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The 3 Day Entrepreneur: How to Build a 6 or 7 Figure Business Working Less

Than 3 Days a Week


Copyright 2014 William U. Pea
Foreword Copyright 2014 David Finkel. All Rights Reserved.
All Rights Reserved. No part of this book may be reproduced, transmitted, or
stored in any form or by any means whatsoever without express written
permission in advance from the author, except in brief quotations in critical
articles or reviews.
www.The3DayEntrepreneur.com

Dedication
To Matthew, my son, who gave me the best reason to work less, and set the right
priorities in my life
To my wife, Genie, who put up with me for the last decade, and is willing to continue
To my mentor, David Finkel, who gave me the faith that
I could, have my cake, and eat it too.
And to God, who has been, and will always be, my friend.

Contents
Acknowledgement
Foreword
Introduction
Part I: The Current State of Entrepreneurship
Chapter 1: The Great Entrepreneur Problem
Chapter 2: How Big is the Entrepreneur Problem, Really?
Chapter 3: Causes of the Entrepreneur Problem
Chapter 4: The Entrepreneur Problem Personas
Part II: Introducing the 3 Day Entrepreneur
Chapter 5: Who is the 3 Day Entrepreneur?
Chapter 6: The Benefits of Living the 3 Day Entrepreneur Lifestyle
Part III: The 3 Day Entrepreneur Mindset
Chapter 7: The Foundation of the 3 Day Entrepreneur Mindset
Chapter 8: Commitment 1: Creating Massive Value
Chapter 9: Commitment 2: Leveraging Time, Effort Resources and Money
Chapter 10: Commitment 3: Automating Everything
Chapter 11: Commitment 4: Never Ending Improvement
Part IV: The Lifestyle of the 3 Day Entrepreneur
Chapter 12: Ultimate Time Management: The 80/20 Task Manager
Chapter 13: Getting High Value Tasks Done
Chapter 14: Constant Evaluation and Improvement
Chapter 15: Creating a Success Routine
Part V: The 3 Day Entrepreneur Tool Box
Chapter 16: The Power of Strategic Thinking
Chapter 17: Building a Power Team
Chapter 18: Building the Best Systems
Chapter 19: Mastering Technology

Chapter 20: Using the Best Outsourcing Resources


Part VI: The Principle of Business Optimization
Chapter 21: The Optimal Marketing Strategy
Chapter 22: The Optimal Sales Strategy
Chapter 23: The Optimal Pricing Strategy
Chapter 24: Increasing Customer ROI
Chapter 25: Additional Profit Centers
Chapter 26: Maximizing Your Team
Chapter 27: Leveraging Finance
Chapter 28: Optimizing Operations
Part VII: The 3 Day Entrepreneur Challenge
Chapter 29: The 3 Day Entrepreneur Blueprint
Chapter 30: The 3 Day Entrepreneur Lifestyle Action Plan
Chapter 31: The 3 Day Entrepreneur Business Action Plan
Part VIII: Business Resources
Appendix A: Additional Business Resources
Appendix B: How to Make Money from a Lemonade Stand
References

Acknowledgement
Someone once said, that When you stand on the shoulders of giants, it is easier to see
over the mountain top. This book is a testament to that saying, since it was only
possible because of the giants I have had the pleasure to get to know and learn from
through the years. First, I want to thank David Finkel, who has been the greatest
influence in my life in the world of business. In a time when I had a lot of energy,
enthusiasm, but very little direction, you helped set me straight, and showed me the true
path of success in business and life. I also want to thank the other giants whose books
line my bookshelf, and who have been my guides in the past decade. These include
Brian Tracy, Neil Rackham, Dan Kennedy, Anthony Robbins, Ken Blanchard, John
Maxwell, Bill Cates, Michael Masterson, Chet Holmes, and the rest that are too
numerous to count.
To Tim Ferris who had the guts to boldly bring the idea of working less and making
more to the publics eye. To Scott Shane that had the determination to do the research
and show the true face of entrepreneurship.
To James Hunter who gave us the greatest book on leadership I have ever read, The
Servant.
I want to also thank the creators of Elance.com, and Fiverr that made finding a quality
team such an easy and fun experience. To my book editor Adina of Flamingo Design,
whose talented work helped turn my convoluted manuscript into an actual book. To
Morissa who patiently took my crazy thoughts and turned them into something people
could understand. To Bojan, who designed my book cover, and gave me the first
glimpse of what this book would be.
To my clients throughout the years, that paid me to experiment on them, and prove
that the principles in this book truly work. To the 3 Day Entrepreneurs who shared their
stories in this book, and who are living proof that you can build a 6 or 7 figure business
working less than 3 days a week.
Last, it is also said, that behind a great man, there is a great woman. Now I dont
claim to be great, but I do claim to have a great woman at my side. To Genie, the love of
my life, who has been a rock in spite all of the crazy that comes from living with an

entrepreneur. Thank you for believing in me, expecting the best from me, and forgiving
me when I was not on my best behavior.

Foreword
"Youre dropping out of college? Are you crazy? I can still remember the reaction
of my family when I shared that I was dropping out of college to start my first company.
(In fact, my sisters used even stronger language than that!) They were scared for me;
they were looking out for my best interests; they didnt want to see me get hurt.
But what can you do with a stubborn, know-it-all 21 year oldnot much. But life
sure had some real lessons for me. That first start up failed, and my family breathed
easier when I finished up my degree. That was until I started up my second company.
They were quieter about it this time through, but they still had their opinions. But I
knew I wanted to build something more meaningful than just a resume of jobs in
corporate America.
So I struggled, I flailed, I studied, and I persevered, until the day 8 years later I was
an overnight success. At that point I had built one of the most successful niche
business coaching companies in the United States, with over 1,500 clients and valued
between $10-16 million.
It was during this wild ride that I learned the flexibility of history. At first my family
and close friends thought I was crazy; later I become lucky; and finally, the day arrived
when I learned that they always knew I could do it.
I share this with you because youre at a critical cusp in your business life. A time
when you can choose to follow old patterns to get yesterday +/- 10 percent, or grab on
to a wholly new way of thinking about your business and enjoy exponential growth.
In his inspirational and concrete book, Will has laid out for you a detailed plan to
upgrade your approach to creating and growing a business. His approach is values
driven and has as its goal to help you create more by doing less.
Too many business owners try to brute force their way to successlonger hours and
longer work weeks. But growing your business based solely on you personally
producing more just further traps you in the business. Plus, there is a point past which
you cannot progressthere just wont be any more hours in the day, or days in the
week.
So whats the way out? Build a business, not a job. Look for ways to leverage your

time to create more value. Get clear on what matters most in your life and build your
business to support those priorities. All of these are themes covered in this book. Pay
close attention. Do the action assignments Will lays out. The impact on your business,
your family, and the world around you will be so worthwhile.
I still remember three questions that one of my business mentors shared with me after
I had built and sold my first company for a large payday. She looked at me and,
realizing exactly what I needed to hear, shared these three questions:
1. What matters most?
2. For the sake of what?
3. How much is enough?
Over time these questions have stayed with me, reminding me to keep my eyes on
what my or any business is really aboutcreating value in the world so that I can better
serve and contribute.
One of the things I admire most about Wills book is how intentional he is in his
methodology to build businesses and wealth. He gets that financial success is a means to
an end, not an end unto itself. All the dollars in the world wont create a home, or
nurture a family, or contribute to a community. But in the right handsyour hands I hope
the wealth you build will be a blessing on a multitude of lives. Enjoy this book and
let it be a great tool to help you succeed faster.
David Finkel
Founder and CEO of Maui Mastermind
Americas Premier Business Coaching Company
www.MauiMastermind.com

Introduction
I had never seen feet that small before. His hands were also so tiny compared to mine.
I also got a kick watching his hand curl around my finger when I touched his little palm.
Then the nurse handed him to me, and I took a gulp as I carefully took him in my arms.
He seemed so delicate; and he was a light as a feather.
As I looked at him, I felt a surge of conviction telling me it was time for me to change
the way I do things from now on. I saw his little face and I decided that day that I would
do everything in my power to help that little boy reach his fullest potential in life. I
decided I would do whatever it takes to help him succeed and give him the
encouragement he needed, so that he would feel that he could accomplish anything in
life he desired.
But I knew in order to do that, I needed to make the time to spend with him. I knew
that I needed to make the time to be with him, to eat with him, to walk with him, and to
cry with him. I knew the 60 hours or so a week I was working would not allow me to;
and so I knew it was time to make a big change in my life.
I remember one of my very first mentors, David Finkel, sharing his convictions to me
and a group of 200 other people at one of his seminars. He declared, I am not going to
work more than 3 days a week, because I want to spend time with my family; and I will
be successful regardless. Sure enough, he was, and he still is. I remembered his
pledge, and I made the same pledge in that hospital room, as I lay my new born son
down to get rest. I decided, I will never work more than 3 days a week, because I want
to spend as much time as possible loving and caring for my family; and I will succeed
regardless!
Its been 7 years since I made that pledge, and I have only worked, at most, 23 days
a week in the entire time. I have consistently earned 6 figures and I am on my way to
earning 7. All driven by my sole purpose, to make time to spend with my son, and help
him grow into the best man he can possibly become.
I didnt think it was possible at first, but I was determined to not short-change my
boy. Miraculously, opportunities kept appearing, clients kept coming, money kept
flowing and I was able to consistently enjoy a 45 day weekend with my family.

How was it possible? The answer to that question is exactly what I will share with
you in this book. I will share the mindset, principles, and lifestyle that I worked hard to
create in order to make my business revolve around my family life and not the other way
around. I will share with you the strategies that will allow you to use the same amount
of time and effort you are using now (hopefully less) and multiply your returns 4, 5, or
even 10 times as much as you are getting now.
I will also introduce you to other men and women, which I had the privilege to meet
on my journey, that are also working 3 days or less (some even as small as 1 and half
days a week). These individuals are also successfully making 67 figure incomes, while
spending loads of quality time with their family and loved ones.
My promise to you is that if you make the effort to put these principles and strategies
to practice, you will be able to work a 3 day workweek while building a 67 figure
business. Even if you only put a few tips in this book to practice, I guarantee that you
will be working a lot less than you are now, and making a lot more money than you are
now. You may even take it further and build great wealth for yourself and your family,
all while having plenty of time to enjoy the journey.
Though I do promise it will be simple; I cannot promise that it will be easy or
comfortable. Success never is. But if you are committed to expanding your comfort zone
to learn a new way of thinking and a new way of living ; then you are just a few
decisions away from living the exciting lifestyle of the 3 Day Entrepreneur.
So if you are ready, and the red pill seems palatable to you, lets see how deep the
rabbit hole goes

PART I
The Current State of Entrepreneurship

CHAPTER 1
The Great Entrepreneur Problem
Whenever you find yourself on the side of the majority, it is time to pause
and reflect.
Mark Twain

Did you know that the average business owner works approximately 10 hours a day?
Not only so, but they also work an average of 6 days a week...
And their one free day is generally spent worrying about the other 6 days!
What is really alarming are the statistics that describe how much all of this hard work
is paying off for the average entrepreneur. Consider these statistics from the book, The
Illusions of Entrepreneurship, by Scott Shane:
Approximately 67% of owner-operated businesses generate less than $10,000 in
profits annually.
The median typical profit of all owner-operated business is $39,000. (Federal
Reserve Survey of Consumer Finances).
The average self-employed person earns significantly less than the average person
that works for somebody else.
The typical entrepreneur earns less than the entry level salary of someone doing the
same thing, but employed by somebody else.
What do these statistics tell you? It tells us that all the long hours and long days, long
weeks, and big sacrifices were making to build a small business, is generating less
income and satisfaction than if we were to work for someone else!
Now, I dont know about you, but when I first decided to become an entrepreneur this
was not what I had in mind. I looked forward to the freedom from having to work for
someone else. I looked forward to the millions of dollars I would be pulling in. Also, I

looked forward to retiring early and living the American Dream, both for myself and my
family.
And I am not the only one. Most entrepreneurs dream of the promise land of
Entrepreneurship. Unfortunately, most only end up in a life of slavery to our schedules,
to our clients, and to the trap of self-employment.
Its as if we become the victims of a cosmic bait and switch. Where we are promised
money and freedom, but instead we are duped of our life savings, our health and our
families, while being left holding the bag with a really big hole in it.
This is what I will refer throughout this book as the Great Entrepreneur Problem.

The Great Entrepreneur Problem


Most people get into entrepreneurship in the hopes of finding freedom. They want the
freedom to direct their own lives, the freedom to get paid what they ask, and the
freedom to build their own future. What is sad is that even though this is the biggest
motivation for entrepreneurs, the opposite is what they actually receive.
This is a great mystery. Think about it for a minute. Isnt entrepreneurship supposed
to provide the lifestyle that weve always wanted? Wasnt entrepreneurship supposed to
rescue us from the rat race? And, wasnt entrepreneurship supposed to bring us the
American dream?
The unfortunate truth is that the typical way people approach entrepreneurship
actually robs them of their freedom. All of the dreams of freedom from an overbearing
boss, or freedom from the stress of work, freedom to choose what you get paid, as well
as freedom to create your future, are the reasons people get into entrepreneurship. Yet,
instead of an overbearing boss, you end up with many overbearing bosses in the form of
customers. Instead of reduced stress, you get more in the form of project deadlines,
customer requests, filings for the IRS, etc. Instead of the freedom to choose what you get
paid, you are desperately looking for the next customer that oftentimes is nowhere to be
found.
In addition, the statistics clearly show that the average business owner is paid less
than if they were working for someone else. Think about what this means. As an
entrepreneur, you work twice as hard, have to endure more stress, and put your health
and family at risk. While the person that is doing the same type of work for someone

else is making just as much as you do (sometimes more), and all they have to do is show
up. What makes it worse is that we think things will get better in the future. Yet, the only
future that we end up with is full of the constant grind of being trapped by selfemployment.

The Impact of the Entrepreneur Problem on Our Families


And what is the impact of the Entrepreneur Problem on our loved ones?
The best ones to ask areYou guessed it; our loved ones. However, that may not sit
well with you, since you know, as well as I, that they probably have a mouthful to share
with us.
You see, it is all too common that at some point the demands of family and business
come into conflict in the life of the entrepreneur. The reason is that in regards to family
and business, it is a zero sum game. In other words, since none of us has unlimited time,
effort, resources or money, as an entrepreneur, you eventually realize that one of these
will have to be sacrificed in order to feed the other. Unfortunately, for most
entrepreneurs it is usually the family.
What is most puzzling is the fact that most entrepreneurs generally say that spending
more time with family is the main reason they became entrepreneurs in the first place.
However, the current entrepreneur lifestyle does not allow this dream to be realized
because it demands so much time and effort just to compete in the marketplace.
Even successful entrepreneurs have more customers to please and more plates to
keep spinning to keep everything afloat. In addition, with more demands generally
comes more spending. The entrepreneur will justify working more to pay the bills, and
to meet the demands of the business. This eventually keeps the vicious cycle going
endlessly until the family members become fed up with the situation, the entrepreneur
burns out, or both.
Many a spouse has celebrated the day when a business owner went bankrupt, which
meant they could have their husband, or wife back. Broken yes, but back nonetheless.

How to Build a Successful Business Working Only 3 Days


a Week

But does this have to be the destiny of every entrepreneur? Are all entrepreneurs
doomed to the same bleak future? Is it possible to make more money, and have more
precious time to spend with your family? In other words, is it possible to, have your
cake and eat it too?
The answer is: Absolutely!
In fact, this is what separates those who do succeed and enjoy entrepreneurship, from
those that dont. These are the few entrepreneurs that consistently prove the statistics
wrong. They are the entrepreneurs that earn 6, 7 or even 8 figures and dont work more
than 23 days a week. They are the entrepreneurs that have great family lives, because
they have the time to devote to building a healthy family. They are the ones that enjoy a
healthy lifestyle because they have the time and money to devote to their health. They
are the ones that can sleep at night, because they know that their business is taken care
of, even when they are not there.
And the word stress, to them, is a four letter word.
This book is about these types of people. We call them The 3 Day Entrepreneurs.
This book not only describes these people, but it gives you the principles they follow
so that you can apply them to your own life. It will take you from living in the trap of
self-employment, to building a thriving 6, 7 even 8 figure business that revolves around
the life you want.
One thing you will also find out about these 3 Day Entrepreneurs is that they are not
rocket scientists. In fact, some of these people are average entrepreneurs that want to
succeed like all of us. However, what they do have is a set of overpowering values that
motivate them to create the life they want and build their business around it.
You will realize from hearing their stories, that their driving force is nothing less
than an overwhelming desire to live the life that they want, on their terms. Whether that
is more money, more freedom, more time with family, or more fun in their life.
Now, I want to turn the attention to you. What kind of impact will living a 3 Day
Entrepreneur lifestyle have in your life?

Exercise
Take out a sheet of paper and answer the following questions:

What would you do with all the extra time you would have on your hands, if you
could get all the work in your business completed in only 23 days a week?
What would you do with all the extra money you would have, if you could make a 6
or 7 figure income?
What would it mean to you, if you could spend less time working on your business,
and more time with your family, or doing other things you love to do?
Like the examples in this book, if you live The 3 Day Entrepreneur lifestyle, you will
experience these results. You will be able to join the ranks of thousands of
Entrepreneurs in America that have started to put away the 5060 hour work weeks.
These entrepreneurs have not only overcome the Entrepreneur Problem, they are now
living a revolutionized life for the sake of their health, their families and their dreams.

CHAPTER 2
How Big is the Entrepreneur Problem,
Really?
It isnt that they cant see the solution. Its that they cant see the problem.
G. K. Chesterton

So then, why is it that so many entrepreneurs start out with such vision of a great future
but end up with so much heartache? What is at the heart of this cosmic bait and switch,
which has promised so much but delivered so little? There are causes, and like taking
your car to the mechanic, or going to the doctor when you are sick, its important to
know what the cause of the problem is so you can fix it. In this portion of the book, we
will explore exactly what those causes are.
Now, some will make you laugh, others will make you cry. Either way the purpose is
to identify the disease that is making the entrepreneurial journey such a difficult one. By
knowing the causes, like a cancer, we can cut it out of our lives permanently, and reap
the benefits that are in store for the successful entrepreneur.
But before we do, lets see how big the Entrepreneur Problem really is.
Lets start by reviewing some eye-opening statistics from the book, The Illusions of
Entrepreneurship, by Professor of Entrepreneurial Studies at Case Western Reserve
University, Scott Shane:

1. Most start-ups do not succeed; the typical


entrepreneur forms a business that is gone within five
years and views his effort to start that company as
unsuccessful.
According to this statistic, the typical entrepreneur is in store for a difficult future. The

fact is that the vast majority of business owners fail at their attempts at starting and
running a business. The statistics say the number of failed business in the first 5 years of
existence average about 85%; and the number bumps up to 95% for a 10 year period. In
other words, you have an 8595% chance at failing in any business you may start.
Consider that for a moment. That is like if I offered you an opportunity, which
required you to work 5060 hours a week; would result in adding major strain to your
health and family; and had an 85-95% chance of failure. Would you take me up on this
offer?
Probably not. But this is what the statistics say most entrepreneurs have to look
forward to.
Im sure the people who try entrepreneurship do not envision themselves failing
within their first few years. Yet, that is exactly what they are in store for. So all of the
sacrifices they will make in terms of money, family, and health, will ultimately result in
putting them in a worst situation than if they were to never make an attempt at
entrepreneurship at all.
This is not to say that some do not succeed. There are some individuals who
consistently succeed and create great wealth for themselves and their families. But they
are the minority who do things very differently than the typical entrepreneur does.
This book is designed to give entrepreneurs a peek into the lives of those successful
people, and layout a step-by-step road map on how they do it, so that you can succeed
too.

2. The typical entrepreneur earns less money than he


would have earned had he worked for someone else and
has worse job benefits.
Here we see that the hope of earning big money and retiring early is far from the norm
for most entrepreneurs. In fact, this statistic implies that it would be better to continue to
work for someone else, than to go out on your own.
According to this statistic, working for someone else provides greater earnings than
the typical entrepreneur gets, doing the same kind of work. Working for someone else
also provides greater security in the form of affordable health benefits, for oneself and

ones family.
Seen this way, you have ask yourself, Which would you rather have: A solid,
secure, consistent paycheck with quality health benefits; or an insecure, inconsistent
career that comes with a smaller income, and very little chance for health benefits for
you and your family?
Now, I am not writing this to discourage you, but to give you a realistic perspective
of why the typical entrepreneur way of doing things does not work. This book will show
you a different way, a way that does work.

3. Making money as an entrepreneur is very uncertain;


the typical entrepreneur has a more variable income than
he would have had as an employee, which leads him to
risk downward mobility.
An entrepreneurs income is also uncertain and inconsistent. Entrepreneurs find that
working for themselves brings the insecurity of not knowing where the money is going to
come from next. There could be months where he or she creates a great income, and then
suddenly there could be months where they do not even make a dime. On the other hand,
working for someone else provides a consistent paycheck that you and your family can
count on week after week.
The inconsistent revenue also leads the entrepreneur to earn less money overall. The
result is that it generally pushes them down to a lower rung of the social economic
ladder; especially if they were making a large salary before. It forces the entrepreneur
to go two steps backward, making it twice as hard to succeed, or even just to get ahead.
Successful entrepreneurs, on the other hand, dont experience these inconsistent
incomes. They are able to operate in a way where they rarely worry about money or
customers. This is because they are able to tap into a sea of customers that want their
products or services.
This book will show exactly how they do it, and how you can too.

4. The typical entrepreneur works more hours than


people who work for others, and he isnt happy about it.

For the entrepreneur, not only are incomes lower and inconsistent, and health benefits
expensive or non-existent; the typical entrepreneur works more hours than if he or she
were to do the same work for someone else.
An employee punches in at 9am and leaves at 5 or 6 pm. He or she does not have to
think about work for the rest of the day, and they leave all of their worries at the office.
The typical entrepreneur, on the other hand, starts work at 7am, and works till 7pm.
Then they leave work and they continue to stress over all the work that still needs to get
done the next day. Even at the end of the night, when the children are in bed, and the
spouse is asleep, they continue to work a few more hours late into the evening. They
wake up the next morning only to start their long hours of work all over again.
Employees also have the weekends off to recharge, recuperate, and prepare for the
following week. Entrepreneurs on the other hand, use weekends to catch up with work
that they were not able to cover during their 10 -12 hour work days. This gives them
very little time to rest, which ultimately affects them physically, mentally and
emotionally.
You would expect all this hard work and sacrifice to pay off in the future. But sadly,
it does not. If the business doesnt fail, it continues on the same pace or worse, decades
later. Ultimately, this kind of success comes at a price. A price usually paid by the
entrepreneurs failing health, failing family life, or both.
The good news is that not all entrepreneurs live this way. There are those special
few that have discovered how to actually work less, and make even more money. These
are the 3 Day Entrepreneurs you will meet in this book. You will find their stories and
their advice in the later chapters of this book, so read on

5. Many entrepreneurs start businesses despite the poor


performance of the typical entrepreneur because they are
overoptimistic about their chances of success.
It makes you wonder, after seeing the actual statistics and patterns of typical
entrepreneurs, why anyone in their right mind would consider going out on their own
and starting a business. What is most interesting is that entrepreneurs hear and read
about these statistics constantly from the news, friends, advisors, etc. Yet they still plow
ahead to start their own business anyway.

What makes them continue to pursue becoming entrepreneurs, even after seeing the
devastation the typical entrepreneur has to endure?
Optimism, plain and simple. We believe we are the exception. We are either so
emotionally compelled by our great idea; or so eager to make millions and finally live
the good life; that we are easily enticed by the allure of entrepreneurship. With all of
this motivation, it is easy to believe that we will be the exception.
Unfortunately, after a few years of blood, sweat and tears, a bit of collateral damage
to our health and families; and maybe even a bankruptcy later; we become another
statistic to support the historical trend of failure common to the typical entrepreneur.
Yet there is a way to not end up a statistic. And, there is a way to actually be the
exception. But it will take us living our entrepreneurship differently than the typical
entrepreneur. It requires us to make a choice to live by the principles of the most
successful entrepreneurs. You will learn these principles in the chapters in this book.
Yet, the choice to live by them will be up to you.

6. Even though the typical entrepreneur experiences


poor financial performance, a small number of
entrepreneurs are very successful, earn a lot of money,
increase their net worth substantially, and move up the
economic ladder.
In spite of all these challenges, there is good news. A small number of entrepreneurs are
not just successful at business but they are highly successful; earning 6, 7 or 8 figures.
They have built substantial wealth for themselves, and provide a substantially greater
lifestyle for their families.
The emphasis though, is on the word small number. These small number of
entrepreneurs are not typical. These entrepreneurs have traits that help them produce
success where others fail. They are willing to do what others are not, are willing to
persevere when others give up. These few individuals are committed to mold
themselves into what they need to become, in order to succeed.

Conclusion

How bad is the Entrepreneur Problem? The current business statistics reveals a very
bleak future for the typical entrepreneur. These statistics show that compared to those
who work for someone else, most entrepreneurs have inconsistent and lower incomes,
are in a lower social economic status, work more hours, have less security in terms of
job security and health benefits, and generally less job satisfaction.
But there is good news. The good news is that if an entrepreneur were to operate in a
manner different from everyone else; and instead follow the patterns of the few, but very
successful entrepreneurs, then they will be able to reap the lion share of rewards that
come from all of their efforts.
Not only so, but if you are able to create that success with an abundant amount of
freedom and time to enjoy it, you will be able to truly, have your cake and eat it too.
The special individuals you will meet throughout the chapters of this book, are living
that right nowand they will show you how you can too.
However, it is said that before you can get to where you are going, you need to
know where you are. Therefore, lets briefly discuss the main causes of the
Entrepreneur Problem, so that armed with this knowledge, we can do our best to escape
it

CHAPTER 3
Causes of the Entrepreneur Problem
Shallow men believe in luck or in circumstance. Strong men believe in
cause and effect.
Ralph Waldo Emerson

So what causes the majority of business owners to fall prey to the Entrepreneur
Problem? It starts with our beliefs.
There is nothing as powerful as a belief. A belief is something that we hold to be
true, and which we base most of our decisions on. If a belief is true and accurate, we
produce results that make our lives better. If our beliefs are inaccurate, outdated or
incorrect, we will eventually run into some major problems.
For example, suppose you wanted to work one day less during the week. If your
belief system tells you that unless you are working 6 days a week youre being lazy,
your guilt will prevent you from doing so. Even if you force yourself to take the day off,
your guilt will eat you up so much that you will not be able to enjoy the extra day off
anyway.
Or you may have a great opportunity fall into your lap. If your belief system makes
you feel unworthy to have it, you will fail to take advantage of it. It will eventually pass
to your competitor, who has no problem cashing in on it.
The result of having internal beliefs that conflict with our dreams and desires leads to
self-sabotage. It is self-sabotage that is the heart of the Entrepreneur Problem. You see,
no matter how much the entrepreneur tries to achieve his dream, if his internal beliefs
are not aligned with his dreams, they will prevent him or her from every achieving it.
Lets take a look at the main beliefs entrepreneurs commonly hold to, which fuel the
Entrepreneur Problem:

False Belief 1: If I want to get ahead, I need to work


harder.
On its face, this belief seems reasonable. I mean, isnt this what most of us were taught
growing up and what we see every day?
The problem is that even though we see people living this every day, it does not
produce the positive results people commonly expect. For example, the United States is
full of people who work 50, 60 even 70 hours a week; even working multiple jobs, yet
they can barely make ends meet. People are working harder and longer, but they cannot
seem to get ahead. And at the end of the week, month or year, they scratch their heads,
wondering where all the money went.
This belief deceives people because it convinces us that all hard work is valuable.
Yet, this idea is far from true. We can all remember having a day where we worked
really hard, only to feel like we did not accomplish very much. Or the day we spent
putting out fires at work, only to realize that though we put in a lot time and effort, we
got very little done. Or when we sacrifice a lot of time and effort to finish a project for
a client, but we get very little back in the form of revenue or profit.
The truth is that not all work is created equal. There is valuable work that can bring a
business a lot of revenue and profit, and then there is busy work that doesnt bring any
monetary value to a business at all. If an entrepreneur becomes trapped in just going
through the motions of doing busy work, without creating value, he or she will
eventually burn out, go bankrupt, or both.
In reality, the road to success is not paved with a lot of hard work; but instead it is
paved with focused, strategic and valuable work. And as you will read throughout this
book, out of the thousands of tasks that an entrepreneur has to do during his or her day,
there are only a very few that actually bring great value to their business.
Hard work brings activity; focused, strategic, valuable work brings results (with a lot
of zeroes at the end).

False Belief 2: If everyone else is doing it, then it must be


right
This belief is based on our natural tendency to be influenced by what everyone else is

doing. It is based on the idea that if a large group of people is doing something, then it
must be right.
When you think about it, following the crowd, seems like a good idea, because
there is safety in numbers, right? The majority of people cannot be wrong, could they? I
mean, if something was wrong, wouldnt these smart, educated and reasonable people
be able to see right through it?
Well, since 8595% of businesses fail within the first 5 years, then it should be
obvious that what the majority of entrepreneurs are doing is not working. These
intelligent, hardworking, reasonable individuals continue to fail year after year. Some
start with a lot of money, some start on a shoestring budget; but they continue to fail
nonetheless.
Do all fail? No, but the few that do succeed; do so because they operate differently
than everyone else. They avoid what the majority is doing, because they dont want
what the results majority are getting.
If you want to get the results that the majority of entrepreneurs are getting, then this
book is not for you. But if you want to produce the results that those few successful and
unconventional entrepreneurs continue to create, then you must rid yourself of this
belief. As George Bernard Shaw once said:

The minority is sometimes right; the majority always wrong.

False Belief 3: If you want something done right, you


have to do it yourself
This is a belief that every entrepreneur has stumbled across at one point or another. The
independence gene that gives entrepreneurs the original drive to head out on their own
generally fuels this belief. Unfortunately, this same gene becomes the biggest obstacle
that prevents many entrepreneurs from reaching their full potential for success.
The obvious problem with this way of thinking is that by following this belief,
eventually a business owner will create a situation where their entire business will be
desperately dependent solely on him or her. If he or she doesnt show up to work, or
takes a vacation, the entire organization grinds to a halt. Instead of empowering their
organization and team to succeed, they cripple their organization by taking away any

opportunities for them to be independent and grow.


Usually we follow this belief because we believe we need to be in constant control
of everything in our business. But like Mario Andretti once said:

If everything seems under control, youre just not going fast


enough.

