Dio. That was a big reason why I wanted to create this class because I grew up in an entrepreneurial family. My dad owned a plumbing business, a T shirt shop, art studio and several other businesses. My brother owned a construction company and an insurance agency. Have a brother who's an author, and I've seen through all of those different businesses. The difference between one a business succeeds and when it fails. And I've used those lessons over the last 10 years to build my business and now have been able to work full time from home again for over 10 years. And from my own experiences, the things that impacted me and helped me the most was learning what not to do and the things to avoid in the traps, not toe fall in. That allowed me to continually make progress instead of getting stuck on one particular thing. And so that's what I want to give you in this class. I want to give you what I learned from watching from the time I was five years old, watching my dad and my brothers and and so on and their businesses, but also the lessons I've learned over the past 10 years running my own business so that you can avoid those pitfalls and not get caught and stuck and trapped in the things that can trip you up so that you can just keep making progress towards building your business and being an entrepreneur. 2. Reason #1: Glamour: So the first big spot I see people get caught up a lot in is get. They get caught up in the glamour of owning a business. So my dad, every time that he started a business, he would always begin with things that I thought, or I think we're trivial things like business cards and letterheads and logos. He'd usually take out a lot of loans to get a building and equipment, the crew a large amount of debt doing that. And it seemed like he was enamored more with the idea of owning a business than he was actually running it. And I watched one of my brothers do the same thing. When he started his insurance agency, I heard more about the office that he rented. In the sign that he had got for himself of the Billboard, he put up those sorts of things while I knew that he was struggling to get new clients. I, on the other hand, have never had business cards. I've never had letterheads. My logo is my name, who never taken out a loan for my business. Never had an office building or a sign never put up a billboard and I'm extremely frugal with my company's money. So getting to caught in the glamour of owning a business versus digging into the work of building and running a business is, in my experience, the number one reason entrepreneurs fail. 3. Reason #2: Sales: the next one is being afraid to sell. So when my brother and charter started his insurance agency company, he worked for, they had a set plan. It was the same plan that they had for all their new agents, and they'd proven over years of being in the insurance business. It was a big company that he worked for. They had proven over the years that if you just did what they laid out for you, it worked and you would grow your insurance agency. But he didn't want to do it. And of course, eventually his agency failed. As a Web developer, I've worked with thousands of developers who want to freelance, but they loathe the idea of selling themselves, and they're terrified of coming off as sells E. And most end up. Not making it, on the other hand, was selling on YouTube back in the early days before it was cool before pretty much anybody was doing it, and I took a lot of grief for it. I was putting pitches on social media when it was lame. I've never been shy about selling my products and services, and my business has grown every year and I spend a lot of time learning about sales and get trying to get better at it and not caring if I come across this sales. That's sort of the risk you run when you're gonna be aggressive with your selling. But the thing to keep in mind is, as the owner of a company, your number one responsibility is to move the needle to generate revenue. And selling isn't easy. So the way through is to be aggressive. I will be honest, Don't be a sleaze, but you need to be aggressive and not be afraid to sell yourself. That is your number one responsibility. 4. Reason #3: Investment: another big one I see is refusing to invest. So every month I spent almost $1500 a month on advertising for my products and services, and I in my mind I'm constantly looking to increase that number as high as I can because I've seen the more that I invest into advertising, the more I make as long as you continually work, work at it to get better, your you'll eventually move into the black, and now you're just in a position of trading $1 for two. But I see entrepreneurs all the time who are stuck on free. They refused to spend money on their business and just think everything has to be free, free traffic free. This free that when a lot of times they be, um, much more effective with their time, and it be a lot easier for them if they were just willing to invest. Ah, little bit of money, whether it's in advertising or something else. But advertising often is the last thing that they'll spend their money on. And the irony is, that's often the one thing that will move the needle most. So instead of buying business cards and letterheads or getting expensive equipment. They should get by with all of those things when what you have are just going without them . And they really should be spending their money on advertising or product creation or things that actually move the needle. And then as your revenue grows, just be looking to spend mawr because the more you trade $1 for to, the more you're gonna make. 5. Reason #4: Persistence: another big one I see is lack of persistence. And this is where I sort of get to eat the humble