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" Be honest: if your pitch is 90 minutes and you only have 60 set aside for a business lunch or a cup of coffee, there is no way that you can give an honest representation of your company or products. You're lying to yourself and wasting your own time as well as that of your prospect or partner. "

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" When you consider how many people are really not good at communication in general and interviewing in specific, it's no wonder that many companies struggle to build high-quality partnerships - or even staffs. "

Michael E. Gerber

Communication

Good

People

" The deciding factor of why some entrepreneurs are successful and others fail is not limited to your DNA or your education; it is about the actions you take as the leader of your business. "

" Empirical and observational data along with a healthy dash of intuition often have to be combined as business owners begin to look outward, not inward, at what solutions they can provide to their customers. "

" The entire idea of building a series of systems in a business is simply this - to create the tools that allow you, as a business owner, to increase productivity and get the job done. The idea behind these systems, of course, is to quit needing your judgement or input in every area of the business. "

" We all know that Ray Kroc founded the McDonald's franchise back in the 1950s, and it then became the most successful business enterprise in history. "

" If you haven't created the time as an owner to understand why people are choosing your model over your competition, then you are only managing the business that comes in the door, not actively seeking it out. "

" Look at what is average in your area, your industry, and your company and then be better. That could be as simple as reading another book each month or attending a seminar each year. On the other hand, it also means acknowledging what 'average' actually is and how you, as the owner, arrive at that figure. "

" I've said it for four decades - work 'on' your business, not just 'in' your business! "

" In my experience, most small businesses are worried about the client fulfillment - 'getting the Job done' - and lead generation far more than they are in how the sales process flows. "

" Most people who go into business for themselves and, therefore, believe they are entrepreneurs, are doomed to struggle because they don't have a true Entrepreneurial Perspective. They have a Technician's Perspective. "

" Most people view coffee and lunch as personal time, not deal-making time. Unless the person you're meeting understands that this is a working lunch, then they may not even think that this is a serious business conversation. "

" The entrepreneur rarely thinks in terms of what he or she wants, but dreams about results - always results and nothing but results - that can solve someone else's problem or contribute to making someone else's life better. "

" No matter what your company does - build, manage, produce, import - as an owner, you can't avoid the hard work and skip straight to success. No class can give you that, no YouTube video can teach it, and no book can mark it off your list. "

" I don't know why the word 'solopreneur' is in our lexicon. Nobody can physically do it all by themselves, and more importantly, why would they want to? Being the sales team, the HR department, management, and production all by yourself is terrible. Period. "

" Being an entrepreneur is more than a matter of simply starting a business. "

" If you are planning to start a business, and if you want that business to have a hope of succeeding, be sure you are approaching your venture from a true Entrepreneurial Perspective. "

" I'm not here to tell you what your average needs to be, but it would seem to me that one way to protect yourself, as an entrepreneur, from the dreaded average is to understand what that looks like in your industry, your business, and your personal life and take the steps to be above average. "

Michael E. Gerber

Life

Business

" It's fashionable to use terms like 'sales funnels' to describe the sales process for many companies, and it is true that the funnel design is very appropriate for the digital world, but despite all the prose written on sales funnels and the like, my question is still the same - when do you close your sales, and how long does that take? "

" You can't be the accountant in your accounting firm. You can't cut the grass in your landscaping business. You can't work on the vehicles in your auto repair shop... And you really can't spend all of your time managing those actions, either. "

" The Internet is fundamentally free, and when faced with the decision to use something free, we, as humans, always seek to grab all we can. "

" Your first job, as an owner and an entrepreneur, has to be to understand how the business is going to actually work. "

" Understand this - as a new company, if you don't know how to get interested prospects into your company, then you don't have a company. At the same time, if you, as a owner, have to drive every lead into your business, then you need a real lead generation strategy. "

" 'Product life' is measured in months, not years, and as soon as you introduce a 'product,' understand that others in your business are going to reverse engineer it to duplicate the results after they circumnavigate the patents, the trademarks, and the intellectual property. "

" The Entrepreneurial Perspective is absolutely necessary for the creation of a great, growing business. "

" Your success has to be measured against yourself - a decade ago, last year, or yesterday. "

" Remember, if your business isn't making money, then you and your employees aren't, either. "

" One of the biggest challenges we have, as business owners and people, is that we think in linear terms. "

" If you are with five successful people, then you are the sixth successful person. The reverse of this is true as well, so who are you hanging out with? "

" As with anything we do as entrepreneurs, researching how our businesses impact and influence our customers and our markets - and our world - is critical to building something of value as a business. "

" Opening a business is going to be hard work, no matter what choices you make. If you decide to fall on your sword and just slog through all the work as an operator instead of an owner, then you take responsibility for the entire operation and the actions of the business. "