“Nothing worthwhile happens overnight, Robbie,” Sebastian explained. “You have to stick with it. Starting a professional service firm is difficult. Just because you’re in a white-collar financial firm doesn’t mean it’s going to be an easier sell or startup than a blue-collar company. Let me
give you a good example. Think of good ol’ Jake, who runs the janitorial service in your office building. He didn’t just start with six vans and a clean-up crew of eight in each. He started with two guys, a pick-up truck, and a bottle of bleach. They did a good job with their first client, and that person told a friend about them. The next week, they had two jobs, and the week after that, they had three. It’s a matter of people getting to know your name. You’ve gotta establish yourself by earning their trust. That’s all the more important in a business where you’re dealing with financial information. It’s all about staying in the game! Keep your head in the game and keep grinding, and you just never know when something
is going to really pop.”