Eben PaganDiscovery Hub

Protect Money-Making Systems From Well-Intentioned Team Changes

Look for friction points and sticking points where your process falls over. Identify where things don't happen consistently and build systems to ensure they occur every time. The referral gap that cost one business $2.2 million is the classic example — no system, just hope. Use a three-tier time allocation: spend 60 percent of your time strengthening existing money-making systems, develop recent discoveries showing promise, and allocate 10 percent to testing future opportunities you believe in but can't prove yet. Critically, create controls requiring approval before anyone changes customer-facing copy or critical processes. Your entire team should know which systems are essential money-makers that cannot be modified without careful consideration. SPIN selling helps here too — asking strategic questions before presenting solutions positions you as having tools for specific problems.

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Look for friction points and sticking points where your process falls over. Identify where things don't happen consistently and build systems to ensure they occur every time. The referral gap that cost one business $2.2 million is the classic example — no system, just hope. Use a three-tier time allocation: spend 60 percent of your time strengthening existing money-making systems, develop recent discoveries showing promise, and allocate 10 percent to testing future opportunities you believe in but can't prove yet. Critically, create controls requiring approval before anyone changes customer-facing copy or critical processes. Your entire team should know which systems are essential money-makers that cannot be modified without careful consideration. SPIN selling helps here too — asking strategic questions before presenting solutions positions you as having tools for specific problems.

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    Find Friction Points and Build Systems to Eliminate Them

    Look for friction points and sticking points where your process falls over. Identify where things don't happen consistently and create systems to ensure they occur every time, like the referral system that cost one business $2.2 million.

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    Building Controls Around Your Most Critical Business Systems

    Create controls requiring approval before anyone changes customer-facing copy or critical processes. Make sure your entire team knows which systems are essential money-makers that shouldn't be modified without careful consideration.

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    The 60-30-10 Framework for Allocating Business Focus

    Use a three-tier approach: spend 60% of your time strengthening existing money-making systems, develop recent discoveries that show promise, and allocate 10% to testing future opportunities you believe in but can't prove yet.

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    SPIN Selling — Strategic Questions Before Presenting Solutions

    SPIN selling is a methodology that focuses on asking strategic questions to understand client needs before presenting solutions. It helps you position yourself as having tools to solve their specific problems.

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