How I Help Accountants Become Millionaires

This is Ryan. He's a CPA. He owns a seven figure accounting firm. And in the past three years, he and I have grown his firm from zero to $3 million a year. You can see these are his two payment processors from 2024. I think he had some wire transfers come in on the side. This is Anna. She's a cpa. She also owns a seven figure tax strategy firm. And we were able to double the average price that she was charging clients over the first couple months we worked together. Not only that, but my client Tony added $42,000 a month in his first 90 days with us on I made $70,000 a month on a brand new offer we launched last year. My client Brock added $130,000 to his annual recurring revenue in his first 20 days working with us. And so in this video I want to show you my system for turning accountants into millionaires. And it all starts with this one core belief that I hold very tightly and that's that building a large business is the surest path to becoming a millionaire. So I did some research here and accounting firms are generally valued based on about 1x annual revenue. So to become a millionaire, you basically just need to build a million dollar a year firm. And at that point you've got options, right? Because you can continue growing it and just increase your income. You can take all the profit from that firm and invest it into other assets that also build your net worth. Or you can go sell to another firm or to private equity and invest that big lump sum into other assets. But whatever route you go, you're now a millionaire. And so in this video, I want to show you my system for growing accounting firms. So we're going to walk through three things here. So number one, we're going to, we're going to talk about how to attract ideal clients who are operationally easy to serve. We're going to talk about how to build a relationship with these prospective clients so they're easy to sell to. And then I'm going to show you how we track ROI to reinvest back into only the most effective marketing strategies. So you're growing your firm efficiently. And so starting out, how do we attract ideal clients? And I want to break a belief that a lot of you hold because a lot of you seem to think that it's your ad targeting or it's, it's your branding or maybe it's the quality of your video content that determines the type of clients you attract. And the reality is it's just all about your Messaging and your communication, okay, the words, phrases and ideas you use to convey your value are the thing that determines the type of clients that come to you. So for example, most accountants are what we call technical talent, right? Like there's a technical set of skills that make you an accountant. And these are related to tax. They might be related to bookkeeping. That's the general business owner's perception of an accountant. But most of you probably want clients who perceive as more of a strategic advisor, right? Somebody who they get value from outside of just the transactional service. Somebody that they can ask strategic questions, should I do this? Can I make this big move? Is this wise at this time given my overall financial situation? And so how do we bridge this gap between technical talent versus strategic advisor? And again, this all comes down to your messaging and understanding what your ideal client really wants to. So they aren't looking for a tax strategist, they're not looking for a fractional cfo. They're not looking even for an industry specific bookkeeper. All they know is that they've got this set of problems that holds them back and they have this ideal outcome over here that they're trying to achieve and these problems are keeping them from achieving this or making it slower or more painful to achieve their dreams. So I'll give you an example here, right? So my client Ray, he's a fractional CFO and his background is actually really, really impressive. So he used to work in private equity for a lot of years. And to be honest, he's probably qualified to be like the in house CFO for like a nine figure company or maybe a billion dollar company. I don't really know what once you get up into that range. But he specializes in his business, his CFO firm, he specializes in working with businesses that are between 2 and $10 million a year. But he didn't really know how to attract the right people to be able to sell this service. Really his only traffic was just word of mouth and referrals. And so we came in and at that time he was using tax strategy as like his, his way in. So he'd be like, hey, let me help you save six figures on taxes and maybe then you'll see the value in bringing me in for fractional CFO services. But the problem we found is that tax strategy doesn't translate super directly into a CFO service, right? Like they're both under kind of the accounting umbrella. But the set of problems that cause you to need a fractional CFO are a different set of problems. Than the set of problems that cause you to need a tax strategist. The people looking for tax savings aren't the same people that Ray is best equipped to handle as a fractional cf. And so what we did was we analyzed his most successful clients, and we basically spent like two hours just interrogating Ray to understand everything we could possibly understand about his business. And we started to realize what he was missing. You see, his ideal client is typically looking at some kind of big move in their business. So they're thinking about opening another location. They're thinking about buying a building, they're thinking about entering a season of, like, really aggressive expansion and growth. But. But they often don't know how to navigate this big move in that two to $10 million range. It's like you're now a big business, but you don't have any experience being a big business. You're new to this. You don't know what it is that big businesses do that's different from kind of the scrappy methods that small businesses use. The scrappy methods that