Why Did Claude Hopkins Say to Stay Close to the Money?

David Senra, reading Claude Hopkins, says the counsel is to get off the expense side of a business and stay close to the money. Hopkins started as a bookkeeper. A bookkeeper sits on the expense side, so he asked who was making the money. The change he wanted was to stop being treated as an expense by the owner and become the person bringing the owner more sales.

The pay he describes follows that proof. Once he could say he had brought in more than a million dollars of toothpaste sales, the ask was $200,000 of that million. Senra gives the counsel to young men, and he adds young women as his own guess. He states the instruction twice in a row: stay close to the money.