pie. Because when I first started my business, I had a viral mentality, so I'd come up with a product idea or business idea had created I've launch it, and if it didn't explode into a $1,000,000 idea within a month, I just give up on it and moved to the next thing. And of course, nothing ever did that, because that's just not how it works generally. And I did products on yoga, MySpace, dating coupons for local businesses, you name it. I probably did it, and I just jumped from idea to idea with no persistence at all. And when I finally got exhausted from that, I decided I was just going to do what I actually enjoy doing. That's when I got in the Web development building websites. I started marketing that, and I stuck with it, and my business slowly started growing year over year. So had I done that from the very beginning, I'd have saved myself a ton of time, a ton of frustration, and I'd be a lot further along than I am now, so you need to have some persistence. And you really need to pursue something that you actually care about that you actually enjoy that you're actually passionate about, as opposed to being too focused on the money. It's very difficult to do it first, but you really do need to just do something you enjoy doing and be persistent with it. And it's a cliche. But the saying is correct. The money comes because the way to success is through persistence, not coming up with some just idea that turned into a $1,000,000 in a month. That's very rare, and if that's what you're relying on to start and run your business, you're probably gonna have a lot of heartache. 6. Reason #5: Adaptability: next one is the inability to adapt. So one analogy I think about a lot is that the idea behind survival of the fittest is not that it's necessarily the strongest or smartest that evolve and survive. But the fittest and a really good example of that is Blockbuster. At the time. You if you were to look at Blockbuster and Netflix and compare them, Blockbuster was arguably the stronger company compared to Netflix. Larger revenue pool, larger market share, larger asset base. All the things that you might look at to evaluate a company's health, I don't know for sure, but they were likely better than Netflix was. At the time. However, Netflix was better for better position for what was coming. What was about toe happen and they could see the environment was changing, and in this new environment they were better adapted, so they weren't necessarily the strongest. But they were the most well adapted for what was coming, and they simply had to survive until that shift occurred, which they did, and that's why they eventually won And Blockbuster didn't adapt, and that's why they went out of business. So it's not only not always the strongest, but it's the most well adapted, and I experienced some something similar early on in my freelancing career. I started learning Web development at a time before WordPress and data driven websites and and that sort of thing. So I built mainly text based websites. And then PHP happened. WordPress happened, and suddenly everybody, one of these dynamic websites and my skill set simply wasn't good enough. And I lost almost all of my clients, and the worst part of it is that I had seen it coming. I knew that these technologies were developing, but I refused to learn them, and I just told myself, Oh, it's gonna be all right. I'll figure it out. And of course I wasn't and I didn't and my business ultimately felt as a result of that. So you definitely need to keep your head down and in your own business and grind and build and all that sort of thing. But you also need to keep one eye up and pay attention to what's happening around you. Trust your instincts and be willing to adapt when you sense an emerging threat because something can come along. And if you're not ready to adapt, are ready to adjust, are willing to adapt and adjust. Then you can get washed away. And it really has nothing to do with how talented you are, what you know. It has to do with how the environment around you is changing, so you need to have that ability to adapt. And that's just another big reason why a lot of entrepreneurs fail. 7. How Not to Fail: Okay, so we've talked a lot about why entrepreneurs do fail. So let's talk about how not to fail. And these are some of the key things that if I were starting again today, that it would be focused on. So the first thing is you must resist the temptation to indulge in the glamour of owning your own business. It's very tempting, especially at first, and it's gonna come for you, and it can throw you off track and all sorts of ways. And there will be no glamour in your business it business if it's dead and gone in a year or two. So you have to fight that urge and realize that never fully goes away. I mean, I still feel it now, 10 years into this 10 2 years into running a successful business, I still feel that urge from time to time. But you have to know every moment that you indulge in that you are hurting your business. So be very, very vigilant on careful about falling and too in love with the glamour of owning your own business. That kind of leads into the second thing, which is focusing on what matters so initially, that's going to be revenue and learning how to sell your stuff. I mean, if you've never done this before, there's gonna be a big learning curve in terms of learning how to sell your products or your services or whatever it is that you're ultimately selling. But you have to do that. You you have you as the owner have to know how to move the needle. That is your main responsibility. So ah, again, that initially that that's gonna be your focus. And then if and when you add employees, then you can teach them and an inject that skill