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" Small business owners and entrepreneurs worthy of the title need to build systems that replace themselves. "

Michael E. Gerber

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" There are three things that can be organized: time, space, and work. Note that, despite what many believe, you cannot organize people - you can only organize the work that people do. "

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" If opening your own business is the dream, then it must start with a Dream - not only to understand what it is that you want to do, but also, how you are going to build something better than the same chaotic environment you just left. "

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" 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. "

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" Your success starts with how you are able to get clients in the door, get their business, and leave them satisfied. If you, personally, have to spend too much time doing that, you have simply bought yourself a job, not an enterprise. Take hints from success stories all around you! "

Michael E. Gerber

" You did not disturb Hemingway before noon on Monday through Friday - he was in his office, writing the books that made the lifestyle possible. "

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" 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. "

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" People crave predictability, and when you design and use systems, you give people predictability. More importantly, when you build systems, they can help you orchestrate, and orchestration helps you create the habits that continuously improve the systems! "

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" As an entrepreneur and a small business owner, you are intimately familiar with goals. You've dreamed of the 'right' ones, you've projected 'real' ones for the banker and the investor, and, secretly, you've imagined how life can be if you can reach the ones you've set. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" Trendy gadgets and edgy pitches inevitably get replaced due to the fickle nature of the buying public, but a business designed from the start to play big has the ability to weather trends and redirect itself to venues and products that its customers want and need. "

Michael E. Gerber

" As a small business owner, you may not have the luxury to throw good money after bad, but if you can ascertain the 'why' of the failure, you can draw some significance from it and then turn it into something that clients will buy. "

Michael E. Gerber

" As the owner, you have to look into the mind of the customer and see and feel how their relationship to your product works - not just that the product works. "

Michael E. Gerber

" More than a few studies have shown that the five people you spend the most time with represent you - so you need to decide - who do you want to be? "

Michael E. Gerber

" Build a company that changes the way things get done! "

Michael E. Gerber

" Every life a legacy, every small business a school. "

Michael E. Gerber

" Take the time to create an easy-flowing process that makes the sale, saves time, and gives you the best chance to scale a system that can pay off as you grow and scale. "

Michael E. Gerber

" The kind of work you do, when you do it, how much of it there is, and who you delegate it to are often the cause of the quasi-schizophrenic behavior seen in many business owners and entrepreneurs. "

Michael E. Gerber

" There is always going to be someone more successful, richer, better looking, or with a nicer car. "

Michael E. Gerber

" No matter what, the entrepreneur must strive to be above average and, at the same time, understand what is driving those averages they are seeking to beat. Take the time to understand and test the metrics you are using, and then you can not only set the average, you can exceed it. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" The number of businesses that fold due to bad partnerships is staggering. In some cases, they are charlatans, in others inept business people, and others find themselves unable to scale with any growth. "

Michael E. Gerber

" People who lack the skill of discrimination tend to believe that everything is of relatively equal importance. "

Michael E. Gerber

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

Michael E. Gerber

" I'm not really into the business of giving out tips, but if you are not using an all-encompassing software to integrate and sync your schedule, then you might be losing time. Most of these are free, and they can allow you to keep track of everything in one place and then access that from your computer, phone, or tablet. "

Michael E. Gerber

" Here's the problem with phones - they are a ready-made diversion from the considerably harder work of growing a business. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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. "

Michael E. Gerber

" 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? "

Michael E. Gerber

" Entrepreneurship requires an unvanquished spirit of curiosity, an openness to learning, a letting go of OldCo so you're free to create NewCo. "

Michael E. Gerber