you're used to, the things that got you to where you are today. But when you're doing $5 million a year in revenue and you're trying to open up another location in a different state, this is a very different type of problem from what you're typically used to solving. And so that's where Ray comes in. Ray has helped a ton of clients successfully navigate these big changes, and he's got all these success stories to show. And so all of his messaging today revolves around how to make your next big move. And the beautiful thing with this specific messaging is think about the type of business owner that's gonna be attracted to that or that's gonna hear that, and they're gonna be interested in what he has to say. New business owners, very small business owners, they're not thinking about their next big move. A lot of times they're in survival mode. They're thinking, how do I get to 10k a month? How do I make an extra 50k so I can go hire this next person? That's what they're thinking about. They're not dreaming big and thinking about, okay, I've got three restaurant locations in Miami. How do I open up a location in New York City? They're not thinking about how to build a $5 million commercial property that's going to be the launch pad for the next 10 or 20 years of business growth. And so what we find is this message attracts high quality larger businesses who are in exactly the situation where they need Ray's help. And by the way, we only launched his ads about maybe four to six weeks ago, and he's already spoken with a handful of business owners who are in this situation. And he's actually got one that's like this close to the finish line right now. So more on that later. But this is the thing is we looked at his successful clients. We said, what are the common denominators that tie these people together? And how do we speak to that situation so that we can find more people just like them? And so if you have clients like this already, then this process is actually fairly straightforward. So I would just go through your sales. I would go through ones that one, you know, people that signed up and said yes to working with you. I would also go through people who said no or people who never ended up getting across the finish line. And I like to put kind of a Venn diagram here and try to figure out what is it that makes the people who signed up and said yes different from the people who said no? Because a lot of times that's going to give you the direct clues to figure out, okay, here are the specific pain points that people who sign up with me typically have and people who don't sign up with me aren't really dealing with. And so we speak to those pain points to attract more people, like ones who already signed up and said yes to working with you. And then the other thing I would do is just go ask those successful clients directly. A lot of times I like to do this as kind of an interview style. And so I'm actually able to use these as case studies and testimonials, and I post them on my YouTube channel. We use them in our sales funnel. And so they're a really valuable marketing asset. But first and foremost, I'm actually using these as an investigation method. I want to hear straight from my clients who liked working with me, who got good results from working with me. I want to go to them and I want to ask them, okay, what was the value that you got out of this? What were you considering before you signed up and said yes to working with us? What's something you got out of working with us that you didn't necessarily expect? And then their answers are going to frame my sales pitch going into the future with new clients. Now, if you don't yet have clients like this, because I know a lot of you are probably considering moving into a different market that you think is going to be better or more profitable or operationally easier for your business if you don't have clients like this yet. It's a bit more difficult of a process. But I like to go through online forums like Reddit and Quora and, and just like figure out, okay, where would this new ideal client be spending time? What subreddits are they in? What are they asking on Quora? And I would also look at content creators in the space, particularly podcasts and YouTube channels. Okay, and what are people talking about? What's the lingo they use? What's the jargon they use? Just get really clear on what's happening in this space where my new ideal client hangs out. And then the thing I would add here is watch the comment section. So don't just look at the original content, don't just look at the podcast and the YouTube videos, but actually look at the comments in this content to see what people are asking about, what do they want to know more about what's missing in these from these popular content creators in the space? By the way, real quick, if you own an accounting firm and you're looking to scale past the seven figure ceiling, this is exactly what my team and I do. So we will come up with the messaging and figure out exactly what it is that's going to activate your ideal client. We will script all of the sales videos you need. We'll build the landing pages, the automations, the email sequences, all of that, and we'll even launch the campaigns for you. And all you have to do is spend two hours with us up front. We're going to get all the information about your business that we need so that we can act as an extension of your brain. We can talk, we can act, we can write even better than you can to be able to attract the right clients to your business. So if that's something you're interested in, click the first link in the description, or if you're watching on your tv, here's a QR code, there's a little bit more info on the next page and you can book a call if that's something you're interested in. Now, once we figured out our message and we know what to say to spark somebody's attention online, whether that's through ads, whether that's through content, whether that's through outreach, the question is, can