In this episode, Aaron discusses the journey of growing a business at different levels of gross profit. He emphasizes the importance of focusing on gross profit rather than just sales revenue. Aaron shares insights and challenges encountered when crossing the $1 million, $3 million, and $10 million marks. He highlights the need for the leader to be the best salesperson and the importance of building a strong team. Aaron also discusses the need for systems, structures, and processes to support growth and the need to address bottlenecks and refine procedures as the business matures.TakeawaysFocus on gross profit rather than just sales revenueThe leader needs to be the best salespersonBuild a strong team and delegate responsibilitiesRefine processes and procedures as the business growsAddress bottlenecks and empower employeesCrossing the $10 million mark requires additional salespeople and systemsChapters00:00 Introduction00:55 Difference between sales and gross profit04:16 Journey to crossing $1 million in gross profit06:39 Growing the business from $1 million to $3 million09:02 Building a team of 3-5 people10:56 The importance of the leader being the best salesperson11:55 Key indicators and challenges in growing the business13:18 The first big jump: $1 million to $3 million15:38 Systems and structures for growth21:46 Preparing to go from $10 million to $30 million23:43 Refining processes and procedures29:30 Maturing the business and addressing bottlenecks37:33 Stuck at $1 million in gross profit40:23 Stuck at $3 million in gross profit42:09 Crossing the $10 million mark45:17 Conclusion

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