You pull up to the hotel and a valet asks you if you want him to park your car. Is that the business owner? No, he’s an employee. But the business owner saw a need and put a system in place and hired that person to run the system.
You have 5 bags. A gentleman walks up to you and asks you if you need any help with your bags. Is that the business owner? No, he’s an employee. But the business owner saw a need and put a system in place and hired that person to run the system.
You check in, not with the business owner. You move up to your room and decide you are hungry but you don’t want to leave the hotel. You want room service. You pick up the phone and you call - not the business owner. They transfer you to the kitchen and someone answers - not the business owner. They give your order to the chef – not the business owner. They give it to someone to deliver it to your room – not the business owner. You eat, put the plate outside, go to sleep, get up the next day and the plate is gone – not by the business owner. You leave your room for the day and you come back and the room is clean by someone who was not the business owner.
Who gets some of the $500/night? Most people say, “The business owner.” Yes, that is true, but the employees get some also. They might say that the business owner gets the most money. That’s probably not true though because there are a lot more employees. But what is the difference? This is the magical question. Where is the business owner? He’s not there.
The business owner can be anywhere he wants to be because once they put the system in place, the money is paid to him through the system. In order for the employees to get some of the money, they’ve got to put in time. If they don’t put in the time, they don’t get paid.
That is exactly why we need to be working out of business ownership mentality – that is why we need the prospecting system; that is why we need the presentation system; the overcoming objections system; the referral system; the closing system; the recruiting system. You’ve got to master those systems so you can, in turn, teach them to other people.
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