you keep their attention, right? Can you move them across the finish line to get them to say yes and sign up to work with you? And the truth is, if you're just getting their attention and then you're trying to get them Directly across the finish line. That's going to be a no go. They're not going to move through that process. And so what you need is a system. I like to think of this like an assembly line, right? We need to get in front of leads, we need to put them through the same customer journey, and then we need to churn them out on the bottom as warm prospects, booked calls on the sales calendar who are ready to speak to us about what it would look like to work together. So I wanted to show you what the funnel needs to look like in real life for one of our clients. Now, I want to be clear here. This is one of our most successful clients. This is not a typical result, but this is absolutely achievable if the rest of your firm is in proper alignment to be able to squeeze the most out of every marketing dollar you invest in. And so this starts with an ad on Facebook. Now the other thing I want to throw out here is that you can go different routes for your traffic. You can go social media, you can go paid ads, you can go outreach. That's totally fine. This is an example based on a paid ad funnel that we're running for a client. And so you can see right here, it's just a simple video ad with a little bit of text. And here's what he's saying in the video ad. Local moving companies are making big moves like buying more trucks and hiring more staff, even in this economy. How well the owner knows their numbers? There are three simple questions that you can ask. So basically he's dangling in front of them this thing they want. They want to be able to buy new equipment, they want to be able to hire more people to get work off their plate. They want to be able to grow their business. And they know the economy is not good. The economy is not moving very quickly right now. How can they do this? It's by knowing their numbers. And then we're sending them to a free training where they can learn how to know their numbers. And so the page we're sending them to is just a very simple name and email opt in. Where. Here's the free training we're offering. Fill in your name and email if you want it. And so the next page they go to is this VSL page. And so VSL stands for Video Sales Letter. And essentially what we're trying to do here is we're trying to give people the opportunity to self select in or out. So rather than just booking a call right away, they can watch this video and they can say, yes, this sounds like what I need. Or they can say, no, this doesn't sound that interesting. This doesn't sound like it really scratches an itch for me. Whatever, I'm out. And this is really important because we can hook somebody's attention, but if they don't really know what we do, they don't really know our credibility or why they should trust us or specifically what problem we're going to solve for them, then we're going to be spending a lot of time on calls with a lot of people who just aren't going to buy. Not to mention there's a lot of people who would otherwise buy who just aren't going to book a call because they're confused about what you do. And so in this video, Brock is essentially going through the three questions every moving company owner can ask to know their numbers. And this is essentially a direct pitch into his service because they'll do this for you, completely done for you. You'll notice there's also case studies and testimonials on this page with residential moving company owners that Brock has worked with successfully. They're saying amazing things about Brock's service, like it more than tenfold pays for itself. And then the call to action here is to book a call. And so we take them to a book a call page where we've just got a regular calendar scheduler. Brock's calendar is absolutely packed right now. This is what I'm talking about, actually, when I say Brock is one of our most successful clients because he's literally got so many calls on his calendar, he cannot handle all of the volume. He spent something like $5,000 on ads in his first month, and that turned into about an extra $130,000 of revenue over the next 12 months. So we're letting the ad funnel run its course. He's working on internal systems. We'll be scaling again in a few months here. But once they book a call, we're going to take them to this confirmation page. And this is really important because we want to set the frame properly for the call. Realistically, to get them to book a call, we want to tell them the least amount of stuff we can tell them in order to get them to book a call. So the video sales letter is like a five or ten minute video. And then it's like, hey, book a call. Once they book, they're in kind of a frame of mind where they would consider just binging a ton of content from us. And so we've got this confirmation video that's just 45 seconds long. Just real quick, here's what to do to make sure the calendar invite ends up on your calendar. Confirm your appointment. Tell us a little bit about your current accounting system to give it to help us give you accurate pricing. And then right here, this is really cool. See what our financial reports look like. So Brock has a very productized service and so we're able to show people exactly what the financial reports that they would get each month will look like. We're able to show them how they can use these reports to make more profit in their moving company. And then of course, we've got these case studies and testimonials here because realistically, people are not going to watch all of these all the way through before they book a call. They might watch a couple seconds of them. They might just see the fact that we have them and that itself establishes credibility. But now once they've booked, they're much more likely to go through and like actually just have this on in another tab and listen to it while they're