False Belief 4: I just dont have many options


This belief is based on the false idea that there are only a few ways to accomplish
something. Its the idea, based on a scarcity mentality, that tells us we only have a few
good options or choices, Its even worse when all the choices you think you have are all
bad. Eventually, since you feel stuck with only a few options, then the choices you do
end up making are not able to bring you the success you desire.
People who think this way generally feel trapped, and are convinced that they can
never get ahead. They only see the few options that are limited to either their industry,
what the general public believes, or what they were taught growing up. Unfortunately
these options are not enough to produce progress or success for their business.
By believing this myth, it causes a person to miss the thousands of profitable
opportunities available to them in the marketplace, some, which are just within their
reach. For example, they usually overlook the large number of profitable business
strategies used in different industries that would work just as good in theirs. They do not
see the value in approaching a consultant or advisor that can give them more pieces of
the puzzle that they were missing. And, they rarely go outside of the box, because they
lock themselves in it!

False Belief 5: If I want to get ahead, I have to pay my


dues
This belief is based on the idea that in order to have success, you have to earn the right
to success. Yet that success can only come after spilling an adequate amount of blood,
sweat and tears. In other words, you have to endure a certain amount of pain and
suffering before you can earn the right to even deserve or enjoy success.

It generally comes from the Depression Era philosophy found in the employment
world. The belief is that if one slaves really hard their whole working life, they will be
able to earn a few years of uninterrupted rewards in retirement. Unfortunately, as many
people are currently realizing in our current economy, this is far from the truth.
The problems arise when someone luckily hits success early, or stumble on a great
opportunity. Because of the Pay Your Dues mindset, the guilt of being successful
before their time sets in and prevents them from taking advantage of this great
opportunity. Some people may accept the success, but they sacrifice the enjoyment of it
because they feel they are not worthy of it.
Entrepreneurs with this mindset tend to be some of the hardest workers, yet they are
not very efficient or effective. This mindset also shuns the idea of getting something for
nothing, and doesnt trust anyone peddling anything for free. For them success needs to
cost, it needs to hurt, it needs to be painful, and it needs to be bitter.
And of course, to them, the word leverage is just another four letter word.

Conclusion
Beliefs drive our actions. If what we believe leads us to act successfully, then we can
expect to produce great success in our business. Unfortunately, there are some false
beliefs many entrepreneurs hold to that continue to create obstacles in their way. Only
by choosing to get rid of these false beliefs and replacing them with successful
principles will entrepreneurs finally escape the Entrepreneur Problem. If they do not,
they will continue to operate using a broken blueprint. This broken blueprint, which we
shall read about more in the next chapter, eventually determines their character, and
ultimately the destiny of their business.

CHAPTER 4
The Entrepreneur Problem Personas
We have met the enemy, and he is us!
Pogo

Now these belief systems shape the character of the entrepreneurs so deeply, that they
eventually form a persona or identity that governs the entrepreneurs decisions,
behavior, and ultimately the destiny of their business.
Here are a few of the common Entrepreneur Problem Personas that business owners
fall into:

The Fire Fighter


The Fire Fighter has been trained to focus the majority of his or her attention on fighting
fires within the business. Their basic approach to business is reactive. They will put the
majority of their energy into the most urgent, dire circumstances in their businesseven
if they are not the most valuable.
I am sure you have known someone like this. Someone that is consistently focused on
the problems of the business, and is constantly complaining about all that they need to
do. They feel responsible for every issue that goes on in their business and they feel
obligated to be part of the solution.
They stay up night thinking about all of the potential or current problems they will be
facing the next day. And as soon as they get into the office the next morning they
immediate make a list of all the problems and urgent matters that need to be taken care
of.
Their to-do list is full of the urgent, immediate things that need to be done, and if they
dont have any (which is rare because they tend to attract them), then they do their best
to find a problem, to the frustration of their employees and partners.

The Fire Fighter feels like they are doing the best for the business by rescuing
everyone from immediate problems that surface. They feel noble in their cause and will
give their total energy to the task. The unfortunate consequence is that instead of running
their business, their business runs them, right into the ground. They are at the mercy of
every problem and issue that comes up in the business.
Even at home, if they get a call, they are bolting out of the door, or jumping on the
computer to fix the problem, at the expense of time with the family.
Now taking care of business problems is normal, as long as the business owner
remains in control. On the other hand, the Fire Fighter is activated at the sign of
problems, even addicted to them. Unfortunately, there are no 12-step programs for
firefighting business owners.
Worse of all, is that, though they truly desire to advance their business to its next
level, they cant understand for the life of them, why they work so hard, yet they are still
stuck in the same place.

The Bean Counter


The bean counter is the person who loves the details. They thrive on being able to take
care of the small detailed areas of the business that keeps the operation going.
The bean counter is the person most likely to stress over ever little part of the
business whether it is valuable or not. They tend to be the more analytical of the
personality types, who get security when everything operates the way its supposed to.
In their mind the more organized the business, the more successful they will be. And
since they love the details, they tend to find their comfort zone and gravitate toward the
detail oriented parts of the business. Things like administration, bookkeeping, making
sure paperwork is in order, etc. activates them and gets them motivated.
Unfortunately for the bean counter, counting beans does not create any value. Because
of this, they generally have a difficult time executing on the major value oriented tasks in
the business, such as marketing and sales. This is because they are generally not the
most outgoing, but rather prefer working in the back office.
The bean counter makes an excellent manager and operator. Unfor-tunately the
business requires a leader to help it create massive value in the marketplace and
achieve its vision. Ultimately, if the bean counter does not partner with someone else

that has this leadership strength, their business will stagnate, and eventually falter.

The Ringleader
The Ringleader generally operates by setting himself or herself as the center of all the
action. When the Ringleader is in charge, no decisions are allowed to be made in the
organization without him or her giving their approval.
This person is also known by other names like micromanager, control freak, or
the hoverer. In general, the Ringleader has such a choke hold on the business that it
only advances when the Ringleader can make up their mind, even in the smallest and
insignificant details. With the Ringleader in charge, even making a simple purchase such
as buying copy paper, or choosing the right color pens for the office becomes a major
endeavor.
They justify hoarding all decision making ability by saying things like, You cannot
find great people, or If you have to get something done you have to do it yourself, or
No one cares about this business more than me. But it is all a ploy for them to fulfill a
deeper need for a sense of control, to the detriment of the business.
Sure, they will have some success, through pure, white-knuckled determination. But
like most owner-centered businesses, it is limited by what the business owner can
handle. In their minds, the only way they know to grow is to work harder by being more
at the center of attention.
These are the typical business owners you see working on weekends, working nights,
and working long days. They also tend to be some of the most successful at business, yet
the biggest failures at life.

The Workhorse
The Workhorse is typically the entrepreneur that has to always be busy doing something.
They are known as a hard worker, especially because they are constantly serving
someone, busy in a task, or working late at night to complete a project. The Workhorse
doesnt feel comfortable unless they are working, and even feels guilty taking a rest
break from their work.
Many of us have grown up with mothers or fathers that were like this. They could not

keep still for one moment, because they would pour themselves into some type of work.
Whether working a job, or working around the house, they could never just stop and
smell the roses. Since many of us have grown up in this type of household, we tend to
bring this lifestyle into our business.
The obvious problem with this mindset is that even though there are thousands of
things to do in a business, very few tasks in a business are valuable. A person can easily
get lost doing busy work in a business, and at the end of the day, make no money or have
very little to show for their work.

The Spaghetti Thrower


This entrepreneur is usually characterized with a lot of energy, vivaciousness, and
enthusiasm. They are also equally disorganized; scatter-brained and focused on short
term results.
To this entrepreneur, everything is important (whether it has value or not), so they do
a little of everything. Their philosophy is to throw everything against the wall and hope
something sticks. This, of course, requires a mammoth exertion of energy (which they
have plenty of), but which cannot be sustained over time.
The result is generally burn out, boredom, or whichever comes first. And their
inconsistency results in a business that, though it has some successful spurts, it is
success that doesnt last very long.

Conclusion
These are just a few of the common Personas that will determine the destiny of an
entrepreneurs business. The Fire Fighter, the Bean Counter, the Ringleader, the
Workhorse and The Spaghetti Thrower all desire success in their businesses.
Unfortunately, their desire is not strong enough to help them overcome their internal
programming. Though they have good intentions, they are programmed to operate in a
way that will eventually derail their success. By identifying your persona, and choosing
to walk a different path than all other entrepreneurs, you will find that there is better and
more enjoyable way to achieve your business vision.
We will now introduce you to a very special person that is doing exactly that

PART II
Introducing the 3 Day Entrepreneur
I want to start by introducing you to a special person, who, in spite of the challenges
that we mentioned in the last few chapters, was still able to create a profitable business
and an enjoyable life for himself and family.

Wes Lucus
Wes Lucus is the CEO and Founder of Gemini Technical Consulting Group. His
company helps businesses use technology as an accelerator for growth. They also work
as a mobile IT department for small business, providing technical support, equipment
sales, IT management and business consulting services.

Wes Story
I am a 3 Day Entrepreneur. I only work at most between 20-25 hours a week,
and make 6 figures in my business, working my way to 7 figures. I decided to
pursue the 3 Day Entrepreneur Lifestyle for one big reason: I saw what my
father had to endure as I grew up, and I realized I wanted to do things
differently with my family.
In my house growing up, my dad would take work wherever he could, which
sometimes meant we would only see him on weekends. And because of the
physical labor that he did, his body sufferedhes had several back surgeries,
and both knees replaced. Seeing how much he sacrificed in order to provide
for our family, Ive been determined to find ways to provide for my own
family without having to make those same sacrifices, and to show other
business owners how to do the same.
When I think about what helped me to transition to the 3 Day Entrepreneur

Lifestyle most, I would say automation is the key. I spent a lot of time early on
in this business finding or designing ways for the computers to do as much
work as they can. Automation has been the biggest thing to allow me to provide
a lot of value without sacrificing time. For the things I couldnt automate, I
focused on detailed documentation so I could add people to my team, and they
could take care of those tasks.
Now, my vision for my business is to have the whole business running
without me. Ill be working on innovationnew ways to automate and new
solutions to serve our customers, all while travelling around Europe.
My advice for entrepreneurs that want to leverage themselves better is to
take vacations. Thats when you get to test your systems and see how well they
run without you. When you get back, you might have a mess to clean up, but
thats OKnow you know how to improve your systems so your next vacation
will be better.
This is just one entrepreneur, out of others you will read about in this book, which
have discarded the typical entrepreneur lifestyle for something better. Something, that
serves them and their families in a much greater way.

CHAPTER 5
Who is the 3 Day Entrepreneur?
Entrepreneurs are simply those who understand that there is little
difference between obstacle and opportunity and are able to turn both to
their advantage.
Niccolo Machiavelli (The Prince)

Life First, Business Second


The 3 Day Entrepreneur is a person that has set their lives up to prioritize the things that
are most meaningful to them. They put the things they hold most dear first, and then they
do everything in their power to make their business or career fit this lifestyle. Most
people put off their ideal lifestyle until they can make enough money to retire at a ripe
old age to enjoy it. The 3 Day Entrepreneur, on the other hand, thinks lifestyle first, and
then finds a way of building a successful 6 or 7 figure business around it.
The 3 Day Entrepreneur understands that happiness Now has much more value than
happiness later. So he or she designs the life they want for themselves to enjoy right
now, and then creatively fit their business to support this lifestyle.
What motivates this special breed of entrepreneurs? The lifestyle that the 3 Day
Entrepreneur creates means more time for family, more time for rest, more time to grow
their wealth, or more time for more enjoyment of their life. The desire to live this
lifestyle is so important to them, it becomes the driving force to do whatever it takes to
create it and maintain it. Generally, this gives them the courage and strength to break
through the many excuses and social norms of people who try to tell them that this kind
of life is not possible.
The 3 Day Entrepreneurs are those special individuals that turn peoples heads at
parties. When asked what they do, people are amazed when they say they only work 23
days a week and make 6 or 7 figures. They are the dedicated homeschoolers, the monthlong vacation travelers, the ever-present fathers and the community active mothers. They

are the financially independent church pastors, the serial entrepreneurs, and the daytime
investors. And lets not forget the independently wealthy surfers that spend most of their
days at the beach.
They are the ones that have found the secret formula. They are not only able to reap
the benefits of living the life they want presently, but are able to build a great life and
financial foundation for their future as well.

The Value of Time


A big reason these entrepreneurs can build this life for themselves is that they fully
understand the value that time has in their lives. They see their time as a valuable
commodity (even more valuable than money), and they spend it only on the things they
consider to be of greatest importance to them: which is their family, their health,
profitable opportunities, etc. Therefore, the big focus for the 3 Day Entrepreneur is to
work the least amount of days possible, while creating as much money and wealth as
possible.
It is not uncommon for the 3 Day Entrepreneur to enjoy a 5-day weekend. Generally,
though, their schedule commonly consists of working no more than 3 days a week, or
less than 30 hours over a few days in their week.

Creating Value in Less Time


As you read their stories, and read some of the strategies in this book, you will notice
that the 3 Day Entrepreneur has many creative ways of creating more value in much less
time and effort than the typical entrepreneur does. The 3 Day Entrepreneur can do this
because he or she follows a special set of principles, lives a very focused lifestyle and
uses unique tools to create this way of life. One skill that stands out is their unique
ability to find creative ways to make more money, while using less of their own time,
effort, resources and money to do it.
Not only so, but they are able to leverage this 3 Day Lifestyle so effectively, that they
set themselves up to eventually be fully financially free. They are able create a situation
where they are free to work when and how much they want, while still producing a
substantial and even massive income.

This book is dedicated to revealing the principles and practices of those who
currently live the 3 Day Lifestyle, so that you can also turn whatever situation you are
in, into the kind of lifestyle that will benefit you, your family and your future.

CHAPTER 6
The Benefits of Living the 3 Day
Entrepreneur Lifestyle
Time is more value than money. You can get more money, but you cannot
get more time.
Jim Rohn

Before we begin discussing the nuts and bolts of living the 3 Day Entrepreneur
Lifestyle, I want to discuss with you the benefits and rewards that you can expect if you
choose to live the 3 Day Entrepreneur lifestyle.

Money and Time


Lets face it. The purpose of business is to make money. What the 3 Day Entrepreneur
Lifestyle does is that it not only helps us create money, but it helps us have the time to
enjoy it.
This lifestyle teaches you how to find ways to create more valuable results while
using less time, effort, resources and money. The result is that you make a lot more
money, but you do it spending anywhere from 5, 10, even 20 less hours working. This
frees up your time which you can then either devote to your own personal interests, like
family or your hobbies, or you can devote to any other cause you consider important.

Money and Freedom


By getting more time back, you also get more freedom. This is because you can now get
the same amount of work done, or create the same or greater amount of money, with half
as much time. That extra time then gives you freedom to use that money the way you

want to.
Also, by producing more work in half the time, you become even more valuable. You
can then trade this value for more money and ultimately more freedom. Therefore, you
will not only have extra time to enjoy, but you will also have extra money to spend, to
do even more of the things you enjoy.

Money and Opportunity


And what does this extra time and money generally lead to? It leads to more
opportunity. More opportunity to invest in a new business. Or more opportunity to build
a strong marriage and family. Or more opportunity to meet more influential people that
can lead you to even greater and more profitable opportunities.
Also, with more time and money, you also have more opportunity to implement even
more profitable business ideas. These ideas generally lead to great success because of
the extra time and capital you have to invest in it.

Money and Contribution


All of these benefits eventually lead to more opportunities to contribute back to society.
With the 3 Day Entrepreneur Lifestyle, there will be more time to contribute to special
causes. There is more money to donate to special needs, both domestic and abroad.
There is also the ability to encourage more people to learn and enjoy the 3 Day
Entrepreneur lifestyle, which leads to more families getting their fathers, mothers, sons,
and daughters back.
All this eventually leads to a greater community that we can be proud to have our
children and grandchildren to live and grow up in.

What will the 3 Day Entrepreneur Lifestyle Mean for


you?
The question you need to ask yourself is What could the 3 Day Entrepreneur Lifestyle
mean for me?
If you are like me, then this lifestyle means that even as an entrepreneur, I get to live

my dream and be present while my children grow up. I can be there when my son says
his first words; or be able to be there when he takes his first step. I can be there when he
takes his first fall and offer comfort and words of encouragement. Best of all, I can be
there to help him grow into the man he is destined to be.
Now the 3 Day Entrepreneur Lifestyle means all this and more for me, but what about
for you?
Will it mean more time for you to spend with your loved ones? Or maybe it will
mean more time to rest, relax and get your batteries recharged week by week.
Maybe it means getting the break you desperately need, and do things that you love
for a change. Or it can just mean making the quality of your life just a little better.
Maybe youre a retiree that wants to jump in the saddle again with a new business,
but you dont want to lose the precious retirement freedom you have worked so long and
so hard for.
Just, think about it

Exercise
Even better, lets take 5 minutes to write about it. Take out a sheet of paper, and answer
the next few questions as best as you can.
1. What difficulties are my limited time and freedom causing me right now? (List
everything you can think of)
2. How much better will my life be with all of the extra time and freedom the 3 Day
Entrepreneur Lifestyle can bring for me? (List everything you can think of).
After reading through both of these lists, are you now ready to commit yourself to
creating the 3 Day Entrepreneur lifestyle for yourself?
If the answer is yes, then please, read on...

PART III
The 3 Day Entrepreneur Mindset
The power behind the 3 Day Entrepreneur comes from his or her unique way of
thinking. This unique mindset comes from devoting oneself to living by 4 core
commitments. These commitments leads the 3 Day Entrepreneur to making the best
choices, which result in creating the greatest return for their time, effort resources and
money.

The 4 Core Commitments of the 3 Day Entrepreneur are:

The Commitment to Create Massive Value.

The Commitment to Automate Everything.

The Commitment to Leverage their Time, Effort, Resources and Money


(TERM).

The Commitment to Never Ending Improvement.

Before one can live the 3 Day Entrepreneur Lifestyle one needs to master the 3 Day
Entrepreneur mindset. Many have tried to create a lifestyle where they work less, and
make more money. But, they find themselves stressed and unable to enjoy their freedom,
or not able to make enough money to sustain their lifestyle.
It is like what a friend of mine said after losing 50 pounds, but then putting it back on
a few months later. When I asked him what happened, his answer was, Even though I
was skinny on the outside, I was still fat on the inside.
The 3 Day Entrepreneur spends time mastering these 4 Core Commitments. Once
these commitments begin to influence all their choices, then they will start reaping the
benefits and rewards that come from the 3 Day Entrepreneur Lifestyle.
But before we dig into the mindset of the 3 Day Entrepreneur, I want to introduce you

to another special 3 Day Entrepreneur:

Louis Lautman
Louis Lautman is an entrepreneur and success coach, who has contributed greatly to
young entrepreneurs by creating a virtual society of other young like-minded, motivated
business people, called the Young Entrepreneur Society. Louis also wanted to create a
platform for young people who were looking for more in their lives and so he produced
The YES Movie, an enlivening documentary that has become a catalyst for inspiring
passion in young entrepreneurs everywhere, in business and life. Louis is also the CEO
and Founder of Supreme Outsourcing, a virtual assistant and outsourcing company.
Louis is a very special individual. I say Louis is special, because not only does he
make over 6 figures, he has been able to convert 90% of his work into fun, so the work
he does is no longer work at all. This earns him a place in the 3 Day Entrepreneur club,
since he is able to pick the life he wants, and then design a business around it. This is
what Louis says about the 3 Day Entrepreneur lifestyle:

Louis Story
My definition of Lifestyle Mastery is when the people who know you best
dont know the difference between your work and your play. So most people
would not know if I am working or not. For me it is effortless and I only
engage in pleasurable activities. So you could say 23 hours a week or you
could say 4050, but lunches, dinner and drinks with friends is not that
difficult.
And when people ask me what my main motivation is, I tell them it is to
make as much money as possible while only doing work I enjoy.
If I were to give advice to any entrepreneurs out there that want to live the 3
Day Entrepreneur lifestyle, it would be to sell something with a high ticket
price, where you can make recurring revenue, and make sure it has as few
moving parts as possible that you dont need to manage.

CHAPTER 7
The Foundation of the 3 Day
Entrepreneur Mindset
An army of principles can penetrate where an army of soldiers cannot.
Thomas Paine

There are some natural laws that work in favor of the person that dedicates
themselves to becoming a 3 Day Entrepreneur. These laws are universal, meaning it
applies to many people no matter what country, gender, culture, and background you are
from. It seems that sometime during Creation, our Creator wired us with these resources
right in our DNA.
These natural principles are what make it possible for any entrepreneur to become a
3 Day Entrepreneur. Therefore, if any entrepreneur can learn to align themselves with
these principles, they can begin to create massive value that will result in more and
more money and freedom.

The Pareto Principle (Also known as the 80/20 Rule)


The Pareto Principle is a principle named it after Italian economist Vilfredo Pareto.
Pareto observed in 1906 that 80% of the land in Italy was owned by 20% of the
population; and he further observed this principle in many other aspects of the natural
world.
The principle comes from how different groups, whether people, products, etc., tend
to create a situation where 20% of the group, eventually produces 80% of the results;
while 80% of the group produces 20% of the results.
The greatest impact of the 80/20 rule is found in the fact that it applies to almost
every group. It applies to groups of people, products, animals, flowers, etc. Though the

exact quantity does not matter; it could be 70/30, 95/5, even 60/40; the natural tendency
is for a small portion of the group to produce the greatest impact in the group.
This makes the 3 Day Entrepreneurs lifestyle possible for anyone determined enough
to focus their time and efforts to finding and doing only the 20% of tasks that bring 80%
of the resultsand delegating, automating, or deleting all the parts that bring the least
value. Any person that dedicates himself or herself to doing only the most valuable tasks
in a business will eventually find themselves making a lot more money, and creating
more and more time to enjoy it.

Parkinsons Law
Parkinsons Law is a principle first described by Cyril Northcote Parkinson. The
principle says that, Work expands so as to fill the time available for its completion. In
other words, Parkinsons Law is the idea that, the amount of time you set aside to
perform a task eventually becomes the amount of time that it takes you to complete that
task.
It is an experience we can all relate to, where when we believe we only have a small
amount of time to complete a project, it takes us exactly that long to finish it. For
example, we can all remember when we had a term paper to do in college or high
school. If you were like me, you typically procrastinated and saved the paper until the
last minute. And because you had only one day left for turning in the term paper, you
would miraculously get it done in that one dayeven though the teacher gave you 2
weeks to finish it. What this shows us is that it only takes 1 day to do the term paper, but
we spend the entire 2 weeks wasting time and effort stressing about it.
A common experience for many entrepreneurs is to spend an entire day working, but
then feeling like they didnt get very much done. This is primarily caused by not putting
time limits on ourselves. If we dont put time limits to completing a task we will
naturally default to taking more than enough time to completing it.
Like water that settles to fill whatever space you put it in, so do our work habits
according to Parkinsons Law. This ultimately results in the typical entrepreneur
working twice, or even three times as hard, but producing minimal results.
The 3 Day Entrepreneur takes advantage of Parkinsons Law, because the fact is that
the opposite is also true. If we were to put smaller time limits on the work that we need

to accomplish, we would find that we could finish all of our work within that small
time. Even better, is the fact that it forces us to focus on only doing the most valuable
and more important tasks, and helps us to delegate, or eliminate the work that is not as
valuable.

From Will
We tend to overestimate the amount of time that it takes for us to accomplish
most tasks. In college, I was overwhelmed one semester with the amount of
term papers and final exams that I had to finish. I was able to study and
complete every term paper and final exam except for one of them. There was
just not enough time in the day!
So I ended up only having one hour to study for my final exam, and I was
panic stricken because I knew it wasnt enough time. As I cracked open the text
book, there was a book on my shelf that suddenly caught my eye. It was a book
on memorization techniques, which I had bought a few semesters earlier, but
hadnt read yet. I decided to read a few chapters hoping it could help. 30
minutes later, with only 30 minutes to spare, I memorized all of the important
information for the test.
At the school, the test took me about 20 minutes to finish, and when I
received my grade a week later, I wasnt surprised when I received an A+ on
the final exam. Another example of Parkinsons Law at work. I thought I
needed two weeks to study for the exam, and I was able to accomplish it in 20
minutes, with an A+ on my college transcript to prove it.

Ockhams Razor
Ockhams Razor is a principle that came from a 14th century logician and Franciscan
friar named William of Ockham. When applied to business the principle simply says,
The simplest solution is usually the best solution.
Now, you would assume that this is common sense. But some entrepreneurs have a
tendency to complicate simple things, resulting in a massive waste of time, effort,

resources and money. The 3 Day Entrepreneur, on the other hand, understands that if the
simplest solution is the best solution, then there is always an opportunity to get the result
you want by finding simpler and less costly ways of doing it. The 3 Day Entrepreneur
dedicates him or herself to using the razor to constantly shave off unnecessary time,
effort, resources and money, while getting the same or a better result. The result is that it
helps produce a greater return on investment because more is being created with less
effort to create it.
Another name for this idea is called leverage.

Kaizen
Kaizen, Japanese for improvement, refers to the philosophy that focuses on
continuously improving the systems in any business.
Simply, the principle of Kaizen, describes two main ideas: 1) There is always room
for improvement, and 2) human beings have a natural tendency to waste time, effort,
resources and money.
We would all agree that, as people, we are far from having reached our fullest
potential. In a business full of groups of people, you see this in a greater way. With so
many people, it creates a situation for a lot of room for improvement. Kaizen suggests
that, if you are getting good results for your current efforts, since the opportunity exists
for improvement, then focusing time and effort to improving will greatly multiply the
results that you get. In other words, small improvements will result in exponentially
greater results.
Human beings also have a tendency to waste valuable resources. This means that we
have a tendency to put in a certain level of input, but not receive an equal level of
output. Somewhere along the line, we create waste that results in us producing a whole
lot less than we could. This is why most entrepreneurs experience working twice as
hard, but taking home less and less money.
The 3 Day Entrepreneur makes it a priority to invest the time and effort toward
continual improvement. He or she knows that small improvements in the organization
will result in a greater and greater return on their investment. He or she also knows that
making it a focus to reduce waste in different levels of their organization, also tends to
result in greatly boosting their bottom line.

Conclusion
Because of these few but powerful principles that exist in nature, it creates the
opportunity for any dedicated person to live the 3 Day Entrepreneur Lifestyle. Focusing
ones efforts on the 20% that brings 80% of results; limiting the amount of time spent
accomplishing tasks; shaving off unnecessary work in search of simpler solutions; and
investing time in continual improvement, will produce massive results in terms of
revenue, profits, and freedom. For the dedicated person, this makes the 3 Day
Entrepreneur Lifestyle not only possible, but ultimately, inevitable.

CHAPTER 8
Commitment 1: Creating Massive Value
Try not to become a man (or woman) of success, but rather try to become a
man (or woman) of value.
Albert Einstein

How many hours does Oprah Winfrey have in her day?


How many hours does Donald Trump have in his day?
How many hours does Warren Buffet, Bill Gates, Richard Branson, Jeff Bezos, and
many other uber successful people have in their day?
And how many hours do you and I have in our day?
I just have one last question for youWhy do these billionaires get the results that
they do, and you get the results you do, when we all have the same amount of time in our
day?
Do they have special powers? Are they aliens? Do they have special mutant genes
that give them superhuman influence over the universe and the outcome of their lives?
Then why do they get different results within the same 24 hours that you and I have?
The answer is simple. In those 24 hours, the things they do are very different from the
things we do. In other words, it is not the amount of time a successful person uses that
makes them successful, but rather what they do within that time. The things that
successful people do in every hour, produces a substantially higher return on investment
than what other people normally do.
If we want to continue getting the results we are getting, then we just need to continue
doing what we are doing. However, if we want greater returns for our efforts, like
successful people do, then we need to do the things that bring a higher return on
investment for every hour that we work.
In order to see this a bit more clearly, I want you to do a quick exercise:

Exercise
1. Take out a sheet of paper and write down everything that you did in your day
yesterday. Now I want you to consider each of these tasks as investments that you
made of your time currency. Like a smart investor, you want to find out how
much return you got for your investment, right?
2. Now after you write down your list of tasks, I want you to put down next to each
one, the return on investment that you received, or that you can expect to receive
for each task.
3. Now look at your list. How much return on investment did you get for all your hard
work yesterday?
If you continue having days like yesterday, will the return on your investment of time
and effort make you wealthier, and add more zeroes to your bank account? Or, were the
things you did yesterday just wasted time and effort with no expectation for a profitable
return?
What are the chances that if you continue doing the things you did yesterday, every
day, that you will achieve your goal of building a 6, 7 or even 8 figure income?
Revealing isnt it?
When we look at what we spend our time and efforts on, you begin to realize why we
are not billionaires, or even millionaires for that matter.
Therefore, the most important question we need to ask ourselves is, If I were to
change the tasks I do daily, and instead do the tasks that bring a greater return on
investment; what kind of results will I produce? What kind of lifestyle will I create?
This is the 3 Day Entrepreneur Mindset.

Its All about ROI


The 3 Day Entrepreneur Mindset is based on the idea that not all tasks are created
equal. In other words, there are tasks that have a substantial greater return on investment
than others. It also means that since there are thousands of different ways of getting
things done, we can choose to do the things that bring the greatest value. Not only so, but
we can also choose to do them using the least amount of our time, effort, resources and

money.
This way of thinking is the exact opposite of the different Entrepreneur Problem
Personas that we mentioned earlier in this book. Think about it. What is the Fire
Fighters return on investment? He or she only does the urgent tasks that appear in front
of them. Because the tasks are chosen for him or her, there is little concern for their
value, so the ROI is generally zero.
What is the Bean counters return on investment? A Bean counter chooses his or her
tasks based on how comfortable the task is for them. Because these tasks are generally
administrative and operational in nature, with very little value, the ROI, again, is
generally zero.
What is the Ringleaders return on investment? They only do what they can find time
to do. This is because they are caught up using all of their energy making decisions
about everything. Since the vast majority of tasks in a business have little value, then
their cumulative ROI is generally, zero.
What is the Workhorses return on investment? Theyre only concern is that they are
busy doing something. Because they work for works sake, they constantly find
themselves doing busy work that has very little return for their efforts. Again, the ROI is
zero.
What is the Spaghetti Throwers return on investment? Since there is no focus, and
just some random inconsistent flow of activity, ROI is generally zero.
Can you see why the typical entrepreneur works twice as hard, but still seems to not
get ahead?
The 3 Day Entrepreneur on the other hand, focuses only on the highest value tasks in
the organization, the tasks with the highest ROI. In addition, they do them in a way that
uses the least amount of time, effort, resources and money. What will this result in? An
ever-increasing amount of value created, with much less time and effort doing it. In
other words, it will result in a massive ROI yielding much more money, while requiring
less time to produce it.

