What are the patterns that you see typically with newer clients that come to you when it comes to their finances? So

several.

One of the patterns when someone's starting out is they probably don't charge enough.

because you're charging what you need to make as a solopreneur without thinking that, well, besides making profit, you also need to pay taxes.

And you also, in the future, in the near future, if you're scaling, you're going to need to hire people.

So I realized when I was about two years in, my second year in, I was getting overworked and I needed to hire.

And that's when most people hire, when they feel like they have to hire because they have too much work.

What is your suggestion when it comes to owner pay?

And have you ever run any ads or done anything like that or is...

Yes.

So now I do.

I started at about, and pretty late, you can probably start a little earlier, at about a million dollars in sales.

I started rolling out ads and marketing and building a sales team because I wanted to have predictable revenue.

You can't predict anything if it's just referrals, referral-based.

And also, I want to build a business just like I tell everybody else to build their businesses is I want to build a business that is sellable, which means that the founder can't be in anything and the business can't be dependent on the founder.

Uh, have you learned any type of ads that work better for you than others? Do you only advertise on LinkedIn or where do you run ads?