A business owner who doesn't track booking rate, average ticket size, and cost per lead is still a worker, not an entrepreneur. Brian gets called out for this gap. Knowing your numbers isn't optional.
Most people, I'm like, what's your booking rate? They don't know it. What'd you guys do last month? They don't know it. Well, what's your average ticket? They don't know it. Well, what's your cost per lead per source? They don't know it. And I know it's a blue-collar industry, but that doesn't mean you're allowed not to know your numbers. It just makes no sense. It makes no sense at all to me. Some of these people are flying by the seat of their pants. And the reason why, Brian, is because they didn't start their company to have a business. They started it because they saw somebody else making all the money. They knew how to do the work and they're continuing to do the work. They're still the worker. They don't know how to Honest people, they don't have the entrepreneur gene in them.