in that DNA into them so that they have that built in as well. Later on, your focus will become a little bit more about growth and manager managing your team in those sorts of things. But review revenue generation should be built into the DNA of your company. You should always have a good handle on it, even if you have a team of people that ultimately are better than you because you've taught them and now they're they're they're really skilled at it and they're running with it, but it should just be built into the DNA of your company because that's the lifeblood of a company. It's a little bit sort of blasphemous to say today to some people that that's the that's the core of your company. A lot of people think it should be other things, but when you start running the running a company, you learned very quickly that you can't do much of anything without revenue, so that has to be built into the DNA of your company. So that's what you need to focus on right away and learning how to sell your stuff. Next is lower your overhead as much as possible. So do you really need those business cards or that new computer? That office? Just remember that the more overhead you accrue, especially in the form of debt where you have a monthly payment, you're just making it that much harder on yourself to start and grow your business, your making the mountain that you have to climb that much higher. So try to lower your overhead as much as possible, both in your company but also in your personal life. You know, if your about that life of being an entrepreneur, sometimes that means at the beginning that you have to sacrifice a little bit personally in order to build a business that's going to allow you to benefit in in greater ways later on . So be willing to do that and lower your overhead. It's gonna make sustaining your business easier so that you can get going while you learn how to sell and generate revenue and then later on the real benefit of running a business. So what happens later on after you get good at things after you establish yourself after you become a lot more efficient? That's when the really big benefit is. It's not. It's a lot of work, a lot of frustration early on, but it pays off in the end of your persistent with it. Next thing is balance, adaptability and persistence. So the beginning is a lot of searching and finding out what works, so you need to be willing to adapt. But you also don't want to bounce from idea to idea like I did without fully vetting each thing that you're trying. So there's no magic formula to the finding the right balance that that's sort of where you have to trust and hone your own instincts. But generally my rule of thumb is if something is generating a positive r a y, however little it might be, it's worth investing a little bit time more time into because oftentimes the first the first go you give something is not gonna be the absolute best that you could do it. What a nice idea product, Whatever it is, the first time you do it is probably not going to be the best that you could do. And so, if you get a positive, are oi! From your first attempt. What that tells you is you could probably spend more time doing getting better at whatever it is and be able to generate even more revenue. So chances are, if something has a positive r a y, that's a good sign. And that's generally what I use is my rule of thumb to now engage my persistence and pursue this and see how far it can go and then be willing to recognize. Okay, this is good as I can get it this. Now I need to adapt and maybe add something else to my business toe. Add another stream of income or whatever the case may be, but you just have to find that right built balance of adaptability and persistence because being too adaptable will hurt you. A za along with not being adaptable enough, but also being too persistent will hurt you along with not being persistent enough. So it's about balance, not just going crazy one way or the other. The final thing then, is to just simply not give up again. I know it's cliche, but the biggest mistake that all the people in my life who have tried to start businesses the biggest mistake that they've made is they gave up there, and there's definitely been times where I could have given up their definitely times where I was told to give up and stop. But I was kept a larger vision of what I wanted and what I was trying to do in the lifestyle that I was trying to create in my head on. And that's what kept me going because I knew if I could just break through, then things were gonna be a lot better. And now, today I'm in a position where you have been doing this long enough. I'm doing well enough that a lot of the people that told me I should stop and give up or should never start in the first place are now asking me Hey, how did you do that? So Ah, the biggest thing again. It's cliche, but it is just not give up. That is the ultimate key to success with all of this is just to keep going. Keep trying. Keep fighting. Eventually you are going to figure it out. You're gonna break through, and then all of the things that you imagine for yourself with being an entrepreneur and starting businesses is going to come to fruition. So just keep going, and I'm confident that you'll eventually find your way through. 