Most entrepreneurs obsess over “building the list.” But leads don’t pay the bills—customers do. This blog breaks down why timing and context matter more than volume, and how shifting from lead-chasing to customer-creating can unlock real cash flow, faster growth, and a scalable business.
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Let me take you back to the beginning.
Back when I believed down to my bones that the answer to everything in business was simple:
BUILD. YOUR. LIST.
Every guru screamed it. Every podcast whispered it. Every book, blog, webinar, and DM carried the gospel of it:
“Build your list, and they will come.”
And look, that advice isn’t wrong. It’s good advice.
But here’s the problem…
👉 Good advice, taken out of context, becomes bad strategy.
I used to hammer this into my own team: grow the list.
Fill the top of the funnel. Dump more leads in.
MORE. MORE. MORE.
But then something started to click.
We began working with:
➡️ Real estate agents ➡️ High-ticket coaches ➡️ Entrepreneurs doing all the “right” things—YouTube videos, Instagram reels, lead magnets, the whole circus…
And yet?
Crickets.
No deals. No closings. No clients.
That’s when I realized something.
They weren’t wrong…
They were just early.
They were doing the right things—at the wrong time.
And that’s when my whole ethos shifted.
Because in real estate? The fastest path to a commission isn’t posting a reel.
It’s not mastering YouTube SEO. It’s not even generating 1,000 cold leads.
It’s holding a damn open house.
Why?
Because that’s where real, qualified people—actual customers—show up. In person. With intent.
Not “leads.” Not “followers.” Not “interested.”
Customers.
So now, here’s the ethos I run my business by:
🛑 Stop chasing leads. ✅ Start creating customers.
Let me break this down.
There are 3 levels of business growth:
Most people obsess over step one.
But here’s the truth:
Leads don’t feed your family. Customers and clients do.
In fact, most of you don’t have a lead problem.
You have:
⚠️ A conversion problem ⚠️ A cash flow problem ⚠️ A timing problem
So we changed our approach.
We stopped building massive freebie funnels full of lukewarm traffic and asked one question:
💡 “How fast can we create a paying customer?”
That’s where our $7 marketing funnel came in.
Not a lead magnet. Not a freebie. Not “join my newsletter.”
A real offer that people actually pull out their wallet for.
Because my belief is simple:
💥 Those who pay, pay attention.
There’s so much free content out there… But if there’s no skin in the game, people don’t value it.
You see, when someone becomes a customer, the whole conversation shifts.
And when you have lots of customers?
You gain leverage.
You can:
✅ Reinvest
✅ Scale
✅ Outspend your competitors
You start using other people’s money (your customers’ money) to:
→ Buy more attention → Make more offers → Bring in more customers
That’s the game.
Let me show you the numbers.
📊 This month alone:
• $10,919 spent on ads • $13,331 in revenue from just one funnel
That’s profit on the front end.
Now we’re scaling. Likely to hit $20K in ad spend this month—all paid for by the system itself.
That’s not theory. That’s math.
Look… I’m not here to dunk on list-building.
But if your entire business depends on building a giant list before you ever make a dime…
You’re setting yourself up for pain.
You want a business that pays you:
Now.
Not “someday.” Not when your list hits 10,000. Not when the algorithm finally smiles on you.
Right now.
That means:
So here’s the new ethos: Memorize this:
“Everything works… But only if it’s done in the right order, at the right time, with enough volume.”
YouTube works. Instagram works. Funnels work. Open houses work.
But if you don’t have a consistent way to create paying customers today, it’ll all feel like a waste of time.
Start with what works today.
✅ For real estate agents → it’s an open house ✅ For coaches/info marketers → it might be a $7 front-end offer ✅ For you → it might be something else entirely
But I promise you:
This shift in thinking—from lead-hunting to customer-creating—will change your business.
It changed mine.
Stop chasing the list. Start building the ladder.
Lead → Customer → Client
And for God’s sake…
Stop doing the right things at the wrong time.
Context matters.
Cash flow matters more.
If this hit home, let’s connect. 👇 Drop a comment or DM—happy to jam on strategy.
What could be better than a knowledgeable, lively group of people who have a passion for what they do and are good at it, too? We have put together an extraordinary team of innovative, committed members who put client success first.
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