A (0:00)

Let me tell you about Intuit QuickBooks. When I was starting out my business, I remember sitting at my desk late at night not working on my business but cleaning up numbers, tracking and reconciling payments and wondering how this became my life. But once I automated the admin side of things of my finances, those nights had disappeared and I felt a whole lot better. Outdo it with intuit QuickBooks QuickBooks is the trusted end to end solution that businesses rely on for getting paid, managing finances, paying employees, finding new customers and more. QuickBooks provides a team of AI agents and trusted experts, so doing it yourself no longer means doing it alone. Their payment agent gets you paid faster, their customer agent finds leads, follows up and secures more sales, and the accounting agent automates and categorizes transactions. Get your critical business jobs done with QuickBooks on the Intuit platform. The all new five year business boost from Comcast Business it's the certainty of a price lock for five years on qualifying Internet bundles plus the most reliable WI fi with their best equipment. And ask about a $500 prepaid card when you add two lines of mobile. The five year business boost only from Comcast Business powering possibilities ends 22226 new customers only one year contract required for guaranteed rate. Five year pricing applies to monthly service charge excluding taxes and fees. Best WI Fi based on Open Signal Awards USA Fixed Broadband Experience Report May 2025 In 2012, I was a schoolteacher living paycheck to paycheck. Twelve years later in 2024, I sold my business for life changing money. But it wasn't because I worked harder and it wasn't because I got lucky. It was because I finally learned the math. Most people never make a million dollars because they're breaking the fundamental laws of the marketplace. Today I'm going to give you three rules I use to scale webinar ninja to 30,000 customers and millions in revenue. Follow them and you will succeed. It's inevitable no matter what your circumstances are. Welcome Back to the $100 MBA Show. I'm your host Omar Zenholm where I deliver practical business lessons three times a week, Monday, Wednesday and Friday to help you start, grow and scale your business. If this show has helped in any way, it would be amazing if you could drop us a quick review on whatever app you're using to listen to this podcast right now. It helps me and my team bring new episodes every week and more importantly, more entrepreneurs will be able to discover our podcast so you can help someone else start their journey. Thanks so much. Rule Number one, all offer something valuable. I was living paycheck to paycheck in my teaching job. Not because I wasn't working hard. I was working my tail off. I was working from 7am to 5pm every day. In the evenings, I was grading papers at home. I was spending my weekends taking students on field trips. I was getting paid peanuts for all that hard work because what I offered was just not that valuable to the marketplace. Now you might say to yourself, omar, no, wait. School teachers, they're valuable to society. Yes, in the mind of people, school teachers are respected. But my paycheck proved I was not valuable to the marketplace. And that is the bottom line. So as a business owner, your first and most important task is to sell something valuable to your customers. For example, with webinar Ninja, I sold a webinar software to business owners who wanted to use the power of webinars to make more money. That's valuable. They gladly paid for a tool that costs maybe $99 a month or even $399 a month if it made them tens of thousands of dollars every month or even every time they ran a webinar. Think about it. Why do you pay for Netflix or Spotify or Amazon Prime? Because it's valuable to you. It saves you time, it saves you money, it gives you joy. It's valuable. So if you're having a hard time selling whatever you're selling, the hard and honest truth is it's just not that valuable to your customers. If you want to make a million dollars in a year, that's a short period of time. It has to be easy to sell. Your ideal customers should be rushing, like running to buy your thing. With webinar Ninja, my software, it was one of the easiest things I ever sold, including selling my Halloween candy that I got for free at 11 years old to my friends at school. Right. Webinar Ninja had no complex funnels or sales processes. Customers literally went on the website, signed up for a 14 day trial, got charged after the trial, and they stayed on as customers because it valuable to them. Period. Here's a dead simple rule to follow. Your income is a reflection of the size of the problems you can solve and how well you can solve them. That's it. Point blank. If you solve big problems, you get big money. Going back to teaching, I was teaching English to students. I taught English as a second language in Dubai. The problem that the students had and I was trying to solve is that they didn't know how to communicate well in English. It's a problem, but it's not a huge problem. It can be solved without me. Honestly, some of my best students had great English skills just by watching Hollywood movies and listening to hip hop. All right. Also, there are plenty of other people that can teach English. So my value is not so great. Compare that to my business and my product, Webinar Ninja. It solved a big problem. Business owners were not selling enough of their products and services to stay in business or to grow their business. If they don't solve this problem, they're in big trouble. They're willing to pay because the problem is super big, it's super painful, and it's urgent. The marketplace does not care about your title, your experience, or even your charm. It cares about your usefulness. Rule number two, you must become more valuable. A million