8. Final Thoughts: All right, so that's it. I know this is a little bit shorter of a class, but it was just something on my mind I wanted to share with you. These things or things I think about constantly and I've noticed in the people around me have really held them up. They may seem simple, but actually doing them are actually not doing them can be very difficult. So just challenge you to look at your own life, look at your own business and and what you're doing, and and see if there's ways in which you're falling into one of these traps. That could be the one thing that's holding you back. And if you're able to get over that hump, you would just spring forward with with your business. So hopefully that's something that that you get value from. If you did, I'd appreciate if you'd leave me up a positive review. That would be great. Um, and thanks for watching 9. Class Project: Putting the Lessons Into Action: welcome to the class project. So the idea of the class project is taking everything that we've learned in the course and now putting it into action. And what I've put together here for you is a series of questions that will help you to analyze what you're doing in your business and as an entrepreneur that are based on the things that we learned in the course. So you can actually start to evaluate and assess and ultimately change anything that needs to be changed in terms of your behavior as an entrepreneur. So the idea here is to go through these questions, kind of figure out your answers and analyze your business. And then I would encourage you to share those answers in the project Section eight to get feedback. But also be to just kind of put yourself out there a little bit, because oftentimes, entrepreneurs, that's just one of the most difficult things, and that's something you're gonna have to do constantly. So if you're afraid to do that, that's gonna be one of the biggest roadblocks that you'll face. So I encourage you to take that step in order to in order to help you start to get over that in a safe environment where you have other entrepreneurs that are doing the same thing . And of course, I will jump into the project section and give you any feedback that I feel is relevant to what you've posted. So with that said, let's go ahead and dive into the class project in the questions. The very first question ask yourself then, is What can I do today to generate revenue? And this is important thing toe Ask because it gets you focused on the here and now instead of constantly dreaming about the future. And I will take myself as an example here again and eat the humble pie a little bit because I spent a lot of years dreaming about what I wanted to do. Is an entrepreneur dreaming about being an entrepreneur and the business that I wanted to run and a lot of time planning, but never, never really doing anything in the here and now to take steps that actually got results in the immediate. And it wasn't until I got serious about the immediate about the here and now and decided to put myself out there in a more aggressive way that things actually started happening. So this is just about taking yourself out of the planning phase, because I feel like a lot of entrepreneurs early on spend time just planning and thinking about the future. And it's not until you get to the here and now that things really start to happen. So that's that's kind of the first important part about this. The other thing it does is it eliminates a a lot of what seemed like options at, um at the time. So when you're planning your, you tend to be idealistic and you tend to think of all of these things that you're going to do. But when you when you are forced to think about them in the here and now, a lot of them start to become a lot more unrealistic, and you realize it's going to take you a long time to implement some of these things. So it really causes you to focus or forces you to focus on your highest leverage activities . And that's really the important thing for you to identify early on or what are my highest leverage activities. What are the things that I can do that they're gonna get me results in the immediate. They're going to get me results here and now on. And I need to figure those things out and focus in on those I can still plan Aiken still prepare Aiken. Still think about the future. But I've got to get the ball rolling first, and that's going to allow me to get the revenue and to get the mo mentum to be able then to implement some of those longer term plans. So I really like this question I really want you to analyze. This one is probably the most important thing that you can do when it comes to all of this is just think about what can I do today to generate revenue? It may be nothing, but it's gonna It's gonna help you to start having a little bit more of a short term focus and figure that out, and eventually you'll have a good answer for this. One thing about this, don't be afraid to get creative. It may be something that you've never considered before. It may be something completely out of the blue and maybe something that blows up all of your plans and all of the the dreaming that you were doing. Don't be afraid to pursue those things because this is a more realistic, on more rihl approach to to building and running and building your business. So now just be don't be afraid to get creative and think about things that may not fit perfectly into whatever plans that you have. The second question, then, is what expenses can I eliminate? And this is important because it's going to reduce the size of the mountain that you have to climb. We talked about eliminating overhead. This is the nitty gritty of looking at the things in your business and even potentially your personal life that you can eliminate toe reduce the size of that mountain. Now it's important to be ruthless here because there's a lot of things that that you're gonna look at at your business and you will want them. But that's not really the question here. The question is, do you really need it? And when you're first starting out running a business, especially if you're bootstrapping it, if you're not thinking you're not trying to get any venture capital money or anything like