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how do you invoice clients how do you get paid you can do all the work all the marketing and all the sales but until you send that invoice and get paid you're not really in business josh is canada's top business consultant my name is desmond soon and josh is the author of this book the 100 miss you know of entrepreneurship versus the chainsaw now josh talk about invoicing because everyone wants to know about how do you send that invoice if you close the deal you did the marketing you got this client you're excited but did you really close the deal until you send that invoice and how do you avoid you know not getting paid as well too i mean we talk about it sometimes that no deal is actually closed until you've been paid all right yeah and when it comes to invoicing sometimes people feel bad about it it comes from their deep rooted you know feelings about money that money is evil instead of an you know exchange of goods and services is a good thing right so you know people avoid it because they don't like it right yeah they have negative connotations they ask for the money right that's right but it's it's such an important part of it right yeah so i mean the very first thing that we have to you know consider is the frequency of which you're going to invoice okay it's extremely important right now the absolute bare minimum where i've ever seen anybody succeed is monthly right this is the bare minimum invoicing monthly right invoicing month later right so because the the amount that the frequency of which you invoice reduces your risk significantly right so but it's this is very easy to drift here so some people are going to think that okay i'm going to invoice monthly okay but i mean if you're invoicing monthly i mean you are invoicing every single month on the 1st or the 31st or the 15th i don't mean like some months you do it on the first and some months you do it on the fifth and some months you do it on the 10th right i've never seen anybody succeed long term where their invoicing is a monthly which is the maximum time parameter i've ever seen work in any business and then b if it is if you are dealing with that maximum time time parameter you have to be extremely disciplined about the day that it happened and josh even in your book here you have a quote you said 94 of invoices take over 30 days to get paid and that's by paystone right so it's cash flow it's the the lifeblood of your business and if you're not getting paid how are you paying your employees how are you covering your marketing how are you covering all your fees that's right businesses fail because the customer's cash flow team...