doing something else. And so this is the front end. This is what the customer sees. But I want to show you the back end of what you see and the way that we actually track this on the back end because this is really important here. So you can see this is Brock's CRM. We're using Go high level for his CRM. If you use ghl, you've probably seen this screen before. But we've got a couple of data points here that are helpful. So you can see obviously like how much new money he's got sitting in his sales pipeline. We can see how much of that he's closed in new deals. That's all amazing. I mean, honestly, these are incredible numbers that we're seeing here. But the really important thing is this opportunity pipeline. Okay, so this is Brock's sales pipeline. And you can see it's a little bit dry right now because again, he just doesn't have time for new deals. He's raking in the money on the front end and now he's got a ton of customers to onboard and he needs to hire new staff to support this, which is an amazing problem to have. And so we've got people in this lead stage where all they've done so far is they've just put in their name and email to get this free training. They haven't actually signified intent to possibly work with us. Then we've got this application stage where they filled out an application, but they didn't Necessarily book a call. A lot of times what happens here is people will fill out an application, they'll give us a little bit of info about their business, they're interested in working with us, but, like, there's just not a time on the calendar that works for them or they got distracted or they had to go fix, you know, some problem in their business. And so this is just kind of an easy way to keep track of these people so we can reach back out to them and make sure that they do end up booking a call. We do have a column for unqualified applications here where if somebody's too small of a business or too new or they, you know, they're not in a niche that we serve, we can leave them here so that if there's some kind of like, lower level offer we come up with later, we could always come back to them and let them know about that. Then, of course, booked call and confirmed. So booked call just means that they booked a call, they're on our sales calendar, they're going to speak with us soon. And confirmed is just the next step above that, where they actually responded. Yes, to like the text message confirmation we send after the call. Okay, these are important because if they do respond to that text, statistically they're like 99% likely to actually show up on the call with us. So you can kind of think of this as like, they're virtually guaranteed to show up. And this is like, you know, maybe they show up, maybe they don't. No show. So if somebody were to not show up, let's say, you know, Vanessa here doesn't show, we would drag her to this column. Again, this is just a list of people to keep in touch with and to try to get them to schedule back in for another time on the calendar and then finally show follow up. And so these for any of these that aren't. Yeah. So all of these are open opportunities. So for any of these who haven't said yes, basically to working with us, they haven't signed up yet. We just need to keep following up and keep following up until they either sign up or say, no, leave me alone. I never want to hear from you again. And the sales pipeline is really important because at its peak, when before Brock got just completely overwhelmed with new business, he was talking to, it looks like about 30 people every single month. This is the month of January. This is all the appointments he had. And so that's a lot. That's a lot of leads to keep track of. Right. And so we need to make sure that we're keeping track, we're not letting them fall through the cracks. Because if we're letting them fall through the cracks, and that's literally money, time and effort we're investing into marketing that we're now wasting in the sales process simply because we're not organized. Now, the other really important element of this is just some of the backend automations. And so one that I find to be particularly important is something I call new lead. Book a call. So this is an email sequence that goes out. Let's say somebody signs up for the free training, right? They land on this page, they put in their name and email, they watch the video, and then, I don't know, their Uber ride is over and they're at the place they're trying to get to, or they get up to the front of the line and it's time to order their food, or their wife calls from another room, or they get a text message. There's a million things that could happen where they might be a good lead, they might be interested in working with Brock, they might be in the position to work with Brock, but they just don't get to the next step, right? And so we want to keep in touch with them, we want to stay top of mind. And so this email sequence keeps us in touch with them for the next 10 days. You can say it goes up to day nine, but we've also got a day zero that's just on a different automation here. But we're sending them valuable information that they would want to consume to their email inbox. And the beautiful thing about this is think about the times you're on social media versus the times you're checking your email, right? So like, when you're on social media, you're like in the bathroom, you're in line, you're killing time while you're driving somewhere, hopefully not actually driving. Hopefully you're riding the times. When you're checking your email, though, you're generally at your desk, you're generally in a more focused frame of mind. You're generally in work mode, so to speak. And so you're less in like that lizard brain and more in like your human brain or whatever you want to call it, right? And so by sending people this information here, we're trying to build Brock's authority. We're trying to show them the deliverables that they can potentially get by working with Brock. We're