that, you're trying to get any investments. You're just bootstrapping at yourself. You really have to focus in on what I need. What do I need to go back to that first question? What do I need to generate revenue today? And if I don't need it right now, it's just extra. Doesn't mean down the line. You can't eventually do it, but if it's not helping you to generate revenue today, then it's probably not something that you need. So just really be ruthless. Really analyze your behavior and what you're doing and any expenses that you can eliminate to really focus in on the things that you absolutely need. Next is what is my income goal for this month. So this is really important because it gives you something specific to shoot for. I want you to get specific with this, so have a very specific dollar amount that you want to hit for the month and just keep in mind. I rarely reach my goals, so I I do my goals in a way where they're realistic. But they're high, and the reason I do that is because it pushes me to get outside of my comfort zone and to put put in the work and to get creative. One of the things that I found in my own personality, as I've I've done this is that I actually worked better because of the way I grew up. If you haven't heard my story came from Ah poor family and have kind of just had to bootstrap everything myself. But because of that, because of growing up in that environment, I actually perform better and feel more motivated and alive when things aren't going well. Because that's just what I'm used to that that's how I grew up and it just feels more natural to me. I've had to figure out how to continue to push myself and continue to be motivated when things go well. And this is one of the things that I've learned over the years. Is that constantly, if I have a goal, if I have a number in my head, I get really focused in on that. And if I don't hit it, I kind of feel bad, and that actually works well for me. Feeling bad gets me motivated may not be completely 100% mentally healthy, but it works for me. So again just having a specific number. Having a goal that you can push towards helps you to again just be more specific and make this more real and make it less of a dream or a thing that I'm thinking about doing that I want to do in the future. It's something real that I'm pursuing. Next is what is my plan to hit my income goals. So it's one thing to have a goal. It's another to have a plan to actually reach it. The very first thing to figure out is what are my numbers? What what air? How do I break this down in my business to have an actual realistic picture of what I need to do in order to hit my income goal. So if you're selling products and it depends products and services you might consider here , I'm talking about units. Usually that's referred noble. When we're talking about products, we talk about how many units you've sold the units of a course or units of a widget or whatever it ISS in services that could be clients. How many clients do I need to get or have this month, or how many hours do I need to build. So you need to adjust this a little bit, depending on what your business is. But you need to figure out how many units you need to move. So just look at your income bullets. Just say your income goal for this month is $1000 you sell a $50 product. We need to sell 20 of those in order to hit your $1000 income. Go while 20 is a little bit less than one per day. So it's one, like, every 1.5 days, roughly so that gives you an idea of Okay. I need to get out there today and I need to sell one unit. In fact, if I sell one unit every single day of my product, I'm gonna go beyond my income goal. Now, that gives you something specific that you can do today. Now you can start. If we go back to the very first question, you can start thinking. Okay? What do I need to do today? Not to just sell stuff on a vague What do I need to do today to move one unit? And that's the power of knowing your numbers and knowing what your income goal is, it gives you specifics that you can shoot for and moving one unit probably sounds a lot more realistic than reaching a Certain in Kabul are moving to units or three units, whatever it ISS. So again, break down your numbers and know what those numbers are. And then, Okay, What what are five things air Four things or 10 things or 30 things that I'm going to do today in order to move the amount of units that I need to move. So what What are the activities that I'm going to get engage in specifically to move that one unit or that too? Units, Maybe it's I'm gonna create a YouTube video or I'm in a post on social media. I'm gonna set up a new ad campaign, whatever it is, what are five things that I'm going to do or again, whatever the number is to move that many units and get specific, That's how you get a real plan for hitting your income goals. And really running your business is just doing this over and over on a monthly basis. Once you reach you said an initial income goal. Once you hit it in a month, you move it up. And now you come back to all these questions. And you think OK, how can I now move to units a day? And now what do I need to change about my process to move those extra units? Maybe I need to run more at spend more money on ads. Maybe I need to post more on social. Maybe I need to create a video that gets more views, etcetera. It gives you an idea of how to grow. You have specific ways of how to grow your business. So again, all of this getting specific is really, really important. The final thing, then, is how will I get better this month? So the ability to to accomplish all of this to actually do this and make this happen is based on your skill sets of the ability to actually move that unit to write the copy, to do the