Steli Efti

They hired more and more people.

And eventually they were like, well, reporting is important and you don't have that.

So we need to leave you.

That is not a great place to be, but it's a good place to be as a business because we knew people wanted to buy the product so strongly, even if it was not sufficient, so they bought it immediately.

But we also knew what we needed to fix to keep customers to stick around much longer.

So we went, I think, to selling gear really, really fast without...

taking any excuses or any insecurities into account and delaying the launch and delaying putting ourselves out there and selling.

Today we do a lot of teaching as a way to reach more customers.

We do a ton of blog posts, a ton of video content, we have a podcast, I do an incredible amount of public speaking, there's email courses we have, there's books that we have out there.

So we share everything we know on the sales side of things.

We teach every sales tactic from,

You know, from email hacks to email templates to sales scripts to everything we do and how we do it and what we've learned along the way.

And that's not a unique tactic, but one that has worked really, really well for us.

I hate to be the interviewer that has to constantly push back, but I love your energy and you're fighting for your listeners.

And I think that you summarized it pretty well.

Anywhere you are, insurance, for instance, is a horrible place.

But the point is that what you want to do is you just want to identify what to do to get from A to B, to get it from where it is to a slight improvement in the next month, quarter, or next cohort.

And if you keep doing that, if you're consistently just improving that number over a long period

of time, you're going to be golden.

Your business is going to look better and better and better.