going to show them case studies and testimonials of clients who have had a really great experience Working with Brock, tell them a little bit about his story and background so they can kind of like get to know him on a personal level. And then we're going to pitch them calls to action to go ahead and book a call. And so this just allows us to keep in touch with those people who take a little bit longer to make a decision. Because the reality is some people just aren't going to make a decision right away. They're going to see something from you the first time. They're going to think, oh, this sounds great, but they're still not going to book a call because they're just that analytical type. They just want more information or they just need time before they're going to actually make a decision to speak with you on a call. And that's okay. Like that's one of the four buyer types and we need to be able to cater to that. And that's where this email sequencing comes into play. If you have a podcast or YouTube channel or you create content of any sort, we can send that to these people to, again, just keep building value, keep building trust, make them feel like they've known us for longer than just a day or two, make them feel like they've known us for longer than just the 30 seconds with they were watching our ad and ultimately get more of them across that finish line of saying yes to work with us. Now, there's a lot of other automations that go into this system, basically just keeping the sales pipeline moving forward and moving people forward through the customer journey, just like I already showed you. But this is really the important stuff. And frankly, I don't want to bore you any more than I already have. And so the last thing I want to cover in this video is just how do we track ROI on our marketing and how do we reinvest back into marketing efficiently? Because I want to make sure if we have any additional money we're going to put put into this, we want to put that into the most efficient and the most effective marketing activities we possibly can. So there's three main metrics that we track and I'm going to walk you through each one here, but these are roas, CAC by source and LTGP to cac. So first off, roas, this one's probably the most simple and you probably heard this before, but this is just new revenue divided by ad spend, right? So for example, let's say this month I made $30,000 from my Facebook ads and I spent $5,000 to make that $30,000. That's new revenue of 30,000 divided by ad spend of 5,006. Right. Okay. So that's a really healthy row as six. It's great, especially if that's a front end and you've got additional stuff that people can buy long term or down the road. And this is a great short term measure of how scalable your ads funnel is. Right. So if I'm spending $5,000 a month and I'm only getting $5,000 in new revenue right up front, then that's kind of tough to scale. Right, Because I'm coming out of pocke in ad spend. If I'm going to spend $7,000 next month on ads, well, I'm coming out of pocket 2000 and I'm only going to make that money back 30 days later versus if I'm spending $5000 a month and I'm getting $30,000 in new revenue, I could go spend 15 grand next month. And I'm not coming out of pocket for it at all because it's all coming out of last month's profit. And here's the thing, you got to at least be break even here. I have literally talked to accounting firms who charge $1,000 a month, let's say, for a tax strategy service, and it costs them more than $1,000 to get a new tax strategy client. So they're going out of pocket, literally month one. They're creating debt against themselves. I actually talked with a firm who is spending like $3,000 to get a client who pays them $800 a month and so on, that you're not even going to be profitable for four months. So literally every dollar you spend on ads, you're going into debt against your future self. That doesn't sound like a good strategy to me. Right. And so we're aiming for a front end profit on our roas. And that's really the extent to which this metric matters. And if you're not even running ads, then obviously this doesn't matter at all. So the next metric that we track is something called CAC by source. So CAC stands for Cost to acquire a customer. Cac, Cost to acquire a customer. And this really only applies if you're using multiple marketing channels. Right? So let's say you're running Facebook ads and You've got a YouTube channel. We need to track your cost to acquire a customer for from each of these sources. And so this way we can divest from a more ineffective source and we can reinvest that money back into a more effective source. So I'LL give you an example here to illustrate this. Right? So I've got Facebook ads, and let's say I'm spending $5,000 a month on Facebook ads, and that makes me $20,000 a month in new revenue, right? So 5k to 20k. So that's like a 4x roas. That's not bad. Right? Now, let's say I also have a YouTube channel where I spend $3,000 a month on my video editor and my camera guy and the person who's helping me plan out these videos. And this YouTube channel generates $18,000 a month in new revenue. All right, so this is effectively a 6x on my money spent into the YouTube channel. Well, given the option, if I have money to reinvest into marketing, I'm going to prioritize reinvesting into YouTube because my money goes further here, right? So I wouldn't necessarily say in this case, shut down the Facebook ads because it's still making me money. It's still an efficient way to get clients. But let's say I have an extra $3,000 a month now that I'm going to budget into marketing. If I spend an additional $3,000 a month on Facebook ads, I'm going to make another $12,000 a month. That's not bad. But if we look at the math on YouTube, that means I'm going to make an extra $18,000 this month. So I'm literally a 50% increase just by being smart about where I'm allocating this money. And so this is where CAC by source and knowing your CAC by