The Power of Only


In order to consistently create a massive ROI, the 3 Day Entrepreneur lives by one very
simple and powerful word. And that word is Only.

He or she understands that there is great power in the word Only. The word Only
defines the tasks he or she chooses to do, and therefore it determines their future
success.
What will The 3 Day Entrepreneur focus the majority of his or her attention on?
The 3 Day Entrepreneur will focus all of their attention on the tasks that bring the
highest return on investment. The 3 Day Entrepreneur will ONLY do these things and
nothing more.
How does the 3 Day Entrepreneur get everything else done? They use every tool in
this book to off-load anything in their organization that does not create massive value for
them or their business.

What is Value?
The biggest focus for the 3 Day Entrepreneur is to create the most value possible. The
question is, what is value? The 3 Day Entrepreneur defines value as something that is in
such great demand in the marketplace, that people would be willing to trade massive
amounts of money or other resources in order to get it.
Therefore, the attitude of the 3 Day Entrepreneur is that if he or she cannot trade it in
the marketplace, he or she doesnt do it. In other words:

If it doesnt make money, someone else can do it.


The 3 Day Entrepreneur is therefore always looking for ways to transform whatever
they do into an opportunity to make money, so that they can get a greater ROI for their
efforts.

From Will
The other day I had a dinner meeting with some friends. Now the evening
couldve ended in us just having a fun, entertaining and pleasant time, with
very little return. Instead, I decided to bring up some topics that led everyone
at that meeting to brainstorm together, so that we could generate a greater ROI

from our dinner meeting. Great ideas were exchanged that have already led to
56 figure results for a few of us.

The Value Creation Question


In order to constantly create value, the 3 Day Entrepreneur has a set of guidelines and
principles that keep him or her focused on what is valuable. These guidelines prevent
him or her from being distracted by the thousands of low value items that are constantly
clamoring for their attention.
Without guidelines, the 3 Day Entrepreneur would fall back into the same
Entrepreneur Problem Personas we described earlier. This is why the 3 Day
Entrepreneur does not just use these principles as nice affirmations to think about during
the day. Rather, they govern every decision that they make. In essence their business
lives and dies by them.
The 3 Day Entrepreneurs principles are in the form of value-creation questions that
they repeatedly ask themselves. Here are a few of the most important questions the 3Day Entrepreneur asks themselves every day:
1. What is the most valuable thing I could be doing right now (or, in this
situation; or today)?
2. How can I multiply the value of what I am currently doing even more?
3. (When facing an obstacle) What valuable opportunities has this situation
opened up for me?
4. How can I do things differently to create an even greater ROI with what I am
doing?
5. (And my favorite) How can I do all this in a way that is fun for me and
makes me a lot of money?

Conclusion
The 3 Day Entrepreneur is driven by their desire to create massive value in every
situation they are in. And, they determine that value by how much money their actions
bring them. They are determined to identify the tasks that bring the highest value, and to

ONLY do these tasks. This leads them to constantly ask themselves the Value Question,
so that every hour of their day results in a massive return on their investment of time,
effort, resource and money.
The 3 Day Entrepreneur also understands that value can be maximized through the use
of leverage. In other words, as they create value, they can continue to find ways to
reduce the amount of time, effort, resources and money they use, further increasing their
ROI. This is the topic of our next chapter...

CHAPTER 9
Commitment 2: Leveraging Time,
Effort Resources and Money
Progress isnt made by early risers. Its made by lazy men trying to find
easier ways to do something.
Robert A. Heinlein

Leverage is a four letter word (TERM)


What is leverage?
According to the dictionary, leverage is the ability to influence a system, or an
environment, in a way that multiplies the outcome of ones effortswithout a
corresponding increase in the consumption of resources. In other words, leverage is
using the least amount of time, effort, resources and money, (also known as TERM) in
order to produce a more valuable return.
For example, imagine if you had 5 potential sales prospects that you need to meet.
You can meet one potential prospect at a time, spending an hour of your time at each
appointment. This of course uses up your gas driving to the appointment location, uses
up your paper to deliver your proposal, and more, all in the hopes that you will land
each one of the five prospects and turn them into a client. If your sales ratio is say 60%,
you may land 3 out of the 5 prospects as a client.
On the other hand, you can have 20 potential prospects come and meet you at the
conference room in your executive suite or office. Then you spend an hour of your time
giving them a powerful sales presentation. You sell 60% of the room and end up with
12 clients.
By using a different method of approaching the same situation, you were able to use
less of your:

TimeSpent 1 hour instead of 5;

MoneyYou spent nothing extra because the conference room is included in your
monthly office rent.

EffortAll you had to do was put together 1 presentation rather than 5;


ResourcesYou saved gas because you didnt drive anywhere, and saved paper
by sending digital copies of the presentation to everyone;

So, you spent a quarter of your resources and landed twice the amount of clients.
This is the essence of leverage.
In the previous chapter we spoke of identifying and doing the tasks that bring the
highest return on investment. As you do these high value tasks, you can increase your
return on investment further by using less time, effort, resources and money to
accomplish them.

The Leverage Question


Just as there are Value Creation Questions that help you produce more value, there are
also Leverage Questions that help you use more leverage. This is what I call the
Instead Of principle of leverage. Here are a few examples:
Instead of spending 1020 hours a week marketing, why not convince an
experienced marketing company to do all of the marketing for you for free. You can pay
them by referring them 45 new customers in exchange for free marketing services.
Or, Instead of going out and using your time, effort, resources and money doing
your own sales appointments, why not contract a commissioned sales person to get
leads, set appointments, and convert those leads for you?
Or, Instead of coming up with new profitable business ideas on your own, why not
gather a group of great creative minds together and have them come up with the ideas
for you? You can give them a share of the future profits or an ownership stake in your
new venture.
The list goes on and on...
As youve probably noticed in the examples above, the 3 Day Entrepreneur begins
creating leverage by first asking the Instead Of... question:

Instead of doing things this way, how can I do it using less time, effort, resources
and money?
By asking this question, our mind begins to creatively come up with many different
and new ideas to approach a situation with vastly greater leverage. As a matter of fact,
just taking the time to consider a more leveraged way of doing things will bring us
leagues ahead of what we currently do in one of our typical entrepreneur Personas.
Here is a good exercise to demonstrate this for you.

Exercise
1. Take out a sheet of paper and list some tasks that commonly take up a lot of your
time, effort, resources and money.
2. Now for every task, ask yourself the Instead Of question:
Instead of doing things this way, what is a better way to do this using less
time, effort, resources and money?
3. Give your mind time to process this, and begin writing some different more
leveraged ways to approach this task. Or go to some of your advisers, partners,
employees, etc. and ask them the same question (use leverage to get the leverage
question answered).
What you will begin to see is that there are many different and better, ways of doing
things. Some of those ways can even give us 2, 3 even 10X greater return, while using
less and less of our time and effort. Can you now begin to see why the 3 Day
Entrepreneur Lifestyle is not only doable, but also highly profitable?
Here are a few more Instead Of questions that the 3 Day Entrepreneur asks himself
or herself, which leads to creating more value, while using better leverage:
Instead of doing things this way, how can I do it in a way that creates more value,
while using less time, effort, resources or money (a.k.a.: TERM)?
Instead of doing this myself, who can I delegate it to who will get the best results
for this?
Instead of spending any of my time, effort, resources and money on this, how can

we get it done using someone elses TERM?

Conclusion
The 3 Day Entrepreneur mindset is governed by the principle that there is a much better,
easier, quicker, more leveraged way of doing things. And they run their businesses by
constantly seeking answers to the leverage question, in everything that they do.
So instead of working 56 days a week trying to build your business, how can
you get it all done in 2 or 3 days a week?

CHAPTER 10
Commitment 3: Automating Everything
The purpose of automation is to free us from the tyranny of doing
unnecessary work.
Anonymous

The third part of the 3 Day Entrepreneur mindset is the ability to automate as much as
he or she can, in order to free them up to focus on other, more valuable efforts.
If you can create value, and you can create leverage, then it will multiply your returns
even greater when you can create a system that can do it all for you. Since the system is
not dependent on you, it frees you up to create even more value elsewhere.

What is of Automation?
For The 3 Day Entrepreneur, the definition of automation is simply being able to get the
highest quality result without it being dependent on one person (especially you).
Now, you may be thinking, like the Ringleader Persona generally does, that this is not
possible, because, If you need something done well, you have to do it yourself!
Well, the only question I have for you is, When was the last time you saw the CEO
of Wal-Mart ringing up the next customer?
The truth is that successful corporations are effectively run via automating all of the
processes in the organization through delegation, systemization, outsourcing, etc. In fact,
I would even dare to say that you are not a true business owner unless you are thinking
for more and more ways to automate. If your business revolves around you (the
Ringleader) then you do not have a business, you have self-employment, which in
todays economy is one-step above (and sometimes below) working a job.
The 3 Day Entrepreneur, on the other hand, is constantly looking for more and more
ways to automate, and free him or herself of the day-to-day operations of the business. If

he or she can create a business that runs itself, then it is no longer a business, but a
profitable asset that they can later sell for top dollar.
The 3 Day Entrepreneur holds to the very powerful success principle that says:

A persons success is proportional to the amount of things they let


go of.

The Benefits of Automation


There are many benefits to automation, more than we can cover in this one chapter. But
we will discuss the most impactful benefits that fuel the 3 Day Entrepreneur Lifestyle.
These include:
1. Freeing up your timeFor every percentage of work you automate, you are
freeing a greater percentage of time for yourself. You can either take back that time
(hence the 3 day workweek) or you can invest that time in creating even more
value for the business.
2. Freeing up your effortsIf it is no longer up to you to make the operation work,
but it continues to generate satisfied customers, efficient workflow, happy
employees, etc.; then you can focus more of your efforts on other high value tasks
in the business.
3. Freeing up your resourcesLets face it. You and your people are the greatest
resource of your company. If you can free yourself and your leaders up, then you
will be able to focus on other areas of the business that will result in greater
revenue and profit.
4. Freeing up your moneyRemember that time means money. Being the top dog in
the company makes you the highest paid person (or supposedly highest paid
person) in the business. By freeing yourself up, you are no longer wasting that
valuable time and money doing things in your business that bring little value.

The Automation Question


The 3 Day Entrepreneur understands that automation is a mindset. And just like value

and leverage, it comes from the 3 Day Entrepreneur asking him or herself the automation
question:
How can I get this done in a way that creates great value, but is not
dependent on me (or any one person)?
By asking this question, it puts you in the frame of mind to begin coming up with
ideas on how to automate your tasks, or make them even better.
Now, the 3 Day Entrepreneur doesnt just think about automation once in a while, he
or she thinks about it constantly. Even in the most mundane and simple tasks, the 3 Day
Entrepreneur is looking for ways to automate.

From Will
The other day I was feeding my baby mandarin oranges, one orange bit at a
time. You have to understand, I immediately thought there has to be a way to
feed this child without it depending on me, and without having to put one
orange bit at a time in his mouth. Well, since it was my turn to feed the baby,
the wife wasnt available. And my 6 year old would probably eat the oranges
and leave the baby fending for himself. So I asked the automation question:
Instead of doing things this way, how can I do it in a way that does not
depend on me?
So the creative juices began to flow. Now, I couldnt dump them all on the
table, because they would end up on the floor. So I decided to place them out
on the tray equally spaced from each other.
Next thing I know, the baby is picking them up, one orange bit at a time, and
putting them in his mouth. When he was done with one, he would pick up
another. Before I knew it, 10 orange bits were gone, and I got a chance to relax
and finish my morning coffee.
Now that I have automated the orange bit scenario, Im considering how to
automate spoon feeding him his baby food as well.

Automation Through Elimination


One of the best ways to automate is by eliminating unnecessary steps from your usual
routine. Less steps automatically means less use of your time and effort, or less use of
someone elses.
What we dont realize is that there is always a more streamlined way to do something
if we would just take the time to improve it. The 3 Day Entrepreneur does this by asking
the Elimination question:
Instead of doing this in multiple steps, how can I get it all done in just one step
(or less steps)?
What you will find is that by taking the time to find ways to get the system done in
less steps, you not only shave off a lot of unnecessary work, but you sometimes get a
higher quality result in the process.

Exercise
1. Pick a task, project or routine that you do consistently.
2. List out all of the steps it takes you to do this task, project or routine.
3. Brainstorm a way of eliminating a few steps from the task, by either deleting it,
delegating it or designing a way to get it done without you.
4. Try your new routine without these tasks.
5. Every few weeks continue to find more ways to eliminate steps in your task,
project or routine, but still produce a high quality result.

High Quality Automation


Now, effective automation has to continue to produce a high quality product or service.
It is not enough just to pass the buck, if the buck or responsibility is not fulfilled
adequately either by a human, system or machine. Therefore, a very important aspect of
The 3 Day Entrepreneur automation mindset is that, Effective automation always
results in high quality results.

In others words:
If you delegate, delegate to someone that will get optimal results.
If you systematize, make sure the system delivers an optimal result.
If you use technology, make sure the output is the best output it could spit out.
If you outsource, make sure the outsource team delivers high quality work.

Conclusion
The 3 Day Entrepreneur is constantly searching for ways to automate everything, both
large and small. The way he or she does this is by constantly asking the Automation
Question. All with the understanding that effective automation is only achieved when
they can continue to create a high quality product or service, and do it in a way that is
not dependent on just one person.

CHAPTER 11
Commitment 4: Never Ending
Improvement
However beautiful the strategy, you should occasionally look at the
results.
Winston Churchill

Up to this point weve seen that the 3 Day Entrepreneur Mindset means 3 things:
1. Creating value by focusing on the highest value tasks in an organization.
2. Using the least amount of time, effort, resources and money to accomplish them.
3. Automating everything so that the results are not dependent on any one person.
And by doing all of these, you will begin to create a higher return on investment for
every hour you spend in your business.
Now, doing these 3 things will be able to shave off 23 days from your week, and
will bring you substantially greater returns in revenue, profit, equity and more.
However, if you want to continually grow in your impact, you need to continually
review and improve on your efforts. This is the fourth powerful aspect of the 3 Day
Entrepreneur mindset: the search for continual improvement.
The essence of continual improvement is that it is not enough to make something work
we continually improve on it. In other words:

If its not broken, improve on it.


Why, you ask, should we improve on something that is working just fine for us? Here
are a few reasons:

1. Since there are multitudes of ways of accomplishing something, statistically


there is probably a better way of doing what you are currently doing.
There is always another way to create more value, while using the least amount of
time, effort, resources and money. Imagine, youre working a 56 day workweek,
and getting a certain level of return for your efforts. Its not ideal, but you can
tolerate it. Then, you put to practice some of the practical advice from this book,
and you shave off 2 or 3 days off your schedule. So youre able to accomplish the
same amount of results in less time.
You could stop there, since this is a great place to be. You have more freedom,
more time to do the things you would like to do, and you are making the same
amount of money.
However, what if there was a way you could work 3 days a week and make
twice as much money? Wouldnt you like to know it? Or what if there was a way
you could work 3 days a week and instead of a 6 figure salary you can make a 7
figure salary? Wouldnt you like to know how to do it?
Or what if there was a way you could work 10 hours a month and generate a 7
figure income? Would that be something you would be interested in?
You get my point here. Why settle for just getting a little better than you were
yesterday? Why not continue to grow so that you can reap greater and greater
rewards from your efforts, and benefit yourself and your family?
The 3 Day Entrepreneur mindset allows you to pick the lifestyle you want, build
a business around it, and if you choose, later you can improve on it.
2. The market is ever changing, and your competitors are in a race to get your
customers.
In todays changing marketplace, there is a law among consumers called the Law
of Diminishing Returns. What this means is that yesterdays value becomes
todays expectation. And what is expected is usually not very valuable.
In other words, we have to provide ever-increasing value in the marketplace to
retain our current clients, or someone more handsome, charming, or beautiful; with
bigger promises and shinier toys will come along and steal the hearts of our
customers away from us.
Believe me when I tell you, that your competitors are jealously eyeing your

customers and are plotting to woo them away from you as you read this. Why?
Because a tighter economy means less customers. In addition, with fewer
customers, the only other place I am going to go fishing is in someone elses pond.
And dont deceive yourself into believing that your customers are loyal to you.
Your customers are loyal to themselves and their needs first. And if you do not
meet their new and ever-changing needs by improving year after year on the value
you provide them, they will painfully go to someone else that can provide it.
In other words, the 3 Day Entrepreneur understands that they need to continually
improve or their business will die.

Conclusion
The 3 Day Entrepreneur continually seeks better ways to create even more value. They
also look for better ways to use less time, effort, resources and money to generate that
value. Last, they dedicate themselves to finding better ways to get high quality results
without it being dependent on them. Ultimately, by improving in this way they will
continue to reap greater and greater rewards both in time and money, and fully enjoy the
free time that they value so highly.

PART IV
The Lifestyle of the 3 Day Entrepreneur
Its now time to get into the nuts and bolts of the 3 Day Entrepreneur Lifestyle. Its time
to look at what they do day-to-day, and what their routine looks like. Its also time to
learn the practical ways you can create this lifestyle for yourself.
But before we do, I would like to introduce you to another special 3 Day
Entrepreneur:

Danielle Julia Cuomo


Danielle Julia Cuomo is the owner of Virtual Assist USA, A Virtual Assistant firm that
takes the ordinary VA experience and turns it into the extraordinary. She is another 3
Day Entrepreneur that has discovered the secret of working less than 30 hours a week,
but still exceeding the 6 figure mark. This is what she has to say about the 3 Day
Entrepreneur Lifestyle

Danielles Story
When I first launched my business, I was no stranger to the all-nighters spent
with my laptop and espresso. I knew that I was building a business and a
dream, but I also knew that it wasnt sustainable nor healthy. I wanted to enjoy
what I had worked so hard for, so in 2012, I put controls in place to work less.
What really made the difference and helped me work less, but still create a
lot of value is when I got my own assistant. 10 years ago, assistants were only
available to high level executives. Now, with virtual assistants, its a practical
decision to have someone assist with the time-consuming tasks like e-mail
management, marketing and operations.
This is what I rely on to help my vision, for helping as many entrepreneurs

as possible live out their dreams while working less, become a reality.
If I could give entrepreneurs out in the marketplace some advice on how to
work less but still create outstanding value, I would say to realize that you
cant do it all yourself. There is always someone out there who can do it
better, faster or cheaper than you. Its a hard realization for any entrepreneurs
like myself who are over-achievers. Once you put your ego behind you, it
makes a world of a difference!

CHAPTER 12
Ultimate Time Management: The 80/20
Task Manager
A man who dares to waste one hour of time has not discovered the value
of life.
Charles Darwin

Weve spoken about focusing on the highest value tasks that bring the highest return
of investment. Weve also spoken about how there is always opportunity to leverage the
use of our time, efforts, resources and money in order to use less to achieve an even
greater return. And, we discussed getting high quality results in a way that is not
dependent on you, as well as how to continue to improve on our results.
But what does this practically look like in the daily life of the 3 Day Entrepreneur?

Not All Tasks are Created Equal


In a small business there are about 10,000 different tasks that you are required to do in
order to make the business operate, and be successful. Yet we would also agree that
each of those different tasks carry a different level of value.
For example taking 30 minutes to go buy office supplies at the local office supply
store has very different value, than using that same 30 minutes to touch base with a high
value potential client.
Yet, as obvious as this is, entrepreneurs have certain challenges that prevent them
from focusing on the highest value tasks in their business. These are:
1. It is in our nature to be distracted by the overwhelming amount of things we have
to do.

2. We tend to do the things that come naturally to us, and unfortunately those things are
not always the most valuable.
3. We only have a limited amount of time to do anything.
So how does The 3 Day Entrepreneur overcome these obvious, but very huge
obstacles to our productivity? The key is focus. The 3 Day Entrepreneur maximizes his
or her profit potential by limiting themselves to only doing the tasks that produce the
highest value. Everything else is delegated, automated, systematized, outsourced or
eliminated.
So the first question The 3 Day Entrepreneur asks is:
What are the tasks that bring the most value in an organization?
In order to determine these we first need to define what is considered valuable, in
a business.

What is Valuable in a Business?


Value in business is determined by:
1. The amount of revenue and profit that an activity generates.
2. The amount of equity (internal value) that it increases, and
3. How well the activity helps you more achieve your business vision.
For example, consider bookkeeping. If we were to do an assessment of the value of
bookkeeping, using these criteria, what would we find?
Revenue or profit the bookkeeping function generates: $0
Equity that bookkeeping in itself builds in the business: $0
Helping achieve the business vision: In itself, it helps only maintain things and keep
them exactly where they are. So the answer is zero.
Therefore, according to our criteria, bookkeeping, though necessary, is not valuable.
Now, I know right now many of you (especially the bean counters) are crawling in
your skin. But the reality is, unless it brings money, equity or propels you the next level

in your business, it is not valuable.


Now, is it necessary? The answer is yes. Which means that it needs to get done. But
if it doesnt create value, then it cannot be done by the most valuable person in the
business, which is you, the business owner.
Now lets consider something else, like creating a joint venture (JV) partnership with
a high value referral partner (a high value referral partner is someone who already
brings you business, but in a JV relationship, they will exclusively work with you, and
bring you much more business).
So lets ask the questions again:
How much profit does a high value JV generate? A whole lot.
How much equity does high value JV in itself build in the business? A tremendous
amount. By establishing a locked in strategy that will bring you more and more
business for years to come, it substantially increases the equity in your business by
a massive amount, especially when you are ready to sell.
How much does it help you more achieve your business vision? If your vision
includes being successful in your business then it will propel you the next level in
your business very quickly.
Therefore, a high value joint venture relationship, is extremely valuable and it,
therefore, merits the business owners undivided attention.

The 20%, 4%, and 1% Rule


Now lets refer back to the famous Pareto principle, also known as the 80/20 rule.
It says that in any group or organization, roughly 80% of the things you do bring 20%
of the results, while 20% of the things you do bring 80% of the results.
And, if you were to take it further you would also find that while
80% of the things you do bring 20% of the results and
20% of the things you do bring 80% of the results;
4% of the things you do bring 64% of the results* and
1% of the things you do bring 50% of the results**.

* (20% of 20% is 4%, and 80% of 80% is 64%)


** (20% of 20% of 20% is 1%, and 80% of 80% of 80% is approximately 50%)

Now if you were to calculate what the return would be for each of these, you would
see why focusing on high value tasks bring the greatest returns for your business. Lets
look at our next example:

Looking at our table we see that:


80% tasks will bring you a 25% return for your efforts,
20% tasks will bring you a 400% return,
4% tasks will bring you a 1600% return, and
1% tasks will bring you a whopping 5000% return for your efforts!
And if we compare the impact of each group of tasks, we find:

Therefore the A level or 1% tasks have a 200X greater impact than the D Level or

80% tasks that take up a substantial amount of our time.


Now, imagine if you were to consistently accomplish A-level, high value tasks (the
1% that brings 50% of results) for the next 30 days. Where do you think your business
will be?

From Will
My mentor, David Finkel of Maui Mastermind, taught me most of the concepts
in this chapter. The one idea that stuck with me most was the concept of the
magic 1% that brings 50% of the results. It is by far the greatest thing that has
allowed me to create a 3 Day Entrepreneur Lifestyle for myself. I just
determined that I would ONLY do the 20% that brought 80% of the results,
with my goal being to eventually only do the 1% that brought 50% of results.
The more and more I strove to hit that 1%, the more value I began to create,
and the more time I began freeing up for myself. Because of this, I currently
work about 12 days a week, and make 6 figures. My goal is in the next few
years is to reach the 7 or 8 figure mark, but still working 12 days a week.

The Money Buckets


Another way to look at this is to look at it in terms of buckets.
Imagine 5 buckets labeled AE. Each bucket represents a group of tasks in your
business. Each bucket has a certain combined value that each group of tasks brings.

A Task BucketTasks that bring $1M each

B Task BucketTasks that bring $100K each


C Task BucketTasks that bring $10K each
D Task BucketTasks that bring $1K each
E Task BucketTasks that bring $0 each
Where do typical entrepreneurs generally spend most of their time? Here is a
common example:

What youll notice, and which is common to most entrepreneurs, is that the they spend
80% of their time on the $0 column, and very little on everything else. And generally the
first 2 columns are left untouched.
What kind of return do you think they will create if they operate like this for a whole
year?
On the other hand, where do business investors, venture capitalists, etc. spend most
of their time? Here is a common example:

Most successful business builders, business investors, venture capitalists, and the 3
Day entrepreneur will use 8090% of his or her time in the 6, 7 and 8 figure+ columns
while avoiding the $0 column like the plague.

Exercise
1. Take out a sheet of paper and draw 5 buckets labeled AE, and like the example,
label each bucket as either $1M, $100K, $10K, $1K, $0.
2. Consider your last week. List 510 of the activities you spent the most time on in
your business.
3. Answer the following questions:
What percentage of activities you spent time on last week brought, or will bring
you $1M or more?
What percentage of activities you spent time on last week brought, or will bring
you $100K or more?
What percentage of activities you spent time on last week brought, or will bring
you $10K or more?
What percentage of activities you spent time on last week brought, or will bring
you $1K or more?
What percentage of activities you spent time on last week brought, or will bring
you $0?
4. Now looking at where you spend the majority of your time, does it give you a better
picture of why your business is where it is at, and why you are getting the return on
investment that you are currently getting?

Conclusion
No tasks are created equal. There are a special category of tasks that bring the vast
majority of results in a business. If a person can focus on only doing the tasks that bring
the greatest value in terms of revenue, equity and achieving ones vision, it is only a
matter of time until you begin to reap the rewards of the 3 Day Entrepreneur Lifestyle.
Now let us look at what the highest value tasks in a business look like

CHAPTER 13
Getting High Value Tasks Done
I am like a mosquito in a nudist camp; I know what I want to do, but I dont
know where to begin.
Stephen Bayne

How does the 3 Day Entrepreneur consistently focus on doing the high value tasks in
his or her organization?
Here is a list of the 3 things that the 3 Day Entrepreneur does to consistently
accomplish the tasks that result in massive value for the business:
1. Identifying the tasks that truly create value for your business.
2. Leverage them up to magnify their value.
3. Making sure they consistently get done.

Step 1Identifying High Valued Tasks In Your


Organization
There are 2 types of high value tasks in an organization:
1. General business high value taskswhich are tasks that you will find in almost
every business, that bring substantial value to an organization.
2. Specific business high valued tasksThese are the things that are specific to
your industry you have already done in your business, which has brought, and will
continue to bring your business a substantial amount of value.

General High Value TasksThe Big 6

General High Value Tasks are tasks in a business that produce the highest return in
terms of revenue, equity and attaining the business vision.
Since 70-80% of businesses are relatively the same, these tasks tend to be the tasks
that produce valuable returns across most businesses.
Here is a general list of the Big 6 tasks that bring the greatest value to a business:
1. Developing highly profitable ideas.
2. Developing relationships with high value people (i.e.: referral relationships, high
net-worth clients, joint ventures, centers of influence, funding sources, etc.).
3. Building high powered teams.
4. Creating profitable systems that generate revenue over and over again.
5. Creating or finding valuable opportunities that can multiply your value and create
greater leverage.
6. Creating breakthroughs that greatly multiply the positive results you are getting in
your business.
For a complete list of all of the general high value tasks in a business go to
www.the3dayentrepreneur.com/resources.
The Big 6 tasks are so valuable for your business, that they tend to fall into the
category of the 1% of things that bring 50% of the results in your business. Because of
this, the 3 Day Entrepreneur makes sure he or she does as many Big 6 tasks as they can
every week. If you can imagine this, consider what your business would look like if you
just got one Big 6 task accomplished every week for a whole year. It will completely
change the face of your business.

Exercise
1. Make a list of Big 6 opportunities you can create in your business.
2. Create a routine so that you get one Big 6 task done every week.
3. Keep track every month of how you did, celebrate, and then improve on it.

Specific High Value Tasks


Specific High Value Tasks are tasks youve discovered through your efforts, which
produce great value in your business and industry.

Exercise
Since specific high value tasks are those that you have experience with and have
discovered on your own, a good exercise is to take inventory of what these may be.
1. Take a moment to list the tasks that you do or have done, that have brought your
business the most value in the past.
2. Write down the amount of long-term revenue or equity that these tasks have
brought, or will bring to your organization.
3. List more ways that you can do these task more consistently in your business.
Both the general and specific task lists are where the 3 Day Entrepreneur spends
80% of his or her working time focused on. And if you want to have a greater impact
that results in creating more value while using less time and effort, then you should too.

Step 2Leveraging High Value Tasks and Boosting their


Value
As we learned about earlier, there are always opportunities to redesign a task to
produce substantially greater value, while using less time, effort, resources and money
(TERM).
For example here are some ideas of leveraged up version of Big 6 general high value
tasks:
Instead of developing highly profitable ideas, mastermind with a highly creative
and successful group of people, that come up with an abundance of profitable
ideas for you.
Instead of building highly profitable relationships, lock in a joint venture contract to
be the sole provider for a high producing referral source.

Instead of coming up with breakthrough ideas for improving the ROI for a
profitable product or service; select, train and develop powerful teams to do it for
you.
Instead of selecting, training, and developing your own power team, hire an
effective CEO that can lead and develop your power team for you.
For the 3 Day Entrepreneur, boosting the value of a high value tasks is a matter of
asking the Value, Leverage and Automation questions for each task that needs to be
done. If he or she is not able to find ways to boost the value of a task, they leverage their
team to help them find the answers. Between the 3 Day Entrepreneur and his or her
power team, more value is the inevitable outcome of all the brain power focused on
finding new solutions.

Exercise
1. Take all of the specific high value tasks from the previous exercise and take a
moment to think of new ways that you can get a greater result from them (If you
cannot think of any ask your team).
2. Now come up with ways that you can get that greater result using less time, effort,
resources and money (Again, use your team to help you find solutions).
3. Calculate how much more revenue the new scaled up versions of these tasks can
bring you.
4. Test one of your new ideas and evaluate the results.
From this exercise, you can see how much more value you can create when you spend
the time coming up with ways to boost the impact of high value tasks even further.

Step 3Getting High Valued Tasks Done


Now that we have identified the high value tasks, we need to find ways to do them on a
consistent basis.
Here is a list of ways the 3 Day Entrepreneur uses to get high value tasks done on
daily, weekly and monthly basis.

