It's not always good on paper...

Not to make this a pity party…

But this week I’ve been sick as a dog.

If you’ve seen me be less active, that is why.

I haven’t been sick in ages, but I drank some bad water when I was in Greece and it completely nerfed me.

As a result, I am resting a bit more and doing what many call ‘normie-maxxing’ and watching a bit of Netflix.

Show of choice?

Better Call Saul.

Spoiler alert:

I’m up to the part where the cartel pay him $100k to go and collect $7m from the border, then he gets stuck in the desert.

It was funny, because it made me think of why high paying clients are not what they look like on paper.

On paper, you collect a huge check every month.

In reality, you can end up stuck in the desert for three days carrying $7m in cash.

AKA…

Higher pay-check = much bigger responsibility.

That is obvious, but nobody mentions that when they talk about it online.

The other funny thing was that Saul didn’t just close the 100k deal up front.

He closed them on an 8k intro offer to help get their boy out of prison, then up-sold them on the ‘collect 7m from the border’ package.

He must have been reading this newsletter.

Smart man.

So there are three lessons in there:

1. Before trying to stack high paying clients, understand that it is 5-10x the work, and most likely easier to focus on getting an intro offer that can get you a lot of clients + case studies first, then going for up-sells later

2. You almost never close massive deals up front. In fact, at Matt’s agency, over 90% of recurring clients had already bought the intro offer. It was very rare that he ever got a recurring client (8-15k/mo) without them buying the intro offer first.

3. Read this newsletter everyday and you will make Moore Money.

All three are equally relevant.

Namaste.

PS

Meta lesson here is that it’s 1am in my timezone and I woke up and realised I hadn’t written this newsletter yet, but it’s a personal standard to do one per day.

So if you’re finding your standards slipping recently…

This is your reminder to fix up.

You’re the only person who can hold you accountable.