So Pam, go ahead and take it away.

Absolutely.

So pumped to share this with you.

So for 2025, Travis Makes Money podcast brought in $450,000.

And there was three ways that you made money.

So the first one was ads and sponsorship income.

And that was actually 70% of that $450,000.

It's a tall one.

want to be.

Exactly.

Like, I don't want to have the headaches of a $10 million company and no money.

I'd rather have a $3 million company or $2 million company with a million dollars of profit.

So it really, the problem is, is everything in the entrepreneurial founder world is focused on sales.

Everyone's talking about revenue.

Top line, top line, top line.

So what money belief or like financial habit most commonly prevents entrepreneurs, you know, who are super ambitious from creating lasting personal wealth or even when the companies are generating significant revenue?

Have you ever thought, I just need more web design clients, I just need to book more

projects, and then

And then definitely go listen to the full episode number 205, where Pam breaks down the exact formula for figuring out what you need to charge to run a business that's profitable and sustainable.

So I'm shaking my head vigorously because so many service providers underprice their services because they don't understand all that goes into it.

They have money trauma.

When they should be charging $8,000, they're charging $3,000 because they feel that they're not worthy of it or they don't have enough experience for the $8,000 build when it really should be an $8,000 build.

So when it comes to pricing, the first thing is most of you are not charging enough.

And I'm just here for it.

They base their pricing on... what they think their skills are worth, what they think the market value is, how should service providers be approaching their pricing in relation to everything that we just discussed?

Absolutely.

So I'm shaking my head vigorously because so many service providers underprice their services because they don't understand all that goes into it.

They have money trauma.

When they should be charging $8,000, they're charging $3,000 because they feel... a self of like that they're not worthy of it or they don't have enough experience for the $8,000 build when it really should be an $8,000 build.

So when it comes to pricing, the first thing is most of you are not charging enough, and I'm just here for it.

We work with hundreds of entrepreneurs, and then the last 18 months, the biggest problem that we've seen in six, seven, multi-seven-figure businesses is pricing.

So

So it's sort of like the cash flow management piece is a little bit more unpredictable, I suppose, because sometimes the advertising payments are all over the place.

Yeah, absolutely.

And when it comes to any business, you need to understand what time frame you're looking at.

So right now we're just looking at Q1.

But if we were to look at a rolling 12 months, that absorbs more of the ups and downs of the weird timing of people paying us and things not coming in on time.

So talking about the costs.

Overall, our cost to deliver, our direct cost or cost of goods sold for Q1 was $37,000, which is just under 27% of every dollar.

So it's like, well, we got to, in my mind anyway, it's like, well, we got to keep those things going, keep the flywheel of content going because we're putting so much effort into creating the content that we may as well like post it wherever we possibly can at as high of a volume as we possibly can just to continue getting more eyeballs and everything that we're creating.

Yeah.

Yes.

Thank you, Ronald Reagan.

Like you need to understand that if this is what you did last month, compare it to the previous month.

And if all of a sudden there's a five, $10,000 swing somewhere, like that's the time to ask a question and make sure you're getting reports in real time.

Because if you're getting your reports from three months ago and something's wrong or missing, that's three months of time where you just lost money.

or someone took advantage of you, or you overpaid for something that you shouldn't have.

I guess, why is it really important to have somebody who truly understands taxes, not just somebody who's doing your taxes? There's a big difference between a tax strategist and just an H&R Block professional or whatever.