1. Label all of your tasks as A, B, C, D and E tasks. Focus all of your time on the
A, B and C tasks while delegating, deferring, deleting, or automating your D
and E tasks.
DelegateTo your team, assistants, virtual assistants, personal assistants, etc.
DeferWait, the tasks may resolve themselves in time.
DeleteEliminate them all together (Do we really need to answer email every
day? Do we really need to email back to say thank you)?
AutomateCreate an automated process that will eliminate your need for
fulfilling D and E activities.
For a complete list of general business A, B, C, D and E tasks go to
www.the3dayentpreneur.com/resources.
2. Eliminate your D and E tasks and all that you will have left is A, B, C tasks to
do.
Once you eliminate the less valuable tasks from your to do list, you can focus all
your attention on the valuable tasks that are left.
For a complete list of 100+ Ways to Maximize Your Time By Eliminating
Unnecessary Tasks go to www.the3dayentpreneur.com/resources.
3. Be determined to do at least 2 or 3 A-level tasks daily.
In other words out of the all the things you have to do during the day, make sure 3
of them are A level tasks, and that you do these first.
This way, even if you focus all of the rest of your day on B, C, D even E tasks it
wont matter.
4. Pick a day during the week (or few hours) to focus only on accomplishing the
highest valuable tasks in your week.
If you get 56 A level tasks done in one daywhat you do the rest of the week
wont matter.

From Will
By picking 12 days during the week, and burning through 56 high value tasks
in those days, every weekeventually I realized that I did not need to work
any other days. This is how I was able to reduce my schedule to a 12 day
workweek.
5. Get your highest value tasks done first thing in the morning. If you dont get
around to everything else on your schedule, it wont matter as much.
6. Schedule your highest value tasks when you are at your best during the day,
and get them done. This is the time of day when you are usually in the zone.
7. Use the Pomodoro Technique. Pick your high value tasks, and limit yourself to
spending no more than 25 minutes per task. If a task will take longer, limit yourself
to 25 minute additional increments until the task is complete. Remember
Parkinsons Law!

Time KillersHow to Free Up an Extra 510 Hours of Your Week


Immediately
Below is a list of time killers that you can get rid of right now, which will
immediately free up an extra 510 hours in your schedule every week:
1. Reading emailsChecking your email more than 23 times a day is
generally wasted time. Commit to checking emails only 23 times a day.
Once in morning, once in midday and once before you leave work.
2. Checking textsChecking your texts more than 23 times a day generally
leads to more wasted time as well. Commit to checking text only 23 times
a day. Once in morning, once in midday and once before you leave work.
3. TravelingWith all the new technology today, we dont have to waste
time traveling as much anymore. Sometimes by having customers come to
the office, or meeting with them on a conference call or video chat, it can

save us many hours of travel time.


4. Double workYou would be amazed at how much time we spend doing
things 23 times, or more, unnecessarily, because we are in the habit of
doing this. Train yourself to do things once, and only once.
5. Repeatedly picking up paper or viewing an emailWe also tend to pick
up paper multiple times before we ever do anything about it. Make a
commitment to only pick up a piece of paper once, and do something about
it. Or if it is electronic, make up your mind to only read an email or text, or
electronic document once, and then take action on it immediately.
6. MultitaskingMultitasking is a great way to get a lot of things done, if you
want to take a lot of time doing it. Because of the constant shifting of your
mind from one task to the next, you sometimes have to think through things
again and again just to remember what you were doing. Pick one thing you
need to do and get it done. Then focus on the next.
7. Allowing DisruptionsIf you allow yourself to be disrupted, it takes 23
times longer to finish what you start. And statistically we generally get
interrupted about 40 times a day! You can do the math and realize how
much time we are wasting by allowing ourselves to be interrupted. Set
yourself in an environment where you will not be disrupted. Turn off the
phone, close down your email, shut the door and get your work done.
8. Social MediaThough it is a great tool for business, it is not effective if
your time is not focused. Make a commitment to spend no more than 1530
minutes a day on social media for business and no more. 3 posts a day
should be plenty to stay in touch with your customers and prospects.
9. Lack of Time BoundariesWhen we do tasks, if we dont set a limit of
how much time we will spend, Parkinsons Law says that we will take as
much time as possible. Follow the Pomodoro Technique and set a 25 minute
time limit on all the tasks you need to accomplish. Try to get the task done
in 25 minutes. If not, give yourself another 25 minutes to accomplish it, and
so on
10. Surfing the InternetThough I know not many business people do this,

but for the ones that do, much time can be wasted on surfing the web. If you
are going to surf, set a time limit of 1530 minutes or less of surfing per
day.
11. False StartsMany of us start the day not knowing what we will do. We
therefore spend anywhere from 12 hours just getting ourselves organized
to start the day. You can imagine how much wasted time that produces.
Spend 2030 minutes at the end of the previous business day doing a quick
review and setting up your to do list for the following day. Take 15 minutes
to review it the following day, and get started on your work!
12. Bottomless To Do ListHaving a daily To Do list with 25+ things will
probably overwhelm anyone. We waste a lot of time trying to get everything
done. Pick no more than 5 things to do per day: 3 high value items and 2
others tasks of your choosing.
13. Working at HomeYou would be surprised how much busy work we
bring home that can get done just as well if we did it at the office. Home
time is supposed to be devoted to your family. Therefore make it so! Make
a decision that you will no longer bring any work home; leave work at
work. If you work at home, set undisturbed office hours, and when they are
finished, spend time with the family.
14. EntertainmentThis is more a family time killer than a business one.
But I wanted to put it here because the time we spend glued to the TV, or
doing other recreational activities, is often time we can be using spending
time with our loved ones. Make a choice to either, do away with the TV
altogether or limit your entertainment activities to 12 days a week. 2 hours
a day of television equals 14 hours a week that you can give back to your
family.

Conclusion
Therefore, by only focusing on the 20%, 4% or 1% of tasks that bring the highest return;
by leveraging them up so that they produce an even greater return, and by making sure

they get done on a daily, weekly and monthly basis; you will experience the 3 Day
Entrepreneur Lifestyle, and reap the benefits of having more time and freedom, and
making more and more money.

CHAPTER 14
Constant Evaluation and Improvement
When we deal in generalities, we shall never succeed. When we deal in
specifics, we shall rarely have a failure. When performance is measured,
performance improves. When performance is measured and reported, the
rate of performance accelerates.
Thomas S Monson

The principle of Kaizen states there is always 1) room for improvement, and 2)
people have a natural tendency to waste valuable resources. The 3 Day Entrepreneur
sets up his or her schedule to take advantage of improvements that can greatly boost
their ROI. He or she is also on the lookout for more ways to reduce waste by shaving
off more and more unnecessary use of time, effort, resources, and money.
The 3 Day Entrepreneur does this by creating an environment of continual
improvement. The goal is to create greater value, while minimizing wasted resources.
This is why the 3 Day Entrepreneur sets up a daily, weekly, and monthly planning and
review time. By making time to evaluate their decisions and actions, they can keep
improving them.

The Daily Plan


The 3 Day Entrepreneur sets up a 1525 minute time at the beginning of the day to plan
out the days activities. This is done in order to make sure they consistently do the tasks
that bring the most value for their business. The 3 Day Entrepreneur does this by asking
himself or herself the following set of questions, every day.

Daily Planning Questions:

1. What are the most valuable things I could be doing today?


Choose 3 A-Level activities to do for the day, and put a potential dollar amount
that you will make by accomplishing them.
2. How can I do them in a way that will use the least amount of time, effort, resources
and money (TERM)?
3. How can I multiply the value of these tasks even further?
4. How can I get them done, without it being dependent on me?
5. (My favorite) How can I get these tasks done in a way that is fun for me?
By planning the day this way, you set your focus and plan your actions so that you end
the day with a lot more value than when you started.

The Daily Review


The 3 Day Entrepreneur also sets up a 1525 minute time at the end of every day to
review the decisions and actions made that day. The purpose is to identify opportunities
to create greater value for the next day, leverage their time, effort, and resources better,
and further automate their system.
At the end of a typical workday, the 3 Day Entrepreneur asks him or herself the
following questions.

Daily Review Questions:


1. How much value did I create today? (Put a dollar amount to it)
2. What could I have done differently so that I could have created even greater value?
3. How could I have gotten the same or better result using less TERM?
4. How could I have more effectively automated the process?
5. How am I going to put the improvements I discovered, to practice tomorrow?
By making improvements on a daily basis, The 3 Day Entrepreneur is able to quickly
adjust their aim so that they get closer and closer to the bulls-eye. The bulls-eye being
their goal of getting the greatest value for their efforts.

For a template to do your own 3 Day Entrepreneur Daily Plan and Review go to
www.3DayEntrepreneur.com/resources.

The Weekly Plan and Review


The weekly review is a 12 hour session done weekly, that mostly focuses on stepping
back and reviewing the results of all the efforts made during the week. The 3 Day
Entrepreneur looks at the results he or she accomplished in all of the major Big 6
areas that produce the most value for the organization. They do this by answering the
following high value questions:

Value Review and Planning Questions:


1. High Value Ideas
What valuable ideas did I create this week?
What is the potential or actual ($) return on investment I got from it?
What valuable ideas can I create this coming week?
2. High Value Relationships
What valuable relationships did I establish or develop this week?
What is the potential or actual ($) return on investment I got from it?
What valuable relationships can I start or develop this coming week?
3. High Value Team
What valuable team member did I add or develop this week?
What is the potential or actual ($) return on investment I got from it?
What valuable team member can I add or develop this coming week?
4. High Value Systems
What valuable system did I create or develop this week?
What is the potential or actual ($) return on investment I got from it?
What valuable system can I create or develop this coming week?

5. High Value Opportunities


What valuable opportunities did I discover and take advantage of this week?
What is the potential or actual ($) return on investment I got from it?
What valuable opportunities can I take advantage of or develop this coming
week?
6. High Value Breakthroughs
What valuable breakthroughs did I make this week?
What is the potential or actual ($) return on investment I got from it?
What valuable breakthroughs can I make this coming week?
By stepping back and evaluating how much value was created during the week, the 3
Day Entrepreneur is able to stay focused on creating the most optimal results for their
business week per week. Also, he or she will be able to plan out the following week, by
anticipating all of the A-level tasks and opportunities, and making sure they get
accomplished.

Exercise
1. Take a moment to reflect on your last week and answer all of the Value Creation
Review Questions.
2. How much value did you create last week?
3. If you continue having weeks like this, will it help you succeed like you want to?
4. What changes are you going to make for the following week?
For a template to conduct your own 3 Day Entrepreneur Weekly Review go to
www.3DayEntrepreneur.com/resources.

The Monthly Review


The monthly review is an evaluation of all of the collective efforts done during the
month. The purpose is to see how well all those efforts and improvements were able to

accomplish the monthly goals originally set. Since it is an overview of hundreds of


efforts made throughout the month, it is approached in a more general way.
Here, the 3 Day Entrepreneur spends a few hours reviewing the Daily, and Weekly
Review exercises, as well as focusing on the big picture goals for the month.
The idea is to evaluate not only if the target goals were achieved for the month, but
how well they were achieved. The 3 Day Entrepreneur is always seeking a better, faster
and a greater approach to reaching his or her goals.
Below is a list of the type of questions the 3 Day Entrepreneur asks to evaluate their
efforts every month, so that they can improve their systems for the future.

WWW, WDW, and WDD


The purpose of the monthly review is to identify all of the major areas that have brought
the most value, the areas that are not working as anticipated, and the improvements that
need to be made. The 3 Day Entrepreneur refers to these the WWW, WDW, and the
WDD.
1. WWWWhat went well?
2. WDWWhat did not go well?
3. WDDWhat will be done differently?
The idea is that the 3 Day Entrepreneur brainstorms and lists as many answers to
these three questions as possible. Once they finish, he or she can take pride in how well
things went the past month (WWW). He or she can take a critical eye to the areas that
did not go as well (WDW). Last, he or she can put together a game plan to do things
better next month, so that they can reach all of their major goals (WDD).

The Monthly Goal Review


After the quick WWW, WDW, and WDD review, the 3 Day Entrepreneur gets more
specific to see how well they were about to accomplish their goals. Here are some
typical questions the 3 Day Entrepreneur asks him or herself:
1. What were the Goals this past month?

2. Did I achieve my goals? Why or why not? (Go through each goal).
3. How much ROI did I generate from achieving these goals?
4. What could I have done differently so that I could have achieved a greater ROI?
5. What could I have done differently to get the same or better result using less
TERM?
6. How could I have automated this system better?
The 3 Day Entrepreneur uses this information to evaluate how effective they were in
achieving their goals, as well as help them improve and do even better in the next
month.

Choosing the One Big Thing


Choosing the One Big Thing is based on the idea there are really valuable big steps
that one can take, that will greatly speed up the process of accomplishing your vision
and goals. The 3 Day Entrepreneur makes the effort to find out what those big steps are,
and then focuses on accomplishing at least One Big Thing a month. He or she does
this by first answering the One Big Thing question:
What One Big Thing can I accomplish this month, that will greatly speed up
the process of getting me closer to my vision?
The One Big Thing takes priority over everything else. This is because if you dont
get everything done that you wanted to for the month, at least you did the One Big
Thing that will propel your business the farthest, than anything else would.
Every month the 3 Day Entrepreneur goes over how well he or she did in getting their
One Big Thing done for the month. They do this in order to make improvements that
will push their business to a higher level, each and every month.

Exercise
1. Take a moment and ask yourself, What One Big Thing could you accomplish in
the next month, that will really speed up the process to seeing your vision become

a reality this year?


2. Come up with a plan to accomplish that One Big Thing next month.
3. Tell someone you trust to hold you accountable to accomplishing that One Big
Thing in the next 30 days.
For a template to conduct your own 3 Day Entrepreneur Monthly Review go to
www.3DayEntrepreneur.com/resources.

Personal Improvement Review Questions


The 3 Day Entrepreneur understands that the more they can change themselves
the more they can create the 3 Day Entrepreneur lifestyle that they want. Here
are a few self-development questions the 3 Day Entrepreneur asks themselves
during their monthly review session to continue to grow to their full potential:
1. Wealthy peer group of friends and associatesWhat wealthy person did
I approach to be part of my peer group this month?
2. Building consistent wealth, and equityWhat did I do this month in order
to bring more consistent wealth, and equity into my life?
3. Creating multiple streams of incomeWhat streams of income did I
create or improve on this month that will bring more substantial income to
my life?
4. Creating more and more outrageous value in the marketplaceWhat
great value did I create this past month, and how was I compensated for it?
5. Becoming more and more financially and business savvyHow did I
increase my business and financial expertise this month?
6. Creating or acquiring more profitable assetsWhat appreciating asset
did I create or acquire this month?
7. Building powerful income generating assetsWhat powerful income
generating asset did I build, create or acquire this past month?
8. Continual Personal development (CANEI)How did I improve on all

the major areas in my life this month (Spiritual, Emotional, Physical,


Relationships, Financial, Career/ Business)?
9. Giving back to those in needHow did I give back to others in need this
month?
10. Creating an enjoyable and motivating lifeHow did I enjoy my life
abundantly this month?

For a template to do your own 3 Day Entrepreneur Personal Development


Review go to www.3DayEntrepreneur.com/resources.

Conclusion
The 3 Day Entrepreneur is dedicated to continual improvement, which will greatly
increasing their ROI. He or she does this by creating daily, weekly, and monthly
reviews that they can use to measure and improve their progress. By gathering this
information, the 3 Day Entrepreneur is constantly able to set better plans in motion, and
move closer to their target. This allows the 3 Day Entrepreneur to be fully prepared to
attack any project or business with a powerful plan and a thorough expectation of
success.

CHAPTER 15
Creating a Success Routine
The secret of your future is hidden in your daily routine.
Mike Murdock

Up to now weve discussed how the 3 Day Entrepreneur primarily focuses on


identifying high value tasks and doing them. Weve even discussed how the 3 Day
Entrepreneur continually improves in order to create more value and leverage that result
for a greater ROI. Now we will look out how the 3 Day Entrepreneur puts it all together
in a typical workweek in their lives.

The 3 Day Entrepreneur Schedule


Before we begin to discuss the 3 Day Entrepreneur routine, lets discuss the biggest
question that is probably on your mind while you are reading this book. That is,
How, in the world, do I get everything done in less than 3 days a week?
Well, from what we have discussed so far, we can see how the 3 Day Entrepreneur
gets much more done in less time than the typical entrepreneur. This is because the 3
Day Entrepreneur only chooses to do what is the most valuable and most leveraged
tasks that bring the highest result. But couldnt the 3 Day Entrepreneur also fall into the
trap of doing high value tasks every hour of every day of the week?
The answer is yes. But this is where the 3 Day Entrepreneur sets up boundaries to
prevent him or her from working too hard or too much, even if the work is highly
rewarding.

Shaving Off Two Days a Week

It is said that in 1519 the Spanish conquistador Hernando Cortez was able to overthrow
the great Mexican empire with only a handful of men. How did he do it? He burned his
ship. He gave his men no other option but to conquer and survive. By removing their
option for failure, it motivated them to succeed.
Though harsh, it is a great example of Parkinsons Law at work. In the same way, the
3 Day Entrepreneur is able to work 3 days or less because they create an environment
that makes it impossible for them to fail. How do they do it? They simply make the
decision to only go to work on 3 days. On every other day, they hang up the phone, they
dont answer email, they ignore all text and they do everything else but work.
What does this do? Like Parkinsons law says, eventually you will find creative
ways of getting everything that needs to get done accomplished in the 3 days that you
have to work. You continue to make money, your customers continue to be satisfied and
the business continues to run when you are not there.

Exercise
This is an exercise in courage, but if you do it, you will see first-hand how you can live
the 3 Day Entrepreneur Lifestyle.
1. Look at your schedule and pick one day that you will no longer work (or just pick
810 hours in your weekly schedule you will no longer work)
2. Do absolutely no work on that day (or 810 hour time slot). Do this for an entire
month.
How did the business get along without you the first week? How about the Second?
Third? How about the Fourth?
What new things did you learn from this exercise?

From Will
I originally started working the 3 Day Entrepreneur Lifestyle as part of a dare.
I dared myself to not work on Mondays or Fridays, but instead to spend those
days with my family. It forced me to get really creative on the 3 days that I was

working. I wont lie, there were many apologies, and a few nail-biting close
calls. However, next thing I knew, after a month had passed, my customers
were happy, I was getting paid, and I also had plenty of time to spend with the
family. This was also the month that my income doubled as well

The 3 Day Entrepreneur Success Routine


The 3 Day Entrepreneur understands that the reason successful people continue to create
great success year after year, is that they do successful things day after day. They are
creatures of habit that will rarely change their routine, especially if it is bringing them
millions of dollars!
The 3 Day Entrepreneur also creates a success routine for him or herself by piecing
together the right tasks, actions, resources and efforts, in such a way that combined, it
consistently produces a profitable result. What does the 3 Day Entrepreneur choose to
put in their day? Generally they create a routine from the 4 specific areas that bring the
greatest value to them and their business. These are:
1. Doing only the high level tasks that create the most value. (20% that brings 80%
of the results)
2. Implementing the best practices that produce the best results.
3. Focusing on constant improvement and self-development.
4. Taking consistent breaks to rest, have fun, spend time with family, recharge
batteries, etc.

Exercise
1. Take out a sheet of paper or pull out your laptop, and write down what your
typical daily routine is (or if you dont have one, just write down what you did
yesterday).
2. Calculate how much money your daily routine has brought you or will bring you in
the future.
3. Ask yourself, if you continue with this same routine for a whole year, how much
value will you create?
4. Now rearrange your routine, so that the only things you do in your day come from

the 4 areas the 3 Day Entrepreneur focuses on (I.e.: high value tasks, best
practices, continual improvement, rest, etc.)
5. Calculate how much money your new routine will bring you.
6. Ask yourself, if you continue with this new routine for a whole year, how much
value will you create?

Adopting Your New Routine


Though it is challenging to adopt a new routine, the truth is it is more painful to continue
the old routine. Since you are going to follow a routine either way, why not train
yourself to follow a routine that will bring you a 6 or 7 figure income, and more time to
enjoy your life?
So, the best way to train in your new routine is to either:
1. Bite the bullet and follow your new success routine for 30 days until it becomes a
habit. Or,
2. Once a month, add one valuable thing to your current routine, as well as take out
one thing that is not valuable out of your old routine. After 12 months you will
have a complete new, and successful routine that will bring you many rewards.

From Will
I have found that the following routine has brought me the most growth both in
my life and in my business. It is also the routine that helped me double my
income in a year, and cut my work time to only 12 days a week. Whenever I
add any of these elements in my day, I see the rewards. The more elements I
add from this list, the more rewards I see
1. Ask my daily focus questions5 minutes
What am I happy about?
What am I grateful for?
What am I excited about?

How can I fulfill my purpose in life today?


2. Read my bible1525 minutes
3. Daily gratitude5 minutes
4. Prayer10 minutes (Short I know, but if its short I can do it daily)
5. Self-development Exercises1525 minutes
6. Visualization exercise10 minutes
7. Book writing1525 minutes
8. Review my daily plan15 minutes
9. Check and respond to important emails and texts1525 minutes
10. Do my A-level tasks for the day2550 minutes each (with breaks in
between each)
11. Meetings with High Value People2550 minutes each.
12. Entrepreneur Idea Development25 minutes
13. Wealth Building25 minutes
14. Reading for Personal Development25 minutes
15. BreaksEither rest break, meal breaks, family breaks, or fun breaks, I
litter my day with breaks to recharge my batteries.

Conclusion
The 3 Day Entrepreneur is able to consistently create great value because he or she
creates great value on a daily basis. They do this by consistently doing the highest value
tasks, implementing best practices, constant self-development, and taking breaks to
recharge on a daily basis. Even though the 3 Day Entrepreneur could work every day, he
or she sets boundaries on themselves to create the most possible value in the shortest
amount of time.

PART V
The 3 Day Entrepreneur Tool Box
The 3 Day Entrepreneur uses their unique way of thinking and their focused lifestyle to
set the stage to create massive value in their business. They are able to do this even
better with all of the tools and resources that are at their disposal. The 3 Day
Entrepreneur uses the right tool for the right job, and makes sure the impact is the
greatest possible.
In the next section, we will look at the main tools the 3 Day Entrepreneur uses on a
day-to-day basis, to create the greatest impact in their business, while using the least
amount of effort.
To prepare our minds for this, lets look at another special individual, who is an
exceptional example of the 3 Day Entrepreneur Lifestyle in action.

J. Massey
J. Massey is a successful real estate investor with over 300 residential and commercial
properties in his portfolio. He operates his real estate investing business working at
most 510 hours a week. With his extra time he trains and develops real estate investors
with his landmark program, Cash Flow Diary.

J. Masseys Story
Through a series of life-altering events, including the serious illness of his
then-pregnant wife, an accident that left him with a punctured lung that
excluded him from being able to work, and even losing his family home; J.
Massey learned quickly that he had to change his mindset if he wanted to
survive and thrive. He immediately took action, immersing himself into
intensive real estate investor training. He hasnt looked back and has built a

booming investing business, using very little of his own cash or credit.
Here is what J. had to say when asked how he is able to manage such a
large amount of real estate throughout the US and globally, working only 510
hours a week:
The key to my success is having a great team. I have an executive assistant,
operations manager, and a CFO. All of the property managers report to the
operations manager, and she takes care of everything. Whatever she is not
authorized to handle, I handle, which is very little So, the really big stuff she
brings to me but it doesnt happen all of the time.
On the real estate constructions side, under the operation manager there is a
construction manager, and under him is the general contractor. So even on the
rehab stuff, like if materials dont show, etc., I don t have to do anything
because that is their job. They know construction better than I do. I truly
believe you have to let people do what they do best, and only what they do
best.
I also believe that the reason entrepreneurs get stressed out is that they try to
do things they dont do best, because they think its worth saving the money
Its not.
Then my CFO comes into play . I dont do accounting best. I dont do
expense management best. I dont do budgeting and cash flow planning best.
Its not my job. I let her do that. She also has a person that works with her
because it eventually becomes too much for one person.
I dont do any of the things that I dont do best. And therefore that means
there is a lot I dont do. Which leads me to only do the things that I do best.

CHAPTER 16
The Power of Strategic Thinking
You must understand that there is more than one path to the top of the
mountain
Miyamoto Musashi (A Book of Five Rings: The Classic Guide to Strategy)

The 3 Day Entrepreneur has many tools in his or her toolbox, but the most effective is
the ability to think strategically.
Thinking strategically means being able to see where you are going before you begin
the journey to get there. Also known as big picture thinking, before the 3 Day
Entrepreneur starts any project or endeavor, he or she makes an effort to know where
they are, see where they want to go, and then design the best possible plan to get
themselves there. When used effectively, it brings the best results with the least amount
of time, effort, resources and money wasted.
Most entrepreneurs, on the other hand, begin a business without any clear direction.
This usually results in having to backtrack; correct mistakes made, or start all over
because they did not realize they were going the wrong direction. Unfortunately, this
usually results in a massive waste of effort and resources, with very little value to show
for it.

Clarifying the Vision


The 3 Day Entrepreneur, starts with a clear vision of where they want to go. Whether in
1 year, 3 years, or 5 years, they have a clear perspective of what they want to
accomplish. And, since the vision is clear, coming up with the plan becomes even
easier.
To the 3 Day Entrepreneur, building a business is like putting together a 1000 piece
jigsaw puzzle. The challenge to put it together seems daunting. However, with a clear

picture (like the one on the box), it becomes a fun exercise, combined with the
satisfaction of getting closer and closer to your goal, with every puzzle piece you put in
place.
Compare that to the business owner that does not have a clear vision where they want
to go. In their minds, they just know that they want to build a business. Or they want to
make money. Or they want to have freedom. However, they dont have a clear idea of
what that looks like or how they are even going to get there. What generally happens is
that they will get busy doing work, but the work doesnt get them any closer to what they
want. They just stay in a holding pattern, working, but not getting any closer to the
lifestyle they hoped for.
We all know people like this, they work for work sake, but they progress very little.
And they cannot, for the life of them, understand why theyre not getting ahead.
It s like putting together that same 1000 piece jigsaw puzzle, but not having the
picture box to go by. It is an exercise in frustration, with the chances of actually
completing the puzzle being slim to none.
Therefore, establishing a clear vision is critical to the 3 Day Entrepreneur, and only
by doing so will they even be able to see their business achieve success.

Vision Exercise
1. Close your eyes. Visualize what you would like to see your business become 5
years from now. Now ask yourself the following questions:
What do you see?
What evidence lets you know that you have succeeded?
What sticks out to you most?
What kind of rewards are you enjoying?
How is your family benefiting from your success?
What did it take to help get you here?
Open your eyes and write down a paragraph describing the vision of your
business for 5 years from now.
2. Once you are finished visualizing, ask yourself:

What will I have to achieve this year in order to see my 5 year vision become a
reality?
Write down a vision of your business one year from now.

Goals
The next step the 3 Day Entrepreneur takes is to set goals that, once achieved, will
result in achieving the vision for the year. He or she does not make random goals, but
goals which follow a certain set of criteria; also known as SMART goals.
SSpecific: Make your goal as specific as possible. Instead of I want to be
financially free a better goal will be, I want to be making $150,000 in net profit,
while only working 10 hours a month.
MMeasurable: Make a goal that you can measure. How do you know if you are
getting closer to your goal if you cannot measure it? A goal like, I want to only work
with my ideal customers, isnt measurable. A goal like, I want 10 new customers that
fit my A, B, and C criteria, is.
AAttainable: Make the goal something that you can confidently reach (or that
similar competitors have attained). Challenge yourself. The 3 Day Entrepreneur
generally sets a goal, and then bumps it up so that it can challenge him or her to grow.
RRealistic: Make your goals realistic to the current lifestyle you want, as well as
your current resources. Take inventory of what you have to work with (I.e.: time, effort,
resources, money), and your current skills to leverage them. Make sure your goals are
achievable.
TTimed: Give your goals a time limit so that you can check how close you are in
achieving them.

Exercise
1. Write down all of the goals you will need to achieve this year in order to see your
1 year vision become a reality.
2. Convert your goals into S.M.A.R.T. goals if they are not.

A Reality Check about Goals


Before we continue, we need to do a reality check, especially when it comes to
the area of setting goals. You see, a very strong fact about life is that we have
absolutely no control over the future. Since goals are set in the future, the truth
is that you have very little control whether you will reach your goals or not.
This is a depressing thought, I know. And, you may not agree with it. Yet, it is
still reality, as gravity is reality.
Therefore, instead of using goals as a way to judge your performance, or as
a way to determine if you are a success or failure. A better use of goals is to
use them as a place holder to show you the direction you should be going.
For this reason, it is also best to set your goals as a range. For example, a
goal that says I want to make $150K this year, may be difficult to attain, but a
goal range, such as I want to make between $80K$150K, has a better
chance to be achieved. In other words, though it is rare you will hit your exact
goal, if you shoot of a goal within a range, you have a better chance at success.

The Strategic Plan


Now that the goal and vision are clear, the next question the 3 Day Entrepreneur
answers is, Whats going to be the plan to get there?
This is where the 3 Day Entrepreneur greatly leverages themselves and achieves
great results, while all other entrepreneurs are left in the dust. This is also how the 3
Day Entrepreneur is able to create a 6 or 7 figure income while only working 23 days
a week.
How does the 3 Day Entrepreneur do it? By identifying and implementing the best
practices in everything.

Finding the Best Plan


The 3 Day Entrepreneur knows that they could probably come up with a decent plan to

achieve their vision on their own. But why reinvent the wheel? The 3 Day Entrepreneur
knows that there are plenty of people that have already achieved success, through their
own trial and error, blood, sweat and tears. They know that these people have already
invested massive amounts of money to obtain the great results they are looking for. So,
why waste all that time and effort, when you can rise above all of their mistakes and
learn what works, from the best.
Many successful individuals are generous enough to share their advice to the world
through books, articles, mentorship, and coaching. Many of them are also eager to help a
new generation of entrepreneurs avoid their mistakes and get a foot up in the
marketplace.
Therefore, the 3 Day Entrepreneur goes directly to the source and gets the advice that
works. He or she does the research to find who are the most successful people in an
industry and then they contact them directly to learn everything they can. They will buy
the book, the coaching program, video, etc. to find the best practice, which has been
tried, tested and proven, in order to reproduce those great results over and over again.
These best practices are the valuable advice that allows the 3 Day Entrepreneur to
make decisions that are right the first time. Not only are they right, but they tend to
result in creating the greatest value (in terms of revenue, profit, equity, etc.), with the
least amount of time, effort, resources and money wasted.
Compare this to what typical entrepreneurs do. They generally rely on only one
person to help them succeed; and that person is themselves. They trust only themselves,
get advice from themselves; and they try to figure things out by themselves. If they do
produce results, it is usually at the expense of wasting a massive amount of time and,
effort that couldve been avoided if they had just gotten a little advice.

