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CHAPTER 4 BUILDING A BUSINESS THAT WORKS... WITHOUT YOU

right, you have to do it yourself.' And 'if I find or train someone
who can be as good as I, they will leave and take all my
clients away.' It is this fear and small mindedness that causes
many of them to focus on doing the work (i.e. training and
teaching) themselves, instead of developing a system and
hiring other trainers to take care of the operational work. As
a result of their mistrust and their fear of letting go, they are
forever trapped doing the work themselves.

The same is true of any other kind of business. I have a friend
who is a self-employed dietician/nutritionist. Her talent in
developing customized weight-loss menus and her personal
touch in dealing with clients assures her a steady stream of
business. But alas, she too is working her tail off and her
business has no chance of growing. She will probably never
be able to retire. Again, she has the mindset that she is the
only reason her customers are happy and that no one can
replace her in getting the job done. She also lacks the
knowledge and skills set to systemize her business functions
and train other people to run the system while producing
the same quality result. While she is certainly good at what
she does, this woman is not a true entrepreneur but a self
employed professional.

So, you have to begin with the mindset that you are going to
build a business that is able to produce the same consistent
result, whether or not you are working in it. Think of a business
as a money-making machine. Your job is to build this machine
that can be sold to anyone and replicated all over the world
in order to give you a recurring and ever growing stream of
income. In the rest of this chapter, I am going to show you
exactly how you can go about building this business system-
money machine. This whole process is known as the business
development process...

110 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES