1. Stop Dreaming, Start Asking
Most people never pick up the phone. They overthink, hesitate, and wait for the “perfect plan.” Kagan argues that success starts with asking — for feedback, for help, and most importantly, for the sale.
“No ask, no get.”
Reframe rejection as progress. Each “no” moves you closer to a “yes.” Build your “Ask Muscle” by aiming for 100 rejections a week. Persistence reveals that most “no’s” are really “not now’s.”
2. Find the Right Problem to Solve
You don’t need a billion-dollar idea — just a real problem people will pay to solve.
- Find a problem people are already struggling with.
- Craft an irresistible solution.
- Validate before building.
“Customers want solutions, not ideas.”
Start with your own frustrations or problems you’ve solved before. Look for signals of demand on Reddit, Amazon Bestsellers, or marketplaces like Etsy and eBay. If people are already buying something, you don’t need to invent demand — just serve it better.
3. Validate Fast: Get Three Paying Customers
Validation means getting three real people to pay you within 48 hours.
That’s it — no logo, no fancy website, no product yet.
Talk to your “Dream Ten” — people in your network who could be ideal customers. Have a real conversation: listen to their problem, offer a quick solution, and ask for money.
“Everyone’s interested until they have to pay.”
Your offer should be simple:
Price + Benefit + Time → “I’ll fix X problem for $50 today.”
Follow up with feedback. Rejections are opportunities — ask why not, who else might be interested, and what would make it a no-brainer.
4. Focus on $1 Before $1 Million
Most entrepreneurs obsess over scaling before selling. Kagan reminds us that all great businesses start the same way — with one customer and one dollar earned.
Define your Freedom Number — the monthly income you need to live life on your terms (e.g., $3,500). Once that’s clear, your motivation skyrockets. Forget “someday.” Your goal is to hit that number first.
“Who you are, what you have, and what you know right now are enough to start.”
5. Build an Audience and Community
Once you’ve validated your idea, it’s time to build a community that knows, likes, and trusts you.
Kagan says: “People do business with real people — not faceless brands.”
Start by defining your Unique Angle:
- Who are you?
- Why should people trust you?
- What are you passionate about?
- What do you do for others?
Choose a single platform where your audience hangs out (YouTube, LinkedIn, Instagram, etc.) and start posting. Document your journey, don’t lecture — “How I…” instead of “How to…”.
6. Use Simple Systems for Growth
Once people start following you, create lead magnets (like checklists or templates) and collect emails through a simple landing page.
Email is still king — aim for a 20% open rate and personally engage with early subscribers.
Then apply the Law of 100:
Do 100 reps before judging your success.
100 emails, 100 videos, 100 customer pitches. Mastery and momentum come from repetition, not perfection.
7. Grow Smart and Stay Accountable
Growth doesn’t come from luck — it comes from clarity and focus.
Ask yourself:
- What’s my one goal this year?
- Who exactly is my customer?
- What can I double down on that’s already working?
- How can I delight my first 100 customers?
- How would I double my business with no money?
Schedule your priorities, color-code your calendar, and front-load your most important work.
Find an accountability buddy and share your weekly goals. Accountability, says Kagan, is a superpower.
8. Design Your Dream Year
Finally, imagine your ideal year — where you live, what you do, how you feel — and reverse-engineer it. Turn dreams into specific, measurable goals across Work, Health, Personal, and Travel.
Print them out, share them with someone you trust, and make sure your calendar reflects your priorities.
“Show me your calendar, and I’ll tell you what matters most to you.”
đź’ˇ Key Takeaways
- Act fast. Don’t wait for perfect conditions — start small.
- Ask boldly. Every “no” brings you closer to “yes.”
- Validate first. Get three paying customers in 48 hours.
- Build trust. Share your journey and help others.
- Commit to 100 reps. Momentum beats motivation.
- Surround yourself with doers. No one wins alone.