Finding the Best Practices


Here are few ways the Entrepreneur uses to identify the best practices in their industry:
1. Identify your most successful competitors Once you find your most successful
competitors, you can do research on them to identify their values, principles,
systems, etc. in all areas of business. You can either research them on the web
(website, articles, books that describe them, etc.), or you can go to them directly

and ask for help. Youd be surprised how many competitors would be willing to
help you if you just ask.
2. Experts, and SpecialistsExperts are exceedingly helpful because their career
is based on researching best practices in an industry. They have already done the
research for you, which saves you a ton of time and effort. Expect to pay them for
all of their research and expert advice. Yet, it is the best investment the 3 Day
Entrepreneur can make. This is because he or she knows that the return on their
investment will be massive.
3. Consultants and coachesConsultants and coaches are experts, but they provide
you extra help by guiding you step-by-step through the process of learning and
implementing best practices. They are much more expensive, but worth the
investment.
4. Books, Articles, WhitepapersOne of the best sources for best practices for the
3 Day Entrepreneur are the massive amount of the free books, articles and
whitepapers on the internet. Now, not all of these pieces of information are
valuable, so the 3 Day Entrepreneur has to be very specific about the information
they are searching for. The type of searches he or she does has to pinpoint the most
effective systems for the industry.
5. Your Own TeamThe 3 Day Entrepreneur understand that they already have a
host of smart people at their disposal that have real life experience and successes
in their industry. These are the employees, vendors, associates, etc. that they deal
with on a daily basis. The 3 Day Entrepreneur is always asking their teams
opinions and advice to identify areas that he or she may not be aware of, and can
lead to greater success. It does not matter at what level the person is at, because
the 3 Day Entrepreneur understands that there is always something to learn from
everyone. They know that asking for advice will help them see things from
different perspectives, which ultimately will lead them to making better choices.

Conclusion
The 3 Day Entrepreneur understands that he or she needs a clear vision of what they
want to achieve so that they can always stay on track to get there. They then set SMART

goals they work to achieve, which will help them have a better chance at achieving their
vision. Last, they use the wisdom, efforts, and resources of others to identify the best
plan that will give them the best chance at achieving their goals. This type of strategic
thinking is what continues to propel the 3 Day Entrepreneur to creating more massive
value while other entrepreneurs are left in the dust.

CHAPTER 17
Building a Power Team
Talent wins games, but teamwork and intelligence wins championships.
Michael Jordan

There is no better way to create massive value, while leveraging oneself, than by
having the right team behind you. This is because you need people to delegate tasks and
projects to, that you can trust will produce the results you need. Therefore, the 3 Day
Entrepreneur doesnt just select any people for their team; he or she finds the right
people.
In order to build the right team there are 3 things the 3 Day Entrepreneur does:
1. Identifies and selects the right people (A Level Team).
2. Turns them into a cohesive, powerful team.
3. Multiplies the value they can create through continual improvement.

Finding A-level Team Members


The best definition of an A-level Team member, are those special individuals that will
create the best possible results for their efforts, no matter what situation they are in.
These are the people that can produce impressive results, even if they find themselves in
a situation with limited resources.
Now this doesnt mean that they have to manage a fortune 500 company. You can
have an A-level hamburger maker, as long as the burgers they turn out are A-level.
What you will find is that this A-level character is based on a persons natural
abilities and talents. Therefore, the 3 Day Entrepreneurs goal is to identify those
individuals that have this natural character and talent, and get them to work for his or
her organization.

Now, not everyone can be A-level at every position in the organizationwhich is


also why you have to make sure that the right people are in the right positions. For
example, suppose you have a top notch assistant and you make him or her project
manager. If this person were not right for the job, you would have taken an A-level
person from their A-level position, and turned them into a B-level person getting Blevel results.
In addition, an A-Level team member is able to grow as the company grows. If they
are not A-level, when the business grows, you will be forced to select and train a
completely new team to meet new demands. On the other hand, as the company grows,
the A-level team member makes a smooth transition into their new position, and
continues to produce great results.

How to Identify A-level Team Members


Since the right team members create the best situation for your business, the 3 Day
Entrepreneur makes finding them a top priority.
The 3 Day Entrepreneur looks to these 3 areas to find his A-level team members:
1. Personality.
2. Character and Integrity.
3. Energy Enthusiasm and the Ability to get things done.

Personality
In order to choose the right person for the right job we first look to their personality.
This means that we first have to look to see if the people we interview are naturally
wired to get the job done right.
For example, you wouldnt want a team member with an Analytic personality in a
customer relations type of position in your business. Why? Because analytical people
tend to naturally work better by themselves, and they like working on the details of the
organization. In the same way, you wouldnt want the bubbly, outgoing person
(Cheerleader Personality) to be in charge of the administrative area of your business.
Why? Because they generally get overwhelmed with all of the details they are

responsible for. Ultimately we want to make sure that whatever team member we
choose, that their personality is a good match to their position.

The 4 Personality Types


Having the right personality type in the right position is crucial for the 3 Day
Entrepreneurs plans for success. Below is a list of the strengths, weakness
and core needs from the article, Communication Success with the 4
Personality Types, by Preston Ni.
1. Relator/ Supporter
Strengths: Nurturer. Sociable. Values interpersonal relationships.
Challenges: Personal feelings can get in the way of objectivity. Can be too
passive. Cant say No. Avoids conflict.
Core Needs: Relater/ Supporters want to be liked, accepted, and loved.
How to Meet Needs: Remind Relater-Supporters on a regular basis how
much you genuinely appreciate who they are, what they do, and the quality of
the relationship.
2. Cheerleader
Strengths: Fun. Creative. Comes up with great ideas. Sociable. Wants to
influence and create impact.
Challenges: Dislike routine. Does not always conform to norms and
regulations. Inconsistent. Easily distracted. Lacks follow-through. What
deadline?
Core Needs: Cheerleaders want to have fun and get attention. Some
Cheerleaders enjoy being in the spotlight.
How to Meet Needs: Affirm the Cheerleaders energy and creativity. Stress
how their ideas and efforts have made a positive influence on individuals
and/or groups. Compliment Cheerleaders publicly.
3. Analytics
Strengths: Disciplined. Methodical. Prefer to work alone. Detail oriented.

Challenges: Tend to see issues as black and white, with no grey area.
Inflexible. Difficulty seeing human side of equation, and empathizing with
others feelings.
Core Needs: Analytics want to be right.
How to Meet Needs: Acknowledge the facts, evidence, and details presented
by analytics. Compliment their accuracy, completeness, adherence to
procedures, and attention to detail.
4. Drivers
Strengths: High energy. Efficient. Get the job done. Overachiever. Producers.
Deal with problems and confrontations head-on. Bottom line oriented. Task
and results oriented.
Challenges: Can be overbearing and dominating. Some are workaholics. See
people as means to an end. Limited close relationships. Do not permit self to
openly show vulnerable emotionsconsider them signs of weakness.
Core Needs: Drivers want to be in control. Even when theyre not completely
in control, its important for them to feel that they have some control.
How to Meet Needs: Stress Drivers leadership and accomplishments; their
ability to meet challenges and turn difficulties around. Give them something to
be responsible for.

Character and Integrity


After we match a persons personality with the position, we then need to make sure that
their character matches with what is required for the position you are considering them
for. This means that you will need to list out all the qualities you require for the position
you are trying to fill. For example, characteristics such as: being proactive, being
punctual, organized, quick-learners, etc. are all examples of characteristics needed for a
personal assistant role in your business.
The following is an exercise that can clarify this for you a bit further:

Exercise

1. List an important position in your organization.


2. Describe the type of personality that will produce the best results for this role
(Driver, Analytic, Relator, and Cheerleader).
3. Describe the character traits needed for this role that you believe will bring the
best possible results for your organization (I.e.: Proactive, quick learners, detailoriented, punctual, etc.).
4. Write a list of questions that you can use to help you identify if the people you
interview have these characteristics.
For a list of character identification questions you can use during your
interviews go to www.the3dayentrepreneur.com/resources.
The 3 Day Entrepreneur knows that character is hard to determine. But they can get a
better glimpse of it by asking the right questions, and by looking at the little things. As
the proverb says:

Whoever can be trusted with very little can also be trusted with
much, and whoever is dishonest with very little will also be dishonest
with much.
The little things you should look out for would include things like: following
interview instructions, sending in a complete resume, being on time to an interview,
having a neat appearance, answering questions accurately, etc.
Now, integrity, though very important, is even harder to determine. This is because
when you deal with peoples morality and ethics, you are dealing the most private part
of peoples lives. Because of this, sometimes the only way to uncover how much
integrity a person has, is to observe them during their first 3 month probationary period.
Your job will be to diligently look out for any red flags in their integrity during their
first 3 months of working with you. And if you find any, then you fire them quickly.
Because as the saying goes:

Hire slowly and fire quickly.

Energy, Enthusiasm, Capability


Once youve matched their personality to the position, and you feel confident about their
character and integrity; now we need to look for team members that have the ability to
get the job done. This means that they need to have the energy and capability to follow
through on everything you give them. The ultimate goal is for them to become selfsufficient, and to do a great job without relying on you.
Now, in order for them to do this you need to give them the opportunity to prove
themselves. You can do this for new hires by giving them 36 months to prove they are
competent, proficient, and can eventually master the material. Youll know youve found
the right team member when they get to the point where they can do the work with their
eyes closed.
Your job is to thoroughly train them and give them the best chance at success. This
means providing praise for their efforts, celebrating their accomplishments, removing
obstacles from their way, and giving them feedback on what they do right and what they
can do better so that they can improve.

Building Them into a Powerful Team


A-level team members can create substantial value by themselves. However, the 3 Day
Entrepreneur knows that if you put great people together, they can create massive value
through the synergy they create as a team.
How does one select the right team members that will work well together to create
value? Lets first take a moment to talk about what it takes to put together the right team.
Putting the right team members together takes:
1. Choosing the right people for the team;
2. Choosing people that are willing to improve together as a team.

Choosing the Right People for Your Team


The 3 Day Entrepreneur knows that selecting the right people for their team is not
simple. However, the following guideline tends to produce the greatest results in putting
the best teams together:

1. Hire people that complement your strengths.


The 3 Day Entrepreneur hires people that are strong in the areas they are weak.
Why? Because the 3 Day Entrepreneur knows it will take too long to change their
weaknesses to strengths. Instead of tolerating gaps in their business, the wise
entrepreneur fills these spots with the A-level team members that are strong and
can fill those gaps.
For example, if the 3 Day Entrepreneur is a detailed, operations and
administrative type of person, they can get a high powered marketing and sales
person to get leads and convert them into clients. Or, if the 3 Day Entrepreneur is a
dynamic marketing and salesperson, they can get the detailed, organized person to
handle the operations and administrative details of their organization.
2. Pick the people that can work well together.
The 3 Day Entrepreneur knows that not only do the team members have to
complement him or her, but they must also complement each other. Team members
needs to be able to create value, work alongside, and communicate effectively
with others. The best team members are individuals that respect other peoples
personalities, and are flexible enough to adapt to the needs of others around them.
And, most importantly, they truly enjoy working with other people.
3. Choose those who are willing to grow to the next level.
The business is constantly growing, so the team members should too. As a leader,
the 3 Day Entrepreneur looks for team members with the potential to work 23
levels ahead of what they are currently capable of. The 3 Day Entrepreneur wants
their team to grow as the organization grows. Otherwise when the business grows,
they will find themselves looking for a brand new team.

Helping Them Continue to Improve


The 3 Day Entrepreneur also looks for people on your team that are eager to grow. If
they are learners, flexible and able to adapt, they can gel into a successful team that can
accomplish anything that is thrown at them.
This means the 3 Day Entrepreneur makes an effort to avoid the stagnant, stubborn,

individuals that do not want to grow. Though these people are useful in different areas
of the business, they are generally not interested in growing with the company. If it was
up to them, they would keep your business exactly where it is.
On the other hand, the 3 Day Entrepreneur knows that to build a successful A-level
team they need to attract self-development junkies. The 3 Day Entrepreneur spends the
money in helping them develop, and the team responds by creating even greater value
for the business.

Your A-level Professional Team


Another team the 3 Day Entrepreneur brings together is the group of
professionals, experts, consultants and advisers that will help the business
accomplish its mission. These are the people that the 3 Day Entrepreneur goes
to for help in making the best decisions for the organization. Also, because of
their expertise, they tend to help implement strategies and plans in a much
faster and more valuable way.
Here is a typical list of the professionals the 3 Day Entrepreneur looks for
to add to their organization:
1. Business Consultant
2. Marketing/Sales Consultant
3. Commissioned Sales Team (contractors)
4. CPA, Accountant
5. Bookkeeper
6. Payroll Service
7. Virtual Administrative assistant
8. Lawyer
9. Personal Assistant

Creating Value with Teams

There is one last thing that has to be said about teams. The 3 Day Entrepreneur
understands that teams are worthless if they cannot create value in the organization, as
well as help leverage the leaders time, efforts, resources and money.
The best way to make sure that your team creates value is to first understand that not
all team roles are created equal. In other words, some team roles naturally create more
value than others. Since this is the case, it is the priority of the 3 Day Entrepreneur to
focus the majority of his or her attention, time and energy on selecting, training and
equipping the team members that bring the most value to the organization.
Since value is determined by the amount of revenue, profit, equity and progress
toward the organizations vision, then any roles that produce value in these areas need
to be top on the list of where the 3 Day Entrepreneur spends his or her time.
Here is a typical hierarchy of roles in an organization based on the value they bring
to the organization:
1. LeadershipCEO, president, or general manager.
2. Sales Peoplein or outside sales force.
3. Marketing Peoplein or outside marketing team.
4. Customer Service/Front Office peoplecustomer service personnel.
5. Quality Control personimproves the quality of the customer experience and the
flow of the organization
6. Operations Managermanages the entire operation.
7. Financial controllerControls the spending of money in the organization
leverages the use of finances for greater profit.
8. (if no controller) In house Bookkeeper, Accountantreports on the spending of
the organization.
9. Human Resources manager
10. Administrative/ Back office person

From Wes
On my team right now Ive got a full-service bookkeeper who pays all the

expenses, sends out invoices, sends me financial reports, and follows up on


late payments. All I need to do is approve the invoices. But, she knows my
system, so I generally dont need to do it. She pays all the bills herself as
well.

Conclusion
Team members that create more direct value to the organization are the priority. And the
3 Day Entrepreneur understands this to the point that his or her schedule is driven by it.
The result is that the more time the 3 Day Entrepreneur spends equipping the most
valuable players in the organization, the more massive value is created. And the rest of
the organization maintains the machine humming for years to come.

CHAPTER 18
Building the Best Systems
Everything must be made as simple as possible. But not simpler.
Albert Einstein

The 3 Day Entrepreneur is able to produce great results over and over again. This is
because he or she relies on systems to make the business run effectively.
Systems are step-by-step instructions, that can be followed by many people, and still
produce the same result over and over again. Now, the 3 Day Entrepreneur relies on
systems because they have 3 very important characteristics that help run their business
effectively. These are:
1. Systems are unemotional.
2. Systems are reliable.
3. Systems are reproducible.

Systems are Unemotional


Why does it matter that systems are unemotional? Because nothing makes a business
come to a grinding halt as when the business owner is emotionally influenced by his or
her circumstances. The perfect example of this is the Fire Figher Persona. For the Fire
Figher, circumstances tend to influence what he or she does, which results in a lot of
wasted time and effort.
When we are emotional, we are not always in our right mind. And, we tend to do
what we think is best in the moment even though it may not be in the best interest of the
business. Systems, on the other hand, prevent this from happening because they force the
business to continue to keep producing the same result, in spite of how the business
owner feels or in spite of his or her circumstances.

In other words, systems change the business from being dependent on the character,
personality and emotional ups and downs of the business owner; and turn it into a
machine that cranks out high value results, in spite of him or her.

Systems are Reliable


Another benefit of systems is that they create consistency. Consistency is the ability to
produce the same or better results over a long period of time. In business, producing an
increasing amount of value over a long period of time ultimately leads to long-term
success. And, by knowing what to expect, it helps the 3 Day Entrepreneur build a
business that produces massive value for years to come.
This is the main reason why, even though the success rate for entrepreneurial
business are depressingly low, the success rate for franchises are extremely high (93%
of franchises succeed according to statistics from the time this book was written). This
is because franchises continue to rely on proven systems that consistently produce the
returns they need in order to succeed.

Systems are Reproducible


The 3 Day Entrepreneur is interested in ways to create more value, while leveraging his
or her time. This includes delegating the workload, so he or she can free themselves up
to focus on the highest value tasks. But, how do you guarantee that someone else you
delegate to will be able to create the high quality results that you do?
Again, the 3 Day Entrepreneur finds the answer in the system. By documenting the
step-by-step formula that is needed to create great results; another person will be able
to follow those exact steps and create the same or an even better result.

The Benefits of Systems


Systems also provide very valuable benefits for the 3 Day Entrepreneur. They provide:
1. AccuracyBy giving your team a detailed system, instead of instructions from
your head, you can more guarantee they will produce the result you want.

2. ConsistencyAs we mentioned previously, systems make sure that things are


done the way you want them to, each and every time.
3. QualityCustomers look for specific and valuable benefits in the services and
products they purchase. Systems guarantee that their expectations will be met, or
exceeded, on a consistent basis.
4. RecoveryWhen mistakes are made, systems help the business recover quickly.
This is because once a system is created for the problem, then the problem never
returns, helping the business continually improve.
5. ProfitabilitySystems allows someone else to do what you do. This provides
the opportunity to take your system and sell it to someone else. The system
becomes an asset that can be sold, or licensed because of the value it creates for
anyone who uses it.

How to Develop the Best Systems


There are no good or bad systems, only levels of effectiveness. The 3 Day Entrepreneur
focuses on a few criteria in order to make his or her systems effective. These are:
1. A convenient way to document systems.
2. A simple way to keep the systems user-friendly.
3. A practical way to test the systems to make sure they work.

Documenting Systems
Documenting, means putting your system in some kind of vehicle that makes it easy for
other people to get the information. Systems can be written, recorded as an audio, put on
video, etc. The main purpose is to make it easy for others to follow directions.
Here are just a few examples of ways to document a system:
Writing a step-by-step user manual.
Creating a video of someone demonstrating the system.
Creating an audio that gives step-by-step directions on how to do something.

Doing physical, hands on demonstrations for your people.


Putting together educational, hands-on seminars and workshops to train a group.
The 3 Day Entrepreneur tries to combine the visual, audio and physical aspects when
documenting a system, because these tend to be most effective. For instance, a video
demonstrating a particular step-by-step process, with some hands-on exercises,
generally delivers the best results.

Keep Systems User-Friendly


Obviously, the 3 Day Entrepreneur want the systems to be easy for anyone to use. In
order to do this the system needs to be:
1. Not more than 15 steps long10 steps preferably (a system with 63 steps will
never be followed).
2. Written for a 9 year old or youngerThe truth is that even the smartest people
have difficulty with following instructions. The more understandable you make the
system, the better chance that the instructions will be followed.
3. Accessible so that people can find itIf you have a great system that no one can
find, it becomes useless. Make sure the system is either in a hard copy form that is
located in a public place, or on a server, in a DVD collection, etc. The key is that
people need to be able to find it, whenever they have a need.

Test to Make Sure It Works


Like team members, not all systems are created equal. A system that may work great for
one person may be impossible to follow for someone else. The only way to know if
others can use the system is to test it with others.
Try to get someone else in your business to follow the steps. If they understand the
instructions, and are able to produce the same result, then youve hit the jackpot. But
make sure you test it with more than one person so that it can truly be universal and
reproduced by many other people.
To the 3 Day Entrepreneur, systems are the most crucial aspect of his or her toolbox.

He or she is determined to create systems for every aspect of the business. This is
because the more work the 3 Day Entrepreneur is able to delegate, automate, and
outsource, the more they can build greater value and leverage elsewhere. For the 3 Day
Entrepreneur, systems rule their world.

Creating Value with Systems


One last thing needs to say about systems. Generally, we use systems to leverage your
time, efforts, resources and money. However, some systems will naturally create more
value than others will. These are the systems that the 3 Day Entrepreneur devotes most
of their efforts in creating and developing.
Here are a few of the most valuable systems in a business, in order of priority, and
their ability to create value in an organization:
1. Optimal Marketing SystemsThe right formula of marketing efforts that brings
the highest amount of qualified customers.
2. Optimal Sales SystemsThe right formula of sales skills and efforts that bring
the most customers, and bring the most money per customer. (Includes sales
process, presentations, sales scripts, etc.)
3. Customer Satisfaction SystemsActivities that produce the most satisfied
customers.
4. Core Operation ProcessesThe main process that drives the entire business
and that supports all other systems in the organization.
5. Optimal Pricing SystemThe combination of different pricing levels and terms
that produce the most profit for an organization.

Conclusion
The 3 Day Entrepreneur greatly relies on systems because he or she knows that systems
can produce consistent value over the long haul. Once they create the systems that can
produce the highest value results for the company, the 3 Day Entrepreneur will be
prepared to easily enter many new markets. This allows the 3 Day Entrepreneur the
ability expand the value they can create, as well as the money that they make, while

letting the systems do all the work.

CHAPTER 19
Mastering Technology
Any sufficiently advanced technology is indistinguishable from magic.
Arthur C. Clarke

To the 3 Day Entrepreneur, technology provides the best mix of systems and
automation, and provides the best opportunity to leverage resources. This is why he or
she is consistently researching the latest technology to discover more useful and
effective ways to automate their operation.

The Benefits of Technology


The 3 Day Entrepreneur knows that technology provides major benefits for their
business. It does this by helping the business to use:
1. Less TimeTechnology helps reduce time by automating a process normally
done by an individual.
2. Less MoneyTechnology lowers costs by reducing the money spent on hiring an
individual to do a task.
3. Less EffortTechnology also reduces effort because it can do the work twice or
three times as fast as any other person could.
4. Less ErrorsTechnology prevents wasteful human errors from occurring
because the automated system can consistently provide the best results.
Technology also provides:
5. Reliabilitydue to the technologys ability to produce the same result repeatedly.
6. Consistencybecause technology can run 24/7 with minimal expense.

7. Precisionbecause technology can execute the exact instructions given to it and


can do it exactly when it is expected.
8. Uniformitybecause it can do multiple tasks at once, while maintaining the
consistency of those tasks.
9. Convenienceit provides the opportunity to fulfill those tasks at times, places or
in ways that would be inconvenient for a person to do.
10. Mobilityit provides the opportunity to fulfill the tasks in multiple locations,
even throughout the world.
These are just a few of the benefits technology provides the 3 Day Entrepreneur.
Because these, he or she makes every effort to use technology as often as possible and
to its fullest capacity.

From Wes
Our ticketing system is special for IT service companies. It automates things
by creating tickets from customers, which it sends to the appropriate email
address. If it emails me, I respond to it immediately, but if they email the tech
support, anyone can respond to it.
Customer calls also get routed through the system and we can prioritize it so
we can see what needs attention now or what can wait. A lot of that comes
from setting up the expectation for the customer. Some will be immediate or
next day resolution.
So I have tried to build everything so that not only doesnt it depend on me,
but it doesnt depend on any one person. All the techs have access to the same
information and can access it from anywhere since it is all web based. So
customers call or email the office line and whoever is available to help can
help them.

Using Technology to Leverage TERM


The most obvious use for technology would be in its ability to minimize the amount of

time, effort, resources and money used in fulfilling tasks. Since reducing the amount of
time, steps, resources, money, people, etc. in a process will allow the process to go
faster and run more efficiently, technology is the ideal solution for the 3 Day
Entrepreneur to run their day.

A Day in the Life of The 3 Day Entrepreneur


Here is a brief example of how the 3 Day Entrepreneur uses technology in a
typical day:
Alarm clock or smartphone wakes them up in the morning.
Coffee-maker automatically brews a fresh cup of coffee at a specific time in
the morning.
As they rise out of bed and go to the bathroom, a motion detector
automatically turns on the light, where they brush their teeth with an electric
toothbrush.
A motion detector in the kitchen turns on the light, as they walk in to get their
morning brew.
They grab their cup of coffee and head to their computer.
Now their computer has already turned on automatically, and all of the
needed programs are activated, and ready for use.
The 3 Day Entrepreneur begins his or her day by spending 10-20 minutes to
plan their day, choosing the A-level tasks that have been pre-selected by
their automated To-Do List.
Then they review and respond to their most important, (automatically
filtered) email or texts.
They then look at all of the appointments they have for the day, as listed on
their online calendar.
Next is time for a break, and they go to their online reader for news and
interesting articles, to get a good idea of what is going on in the world.

They then set themselves to begin their tasks. They know they have the
following to accomplish:
1. Meeting with a potential joint venture partner.
2. Schedule workshop for interested prospects.
3. Sign and mail important contracts.
4. Confirm and meet with 3 clients.
5. Train the business team.
6. Train the personal assistant.
7. Write another chapter of his or her book.
They set about their tasks in the following way:
They start by setting up video call with the potential joint venture partner.
The 3 Day Entrepreneur sends them an invitation for a scheduled video
meeting, and shares their screen to discuss the plans for the potential joint
venture.
Next, they set up an online webinar and send out invitations through their
automated email service. The email provides details to all interested
prospects to sign up, and notifies them as to the time and place of the
webinar; and is set to remind them when day and time approaches.
After this, he or she scans and signs documents electronically, then emails
them where they need to go.
Now, confirmations for client meetings have already been sent out, by the
online calendar automated confirmation service. In the confirmation, clients
have already been instructed to either meet over the phone, meet over video
call or meet in person at a designated time and location.
The clients already have their documents for the meeting, since they received
their documents with the confirmation that was sent out prior.
All meetings are recorded via a recording service through an app on their
phones, or via the video chat service. The recording is automatically
emailed to the client at the end of the call.

The meeting with the advisory team is held over video call with everyone
involved. The meeting is short because the agenda was previously sent out
with the invitation. Confirmation for the meeting was already sent via the
online automated Calendar service.
Training for the personal assistant is handled by having the personal
assistant go to the online project management system and get their specific
directions.
1. They go to the website online training portal that houses all of the video
tutorials, which give detailed descriptions of how to accomplish each
task.
2. Once complete, the personal assistant puts their results in the project
management software, which then sends out a notification to the 3 Day
Entrepreneur.
Finally, the 3 Day Entrepreneur is able to dictate the next chapter of the book
he or she is writing on the recording app on their smart phone. It is then
automatically sent to a cloud server, and the personal assistant is notified to
retrieve the recording and transcribe it into text.
This is just an overview of the few systems the 3 Day Entrepreneur uses in
his or her typical day. However, it shows you how resourceful the 3 Day
Entrepreneur is in an effort to minimize his or her time, efforts, resources and
money.

For a complete list of 100+ of the most effective technology used by the 3 Day
Entrepreneur go to www.the3dayentrepreneur.com/resources.
Now, the 3 Day Entrepreneur is not dependent on technology. He or she could easily
get these tasks done manually. However, the 3 Day Entrepreneur uses technology to
reduce unnecessary work, with the goal to create a greater ROI overall.

Elements for Good Technology

There are certain criteria the 3 Day Entrepreneur looks for before they implement
technology in their daily routine. Here is a list of the technology criteria that matters
most to the 3 Day Entrepreneur:
1. User FriendlyThere is a lot of technology in the marketplace, but simplicity is
key in making sure that it can be used quickly and easily. Also, you want anyone in
your organization to have an easy time using these new systems.
2. CentralizedBecause having too much technology can complicate matters, the 3
Day Entrepreneur has access to all of their technology through a central dashboard.
This way they can monitor all of their different business systems on one screen,
and save time switching from screen to screen.
3. ReliableThe best way to test how reliable the technology will be is to make
sure that others have tested and reviewed the technology. Look for the technology
that has the best reviews from the most people.
4. Syncing AbilityMake sure it has the ability to sync with other technology that
you have. This makes sure that changes made on one system are transferrable to
others. This includes: documents, data, contacts, etc.
5. Tech SupportIf something breaks down, and it probably will, you need a
professional on hand to solve the problem quickly. The 3 Day Entrepreneur never
tries to fix the technical issues themselves because they know the great amount of
wasted time and effort, this can lead to.
6. Back UpIs there a system that the technology can back up data to? There is a lot
of time and effort put into setting up the system just right. You want to be able to
reproduce your set up or data, in case something goes wrong.

From Wes
I have a phone system with an automated attendant that allows people to route
what they are calling for. So if they are calling for tech support, the call will
go to the priority box for my techs. If it is for me, it will go to my voicemail
and transcribed, and a copy is sent to my mailbox. Whenever I am back at my
office I can listen to it and do whatever I need to do with it. But that difference

right there has been huge.

Creating Value through Mastering Technology


Though technologys ability to leverage time, effort and resources are obvious, the 3
Day Entrepreneur looks for ways to create value though technology as well.
The best part about technology is that not only can it produce consistent results for
you, but it can do so for others in your industry as well. If you have greatly leveraged an
area of your organization by using technology, you can sell or rent that service to a
competitor or vendor in your industry that wants to minimize their TERM also.
In addition, you can persuade competitors and industry professionals to pay you to
teach them how to run a more effective and efficient organization using technology. Last,
you can become a reliable outsourcing solution for your competitors, because of your
expertise to get the job done quickly and efficiently with technology.

Conclusion
To the 3 Day Entrepreneur, technology is a way of life. He or she is constantly looking
for the latest technology that can minimize their time, efforts, resources and money. The
3 Day Entrepreneur doesnt just use any technology, but only the technology that can
produce a quality result. Last, the 3 Day Entrepreneur makes sure that technology is used
to create value that can be exchanged for an additional stream of income for their
company, again boosting their ROI.

CHAPTER 20
Using the Best Outsourcing Resources
If you deprive yourself of outsourcing and your competitors do not, youre
putting yourself out of business.
Lee Kuan Yew

What is outsourcing?
Outsourcing is the ability to delegate any particular task in your business to a
professional organization or contractor that will provide you the results you need. They
are either individuals or organizations that have their own teams, systems, and
technologies to ensure the quality and consistency of the work you require.