source matters. So if I'm spending 5,000amonth on Facebook ads and I'm getting 10 new clients from that, then that means my CAC is $500. If on YouTube I'm spending $3,000 to get nine new clients, then that means my CAC IS about $333. And so the other way of looking at this is If I have $3,000 a month additional to spend on marketing, well, do I want to spend that on a source where I get customers for $333 and I want to get nine new clients, or do I want to invest that into a source where a new customer cost me $500 and I'm only able to get six new clients? Again, literally a 50% increase in new revenue just by being smart on where we're putting this money? Now, the last metric that we track, and this is like the big daddy metric, this is the most important metric of all for Growing your business in general. This is LTGP to cac. Okay, so this is lifetime gross profit divided by cost to acquire a customer. And by the way, these are the formulas for each of these. So LTGP is your customer lifetime value, AKA the amount of money your average customer pays you across the entire time that they're a customer of your business, minus your cost of goods sold. Okay, so a really simple example. Let's say your bookkeeping service is $1,000 a month. Your average client sticks around two years, and it costs you $300 a month to deliver on that service. So your LTGP is going to be customer lifetime value of 1,000 times 24 months, which equals, of course, 24,000 minus your cost to deliver per month times 24 months. And I'll need a calculator for that one. So 300 times 24, so that's 7200. And so your lifetime gross profit is 24,000, minus 7200. Your lifetime gross profit is $16,800. Now, Cac, like we talked about, is marketing and sales spend divided by number of new customers. Now, the mistake that a lot of people make here is they just think, okay, I'm running Facebook ads. I spend $5,000 a month on Facebook ads, therefore, and I get 10 clients, therefore, my CAC is $500. What they're not taking into consideration here is, okay, I also have $1,000 a month worth of software that I'm using. I also have a salesperson who gets a 10% commission. I also have a marketing agency who charges me $3,000 to fulfill to run these Facebook ads for me. And so you might have a $5,000 a month ad budget, but for every new customer, you're also paying out 10% in commissions. So let's say 5,000 on commissions, let's say 1,000 on software, and you're spending, let's say, let's make it round numbers. So we'll make it 4,000 agency services. And so you thought your marketing and sales spend was $5,000. It's actually $15,000. And so let's say this, $15,000 a month gets you 10 new clients per month. And that means 15,000 divided by 10. Your cost to acquire a customer is $1,500. Now, $1,500 to acquire a customer is a ton of money. If a customer is only worth $5,000 to you over their lifetime. But $1,500 to acquire a customer is not that much money. When you make $16,800 in profit over their lifetime. And so that's why this metric is really important. And so in this scenario where CAC equals 1500, LTGP equals 16,800, let's do the math here. 16, 800 divided by 1500, you have an LTGP to CAC of 11.2 to 1. That's an incredible metric. That's an incredible benchmark to be hitting. And so this is why this metric is important, right? Because $1,500 to acquire a customer is like a lot of money if you're selling a $5 widget. It's a lot of money if you're selling a $5,000 service. But because we know, hey, our average customer makes us almost $17,000 in profit, $1500 is a great cost to acquire a customer. I could double that and I'd still be in good shape. And so this is a really good long term measure of how scalable your business is, right? Like the higher the ratio, the more you just need to pump growth as fast as humanly possible, right? The more you make per client, the more you can afford to spend on marketing, the more you can afford to spend on marketing, the harder it's going to be for your competition to keep up with you. And so keeping that in mind, the long term game here is really just getting your cac, getting your cost to acquire a customer to a number that's respectable. 1500 is great. If it was 2000, that'd be fine. If it was 3000, that'd probably still be fine. And once our CAC is like, okay, then we just want to spend 100% of our time, effort and resources on increasing customer LTV, increasing the amount of time the customer sticks around with us, increasing the amount of money we make over the course of that time with us, and increasing the margin on that time, right? So making as much profit for as long a time as possible. I like to think of it as kind of the argument in personal finance of like budgeting versus making more money. Like you can only budget your way to spending $0 a month. And so if you make $1,000 a month and you spend zero and somehow live on nothing, then you're stacking a thousand dollars a month, which is not that much. That doesn't make you a millionaire. Like it would still take you a thousand months or 83 years to become a millionaire that way, spending zero dollars and just stacking away your thousand dollars a month. But theoretically you can make an infinite amount of money. There's no cap. And so you'd be in a much better position if you just spend $5,000 a month and live on 60 grand like the average American, but you make $10,000 a month, and so you have that split of $5,000 to go invest, and you become a millionaire five times faster. Or maybe you spend 7,000amonth, but you make 20,000, and so you become a millionaire. What's that, like, 13 times faster? It's the same argument here with CAC versus LTV. Right. We want to get our CAC to a reasonable number. That's your budget every month. That's how much you're spending every month. And we want to focus our efforts on making as much as possible because there's unlimited upside on that. Hey, if you like this video, you're definitely going to like this one. Go check it out and I'll see you over there.