social media post to write, to add, to do the video. All of these things air individual skills that you either need to learn or you need to get better at. And so every month I always think about what am I doing this month to improve my skill set ? Because I know, as I improved my skill set that, then I'm going that's going to translate into the results I get from the activities I'm engaging in. That's how I'm gonna time going to continuously grow. So you have two types of growth. You have continuous growth from you improving your skill set and get getting better at all the things you're already doing. You also have growth from figuring out new things you can do or learning brand new skills, which which can give you sort of dramatic growth. So you have slow, steady growth for improving your skill set, and you have dramatic growth from new skills. New ideas. New. You want both in your business, you can't always rely on innovating and finding some new skill set. You need to constantly be improving, but you also wanna have ways that you can jump start and boost your your growth over time for me in particular this year. For me, his old has been all about advertising, really digging into Facebook ads and YouTube ads and all the different ad platforms that are out there and really understanding how to make them work. And I figured a number several things out in regards to that, and it's had a dramatic effect on my business, so that's been a dramatic improvement for me. So again, what am I doing this month to improve my skill set? Another thing to look at is, are these my highest leverage skills? So am I learning these things just because I want to learn them? And that's fine, But you need to separate those things from what's about your business and what is your hobby. And if it's if it's not anything that's really specifically related to your business, you just want to learn it. That goes in hoppy time, and you certainly can figure out your own work life, balance, how you want. But when it comes to your business, you really need to focus in on your highest leverage skill. So what are the things that I'm doing right now that are really generating revenue for me? So again I go back to myself digging in tow ads and getting better at learning adds, that's, ah, high leverage skill for me. Ah, YouTube videos is High leverage School for me, course creation is a high leverage skill for me. So those are all things that when I look at my business and what I do, any amount, any improvement that I get in those things is going to have, ah, real impact on my business. And those are the skills that you really want to be focused on. And then the last thing with this is just be specific. So what's classes or tools or resource is, are you going to use to improve these skills? So don't just say I'm gonna get better. It adds, it's I'm going to take this course right here. I'm gonna sign up with this coach right here, or I'm gonna watch the 17 YouTube videos here. Whatever it is, be specific about how you're going to make that improvement. Don't just have a B some bit vague thing that you're thinking about doing. Be specific. The more specific you can be with all of this, the more you're going to see actual real results. So that's a ton of questions I've thrown at you. You're the one thing to keep in mind with all of this. You're not necessarily gonna have great answers the first time through. That's okay, this gets you thinking about it, and over time you're going to get a lot more focused, have a lot better answers. And as you have better answers, that's again. Another thing that's going to this is really a skill in of itself. And as you improve at it, that's going to lead to increased results for you. So they go. Hopefully that helps you take everything that we've learned and now put this into action and give you a real action plan to implement and not only start but grow your business over time. And like I said, this is something that you just come back to every month. Once you hit your income goal, you come back to it and really grind down on yourself again the next month of of answering these questions and you start doing that month over month, it's really gonna snowball you. I just I'm confident you'll reach a point where it's inevitable your business is going to grow when you're gonna be reaching the goals that you want to reach faster than what you imagined. 10. Next Steps: I'm honest there's no more. So online.com, so little housekeeping to finish up this course. If you haven't yet, be sure to head on over to the class area. There is a class section for some, some steps for you to walk through for this course. So be sure to head over in that it's under the discussion in Projects tab that you'll see on the course. Also, if you head over to my profile, be sure to give me a follow on my profile here so you'll be notified when I release new courses. And I also have an ongoing sort of weekly podcast style course called Let's Talk freelance. So if you would like to have sort of access to ongoing training regarding freelancing and online business and so forth. Be sure to check out that. Let's talk freelance course as well. And finally, I do have a daily tips newsletter on my website at John Morris online.com. If you head over there, you can sign up to that mailing list. You will also be put into my own, my very own mobile app, or you'll get access to over 78 hours of free content at the time of this recording related to freelance and so forth as well. So if you're interested in that, BD sure to check that out as well. Again, that's John Morris online.com. All right. Thank you for taking the class. If you enjoyed it, I appreciate you for You. Leave me a review and we'll see you in the next course.