Benefits of Outsourcing
There are many benefits of outsourcing to the 3 Day Entrepreneur. Here are a few that
matter most:
1. QualityThe biggest benefit of outsourcing is that the team you outsource to has
the expertise you need to produce a high quality result. Instead of having to train a
team to do a job right, the outsource team are already experts at their field. Its
what they do, 24/7, and all that they do.
2. ConsistencyAnother benefit of outsourcing is that they have very good systems
that allow them to consistently produce great results over and over again. They
also have a proven track record of satisfied customers to show for it.
3. FreedomUltimately, outsourcing different areas of your business frees up your
time, efforts, and resources. You can also be secure that your outsource team will
perform at a professional level, because they take responsibility for their results.
There is also strong accountability in their organizations, because they have a
leader to hold them accountable to fulfill tasks, as well as guide them to deliver

the results you are expecting.


4. Cost EffectiveOutsourcing tends to be very cost effective. Working with
outside contractors instead of employees, allow you to save a great deal in
employment costs. This allows you to use less TERM, while still giving you
access to their expertise.

What to Outsource
Though you can outsource 90% of your business (and some people actually do) the 3
Day Entrepreneur outsources strategically to get the highest quality, and greatest impact
for their investment. They base their outsourcing decisions on 3 specific criteria:
1. Outsourcing in terms of value.
2. Outsourcing in areas you are weak.
3. Outsourcing per department in your business.

Outsource in Terms of Value


Outsourcing in terms of value, means outsourcing the least valuable things in your
organization first, and outsourcing the more valuable areas last. Now, it is true you will
be spending money on having low value things done, but more importantly, you are
freeing up valuable time that you can commit to accomplishing more higher value things
in your business.
Administrative tasks are the quickest and easiest to outsource. Payroll and financial
services such as bookkeeping, accounts payable and receivable would be next,
especially because there is such a strong market for outsourcing in this area.
You should also consider outsourcing some of the administrative areas of the higher
value departments like Marketing and Sales. Areas such as marketing and sales have so
many administrative parts to it, that outsourcing would save you a lot of time and effort,
while still allowing you to land even more qualified customers.

Outsource Areas Where You Are Weak

If you are great at operations, outsource your marketing and sales. If you are strong in
marketing and sales, outsource the administrative portions of your organization. If
finance is your weakness, outsource this to a professional that you can add to your team.
The idea is that it will take too long for you to strengthen your weakness. Therefore, by
finding an expert in an area where you are weak, this shores up your weaknesses, and
gives you a greater chance at success.
For example, sometimes business owners run around trying to sell their own product.
However, he or she may not have the skills that a highly trained sales person has. It is
crucial then, for a business owner who is not strong in the sales area to outsource. Why?
Because if he delegates to himself he is actually delegating to an amateur. He is
delegating a very valuable responsibility to someone who doesnt have the time or the
skill to do a great job, or bring the results the business needs. Yet, by outsourcing to a
professional, he or she will get the best possible result for their investment.

Outsource Per Department


Some companies outsource depending on what outsourcing solutions they see available
in the marketplace. For example, in the market today, there are a great number of
financial outsourcing solutions from bookkeeping, all the way to payroll. Because of the
vast number of finance outsourcing solutions, it makes it easy to choose a quality
outsource solution at an affordable price. Therefore the first area to outsource in most
businesses is the Finance area.
The second area that is generally outsourced is Administration. This is because the
vast amount of low level, low value, but necessary details that need to be accomplished,
are so overwhelming that it makes sense to delegate it to someone with the expertise in
administration and organization.
The third area is Sales and Marketing. There is a great amount of marketing and sales
companies that provide these services, and delegating this area to a professional will
greatly increase results. Also, for many businesses, it is a common practice in their
industry to do this, because they have proven that it works.

What Areas Are Never Outsourced?

The two areas that are rarely outsourced are the core operations of the
business, and the leadership of the organization. People rarely outsource core
operations because their internal operations are usually proprietary. In
addition, you cant out-source leadership, because only the leader of the
business has the right amount of passion to achieve his or her vision; and no
one else could ever drive it forward the way he or she can.

Finding the Best Outsource Company


The 3 Day Entrepreneur chooses the best outsource company based on what the
marketplace says, in terms of expertise and quality. In other words, the best way to find
quality outsourcing contractors or companies is through referrals or reviews.
Online contractor sites such as Elance.com, ODesk.com or Guru.com, are great
because they have an excellent review and referral system. They give you detailed
information on each contractor, such as specifics for area, languages, expertise etc., and
they allow you to filter your searches to save time.
How do you identify the best outsourcing team?
1. ReviewsThe 3 Day Entrepreneur starts with the reviews. The ones with the
most stars will be more expensive but they are worth it.
Think of it this way, if you were a millionaire, would you hire a $5 an hour
person to take care of your business? Then why would you do it now? Dont make
decisions based on the cost; rather focus on the value the person you hire will
bring you. Remember, if you get an A-level outsourcing person or organization to
work for you, your return on investment will be great.
2. InterviewNext you need to interview them. You have to be thorough, so that
you can know what they are capable of and what they have the skills to do.
3. Hire strategic peopleDo not hire task based people. People who just do tasks
generally have problems with proactivity. If you dont give them the task, they
wont do them. If you dont give them the instruction, they wont follow them.
As a 3 Day Entrepreneur, you need self-sufficient people that are business
thinkers. Proactive people are self-starters, self-motivated, and proactive enough

that they will free you up, as well as help you complete the tasks that you need to
do. Now these type of professionals generally cost more. But they are worth it.
Think of it this way: If you pay $20 an hour you will get a high level person that
will bring you more value, and help you save your time, effort, resources and
money. If you pay $5 an hour youll get nothing but trouble.
4. Trial and ErrorSometimes you have to hire them and try them on a small level.
To find an A-level outsourcing solution, means you have to test repeatedly until
you find the right one. Yet, its worth it if you want to find the right outsourcing
solution that will help you take your business to the next level.

Conclusion
Because there are specialists out in the marketplace, the 3 Day Entrepreneur does his or
her best to outsource different aspects of his or her business to these professionals. The
benefit is that these individuals or companies are experts at what they do, and they have
their own systems and teams to deliver high quality results. The 3 Day Entrepreneur
does due diligence to find the best and most reliable outsourcing solutions so that once
he or she finds the company they can rely on, they can delegate a large portion of their
business to these professionals. This frees the 3 Day Entrepreneur to create even more
value in the marketplace.

PART VI
The Principle of Business Optimization
Now we will take all weve learned about the 3 day Entrepreneur mindset, lifestyle
and tool box, and see how we can apply these to create a 6 or 7 figure business,
working less than 3 days a week.
To start, in business, the 3 Day Entrepreneurs biggest focus is optimization.
Optimization is the ability to create the greatest possible result in every area of your
business. This is possible because in every business, in any industry, you will find best
practices that combine the right efforts, the right resources, in the right sequence, to
create the highest possible result for that business.
You can see this best when you look at the corporate giants that dominate the
marketplace. Giants like Wal-Mart and McDonalds have identified the optimal systems
that create value upon value, year after year for their stockholders.
You also notice this trend in the large franchises in the world today. As a matter of
fact, out of the 3500 franchises in the United States, as of the writing of this book,
combined they have a failure rate of only 7%. This means that 93% of franchises
accomplish their mission of producing increasing profit and value for the owner. Why?
Because they have identified the optimal systems for their marketing, sales, customer
satisfaction, operations, financial, team and leadership areas.
In other words, the 3 Day Entrepreneur is not interested in marketing to get a
customer; he or she is interested in finding the optimal marketing strategy that will bring
thousands of customers to the business. The 3 Day Entrepreneur is not interested in
making one sale, but on creating an optimal sales system, that helps convert hundreds of
leads into customers.
In this section, we will learn how the 3 Day entrepreneur uses optimal systems in his
or her business to create a 6 or 7 figure income, while working less than 3 days a week.
We will focus on the following major business pillars that create the most value in a
business:

The Value Creators


Marketing and Sales

The Value Multipliers


Pricing, Increasing Customer ROI and Additional Profit Centers

The Value Sustainers


Leadership and Team
Finance and
Operations

CHAPTER 21
The Optimal Marketing Strategy
The aim of marketing is to make selling superfluous.
Peter Drucker

When it comes to marketing, the 3 Day Entrepreneur does not market to get a
customer. Instead, he or she markets for the purpose of identifying something called the
Optimal Marketing Strategy (OMS).
The Optimal Marketing Strategy is the right formula of marketing tactics, efforts,
timing, etc. that results in getting the greatest amount of qualified customers. These are
the kind of customers that value what you are offering, will pay the prices you ask, and
will continue to buy from you again and again.
The 3 Day Entrepreneur understands that every business has an optimal marketing
strategy. All one has to do is to look at the most successful companies in your industry.
The OMS is the reason the most successful competitors in your industry became the
giants that they are.
Now once you identify the OMS for your industry, you can easily implement it
yourself, and get the results that your most successful competitors are getting. Even
better, you can automate the OMS to the point that the business never has to worry about
getting customers ever again.
So, how do you find the Optimal Marketing Strategy of your business?
The Optimal Marketing Strategy of a business can be found by looking at three areas:
1. Whats working for successful competitors;
2. What has worked in the past for your business; and
3. What always works.

Whats Working for Competitors


When identifying the OMS, the 3 Day Entrepreneur looks first to their competition. And
not just any competition, but the competitors that are highly successful in the market
place. Why? Because the reason they are so successful is that they have identified their
optimal marketing strategy and are using it effectively.
Here are some good places that the 3 Day Entrepreneur looks to find out what their
competitors are doing:
1. Internet searchThe most successful businesses are usually spotlighted by
different industry journals and blogs, and many articles are written about them.
2. BooksIf you do a search for How to Effectively Market a
_________________________ Business, usually the industry leaders have
written a best-selling book that you can get all of their secrets from.
3. Contact Them DirectlyCall a successful competitors CEO, president, vice
president of marketing, etc. and ask them for advice. As scary as this sounds,
usually highly successful companies do not see you as a threat, but they find
significance in helping you get ahead. Only way to know is to ask

Exercise
1. Make a list of the most successful competitors in your industry.
2. Do research on them to identify their Optimal Marketing Strategy. Either do
research online, read their book, or call them directly.
3. Take 1 or 2 simple ideas from their marketing playbook, and put it into practice
for the next month.
4. Track your results, and improve them as time goes on.

What Has Worked in the Past


After attaining a steady flow of customers, the 3 Day Entrepreneur religiously tracks all
of the sources of their customers through various methods. This is because they are on
the hunt for their optimal marketing strategy.

Tracking shows you exactly where the customers are coming from, and gives you an
idea for where the future customers will keep coming from. Tracking also gives you an
idea of the source of your highest qualified customers, so that you can focus your efforts
on building a business with the most valuable clients.
For example, suppose you get 20 customers from your advertising, and they are worth
$100 each. Youve made $2000. But, you also find that a certain referral partner
relationship has also given you 10 customers, and these are worth $400 each. These
have brought $4000. By tracking the marketing, you can see where your best customers
are coming from, and determine where to put the majority of your efforts.
Also, the 3 Day Entrepreneur knows that since it costs $50 for each customer
received through advertising, but it cost nothing for each referral received from the
referral partner (an unlimited ROI)it really motivates the 3 Day Entrepreneur to focus
his or her efforts where it really counts.

Determining Your Marketing ROI


Here is a quick exercise to determine which of your marketing efforts are
working and which ones are not:
1. Make a list of all the marketing efforts you used to get customers in the last
12 months
2. For each marketing effort, write down how much money you have made
(customers you acquired) from each one.
3. Write down how much money you spent for each marketing effort to get each
of those customers in the last 12 months.
4. Calculate your ROI with the following formula:
(Revenue)(Marketing Expense)/(Marketing Expense) x 100% = ROI
5. See what marketing efforts provide you with the biggest ROI, and build them
up.
6. See what marketing efforts give you the lowest ROI and either make changes
to improve them or get rid of them.

For a template to do a complete marketing ROI assessment go to


www.the3dayentrepreneur.com/resources.

What Always Works


The 3 Day Entrepreneur also looks at the best marketing practices, which have
historically worked over and over again, for all businesses, no matter what the industry.
They first start testing their marketing strategies with these best marketing practices, and
make improvements along the way. The purpose, again, is to identify the optimal
marketing strategy of the business, without spending a lot of time doing it.
Here are a few of the 3 Day Entrepreneur marketing tactics that tend to always work
in almost any industry:
1. ReferralsProactively asking current customers for introduction to people just
like themselves. They key word is proactive. You wont have, if you dont ask.
2. Referral PartnersThese are other business people that are going after your
target market, but that do not compete against you. You can exchange referrals,
provide a referral fee for each referral, or exchange resources.
3. Cold CallingCold calling is when you call potential customers youve never
met before, to establish trust that can later lead to an appointment. Sending a direct
mail piece or an introductory email helps turn a cold call into a warm call, and
makes it much easier to get results.
4. Warm CallingUse your affiliation to a group or association as a way to get in
front of your target audience (I.e.: Chamber of Commerce, etc.). Once they
recognize you are a member of their inner circle, appointments are much easier
to get.
5. Public SpeakingSpeak in front of a captive audience of your target market.
This is extremely effective because it gives you expert status, which easily leads to
more sales.
4. NetworkingMeet up with like-minded business people to create more referral

partner relationships that can send you business.


5. SignsPost signs that capture the attention of people on the go. Historically signs
have one of the highest ROIs in marketing.
6. Center of Influence Network (COINS)These are influential individuals that
can open doors to more opportunities, by helping connect you with a massive
amount of your target customer. These are also the kind of people that can open
doors you could never get in yourself.
7. Internet MarketingHaving a website, or multiple landing pages on the first
page of search engines, either through using search engine optimization (SEO), pay
per click, social media, etc.; makes it easier for your customers to find you. It also
increases the awareness of your brand.
8. Direct MarketingThis is where you send fliers, postcards, letters, etc. through
the mail, or by email, directly to a highly targeted audience. Direct mail has
historically brought companies billions of dollars in revenue, and is still highly
effective.
9. AdvertisingCreate an emotionally compelling ad, and put it in a magazine,
newspaper, radio, television, etc., that is read or viewed by your target audience.
A well designed ad helps you generate thousands of new customers, without doing
any additional work.
10. Trade shows, SponsorshipsGo to a tradeshow that is full of your target
market, or rent a table or booth at an event full of your target market. This tactic
has a high return rate and gets you easy prospects, and more sales.
11. Group MarketingGroup marketing is an exceedingly effective way to get a
consistent flow of new customers. It involves finding a group, offline or online,
that is full of your target market, and getting involved in it. Once in the group, you
serve them by providing them valuable resources and information for free.
Eventually you gain expert status in the group, and they will immediately think of
you when they are ready to buy.

Exercise
1. Pick 34 Marketing Tactics from the previous list, that always work.

2. Begin consistently doing this marketing tactic weekly for the next 30 days.
3. Track your results.
4. At the end of 30 days, evaluate your results. Keep the marketing tactics that
worked, replace the ones that did not.

3 Simple Ways to Get Your Marketing Done for Free


Marketing is essential for your small business, because without it, you have no
business. But if cash is tight, and you dont have the time, what can you do to
market your business? Here are a couple of ways to get the marketing your
business needs done, using very little of your time, and without spending a
dime on marketing:
1. Ask your marketing company to give you their services for free.
If you need to market your services, other people need it too. Negotiate with
your marketing company to give you free services if you refer them a certain
number of customers. Start referring like crazy, and youll get your marketing
for free.
I got a free website, following this particular strategy.
2. Get your customers to pay for your marketing.
Like I said, other people need marketing too. Find a quality marketing company
that offers their services dirt cheap (you may have to go to another state or
country). Then double the price and sell it as an added service to your
customers or the public.
You only have to sell it to one customer , and your marketing will be paid
for. If you sell it to more people, you will have an additional stream of income.
I got all my SEO, email marketing, video marketing, and social media
marketing free following this strategy. I also started my own SEO business,
and created a nice additional stream of income for myself.
3. Hire a virtual assistant and have your customers or business partners
pay for it.

Virtual assistants (VA) are the Swiss army knives of the business world. They
can do just about anything, and do it inexpensively. If you pool some people
together who need a virtual assistant to do their marketing, make your fee that
the VA does your marketing for free.

Automating the Optimal Marketing Strategy


The next step in developing an Optimal Marketing Strategy is automation.
In order to automate your marketing, you need to acquire the right team, technology,
and outsourcing solutions available to consistently execute on the optimal marketing
strategy.
The good part is that once you find your OMS, automating it is simple. In other
words, if you know the button to push to get the customers you need, then it is just a
matter of getting your team, technology or outsourcing solution to push the button for
you.
The 3 Day Entrepreneur is constantly looking for systems that will allow them to
fully automate their marketing. Here are few examples of ways the 3 Day Entrepreneur
automates his or her optimal marketing strategy, which boosts their ROI substantially:
1. Design an Emotionally Compelling Website add SEO/ PPCHaving a website
that works as an online brochure is helpful. However, the 3 Day Entrepreneur puts
the resources and effort in producing an emotionally compelling website that will
motivate visitors to take action, through either a purchase, a call, or an email.
This also means having an effective search engine optimization (SEO) program,
or pay-per-click program working for you. You will want your website to come up
on the first page of search engines for the major key words or phrases that your
customers use to search for your product or service.
2. Targeted Landing PagesHaving a website is good, but the 3 Day Entrepreneur
understands that having multiple, targeted landing pages (a landing page is a 13
page website) designed to motivate visitors to take action, is better. The call to
action can be a sale, a call or to capture more and more of your prospects emails.

It mostly includes giving away something valuable for free (E-book, Tip sheet,
newsletter, etc.) in exchange for your prospects contact information.
3. Email Marketing and AutorespondersOnce you have acquired your
prospects contact information, you can begin to send out emails to your new
database. You can set it up so that an email is automatically sent out every week,
or every 2 weeks. This way you can stay in the customers mind all year, and
provide offers that your customers can take advantage of.
4. Commissioned Sales PeopleThe 3 Day Entrepreneur understands the value in
contracting commissioned sales people. He or she knows that once you have
identified the Optimal Marketing Strategy, the next step is to increase the amount of
work you do in finding leads. The answer is the commissioned sales person.
The 3 Day Entrepreneur uses commissioned sales people to do the day-to-day
work of finding new leads, and following up with leads; and to get in front of
decision makers they can sell to. Also, because commissioned sales people only
wear one hat, they are experts at what they do, and produce consistent results.
The best sales people are those that provide solutions for their clients. They are
able to teach their clients, challenge their clients, tailor their message to their
clients, and take control of a sale in order to lead it to where it needs to go.
5. Virtual Appointment Setters/ TelemarketersIn order to cut the grunt work
necessary in finding new customer leads, the 3 Day Entrepreneur hires
appointment setters for the sole purpose of turning cold leads into warm leads.
This frees up the sales people to focus on what they do best, which is identifying
the decision makers and selling to them. The best part is that the appointmentsetting person can work from a remote location, which gives the 3 Day
Entrepreneur more opportunity to find great talent from around the nation, or even
the world.
6. High Value Referral SourcesHigh value referral sources (other business
people that serve your target market but dont compete against you), are one of the
greatest sources of leads for the 3 Day Entrepreneur. Since these referral sources
have direct access to the type of customers the 3 Day Entrepreneur needs, the 3
Day Entrepreneur spends lots of time, effort and resources identifying the ideal
referral partners to do business with. Once they have established a network of 10

20 qualified referral sources, then nothing can stop the leads from coming in.
These relationships continue for long time, as long as the referral partner sees
value in the relationship.
7. AffiliatesAffiliates are just regular people that are highly motivated to tell their
circle of friends about your products and services. They are motivated because
you give them a percentage of the sales they make. For a piece of the pie, they will
pre-sell customers and make your life easier. Creating a huge affiliate force is a
great way to have your own sales force without spending a dime upfront.
8. VideoIf you didnt know, YouTube is the second largest search engine next to
Google. Not to mention the other hundreds of video sites on the web that people
regularly go to. If you post an emotionally compelling sales video and people can
find it, you will have a boat load of customers pounding at your door. You can also
send it out to your email list, your contacts, etc.
9. AdvertisementsWhether in print or online, ads are as effective now as ever.
Find a great copywriter to write multiple ads for you and test the one that works
best. The best part is, once you find an ad that works, it will bring you customers
for many years to come.
10. Direct MailJust like advertisements, if you can create direct mail pieces that
work, you can mail them out every few months and continue to get new customers
coming to your business, year after year. Find a great copywriter and test different
mail pieces to a small group. Once you find the most successful direct mail pieces,
send it to a larger group.
For a complete list of different ways to automate your marketing go to
www.the3dayentrepreneur.com/resources.

Exercise
1. Pick 34 automated marketing systems from the previous list that you believe
can work for your business.
2. Implement these automated marketing systems, consistently, for the next 30 days.
3. Track your results.

4. At the end of 30 days, evaluate your results. Keep what worked, replace what did
not work.

Conclusion
The 3 Day Entrepreneur does not do marketing just to get a customer. Rather, he or she
is interested in finding the Optimal Marketing Strategy that can bring them customers for
life. He or she can usually find the OMS by focusing on what their successful
competitors do, what has worked in the past, and what always works. The 3 Day
Entrepreneur also works to automate their OMS so that they can provide their business
with all the customers they need, while using the least amount of time, effort and
resources to do it.

CHAPTER 22
The Optimal Sales Strategy
Everyone lives by selling something.
Robert Louis Stevenson

There is no better area for the 3 Day Entrepreneur to create massive value than in the
area of selling.
The 3 Day Entrepreneur defines selling as, the ability to increase the value of a
product or service in the mind of a customer, so that they would gladly pay the prices
you ask. Because of this, the 3 Day Entrepreneur focuses on specific areas that will not
only produce more sales, but also magnifies the amount of money that can be made from
each sale. As they continue to improve the sales system, it results in creating a selling
process that consistently produces high value sales. This is also known as The Optimal
Sales Strategy (OSS).

The First Step of the OSSKnowing Your Ideal


Customer
The first and most essential element of the 3 Day Entrepreneur Optimal Sales Strategy,
involves creating a system for identifying their Ideal Customer. The Ideal Customer is
the person best positioned to buy your product and services because they have a need
for it, and they have the means to pay the prices you ask.
The better you can get to know your ideal customer (also known as profiling your
customer), the easier it is to find them and sell to them.
Its very similar to hunting. For example, suppose you were hunting for buffalo.
Where would you go? Would you go to the cities of New York City? Probably not. You
would probably go to the plains of Africa. Once you make it to Africa, do you go to the
local hotel? Or do you go out in the wild? And once out in the wild, do you know what

their grazing patterns are? Do you know their favorite watering hole; their mating
rituals, their sleeping habits, or their favorite meal?
The idea is that the more you know about your ideal customer, the better chance you
will have for not only finding them, but also finding hundreds more of them that follow
similar patterns.
The 3 Day Entrepreneur understands that the more clear the lifestyle patterns of their
ideal customers become, the easier and quicker it will be to find them. And not only find
them, but since you know them so well, you can easily motivate them to buy the products
and services that they are probably already searching for.

Profiling Your Ideal Customer


The 3 Day Entrepreneur tries to know their prospects and customers better than
they know themselves. Here is a list of things the 3 Day Entrepreneur makes an
effort to understand about their ideal customers:
1. Yearly income.
2. Gender.
3. Family status (single, married, parents, etc.)
4. Culture (Gen X, Gen Y, Baby boomer, etc.)
5. Ethnicity (white, African American, Hispanic, etc.)
6. Where they live.
7. Where they work.
8. What they read.
9. What media they use.
10. Where they get their information.
11. Where they spend most of their time.
12. Their favorite past times and hobbies.
13. What they spend most of their time doing.
14. Biggest needs and desires.

15. Biggest fears and concerns.


16. Biggest pleasures.
17. Buying criteria and habits.
18. How they want to be introduced to a new product or service.
19. Typical financial status (poor, middle-class, affluent, etc.).
20. How they feel about your product or service.

For a complete list of questions to ask to thoroughly profile your ideal customer,
go to www.the3dayentrepreneur.com/resources.
On the other hand, consider the typical entrepreneur that only knows a few pieces of
information about their prospect. How do you think the prospect will respond if the
entrepreneur misses the prospects needs entirely? Or, what if the entrepreneur offers
their product or service without first knowing the prospects most important buying
criteria? The chances for a sale begin to dwindle dramatically.
By knowing vast amounts of information about their prospects, the 3 Day
Entrepreneur is better able to start a buying conversation with their ideal customer.
They are able to convey their message in such a way that the customer feels that the 3
Day Entrepreneur is not selling, but helping them buy. And they do this by continuing the
conversation that is already going on in the prospects head. Knowing so much about a
prospect allows the 3 Day Entrepreneur to greatly influence the customers buying
decisions, which generally results in a sale.

Qualifying Prospects
Another area where the 3 Day Entrepreneur can get great leverage is in the area of
qualifying prospects.
To the 3 Day Entrepreneur, qualifying means putting their prospects through a highly
strict filter, so that it results in only spending their time with the prospects that are best
able to buy.
You see, the 3 Day Entrepreneur understands that not all customers are created equal,

and that their value varies greatly. This makes it a priority for the 3 Day Entrepreneur to
spend their time with the most valuable prospects. These are the prospects that have the
following characteristics:
1. They have a strong need and desire for the product or service;
2. They have the means to pay the prices asked; and
3. They are better able to purchase over and over, over a long period of time (also
known as, the customers long-term value).
Here are some typical ways the 3 Day Entrepreneur qualifies their prospects:
Have a prepared script with questions to ask the prospect that will help get a better
understanding of the value of the prospect.
Have a phone interview with prospects to determine if they are an ideal customer.
Have the prospect fill out a form online, when they inquire about your products or
services. This helps in filtering out the serious from the not so serious prospects. It
also provides information that can be later used for evaluating the prospects other
needs for future sales.
Have prospects send in a proposal in order to try to win the companys business
(puts you in the authoritative role).
Post prices on the marketing and sales materials in order to scare away prospects
not willing to pay the prices asked.

The Sales Process


After the 3 Day Entrepreneur has identified his or her ideal customer, they then use an
effective sales process to move the prospect toward a decision to buy.
The sales process is designed to lead a prospect to realize that the obvious and best
choice is to buy the product or service being offered. The more skillful and effective the
sales process, the quicker and smoother the sale goes. This is why the 3 Day
Entrepreneur continually improves their sales process, until they can consistently
produce a successful sale, over and over again. An effective sales process that
consistently takes prospects from appointment to closing the sale is the foundation of the

Optimal Sales Strategy.


Here are the most essential elements the 3 Day Entrepreneur uses in their sales
process to consistently get sales:
1. Build RapportBuild an emotional connection with the prospect in order to
quickly gain their respect and trust.
2. Help them Feel the Pain of the ProblemHelp the prospect feel the pain of the
problem they came to see you for.
3. Identify their Buying CriteriaIdentify the 3 most important buying criteria the
prospect uses in making buying decisions, and why.
4. Create Massive ValueCreate value in the mind of the prospect by using
skillful questions, stories, metaphors, statistics, etc. The goal is to help the
prospect feel the consequences of not taking action, as well as the benefits and
rewards for using your solution.
5. Demonstrate CapabilityShow how your solution meets every one of the
important buying criteria of your prospect.
6. Reduce the RiskHelp reduce the risks of the buying decision in the mind of
your customer (use testimonials, endorsements, money back guarantees, etc.).
7. Ask for the SaleCall your prospect to make a decision to use your solution.
8. Help Reinforce the DecisionHelp reinforce their buying decision by helping
them see more of the future benefits and rewards of their decision.

Gateway Sale
The 3 Day Entrepreneur understands that once a prospect is able to overcome all the
risks in buying, and they emotionally step into a buying relationship with the sales
person, then every sale afterward will come much easier.
Because of this, the 3 Day Entrepreneur often begins a relationship with a customer
through the sale of a low-priced, but valuable item. The price does not matter, because
what is most important is the emotional step the prospect has taken to begin a
relationship with the salesperson. Similar to dating, once you have coffee with a person
and have a good time, it is much easier to get them to go out to dinner. This is known as

a Gateway Sale.
Often times, if the 3 Day Entrepreneur does not make the big sale, they will default to
their gateway offer in order to help the prospect to take the next step. The gateway offer
can also be used to begin a relationship with a reluctant buyer, because the big sale may
be too risky for them.
Here are typical gateway offers the 3 Day Entrepreneur uses to help their prospect
take the next step in the buying relationship:
Sell them a smaller version of the product or provide a smaller service package,
instead of the big product or service.
For informational products, sell a book or E-book, in lieu of a full-service coaching
program.
Sell the design, instead of the full construction project.
Offer an initial consulting evaluation, instead of the full-service consulting
engagement.
Offer an online market analysis, instead of the overall web marketing program.
The 3 Day Entrepreneur also makes sure that the gateway product or service cost
them next to nothing to provide. By providing it inexpensively, and in a passive and
automated way, it leverages them even more.

3 Sources for Quick Sales


Here are 3 sources that will give you the quickest and easiest sales to boost
your cash flow, and build momentum in your business:
Source 1Previous customers
Your previous customers have a 5080% chance of buying from you again.
Now is the time to contact them to see if they are in need for more of your
products or services.
Source 2Previous prospects (people who previously said no to your
offer)

97% of consumers are not ready to buy right now, but they will buy at some
point. It is time to go back and see if these previous prospects are now ready to
purchase your products or services.
Source 3Current Customers
50% of customers will buy additional products and services if they are asked
at the time they purchase (Remember the McDonalds slogan, Would you like
to supersize that?). They will also buy from you again at other times, just
because you made the suggestion. Its time to offer more products and services,
by training ourselves and our salespeople to ask, and provide our customers
with more options to buy.

Automating the Optimal Sales Strategy


Ultimately, the 3 Day Entrepreneur understands that once the Optimal Sales Strategy has
been tested and developed, someone or something else can now reproduce the same
results. This allows the 3 Day Entrepreneur the opportunity to greatly expand their
efforts.
For example, once the 3 Day Entrepreneur has identified the best script to turn their
leads into customers, he or she can hire a commissioned sales person to go out and
produce the same results. This not only frees up the 3 Day Entrepreneur, but it provides
an opportunity to expand their business to as big of a capacity as they can handle.
Here are some of the tools the 3 Day Entrepreneur uses to automate their Optimal
Sales Strategy.

