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" ... In the conversion phase, the goal is to create a product or service that solves a real problem for real people. The bigger the problem you help solve, the more money will likely flow your way. Think outside of the box here, and really focus on subniching down. Make sure you understand "no man's land" and how to avoid it. If you cannot be the cheapest option in a specific industry, then it serves you no real value to be the second-cheapest option. In that case, be the most expensive in your subniche, and then overdeliver at that price point. ... "