dollars in your bank account in one year is exceptional. So you must become an exceptional person that is able to create value in the marketplace. You get it? The only way to create something valuable is if you become more valuable. Where else is the value gonna come from? It has to come from you. The best thing I did when I was in my teaching job is I took some advice from Jim Rohn and here it is. Learn to work harder on yourself than you do on your job. He said, if you work hard on your job, you'll make a living. If you work hard on yourself, you can make a fortune. So the most reliable way to earn more money is for you to become more valuable. You. You are the greatest asset in your business. Invest in yourself and you'll be able to create valuable products to sell. To create my business, Webinar Ninja, I had to learn a few things. I had to increase my value. I had to learn how to be an above average communicator and gain some basic sales skill so that I can pre sell Webinar Ninja. To get my seed money from my first customers, I had to learn basic finance and economics to make sure my business was profitable. I learned basic coding so I can learn at least how to evaluate my first developer when they created the first beta version of the software. I read books, I went to conferences, I took online courses all while I was still in my job so that I can become more valuable. The bottom line is that you get paid for how much value you offer the world. If you want to get paid, become more valuable so that you can create more valuable things for the marketplace. Now, I'm saying this because this is something you're going to continue to do. You're going to continue to do this throughout your career. So that you can make more and more money and increase the value of your business. If you've been a listener of the show for some time, you know how much I believe that the little things really matter in your business. In fact, Nicole's got a keynote talk that she gives on stages called the Dollars Are in the Details. If you want to level up your business, if you want to take things to another place, you need to make sure you nail the basic stuff in your business, like how you talk to your customers and how you keep your team on the same page. A cleaner, more modern setup can make everything feel smoother, which is why today's episode is sponsored by Quo, spelled Q U O. The modern alternative to running your business communications. If you like to travel like I do, you're going to love Quo because Quo works wherever you are, right from an app on your phone or the computer and it lets you keep your existing number. Add new numbers or teammates in minutes and you can sync it with your CRM and rely on seamless routing and call flows as your business starts to scale. Quo isn't just a phone system, it's a smart system. Quo's AI automatically logs calls, generates summaries, and highlights next steps so nothing gets lost. Make this the year where no opportunity and no customer slips away. Try Quo for free plus get 20% off your first six months when you go to Quo.com MBA that's QU-U-O.com MBA Quo no missed calls, no missed customers One of the things that helped me grow and scale my software company, Webinar Ninja, was being able to find the right expertise, find the right talent at the right time. This is why I absolutely love today's sponsor, upwork. Upwork helped me tremendously scale my business by being able to move faster, find the right people and take the business to the next level. Upwork is a one stop platform to find, hire and pay expert freelancers across web and software development, data and analytics, marketing, business operations, and more. I meet some of the best hires I've ever made in my businesses through upwork. This is why I love the fact that they're partnering with us. Upwork helps you grow your business by giving you fast access to specialized talent across more than 125 categories so you can fill in skill gaps, launch projects faster and scale your support up or down without committing to full time headcount. And with Business plus, you can do what I always talk about, which is go for quality. You can access the top 1% of talent on Upwork. And with AI powered shortlisting, you'll get matched to the right freelancer in under six hours. Visit Upwork.com right now and post your job for free. That's Upwork.com to connect with top talent ready to help your business grow. That's up w o r k.com upwork.com Rule number three obsess about profit Margins Margins are not the most important thing. They are everything. Margins is how much you make in your business after expenses. It's the money you keep. It's the money that you get to have in your bank account. The fatter the margins, the more you keep. So if you want to make a million dollars in one year and your margins are 25% not that fat, you need to make $4 million in revenue to make 1 million in profit. Making $4 million in revenue in your first year is no easy fee. Let me do some quick maths for you. If your average customer spends a thousand dollars a year with you, you need 4,000 customers to make $4 million in revenue. Remember, we need $4 million in revenue to make a million dollars in profit. So 4000 customers is what you would need. That's a lot of customers, especially just in one year. But let's say your margins were 80% instead of 25%. By the way, those are typical margins for a business like mine, a SaaS business webinar ninja. You'd only need to make $1,250,000 to make a million dollars in profit because your margins are 80%. Which means if your average customer spends $1,000 a year with you, you would only need 1,250 customers instead of 4,000 customers. That's a lot more doable in one year, especially if you're selling a high value product. You could play with two levers to work out how many customers you need. The first lever is