The Core Story


The core story is an idea made famous by Chet Holmes, from his landmark book, The
Ultimate Sales Machine. The core story is basically the companys main marketing and
sales message or presentation, which takes a prospect through the entire buying process.
Its emphasis is to emotionally tap into the deepest needs, fears, desires, etc. of the
prospect and to communicate all of the major benefits and rewards of making a

purchase. It is so effective that it motivates even the most skeptical prospect into buying.
The core story is also the main source for all of your other marketing and sales
materials.
Similar to the Effective Sales Process, here are the main elements of an effective
core story:
1. Establish RapportEmotionally connect with the prospect, and influence them
to want to know more.
2. Buying criteriaTap into their major buying criteria, further establishing
rapport.
3. Tap into their Major ProblemsHelp them tap into the pain of their problem,
and the major consequences they will face by not taking action to resolve their
problems (use statistics, case studies, etc. in order to drive the point home).
4. Make a PromiseDescribe the different solutions that will resolve the
prospects problems, subtly emphasizing your company as the ideal solution.
5. Show ProofShare testimonials, case studies, statistics, credentials, etc. to show
your capability to fulfill on the promises you make.
6. PushCall them to action to take the next step (call, email, visit, etc.).
For a template on how to write an effective core story, go to
www.the3dayentrepreneur.com/resources.

Sales Scripts
The 3 Day Entrepreneur understands that a great sales script is like a goose that lays
golden eggs. The sales script is designed to consistently get a sale, whenever there is a
qualified prospect to sit in front of. The words used, the flow of the script and the
message conveyed are designed to have such an influential effect on the prospect, that it
eventually leads them to seeing the product or service as the obvious choice.
The script is designed by using information you collect from the Ideal Customer
Profile and the Core Story. It is designed to touch the prospects main pleasure and pain
points. The script is then tested multiple times in the field, improving it after every use,
until it can produce the best results over and over again.

Once the script can succeed at getting sales, 6 out of 10 times, it can be tested by
other sales people in the field until it produces the same result for them as well.

Sales Presentations
A Sales Presentation is similar to a sales script but it uses visual aids, pictures or
videos to further influence a prospect to buy. Presentations are usually done through
PowerPoint or Keynote, with the use of emotionally compelling slides to motivate the
prospect to action. Use of special visual effects are also successfully used to influence
the prospect.
The material for the Sales Presentation comes mainly from the Ideal Customer Profile
and the Core Story, with emotionally compelling stock photo used to drive the main
points home. Video is also used, again to further emotionally motivate the prospect to
action.
The 3 Day Entrepreneur uses presentations either for one-on-one sales meetings with
a prospect or in front of a group of potential buyers.

Sales Seminars
Seminars are the favored venue for the 3 Day Entrepreneur because of the obvious
leverage that comes from having a large group of qualified people to sell to. It also
provides great value because of the massive amount credibility attributed to the speaker.
The 3 Day Entrepreneur understands that audiences automatically attributes expert status
to speakers at seminars, and he or she uses this to their benefit. Once the 3 Day
Entrepreneur speaks, he or she is considered a specialist, resulting in increased trust,
which inevitably leads to more sales.
The 3 Day Entrepreneur may further leverage themselves by using technology to
conduct online selling webinars, or conference call seminars over the phone. By
leveraging themselves in this way they are able to reach more and more people
throughout the country and the world.

Sales Letters

Sales letters are on obvious tool of choice for the 3 Day Entrepreneur because of the
massive reach an effective sales letter can have in the marketplace. Effective sales
letters have historically generated billions of dollars in revenue for companies that use
them. The benefit of sales letters is that they can be distributed through the mail, through
the internet, television, or other media channels, giving the 3 Day Entrepreneur a great
opportunity for massive sales.
The value of a sales letter also comes from its simplicity. It has all of the emotionally
compelling elements of the core story, and it is aimed at the most qualified prospects.
Best of all it can be reproduced on a massive scale. It can also be converted into other
media such as a video sales letter or an advertisement over the radio.
Because the effectiveness of a sales letter depends on the quality of the writing, the 3
Day Entrepreneur invests in hiring the best writers (known as copywriters) to write
multiple versions of their sales letter, and tests all of them in the marketplace. The
winner of the test becomes the control letter to be sent out to the most qualified
prospects. Later on, the sales letter can be further improved, creating even more sales
for the business.

Sales Videos
Similar to sales letters, one of the ways the 3 Day Entrepreneur greatly leverages their
sales results is through the use of a Sales Video. The Sales Video motivates prospects
to buy, or take the next action step, through the use of emotionally compelling pictures,
words, and sounds. It creates a full emotionally compelling experience that leads the
prospect internally to making the obvious choice to buy.
A Sales video conveys the main selling points from the Core Story, but through a
more engaging experience. Like the sales letter, the sales video can be distributed
through multiple channels, throughout the internet, throughout the country and the world.

Commissioned Sales People


Last, a standard strategy used by the 3 Day Entrepreneur is to hire commissioned sales
people to go out and use the Optimal Sales Strategy to win sales for the company.
Commissioned sales people generally only get paid when they make money for the

company. This leverages the 3 Day Entrepreneur by providing him or her with the
focused efforts of talented sales people, while costing him or her very little money up
front. And, the 3 Day Entrepreneur pays high commissions to the sales people, because
he or she understands that 80% of something is much greater than 100% of nothing.
Now, the 3 Day Entrepreneur doesnt hire just any sales people, but they hire the
superstars that can create value for prospects and for the company. These sales people,
normally known as Challengers, are the most effective personality of sales people,
regardless of the economic climate, as described by Matthew Dixon and Brent Adamson
in their book, The Challenger Sale.
Because of their personality, these type of sales people tend to be the most
successful. Yet, they can be difficult to find, and even more difficult to manage.
Although challenging, The 3 Day Entrepreneur looks forward to this challenge, because
he or she understands that these types of sales people will stop at nothing to get the sale,
persisting when 80% of other sales people give up. They create so much value that
prospects and customers see them as valuable team members, and not just sales people.
Once the 3 Day Entrepreneur puts together their A-level team of sales people, they
can greatly expand their customer base, resulting in a massive growth in revenue, while
using less time, effort, resources and money.

Conclusion
The 3 Day Entrepreneur maximizes his or her sales potential by developing their
Optimal Sales Strategy that consistently converts leads to sales. Then they take the OSS
and through delegation, technology and efficient systems, multiply their results by
automating the process. Ultimately, the 3 Day Entrepreneur can create multiple incomes,
because they spend the time developing and improving a sales system that brings
massive revenue to their businesses.

CHAPTER 23
The Optimal Pricing Strategy
Value is in the eye of the beholder.
Alan Weiss

Pricing is one of the best tools the 3 Day Entrepreneur can use to create massive
value, while leveraging their efforts.
The power in pricing comes from its flexibility. Pricing is basically, the customers
willingness to pay whatever they think something is worth. In other words, pricing is
based on the customers perspective. The benefit of this is that if you can increase the
value of your products or services in the mind of your customer, then they will be more
willing to pay the prices that you ask.
Its like a seesaw. If the customer does not see much value in your product or
service, then price will be an issue.

However, if you influence the customer to see more and more value in your products
and services, then price becomes a non-issue. And if you create enough value, you can
ask whatever price you want.

The idea is that as the value of the product or service increases in the mind of the
customer, the price becomes less and less of an obstacle. And when value outpaces
price, then you automatically have a sale.
Now the 3 Day Entrepreneur focuses on two main pricing areas to create more value
for customers. These two areas are the price amount and the price terms.

Influencing Price Amount and Price Terms


The Price Amount is simply the quantity that you are asking for in exchange for your
products and services. In other words, What you will be paid. Price amounts are very
flexible, and customers can be influenced to pay more through:
1. Sales SkillsYour ability to increase the value of your products and services in
the mind of your customer, during your sales meetings and presentations greatly
influences the prices you ask.
2. Higher Value CustomersThe type of customer you are targeting, how much
money they have to spend, and how much they value your products and services
greatly influences how much you can charge.
3. BonusesThe additional bonuses you offer with the product or service they are
purchasing, temporarily boost the value of your products and services in the eyes
of your customer. This allows you to create promotions and charge higher prices
people will pay for.
The Price Terms, on the other hand, are the way that you and your customers agree on
How you will get paid. Here too we find a lot of room for flexibility and more ways
to influence your client. Pricing Terms can also be influenced by:

1. Sales SkillsLike the Price Amount, this depends on your ability to increase the
value of your products and services in the mind of your customer.
2. The Customers You are TargetingSome customers will be more open to
purchasing if the pricing terms fit their expectations.
3. Customer Cash FlowIf customers have tight budgets, flexible pricing terms
give them the opportunity to purchase your product or service.
4. Customer budgetsSome customers have preset budgets and spending limits
that flexible pricing terms would be a great fit for.
5. Your Creativity and Negotiation SkillsThe more flexible you are, the more
value you can create with your customer. This is because customers are willing to
trade things that are important to them if their most important buying criteria is
fulfilled. If the price amount is important to customers, they may be flexible on the
price terms. Or vice versa. Flexible pricing terms go a long way in influencing
your customer to buy.

The Optimal Pricing Strategy


There are many opportunities to create great value in the area of pricing. Here is where
we introduce the idea of the Optimal Pricing Strategy (OPS). The OPS is the pricing
strategy that provides you with the highest possible profit, while using the least possible
amount of your time and resources to produce it.
The Optimal Pricing Strategy creates a greater ROI by focusing on the following
areas:
1. Targeting Higher Paying Customers.
In the business to consumer (B2C) market, there are special individuals where
price is rarely an issue. Even in a difficult economy these people have no
problems spending a lot of money for what they consider valuable. These are the
people that pay $400 for a haircut, or spend thousands of dollars for a coat stand.
At the same time, in the business to business (B2B) market, there are businesses
that have substantial budgets already allocated for purchasing the products or
services that you are selling. They are more than willing to spend their entire

budget on what they perceive to be a high quality product or service.


If either of these types of customers sees enough value, they will be more than
willing to spend more money, even if a competitor offered them a cheaper price.
The issue is that many entrepreneurs are so desperate for money that they will
do business with just about any warm body that is willing to pay. Unfortunately,
this kind of thinking generally attracts the wrong customers, especially those that
care about price (or the cheapest price) more than anything else.
The 3 Day Entrepreneur, on the other hand, will spend a substantial amount of
his or her time marketing and selling only to the customers that can afford the
highest prices in the marketplace. He or she will also make a deliberate effort to
qualify (filter out), deter and avoid any price customers. Higher paying customers
mean more profit, and less time and effort invested; ultimately resulting in a higher
return.
The 3 Day Entrepreneur also understands that there are many uber wealthy
customers in the marketplace as well. These clients, normally known as Dream
Clients, Anchor Clients, or Whales; are those individuals or companies that, if you
land their business, will provide substantial business for years to come. Though
these clients take time to acquire, the 3 Day Entrepreneur consistently pursues
these clients, until he or she sells them. The 3 Day Entrepreneur understand that
one of these clients alone can leverage them so dramatically that it will result in
substantially higher profits, with minimal effort.
2. Charge the Highest Prices.
There is always someone in every industry that charges the highest prices. They do
this because they know that someone will pay for it. And, if they are still in
business after a few years, it means that they have found a good source of ideal
customers willing to pay these prices.
Another benefit of charging the highest prices is that customers tend to place a
higher value for your products and services if they are more expensive. In other
words, the higher the price you charge for your products and services, the more
valuable people will consider it, and more importantly, the easier it is to sell at
that price.
A third benefit of charging a high price is that by charging more, you will

naturally attract the kind of customers who are used to paying those prices.
Therefore, it makes attracting your ideal customer much easier. Also, the high
price tends to filter out all the cheapskates who are not your ideal customers.

How to Raise Prices and Have Customers Thank You For It


Raising prices is one of the best ways to double your profits because all the
extra money goes straight into your pocket. As a matter of fact, a 15%
increase in price can result in a 1040% increase in profits.
Yet, isnt our greatest fear that if we raise prices we will lose customers, or
that our new customers will go somewhere else thats cheaper? Well, I want to
show you a simple way to raise prices that customers will thank you for.
The Bonus
Price is determined by the amount of value that your customers see in your
product or service. Simply, if they see lots of value they will be willing to pay
a higher price.
What if you could quickly boost the value in your customers eyes, enough so
that they will be willing to pay more for it? Thats where the bonus comes in.
A bonus is something that you add to your product or service that is highly
valuable in the customers eyes, but is very inexpensive for you to provide.
Here are some ideas of bonuses that you can provide that are inexpensive
for you, yet valuable for your customer:
1. Special free giftFind a vendor to give you product for free or sell it to
you at cost (Remember, one mans trash is another mans treasure). Then
give it to your customer with their purchase as a Free Gift for purchasing.
2. Add a service to a productProvide services with your products, that
only costs you time, but that the customer values greatly. Free consultation,
support, access to resources, etc. are all examples of services you can add
to your product to boost its value.
3. Add a product to a serviceFind a product that your customer needs with

your service. Partner with a vendor to provide it. Provide it as an add-on to


their purchase and it greatly increases the products value.
4. Free advice/free reportA report or video on a subject your customer
likes can boost value. Meanwhile it will cost you a few hours to put it
together.
5. Bundle items togetherPut products or services together, that your
customer values, but that cost you close to nothing to provide.
6. ConvenienceProvide more convenience for your customers (open
earlier, free shipping, etc.) without utilizing a lot of time or money.
7. Special packagingProviding the product or service in a package that
your customers value greatly also increases its value. Adding a lot of bells
and whistles may allow you to add an extra zero to the price tag that the
customer will gladly pay (I.e.: Tiffanys little blue box).
8. Special arrangementProvide the product or service in a more beneficial
format for the customer (I.e.: packaged deals versus a la carte purchases).
9. Payment optionsprovide payment options that make it easier for your
customers to pay (I.e.: monthly payment versus lump sum).
10. Value pricingAdd more bonuses for customers that will pay more, less
for those who will not,
Once you find the bonus that works and provide it as an incentive for raising
prices, you will be able to raise prices and your customers will be so glad you
did.

3. Modify Pricing Terms


Pricing terms can be modified so that it results in greater revenue over the long
term, and more convenience for the customer.
As we mentioned before, one of the biggest benefits of pricing is that it is highly
flexible. If you can convince a prospect of the massive value a product or service
has in solving their problem, you can substantially increase the price, and the
customer will gladly pay it. However, if the customer is temporarily limited in

their cash flow, you can modify the terms to your benefit and for the convenience
of the customer.
For example, you can change the payment terms from a lump sum payment to
monthly installments. Or, you change the pricing terms from being paid upon
receipt, to giving terms for 30, 60 or 90 days. Another option would be that instead
of full upfront payment, you can be paid a deposit up front, and the rest upon
completion, with a fee paid for the use of this option.
Consider this example: if I offer my client a 6 month consulting package for a
lump sum of $10,000, they may be more willing to pay it if I bill them $2000 per
month over a 6 month period. This is appealing to the client because they do not
have to come up with the lump sum payment, and I am happy because now I am
getting paid $12,000 instead of $10,000. Also, I have created a recurring revenue
stream for the next 6 months.
4. Provide Unique Pricing Terms.
Another opportunity comes from the ability to negotiate a fee for the use of unique
pricing terms. For example, if the standard in my industry is to get a lump sum
payment for a product or service, I can allow the client to pay in monthly
installments for a long period, and charge them a monthly fee for this privilege. In
other words, you create a financing arrangement with the client, and in the end, you
make more money than you would normally sell it for.
Another way to increase the return on investment in this type of financing
arrangement is to charge a hefty late fee. The benefits are that not only does it
motivate some customers to pay on time, you also benefit from those that dont.
5. Use Pricing Options.
The 3 Day Entrepreneur converts prospects into customers by helping the prospect
change their mindset from If they will hire you, to How they will work with
you.
This is accomplished by using pricing options. Pricing options are simply
providing two or three pricing options for customers, instead of one. This shifts the
potential customers focus to choosing the best option, rather than if they will work
with you at all.
A big benefit of using pricing options is that the 3 Day Entrepreneur is able to

get both the amount and terms they are looking for more often. For example, if I am
selling my consulting services, instead of providing just one option and price, I can
provide the prospect with three:
6 Month Consulting Package
Option 1: $6000Bare bones, basic service
Option 2: $10,000Deluxe, more advanced valuable services included.
Option 3: $25,000All the bells and whistles, and more
The 3 Day Entrepreneur positions his or her best priced package as the middle
option. This is because statistically, most customers choose the middle option.
Their reasoning is that they need more than the basic package, but they may not be
able to justify spending for all of the bells and whistles; so they choose the middle
option. Therefore, by using pricing options, not only does the 3 Day Entrepreneur
get the price that he or she wants, but all of the terms he or she desires as well.

7 Ways to Increase the Amount Customers Spend When


They Purchase
Here is a list of different ways you can influence the price and terms of your
products and services to motivate customers to buy more:
1. Provide a Menu of Options
Provide a menu of different options to serve different types of customers.
Restaurants are a good example of this. They have the Early Bird Special for
the more price conscious customers; and a Chefs Special for the customers
willing to spend more. The benefit is that it expands your customer base. Just
make sure the price customers are taken care of in a passive and inexpensive
way.
2. Provide Different Versions of your Product or Service
Provide different versions of your product or service to serve different
customer needs. For example a package delivery company can provide

services for consumers or businesses, or for different needs (2 Day delivery,


Next Day delivery, etc.). Because these services are valued differently, you
can charge substantially more for more valuable options.
3. Provide Payment options
Provide different payment options for different customers. By providing
different payment options for different customers you greatly expand your
customer base. Offer price customers a monthly financing option. Offer value
customers a full-pay option with a discount or bonus.
4. Provide Long-term Customer Loyalty Programs
By setting up long-term contracts with customers, it gives you greater
flexibility in influencing price, because you will be making more money. By
being paid more over a long period you are more able to provide discounts to
customers, motivating them to buy. These options include: purchase contracts,
monthly memberships, retainer/ fixed pricing options, etc.
5. Test New Products or Services at a Discount
Test a new product or service line by giving customers a discounted rate for
being part of the test market group. The customer is happy to receive the
product or service at a discount; you get a guaranteed purchase for new
products and services.
6. Bundle Services and Products.
By combining products and services, they will have a higher perceived value
and you can charge more.
7. Provide Guarantees
Remove the risk and it will lead to increased value to the customer. For
example, you can provide a 12 month money back guarantee, or a free 2 year
maintenance plan, etc.

Conclusion

The 3 Day Entrepreneur understands that pricing provides a great opportunity to create
massive value while reducing time and money. This is because price is greatly
determined by customer perception. This provides the 3 Day Entrepreneur the flexibility
to increase the value of a product or service in the mind of the customer, and then
increase the prices customers are willing to pay. Also, by influencing the terms in how
customers pay, it provides more opportunities to increase revenue from customers,
while providing more convenience to them. The greatest benefit that pricing provides is
that it gives the 3 Day Entrepreneur the freedom to choose what to charge, instead of
being a slave to what the marketplace dictates they have to charge.

CHAPTER 24
Increasing Customer ROI
A customer is like a Swiss Army Knife; they are really valuable if you
know how to open them up just right.
Anonymous

Another area where the 3 Day Entrepreneur is able to create massive value is through
increasing the amount of money made per customer. As youve probably heard, it is 8
times harder and more expensive to get a new customer than to continue selling to a
current one. Therefore, if you can make more money per customer, not only does it save
you a great deal of time, effort and resources, but it brings you a killer ROI as well.
So how do you get your customers to give you more money?

Targeting the Right Customers


In previous chapters, we discussed that if you target the right customers, they will pay
the prices that you ask, no matter how high. Remember, there are customers in the
marketplace that do not have a problem spending thousands of dollars on a purse or
even an umbrella stand. And if they find value in your services or products, they will
spend that money on you.
But these types of customers purposely segregate themselves from the rest of society.
Not that they are reclusive, but they choose to hang around their own kind. What I am
saying is that you will have to make a deliberate effort to target the right neighborhoods,
associations, country clubs, social circles, businesses etc. to find these individuals.
However, once you find them and they begin to buy from you, they will continue to buy
from you for a very long time, as well as tell their wealthy friends about you, too.

Exercise
1. Put together a profile of the highest paying customers in your industry.
2. Make a list of all the different places where groups of them can be found (I.e.:
Consumersneighborhoods, associations, country clubs; Businesschambers of
commerce, business associations, etc.).
3. Find a reputable direct mail company and send out a direct mail campaign to these
individuals (Business or consumer).

Qualifying Customers
Now just because you target the right type of customers, it doesnt mean that there wont
be a few rotten apples in the bunch. And, by rotten apples I mean price customers.
Price customers are those special people that do not value what you sell, or your
expertise. What is most important to them is getting the cheapest deal they can for it. To
them, the prize is in the price; and if they can get away with getting you to pay them to be
your customer, they will.
Now these people arent all bad, and you may have a business that sells primarily to
this type of client (think McDonalds, and Wal-Mart). However, if you really want to
multiply your returns, you will need to go after the value customers. Value customers
are those customers that truly find value in your solution, your expertise, advice, etc.,
regardless of the price.
But how will you be able to tell the good customers from the bad ones? How can you
tell the Price customers from the Value customers?
The 3 Day Entrepreneur sets up a system to qualify their customers, and filter out all
price clients. Here are few ways that help them successfully filter out the wrong
customers:
1. Set up phone interviews that ask qualifying questions, before meeting with
potential customers.
2. Put your prices on your website or brochure, which tends to scare away price
customers.
3. Charge an upfront set-up fee, or processing fee before doing business with

anyone.
For a complete list of different ways to qualify potential customers, go to
www.the3dayentrepreneur.com/resources.
By successfully qualifying your clients, you save the time, effort, resources and
money going after people that are not interested, not qualified, and no fun. And it results
in attracting more of the ideal high value clients into your business.

Point of Sale Opportunities


Statistically 50% of people will say yes if you were to sell them additional products
and services at the point of sale. Certain names automatically come to mind when we
think of this tactic. Names like McDonalds (Would you like to supersize that?), Panda
Express (Would you like egg rolls with that?), Amazon (Customers that bought that
item also purchased these), and more.
Psychologically, customers are at the greatest emotional state for purchasing during
the point of sale, because by purchasing they have already made a decision that you are
trustworthy and that what you offer is valuable. This feeling will naturally extend to
considering other offers that you give them, especially when they are at the peak of this
emotional state during the point of sale.
By getting your customers to buy more at the point of sale, youll not only make more
money per customer, but it also saves you precious time and money trying to promote to
them later. As the saying goes, You need to strike the iron while its hot, because it
will take a whole lot of work getting the temperature up again.

Exercise
1. Make a list of other products and services you can offer customers at the point of
sale of your main product or service.
2. Come up with a simple one-line script or phrase that will motivate your customer
to buy at the point of sale (I.e.: Do you want to Supersize that?).
3. Test it out on new customers that buy your main product or service.

Upselling and Cross-Selling


Consistent upselling and cross-selling is another tactic the 3 Day Entrepreneur uses to
make more money per customer. Upselling is defined as offering the customer additional
products and services that cost a lot more than the original product or service they
purchased. Cross-selling, on the other hand, refers to selling customers additional
services that are a good fit for them, but are usually the same price or less.
Now, why would your customer buy additional products and services from you? The
biggest reasons are:
1. They trust you;
2. Theyve tried the previous product and service and are satisfied;
3. They are your biggest fans, and
4. They continuously refer to you.
Because of all of this, the 3 Day Entrepreneur focuses 80% of his or her marketing
efforts on marketing and selling to their current customers.
Also, by upselling and cross-selling more expensive or complementary products and
services to your customers, it not only generates more revenue, but it also increases
your customers loyalty to your organization. Customers generally view upselling and
cross-selling in a positive way. This is because they see it as you taking a genuine
interest in their welfare. With upselling especially, the more they pay, the stronger their
loyalty to your company becomes. Its like going from a dating relationship, to being
engaged, and then getting the highest priced item (I.e.: getting married). The bigger the
stakes, the greater the loyalty.
Last, the 3 Day Entrepreneur is always looking for the next product or service (or
more expensive product or service) to sell to their existing client base. If he or she
cannot create it, they partner with another company that can provide it for them, for a
share of the profits. This is yet another example of how the 3 Day Entrepreneur uses
even less time, effort, resources and money, but makes a whole lot more money per
customer.

Customer Long-term Value

Increasing customer long-term value is another technique that The 3 Day Entrepreneur is
constantly focused on. Long-term value is defined as the amount of money the customer
will spend with your business, over the life of their relationship with you.
For example, lets look at the long term value of a consulting client. Now, the
average life of a consulting client is a 12 month period. They spend on average about
$1000 a month. When you combine these numbers, you come up with a long term value
of $12,000 ($1000 X 12 or $12,000).
On the other hand, a CPA has customers whose average life is about 10 years. If
these customers spend an average of $2000 per year, their long term value is $20,000
(10 X $2000 = $20,000).
Long term value is important to the 3 Day Entrepreneur because he or she knows that
the longer the relationship with the client, the more revenue he or she can make per
client. Because of this, the 3 Entrepreneur is constantly looking for ways to build loyalty
with their customers so that they can make many more offers to them.
The 3 Day Entrepreneur also understands that customers bring many other levels of
value, besides being able to make one purchase. Here are some additional levels of
value customers bring to a business:
1. They buy complementary products, services and accessories (cross-sales).
2. The buy higher value products and services (upsells).
3. They buy different types of products and services year after year.
4. They buys products and services for others like family, friends, associates,
customers, partners, etc.
5. They refer friends and family who begin purchasing products and services.
6. They provide valuable customer feedback that helps increase the value of the
business.
Since customers bring so much value, the 3 Day Entrepreneur is always looking for
opportunities to make more connections with them, and eventually get them to buy more.
Whether through a phone call, an email, a birthday or anniversary card, a special
customer appreciation event, etc., he or she uses these opportunities to connect with the
customer, and eventually persuade the customer to purchase more and more.

For example, lets say a customer spends $300 once with your company. Through
additional efforts on your part, the customer ends up buying 3 times a year for the next 5
years. Now, the long term value of the client is boosted from $300 to $4500.
What would make your customer want to buy more often from your business? Most
likely, they have a recurring need. Or, youre able to show them needs that they did not
know they had. Either way, it creates an opportunity to sell them additional products and
services, and motivate them to keep coming back to buy for years to come.

Tips to Re-engage with Customers for Additional Sales


Here are list of ways to create more opportunities to reconnect with your
customers to get more sales, and increase their long-term value:
1. Specials/DiscountsSend them irresistible offers that will motivate them
to come back and purchase.
2. Special EventsProvide a special event (I.e.: customer appreciation, etc.)
and invite your customers. At the event use the opportunity to reconnect
with customers or provide an offer.
3. Special CallsGive them a special call just to say thank you. Later, send
them an offer as a courtesy, because you value them so much.
4. Special VisitsTake your highest value customers out to dinner, golfing,
etc., and use the opportunity to create more business opportunities.
5. Special OccasionsConnect with them for their birthday, anniversary,
holiday, etc. and use the opportunity to give them more offers.
6. Survey, Review, or FeedbackInvite your customers to come give you
feedback, and use the opportunity to provide them offers for valuable
purchases.
7. Newsletter with Redeemable OffersProvide a weekly or biweekly newsletter with valuable information and occasional irresistible
offers.
8. Contest, prize drawingSet up an exciting contest and invite all your

customers to join. Give them an irresistible offer as a reward for joining.


9. Free EducationProvide your customer with a free workshop or seminar
that provides them with valuable information. Use the opportunity to
connect at a deeper level, and send them an offer as a courtesy for coming.
10. Charitable Event/DonationHave a charitable event, and encou-rage
your customers to come by to drop off donation. Use the opportunity to
connect with your customer and give them an irresistible offer.

For a complete list of ways to re-engage with your customers for additional
sales go to www.the3dayentrepreneur.com/resources.

Winning Back Lost Customers


The 3 Day Entrepreneur knows that it is easier and less expensive to get a lost customer
back than it is to get a brand new one. This is why he or she invests time and energy to
not only preventing losing customers, but also trying to win old customers back. Lost
customers are approached sensitively but with the deliberate intent to win them back,
and getting them to start purchasing with the company again.
Here are few ideas the 3 Day Entrepreneur uses to win back old custo-mers:
1. Contact the lost customer, apologize for any inconvenience and offer a bonus or
discount for returning.
2. Send an email, text or phone call to ask the lost customer for feedback; and
provide them a bonus or discount as a reward for their help.
3. Send the lost customer a bonus or discount, just to thank them for their loyal
patronage with the company.
4. Provide the lost customer a referral to a competitor, and get a fee from the
competitor for the referral.
The ideal bonus or discount is usually toward a purchase at your business because it
will help them to engage emotionally with your business once again. Once they
remember the great experience they had with your company upon their return, their

loyalty to your company will be stronger than ever, creating a paying customer for life.

Exercise
1. Make a list of all the previous customers you have served at your business.
2. Put together an irresistible offer as a gift to thank them for being a customer of
your business.
3. Deliver it to them via email, direct mail or phone.
4. Contact them to make sure they received it, and use the opportunity to re-engage
your customer.

Conclusion
The 3 Day Entrepreneur is always looking for ways to expand the amount of revenue he
or she can get per customer. They do this by targeting higher paying customers, crosssells, upsells, and increasing the long term value of the customer. He or she also taps
into their previous customer base, knowing that their previous customers can easily be
made loyal again. The 3 Day Entrepreneur understands that a critical mass of qualified
customers, when used to their full potential, can produce a massive amount of value and
substantial profits for years to come.

CHAPTER 25
Additional Profit Centers
You are surrounded by simple, obvious solutions that can dramatically
increase your income, power, influence and success. The problem is, you
just dont see them.
Jay Abraham

In previous chapters, we described how the 3 Day Entrepreneur is constantly looking


for ways to maximize the amount of revenue and profit coming into his or her business.
That is because he or she understands that in a business there are multiple ways to
generate profit.
In this chapter, we are going to look at a few ideas that the 3 Day Entrepreneur uses
to add multiple streams of income to the business, using the least amount of time and
effort to do it.

