Answer:

The difference between 6 figures and 7 figures, and 7 and 8, is not you spending more time working. It’s being strategic about how you’re working.
 
The first phase for me when I launch any of my businesses or I work with entrepreneurs directly, is figuring out the what and how. What you’re selling and how you’re selling it.
 
Some people get there fast, some it takes a long time. It took me a few years to figure out my what and how. But as soon as you figure that out, then it blows up fast.
 
As soon as you can say, “I am selling this product and I found out it’s converting through a webinar.” Or “I have this product and we’re selling on the phones.” You figure out the what and how, then it’s so easy to scale; you just turn the heat up.
 
But most people never figure what and how they’re selling. That’s why they have to hustle, selling a little of this and a little of that… but not getting anything that’s consistent.
 
Or they may know what they’re selling but they don’t know how to sell. Let’s say they’re selling this really good product, but they don’t know how to sell it. So they’re jumping from platform to platform, but they never get more than 6 figures or so and they’re stuck. It’s because they haven’t figured out the what and how. As soon as you identify that, boom, it takes off. That’s the first thing.
 
The second thing is the characteristic that makes you successful.
 
There’s a lot of important characteristics, but probably the best one is understanding that you don’t  have all the skills you need to make this work.
 
I am not superman. I’m only good at one thing. Luckily that one thing is getting a whole bunch of really good people together to create something amazing.
 
Being self-aware is the best skill you can have. I’m good at jumping on a mic, yelling and then dropping it, but I can’t focus for more than 30 seconds.
 
One of my first mentors, Alex Mendossian, told me every business needs a starter and finisher. You need to figure out who you are and then find the other person and partner with them.
 
I’m a great starter, but I suck at finishing things. I’m not technical, I need a techie person.
 
You have to identifying what you’re good at and then find a team of people you can bring in. Bring in the right people that compliment what you do and you can grow together.
 
I’d say that’s the most important skill. If I said, “sales” that’s not always true. With some companies, you don’t have to be the sales person. It’s figuring out what you’re not and then building the right team.