margins, which is really a strong lever. And number two is how much you earn in revenue per customer per year. Even a small increase in margins allow you to really gain a lot more money in profit. And quick tip, the higher the both are the margins and how much revenue you get from a customer each year. The less customers you need, the easier it will be to make $1 million in a year. Now the cheat code to all of this again is rule number one. Offer something valuable. That's why it's rule number one. When it's valuable, it's easier to sell and it's easier for you to hit those goals. If this episode resonates with you, and you're ready to be more valuable so you can create something valuable. Make sure you subscribe because we have an upcoming episode you don't want to miss called can you build a software business with AI in just seven days? I can't wait to share it with you. I also want to add, you don't need luck to do any of these three things every day. Offer something valuable. Work on increasing the value of your product. Number two, invest in yourself so you can do number one. And recruit other people in your team to increase your value and to continue to improve your product. It's going to come from you, right? Number three, increase your profit margins. If you do all three, you have the best chance, the best chance of making a million dollars in a year. I know this because I did it over and over in my businesses, including this one, my media company and podcast. Now, every time I didn't hit a million dollars, it's because I didn't follow one of these three rules. Now, this approach works no matter what your situation is, no matter your circumstance. I know because I've been through it all, okay? It doesn't matter if you're in a bad economy, if you're in a good economy. It doesn't matter if you're in a full time job or you have no job, if you have kids, no kids, a busy schedule, or you have limited time because you always control who you are becoming. You might not control your boss, you might not control your industry, you might not control the market, you might not control the algorithm. But you do control what you learn, what you practice regularly, what skills you stack within you, how valuable you become. That's leverage no one can take from you. Get this. I sold Webinar Ninja, my software company, but I get to take with me all the skills and who I became in the process. That doesn't go with the sale. I get to keep that and I get to keep the money from the sale. Of course. Can't forget that. But I got to warn you, there's a trap that keeps people stuck. People wait for more money before they invest in themselves. No, you have it flipped. Here's the order. Become more. You'll be able to deliver more and therefore you will earn more. That's where the money's going to come from when you become more. It's not the other way around. Every real income jump I've ever had in my life happened because I leveled up. It happened after I leveled up, not before. Even now I want to take my company from seven figures to Eight figures in profit. And I'm investing in myself and feeling quite uncomfortable because I know that's what I need to do so I can become more valuable to make more money. And by the way, you can exchange money with impact and you'll get the same result because the more valuable you are, the more impact you will make, which will equal more money. That's just the laws of the marketplace. So before I go, I want to leave you with this. If you want to earn more money, stop asking yourself, what should I do? Start asking, who do I need to become? Who do I need to become to be able to pull off what I want to accomplish? Because the honest truth is, is that if you were that person already, you would have accomplished what you wanted to accomplish by now. So say, for example, you want to make a million dollars in a year, but right now you're only making $70,000 a year. So you need to become the person that can pull off that million dollar mark. Otherwise you would be a millionaire by now if you were that person. So you have to become that person. You have to transform. You have to do things and learn and increase your value. And that's the truth that no one is telling you. And I need to tell it to you because that's my job, okay? That's my job to just give it to you straight. Just think about it. If you're in a job right now and you're working and you're getting paid a salary, would you be able to do that job when you were four years old? No. Because you don't have the skills as a four year old to be able to do that job. You gained those skills and became more valuable and therefore you got that job and are getting paid equivalent to that value now. You can earn more and you can build something great, but it's going to require you to become more valuable again. If this episode connected with you, I highly recommend you check out a previous episode that we published called three businesses you can start with no money upfront. Does your bank balance induce self imposed embarrassment? No worries, I've been there and I have your back. That episode will show you three profitable businesses you can start today with zero capital, no investors needed, just you and your willingness to make it happen. So check it out. If you found today's episode helpful and you want more practical business lessons to help you start, grow and scale your business, the best thing you could do is subscribe. Subscribe to this podcast, hit subscribe or follow on your favorite podcast app, the one that you're using right now. Whether it's Apple or Spotify or wherever you listen to podcasts by hitting subscribe you get our next episode automatically and it's the best way to support the show. It's absolutely free and it's a way for you to commit to growing your business. And now that you've subscribed, I'll check you in the next episode.