I've been in business for 14 years. Acquisition.com. Our portfolio does over $250 million per year.

Nine weeks ago, just at $106 million in sales alone, making the Guinness fastest selling

nonfiction book of all time. We doubled the formal record. And so that is just my credibility

for what I'm about to share with you, which is 12 of the most important kind of rules of thumb that I've learned or picked up along the way in my business career that you

can use to analyze your business to know where you are versus where you could or should be

whether this is a problem to solve or something that you just need to manage and pay attention to.

And so this will help you allocate where you're spending your time within the business

with a clear

yes-no answer of am I doing a good job or not. So let's dive here the first one. The first one

is close rates versus pricing. So if you sell people stuff, now this would be specifically

for people who sell with a salesperson in person or a salesman online. So on the phones or Zoom, if that's how

you fancy it. I want to kind of give you kind of a tier ladder list to think through in terms of

rules of thumb. And so the reason that there's a relationship between obviously price and

close rate is that if you lower the price, we know our old supply demand curves. If you lower

price, demand goes up, et cetera. The idea is, if you're closing

at 80% or more in whatever you sell, so four and a five people you talk to buy your thing,

you were typically underpriced by three to four X. That might sound mind-blowing to you,

but that is just the data that I've, again, will use of thumb that I've

selected over many years of business. Now, underneath of that, let's say that your closure isn't

necessarily over 80%, but let's say it's 60 to 80. So you're closed in between, you know,

three and four out of five who are there. You're probably underpriced by between 2 and 3x.

So if you're

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