Chapter 3Philosophy: What You Believe Will Inform How You Act
Hydraulics: Raise Fees and Reduce Labor
We've established that wealth is represented by discretionary time, not money in the bank or huge yachts or a dozen homes. Money can be fuel for wealth, but since we're all refugees from large companies, our passion has to be about freedom and agency, not coins.
To reduce your labor intensity commensurate with raising fees is not oxymoronic but rather synergistic. That's because we know that your presence isn't what's important, and the less presence the less labor.
A good financial advisor will tell you that paying down debt is as important as saving. The parallel is tight: Reducing labor is as important as making money.
What are your corporate friends and acquaintances doing? They're up at dawn, commuting by 7:30, working until 5:30, commuting until 7 and then trying to have dinner, talk to the kids, play with the dog, chat with the spouse, watch some TV, and get to bed. I'm exhausted just writing that. It makes no sense to have two homes if you can only live in one. I have four vehicles in my garage and I have plenty of time to drive all of them.
Here's how to market your services while reducing your time and labor:
- Do not deal with non‐buyers.
People in human resources or learning and development are rarely buyers. (I call ...
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