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The tutorial discusses common reasons why 86% of people on Upwork never earn money despite sending proposals. Key issues include: 1) Focus on self rather than client needs – proposals should start with what the client wants instead of “I.” 2) Prioritizing quantity over quality – sending numerous proposals without making significant changes is counterproductive. 3) Rapid-fire proposals – hastily submitted applications often don’t convey genuine interest. The speaker offers a successful cover letter template, claiming it earned over a million dollars, emphasizing that understanding client needs and crafting quality proposals are crucial for success on Upwork.