Aaron Ross

Okay.

So that makes sense.

That's why, you know, like a $15,000 advance compared to,

I don't know how many millions I'll make from the new book, but over years, it'll be millions.

Don't focus on the advance.

Focus on getting the book done with the right people, the right book with the right people.

Um, okay.

I'll give you one example.

So again, at Salesforce, I was, you know, the guy who built this outbound prospecting team and could define this process.

And it was so about me because no one, no one had ever seen something like this before that, you know, again, I got trapped into owning this team.

And even though I was working to make the team independent of me, so I could be promoted, you know, I wanted to obsolete myself.

So it'd be able to be promoted again.

You know, it took me, it's called three years, um,

to move on, to do something different, and then to help start the Mergers and Acquisitions group at Salesforce.

So by being so strong at this outbound team and growing it and making it successful, it sort of caught me into it.

Got it.

Now, same way with a business, like a lot of services business, or if you do consulting, typically, it's like you're so good at, hey, this conversation around like, what's your problem?

Okay, here's how I can help.

And that at some point becomes the exact problem

thing that will hold you back because in order to scale and usually it's at the point you have a few million in revenue you're trying to get you know to maybe 10 or above that instead of you need to make a 180 which is instead of hey what's your problem here's how i can help it's do you have this single problem if so i can help if not i'm moving on yep saying no to customers and so it's yeah it's a it's a it's sort of a 180 and i go that's you know in the details and by the way um you can share i'll