Charge for What You Normally Give Away For Free


One of the quickest ways to create additional profit centers in your business is by
charging for a product or service that you generally give for free. For example, most
business owners provide free support and give free advice to help customers better use
their products and services. What business owners do not realize is that the customer
would probably pay for this valuable advice if given the opportunity to. Why? Because
the ideal customer values this type of advice; and what ideal customers value, they will
pay for.
Another example would be the referrals you give to customers. For example, if a
customer needs a referral for a payroll company, or a good website designer etc., the
businesses (a.k.a. vendor) you refer them to will make a lot of money from your referral.
Why not ask the vendor you are referring your customer to, if they have a referral or

affiliate program that pays a percentage for any business referred? Then you can refer
the customer, and make money from the exchange. Enough of these referral
relationships, and you can create a new consistent stream of income for the company.
Here is a typical list of all the areas that most entrepreneurs give away free, but
which the 3 Day Entrepreneur uses as an opportunity to create more income for his or
her company:
1. Free advice can be repackaged as a premium consulting service for a fee.
2. Refer you customers to other vendors and get a referral fee for the exchange.
3. Previous customers, lost customers or customers that you fire, can be referred to a
competitor for a fee.
4. Free technical support can be converted to a multitiered system. For example,
give basic technical support for free, but charge for more complex technical
assistance.
5. Tutorials or white papers normally given for free can be divided into basic,
preferred and premier information that you can charge for, at different levels.
6. Instead of giving a free consultation or evaluation for a first meeting, you can
charge an introductory consulting rate.
7. Instead of providing a free initial design concept, you can charge a fee for the
design.
8. Any type of marketing analysis usually completed for no cost, can instead by
provided for a fee.
9. If you normally dont charge for extra products or services, or accessories you
use to support the items you sell, try giving the simple accessories for free, but
charge for the higher quality ones.
10. Services and products you normally give out for free individually can be
bundled together and sold as a package.
11. Put all your industry knowledge into a book, education series or training program
and then sell it to your customers and competitors in your industry.
Sometimes these new streams of income provide more profit than a sale from a main
product or service. This is because it generally cost very little to provide these

additional products or services, making any revenue you receive, pure profit.

The Million Dollar Lemonade Stand


Here is an exercise to determine how resourceful you are at finding more ways to make
money from your business.

Exercise
1. Take out a sheet of paper and take a few minutes to brainstorm all of the ways you
can answer this question:
How many ways can you make money from a typical Lemonade Stand?
2. List out as many as you can.
How many ideas did you come up with? 10? 15? Maybe 20?
The truth is that there are hundreds of ways of making money from a simple
Lemonade stand, or any other business. But, you can only get access to that money when
you begin using your head and start finding creative ways to give your customers more
value that you can get paid for.
If you want to see how you did with this exercise, go to the Appendix and read
the list of more ways to make money from a Lemonade Stand.

Providing Additional Products and Services


Another profit center the 3 Day Entrepreneur takes advantage of is selling additional
products and services that are compatible with the main product or service you offer.
The big benefit to doing this is that, in the mind of the customer, providing additional
products and services is perceived as your effort in taking a genuine interest in their
welfare.
The most basic example of this is that of a typical coffee shop. If you sell coffee, then
it will only make sense to sell muffins, doughnuts and other complimentary pastries.
Also selling non-disposable coffee mugs, whole coffee, coffee grinders, coffee makers,
specialty coffee making kits, special flavors, etc. will make sense to the coffee lover,

and will bring additional streams of income for the coffee shop.
The 3 Day Entrepreneur understands that this same model can be replicated in almost
any industry. Consider the following industries and the opportunities available to sell
additional products and services:
Accountingprovide business consulting, payroll services, bookkeeping services,
financial software, investment advisory services (with proper licensing) etc.
Consultingprovide marketing consulting and printing, copywriting, administrative
help, SEO services, web design, CRM systems, business plans, startup capital,
financing, virtual assistant services, recruiting, etc.
Constructionprovide interior design, construction, fixtures, audio and visual,
alarm systems, CCTV, plumbing services and products, electrical services and
products, tile, granite, doors, windows, etc.
Attorneysprovide contract preparation, wills, trusts, legal advice, incorporation,
business consulting, etc.
Chiropractorsprovide acupuncture, massage, nutrition, supplements, physical
support products, shoes, ergonomic furniture, health seminars, etc.
The list goes on and on
Now, the 3 Day Entrepreneur further leverages him or herself by not providing the
additional products and services themselves. Instead they make arrangement with other
companies that specializes in providing and distributing these additional products or
services. Though this may reduce their profit, the 3 Day Entrepreneur has the flexibility
to do so, because all of the additional revenue is generally pure profit for the company,
anyway.
How great is the total return for providing these complimentary products and
services? The value is multiplied tenfold. The customers feel more taken care of; they
are happier, more loyal, purchase more frequently, and refer their friends and neighbors.
They will even be happy to pay higher prices if they feel like its worth it. The vendors
you are buying from find a consistent stream of income working with you and provide
you with free resources, support, and even refer business to you.

Memberships and Exclusive Services


The 3 Day Entrepreneur knows that customers are always looking to be a part of a
community, because it makes them feel special. Especially if it has an element of
exclusivity to it. That is why the 3 Day Entrepreneur creates memberships that
customers want to be a part of. The greater the exclusivity the greater the value to the
customer and the greater the amount of money they will be willing to pay for it.
Establishing memberships also creates an additional and consistent stream of income
for the 3 Day Entrepreneur in the following ways:
1. Membership FeesCharge a yearly or monthly fee to be a member.
2. Upsells or cross-sellsUpsell or cross-sell exclusive products and services to
only those who are members.
3. Purchase RewardsProvide them special rewards that lead them to purchasing
even more from your company (I.e.: 100 reward points gives you 50% off of your
next purchase).
4. Brand LoyaltyNaturally being a member makes them a more loyal customer,
which increases the likelihood that they will buy more of the main products and
services you offer.

Conclusion
The 3 Day Entrepreneur understands that there are hundreds of ways of generating
additional profit from their business. They first focus on the products and services most
of their competitors provide for free, but instead, they provide it in such a way that their
ideal customers gladly pay for it. They also search for companies that can provide
additional complementary products and services that their customers will see value in
and gladly purchase. Last, they try to create a special experience for their customers,
which motivates them to be more loyal, as well as pay extra to be part of an exclusive
membership or preferred group.

CHAPTER 26
Maximizing Your Team
The strength of the team is each individual member. The strength of each
member is the team.
Phil Jackson

The 3 Day Entrepreneur knows that if they want to expand the amount of value they
create, they need the help of a powerful and capable team. In order to get their power
team to create the most value, the 3 Day Entrepreneur focuses on four main areas:
1. The team members capability.
2. The team members talents.
3. The team members energy.
4. The team members integrity.

Capability
When we speak of capability, we mean the team members mental, emotional, and
physical ability to take on a substantial amount of work, and get the job done. For
instance, if you have a person who is only able to do one task at a time, then your
leveraging ability is going to be minimal. But the 3 Day Entrepreneur looks for a team
of people with the capability to take on, not just one, but thousands of tasks. The 3 Day
Entrepreneur understands, that though all people are created equal, they have very
different capabilities.
For example, some people can only do one task. Another person can take on multiple
groups of tasks. A third person can manage or oversee a group of people who do
different tasks. Finally, you have those individuals who are great at leading and
motivating the leaders who lead others.

What does this all mean for the 3 Day Entrepreneur? This means that the 3 Day
Entrepreneur ultimately has to prioritize all of his or her relationships. The 3 Day
Entrepreneur understands, that though he or she cares about everyone in their business,
they focus the majority of their attention on training and developing the individuals in
the organization who have the most capability. In other words, The 3 Day Entrepreneur
spends most of their time with the people who are the leaders, who lead leaders, and
who have the most ability to succeed at the most valuable parts of the business.

Talent
The 3 Day Entrepreneur also knows that in order to leverage a team effectively, they
need to tap into their teams natural talents. He or she understands that people have
natural talent and skill that they bring with them into the business. Whether through life
experience, or their natural born abilities, they are excellent at some skill, and they love
doing it. The 3 Day Entrepreneur understands that when people are excellent at what
they do, and love doing it, they tend to do extremely well, and create substantial value
for the business.
Therefore, the 3 Day Entrepreneur will leverage his or her team by first identifying
peoples talents and abilities, and then give them the opportunity to use those talents in
the business. By using peoples talents, the 3 Day Entrepreneur helps people feel more
motivated and invested in the success of the business.
When the 3 Day Entrepreneur hires someone, he or she makes an effort to find out
what all of their new team members talents are. And, not just in regards to the business
itself, but in everything. Then the 3 Day Entrepreneur positions these team members in
areas where they can use their talents to their fullest potential.
Here are a few ways the 3 Day Entrepreneur uses a team members talents for
maximum benefit to the team member as well as the company:
1. People who are good with peopleSome people are naturally great with people.
So of course you dont want to put them in the back office dealing with paper
work. Put them in front with your customers to create a great customer experience.
2. Detailed Oriented PeoplePeople with excellent organization skills may not be
the best with customers, but they are excellent with managing and organizing the

details of the business. Put them in the back office and give them the detailed tasks
that help your business run at the level it needs to.
3. Technically Oriented peopleEvery organization has those few individuals that
have a natural affinity toward technology and fixing things. These individuals feel
at home understanding the ins and outs of the technology in your office. They are
also constantly on top of the new technology that comes out, as soon as it comes
out. Use these individuals to their fullest capacity by allowing them to oversee the
maintenance of all of the technology in your business, as well as implementing new
technology solutions.
4. Artistic PeopleSome people have been blessed by the Creator with the ability
to create beautiful works of art that are visually stunning. What is best is that since
people are emotionally influenced by their visual senses, this person can be
invaluable in your efforts to influence customers, vendors, etc. Use them to their
fullest capacity by allowing them the opportunity to express themselves in the
office. It could be as simple as letting them redecorate the office, or as important
as getting their input for the next marketing campaign.
5. Diamonds in the RoughSometimes you come across a special individual that
is highly gifted in different areas, but who is raw and untrained. These are what I
call diamonds in the rough in your business. Unfortunately, no one has taken the
time to train to become a high powered leader. The 3 Day Entrepreneur is always
on the lookout for these individuals to give them a chance to show what they are
truly capable of.

From Will
I remember I hired an intern in my organization to help me with some work I
was doing. I brought this intern in and the first thing that I noticed when I met
her was she was more mature than anyone that I had interviewed, even though
she was only nineteen years old. She was the most mature person that I had
ever met for her age, even more than some adults in their forties.
The more and more I got to know her, the more I noticed that her thinking
was at a very high leadership level. Once I noticed it, I started training her by

asking her leadership questions and getting her opinion on plans, customers,
vendors, and testing her ability to handle difficult problems.
This did two things. One, it made her feel so incredibly important that she
rose up into the leadership position that we were encouraging her to be in. And
two, we now had an effective person in our organization that could deliver
results.
Another big benefit was that because she was still young, she demanded
very little in terms of salary. She just loved the value she received from being
trained to become the woman she knew she could become.

Energy
Another aspect the 3 Day Entrepreneur looks for in a team member is energy. In other
words, the amount of energy a team member can expend to accomplish his or her goals.
You can have a person who is an incredible leader, but if their energy is not very high,
it limits what they can do. This is because with more energy, comes more activity. So
the 3 Day Entrepreneur looks for team members that have energy, and lots of it.
Another reason for this is that energy is contagious. So you need to look at the team
members that have natural enthusiasm. Natural energy is the ability to get oneself to a
peak emotional state, which allows one to keep on going. It is a powerful ability that is
evident in only a select few. So the 3 Day Entrepreneur is constantly on the lookout for
highly energetic people, so that they can use them to their full potential.

Integrity
The last characteristic the 3 Day Entrepreneur looks for is a team members natural
integrity. Strong integrity includes having a strong work ethic, high expectation of
themselves, proactivity, their ability to create something out of nothing, and their natural
ability to take charge of a task or project and to do the absolute best that they can. It also
includes the habit of constantly evaluating oneself so that they can improve.
Now this kind of integrity and natural ability is obviously not found in everyone. But
if you find it in your people, make sure you use it. Why? Because the 3 Day
Entrepreneur is in the business of developing leaders that can lead other leaders. This

ultimately results in creating a team that is self-motivated and self-sufficient; and who
will be able to run the entire business on their own.

Team Management
Because time is limited, the 3 Day Entrepreneur makes sure that 90% of his or her time
is spent with the highest quality people in the organization. If they are going to devote an
hour to someone, they devote that time with the person that can make the most out of it.
And that person is generally part of your A-level leadership team.
What does the 3 Day Entrepreneur do with the rest of his or her time? Their
remaining time is spent briefly encouraging other non-A level team members in the
business. By only taking a minute or two to encourage other non-A level team members,
it builds loyalty in the organization through maintaining healthy relationships. The 3 Day
Entrepreneur constantly lets his or her people know how proud he or she is of them, or
gives them feedback on the great things they are doing, as well as what they need to
improve on.
But, again, the 3 Day Entrepreneur gives most of his or her time to the highest value
leaders, which will produce the highest value results for the business, and can manage
the rest of the organization for them.

Meetings
Any conversation about teams, eventually lead to the topic of meetings. The common
question is How do you manage a meeting in a way to get the most done?
Now are meetings important? Yes. However, do some meetings take up so much time
that it renders them ineffective? The answer is absolutely. So how do you manage
meetings to create the most value, use the most leverage and automation?
The 3 Day Entrepreneurs mindset about meetings is to make meetings as short as
possible. According to Parkinsons Law, the shorter you make the meeting; the more it
will force everyone to get things done in a more efficient way.
The 3 Day Entrepreneurs focus is to use meetings for the purpose of making final
decisions. The way he or she does this is by preparing everyone beforehand for the
meeting. This causes the meeting to flow toward the ultimate conclusion of making the

most important decisions.


To prepare for a meeting the 3 Day Entrepreneur sends everyone in the meeting the
questions and topics of the meeting before hand, so that they have more time to consider
the information. This gives them the time to research, to reflect on the issues, and to
come to general conclusions on the subject. So when they come to the meeting they are
ready with a list of ideas that have been thought through, which prepares them to make
the best decisions.
Now do all meetings happen just for decision making? No. There is substantial value
in having brainstorming meetings to come up with profitable ideas. But the key, again, is
to keep things short. If you give the meeting two hours you will get what you need to get
done in two hours. If you give it thirty minutes, you will get done what you need to get
done in thirty minutes.

Conclusion
Teams are powerful vehicles for creating value and greatly leveraging your efforts. And
in order to build the best team, you need to find the right team members in terms of their
capability, talents, energy and integrity. Once you find your power team, you will spend
90% of your time and effort in training and developing them. As the team grows, they
will take your business to greater levels of value, while freeing you up to do what you
need to do.

CHAPTER 27
Leveraging Finance
Just as a tiny acorn contains the power to grow into a mighty oak tree, each
dollar bill has the power to grow into a mighty money tree.
Robert G Allen

For the 3 Day Entrepreneur, the Finance area of the business provides a unique
opportunity to create massive value. This is because the 3 Day Entrepreneur
understands the great power money has in its ability to create even more money.
The 3 Day Entrepreneur has a special relationship with money. He or she sees money
as a tool that is used for the sole purpose of creating more value, which can then be
exchanged for even more money. The 3 Day Entrepreneur can do this because he or she
focuses on 2 areas that, when used effectively, result in producing a massive amount of
money in return.
These areas are:
1. Spending Money Effectively
2. Leveraging Money Profitably

Spending Money Effectively


To start, the 3 Day Entrepreneur never uses the word spending in his or her
vocabulary. It just doesnt exist. The only word that the 3 Day Entrepreneur uses to
describe money going out of his or her organization is the word, Invest.
This is because the only time that the 3 Day Entrepreneur lets money out of the
business is when there is a definite opportunity to make money in return. The word
spending suggests the idea of putting out money that you will never get back. The
word investing on the other hand, describes putting money out temporarily that will

bring many more dollars in return.


Because of this mindset, the 3 Day Entrepreneurs is constantly searching for more
ways to bring many more dollars back for every dollar they put out. Sometimes the
return comes back as another type of value that can later be converted into more money.
For example, if the 3 Day Entrepreneur has to pay for electricity to run his or her
facility, they would instead invest the money in solar paneling to generate so much
electricity it can take care of their own need, and sell the extra electricity back to the
electric company for a profit.

The 3 Day Entrepreneur Spending


(Investing) Guidelines
Here are the four questions the 3 Day Entrepreneur asks themselves before making any
spending (investment) decisions:
1. Is this something that the business needs or something that I want?
For a business, needs are generally more valuable than wants.
2. Will this benefit us more now or will it benefit us more later?

If you can benefit more by waiting, be patient and wait until later. Remember,
money in hand is always more valuable than potential money later.

3. What are other options that will provide what I need with less time, effort,
resources and money?

There are always better options; you just need to find them. Take a minute to
consider other options, or ask advice from others.

4. How can I increase my ROI for the money I am putting out?


Remember every output of money must result in a greater return. Dont settle for
just getting your investment back either, go for a higher and higher return every
time.
The goal of these questions is so that every decision you make to spend (invest)
money results in a better return. Therefore, the mindset of the 3 Day Entrepreneur is that

if he or she cant answer all of these questions positively, they wont put out the money.
So, by following this guideline, the 3 Day Entrepreneur more guarantees that every
dollar invested will bring many others back with them.

Expenses or Opportunities?
Most entrepreneurs think that paying expenses in the business is unavoidable.
The 3 Day Entrepreneur on the other hand, is always looking for ways to make
every dollar that goes out to generate a return. Here is a list of ideas he or she
uses to turn expenses into opportunities to make money:
1. Race Monthly BillsIf you can schedule your bills to be due on the same
day, you can then deposit the money for monthly expenses in an interest
bearing account or a liquid high yield account to earn interest on the money
before it is paid out.
2. Pay Expenses with Investment IncomeIf you calculate the total amount
of expenses for a quarter or a year, and invest this amount of money in a
high yield investment or business; you can pay your monthly bills on the
monthly stream of investment income your investment produces.
3. Cash Back CardsUse your cash back credit cards to pay for your
monthly expenses and you will be able to receive cash back that will reduce
your overall expenses.
4. Install Your Own UtilitiesIf you have the capital, install equipment that
will provide your own utilities. If you generate extra, you can sell it to
others for a profit (I.e.: Solar paneling produces electricity you can sell
back to the electric company).
5. Resell Bill Paying ServicesIf you find an inexpensive service that
manages and pays all your expenses, you can resell these services to your
competitors at a higher price, and keep the difference. Use the income from
this to pay your own bills.
6. Create a bill paying serviceIf you design a service in-house that helps

manage all of your expense payments, you can rent this service to
competitors and use the income from this business to pay your own bills.

Saving vs Investing
Another concept the 3 Day Entrepreneur sees differently is the idea of saving money.
Saving suggests the idea of money that is sitting somewhere, not doing much of anything.
To the 3 Day Entrepreneur, every dollar is like a little laborer that works hard to bring
home a whole lot more dollars. Locking that little worker in a vault, bank or mattress
will render the little worker useless. Gaining interest that hardly keeps up with inflation
is also useless.
Rather, the 3 Day Entrepreneur never keeps his or her money idle. Instead, they put it
to work in different ways that can generate more. It could be lending it to someone for a
much higher return. Or, it could be purchasing ownership in another business that brings
a consistent stream of income.
Now, the 3 Day Entrepreneur understands the benefit of having reserves; but they
invest those reserves so that instead of lying idle, they are generating even more money.

6 Ways to Leverage Your Reserves and Make Your Money


Work for You
Here are a few ways the 3 Day Entrepreneur puts their reserves to work to
make more money, instead of just sitting in a bank:
1. LoansLend money to other businesses or consumers for a fee or interest
rate. Use their assets as collateral for the loan.
2. Seed moneyProvide seed money to a business start-up in your industry
that is similar to what you are currently doing, in exchange for an ownership
stake, or a present share in the profits.
3. Passive InvestmentsInvest your cash reserves in investments with
different ROI, based on their short term, or long term liquidity.

4. Cash CowsInvest your cash into a cash-cow business that provides


your business an additional, consistent stream of income.
5. New Product or Service LinesInvest in building an additional product
or service line in your business that brings additional income.
6. ImprovementsInvest in improving your products and services so they
can bring even more money to your business.
7. MarketingUse your reserves to invest in effective marketing that will
bring in even more money to your business.

Leveraging Money Profitably


To the 3 Day Entrepreneur, money is like energy. The one benefit about energy is that it
can take on many forms and be converted from one form to the next. Money is similar in
that it can be converted into many different forms of value, all of which can eventually
lead to making even more money.
For example, you can take money and invest it in a business. The business works to
make more money, and after a few years your initial investment results in making 5 to 10
times more money back. Or, you can convert money into an asset that appreciates over
time (like real estate), to produce a lot more money when it is sold. Money can also be
converted into valuable information that when used can produce even more money. Last,
money can be converted into a profitable system that can produce more and more money
for years to come.

Planting Money Trees


Money is like a seed that if planted correctly, can grow into a big tree that one
day will feed you and your family for generations. Here is a list of ways the 3
Day Entrepreneur plants a seed of money so that it can grow into a very large
money tree:
1. LendingLend money to someone else and receive interest back for letting

them use the money.


2. Buy Appreciating AssetsUse money to buy an appreciating asset and
sell it for a greater amount than what you originally used to purchase it.
3. Expertise/ ConsultingUse money to buy special knowledge or training
that motivates others to hire you for your expertise, giving you a stream of
income.
4. RentalsRent space with your money, and then divide the space so you
can rent it out to others.
5. Leasing Skilled LaborHire a skilled employee with your money, then
lease out their services to others who need them also.
6. Buy Wholesale/Sell RetailInvest money to buy a product wholesale, and
then resell it at a higher value.
7. Specialized EquipmentInvest money to buy specialized parts. Put them
together to create a special machine that people will be willing to pay
plenty of money to use or own (I.e.: manufacturing equipment, etc.).
8. Leasing EquipmentInvest money to rent equipment, then lease it to many
other people, and make multiple times your money in return.
9. Repackaging/ BundlingBuy inexpensive products and services and
repackage them in a bundle to sell them at a much higher price to others that
value the combination.
10. AuctionsBuy products and then create an auction where people bid up
the price so high that you make plenty of money at the end of the auction
when the products are sold.
11. Ecommerce/ Affiliate ServicesInvest money to advertise products or
services you do not own. When people make a purchase, find another
company that can fulfill it, and you receive a percentage or spread of the
profits.
12. Great ExperiencesUse money to create such a great experience for
people that others will pay a lot of money to be part of it.
13. Training and DevelopmentInvest in acquiring specialized knowledge

that you can then re-teach to many others for a fee.


14. LicensingUse money to make a name or idea famous, and then license
out that name or idea to others for a hefty yearly fee.
15. Investing in a StartupUse your money to invest in another persons
business idea and their business efforts. Receive a percentage of the profits
and ownership in the venture, which when sold will produce a hefty amount
of more money coming to you.

Conclusion
In conclusion, the 3 Day Entrepreneur has such a resourceful relationship with money
that it allows them to multiply their returns many times over. This is because the way
they invest it, convert it and leverage it, results in massive value being created. Then
this value is converted easily into a great amount of more money. The end result is that
the 3 Day Entrepreneur not only creates more time and freedom, but a substantial amount
of wealth to boot.

CHAPTER 28
Optimizing Operations
Efficiency is doing better what is already being done.
Peter Drucker

The final area the 3 Day Entrepreneur leverages, in order to create greater value, is in
the day-to-day operations of the business.
The 3 Day Entrepreneur knows that there are always opportunities to work in a more
efficient manner. What motivates them to be more efficient is that if they can reduce the
amount of time, effort, resources and money used to run the day-to-day operations of the
business, they will naturally create a higher ROI.
Now, the main areas the 3 Day Entrepreneur focuses on in order to create greater
leverage in their operations are:
1. Administration
2. Centralization
3. Automation

Administration
The 3 Day Entrepreneur is similar to the captain of the Starship Enterprise. From one
chair, the Starship Captain is able to monitor all the major systems of the ship, to make
sure they will get them to their desired destination. From that chair they are able to
monitor their progress, be notified of any problems, identify potential opportunities and
make decisions that will direct the entire ship to where they want it to go.
Similarly, the 3 Day Entrepreneur is able to run their business in this way because
they have access to all of the major drivers for their business at their fingertips. This is
possible through the use of their Administrative Dashboard.

The Administrative Dashboard


In a car, a passenger uses the dashboard to tell how fast he or she is going, the distance
that theyve traveled and they can monitor when gas is running low. They can also be
notified when something is wrong with the car and exactly where the problem lies.
Just like the dashboard of a car, the 3 Day Entrepreneur creates a centralized
dashboard where they receive all of the important information of the business. It allows
him or her to tell how all of the major systems of the business are doing. It also gives
them a continuous update on how well they are progressing toward accomplishing their
major business goals.
There are many types of dashboards the 3 Day Entrepreneur can choose from. The
key is that they have the following criteria. They must be:
1. User friendlyThe information must be easy to read and easily understood. This
is because if someone else needs to take responsibility of the ship for a while, they
can understand everything that is going on.
2. Accurate and CurrentThe information that comes into the dashboard must be
accurate. This is because major decisions for the business will be based on the
accuracy of the information. Also the information has to be current. If you make
decisions on outdated information, your decisions will be outdated as well.
3. ThoroughYou must be able to collect all of the key information in the business,
or you may not be able to make the best strategic decisions. For example, if you
have all of the sales information for the month, with only some of the marketing
results, you may not be able to tell where youre best sales leads came from, and
you may continue to waste your time on marketing that is not working.

The Key Dashboard Numbers


What are the key pieces of information that the 3 Day Entrepreneur wants to
have on his or her dashboard? Generally they are:
1. SalesThis is by far the most important number the 3 Day Entrepreneur
needs to know. This is because the amount of sales is the biggest factor to

tell how well the business is doing. You can have a lot of activity, but
unless there are sales, your activity has no value. By knowing this number
you can tell what is and is not working in the business, and make changes to
continue increasing this number.
2. MarketingThe 3 Day Entrepreneur also wants to know how successful
their marketing efforts are. This way they can focus their efforts on
marketing that is working, while letting go of efforts that are not.
3. FinancesBecause of the constant flow of money in and out of the
organization, you need to make sure that the money going out does not
exceed the money coming in. Also, it is good to be able to anticipate future
expenses, so that you can have money ready when those investments are
required.
4. Customer Satisfaction and FeedbackIts important to keep a pulse on
how your customers feel about the quality of your products and services.
The amount of complaints or the feedback survey scores is a great
indication of customer satisfaction.
5. Productivitythe amount of productivity you or your team puts out for
every hour worked is a good determiner of your efficiency. If you make
improvements for efficiency, this number also allows you to see how
successful your improvements are over time.

For a complete list of different key numbers you can use for your dashboard, go
to www.the 3dayentrepreneur.com/resources.
Now, dashboards come in all shapes and sizes. Here are few different types of
dashboards the 3 Day Entrepreneur can choose from for his or her business:
1. SpreadsheetsHave your assistant or team collect all of the key numbers and
put them on a spreadsheet that is emailed to you every week, month or quarter.
2. Web BasedUse an online, web-based dashboard, where your team can
remotely enter information. The information is combined into a user-friendly

report that is automatically emailed to you or sent to your cell phone.


3. Team MeetingsHave a meeting with the key heads of your departments to
present their numbers, their evaluation of those numbers, and their ideas for
improvement.
4. Fully automatedHave all your marketing, sales, team, operations, etc. linked
through technology to combine information and provide you with accurate, current
reports for the day, week, month, quarter, etc. For example, if you have a
restaurant you can have your point of sale system generate a report with all the key
numbers and send it to you daily, weekly, monthly, quarterly, etc.

Centralization
The 3 Day Entrepreneur knows that because there are so many moving parts in an
organization, it can result in a massive amount of wasted time and effort in the day-today operation of the business.

Wasted Time = Wasted Money


Here are some interesting statistics on the cost of clutter and disorganization in
terms of time and money in the typical business:
The average American will spend one year searching through desk clutter
looking for misplaced objects, Margin, Dr. Richard Swenson
280 hours (7 weeks) per year are lost by workers seeking clarification due
to poor communication
The average American spends one year of their life looking for lost or
misplaced items at home and in the office, US News and World Report
According to the American Demographic Society, Americans waste more
than 9 million hours each day looking for lost and misplaced articles
The Wall Street Journal reports that the average U.S. executive wastes six
weeks per year retrieving misplaced information from messy desks and files.

For an executive earning $75,000 a year, that translates to a loss of $9,221


12.3 percent of total earnings. For a company with one hundred executives at
that salary, it translates to nearly $1 million in lost productivity.
The average office has 19 copies of each document. Spends $20 in labor to
file each document. Spends $120 in labor searching for each misfiled
document. Loses one out of every 20 documents. Spends 25 hours recreating
each lost document, PricewaterhouseCoopers
It costs about $25,000 to fill a four drawer filing cabinet and over $2,100
per year to maintain it, Gartner Group, Coopers & Lybrand, Ernst & Young

In order to combat waste, the 3 Day Entrepreneur creates a central database that can
be easily accessed and provides up to date information for everyone in the business.
This centralized database is focused in two main areas:
1. Information, and
2. Communication

Centralizing Information
Centralizing information consists of creating a central location to keep all of the
organizations systems, data and documents, as well as keep them up to date if any
changes are made. There is nothing that wastes more time than trying to find a piece of
information when you need it most. It is even worse when you finally find the
information, and later find that you used an outdated copy of what you needed.
This is why a central database of information has to have certain criteria to be most
effective. These include:
1. AccessibilityIt has to be located in a place where anyone in the organization
can have access to it. This can be online, or at a central place in the office
accessible by all who need the information.
2. Syncing AbilityAlso, the database has to reflect all the up to date changes that
have been made so that it can provide the most current and relevant information to

whoever seeks it. It also keeps the previous copies in case someone needs to go
back and research previous information.
3. User-FriendlyIt has to be easy to use to find the information that is needed.
Having an extensive database that is too complex to use, is as much a time waster
as not having one at all.
4. Search AbilityIt has to have a function where documents or data can be easily
retrieved by putting multiple types of information such as: the name, tag, ID
number, etc. of a document.

Best Centralized Information Systems


The 3 Day Entrepreneur has a great selection of information systems to choose
from to centralize all of their information. Here are just a few that he or she
normally uses:
1. Remote Server or drop box with Syncing AbilityHaving a remote
server that houses the companys entire database provides easy access,
centralization, search ability and the ability to sync whenever new changes
are made. It also brings a lot of security in case there is a concern of
outsiders gaining access.
2. Online Information SystemThere are information systems that can be
housed fully online, that can provide all of the needed aspects to
centralizing information. The best part of this type of system is that it can be
accessed anywhere in the world.
3. Central ServerHaving a central server that is connected to all computers
in the office or outside the office can provide the centralization necessary to
stream line operations. User permissions can be given to people with
different levels of responsibilities also.
4. Project Management SoftwareIf you are consistently working on
important projects, as well as storing information, there is software that can
provide the capability to use both in a seamless process. It is user-friendly,

and can provide additional services like To Do lists, assign projects and
data to users, provide notifications for deadlines, etc.

Centralizing Communication
Ineffective communication is an area that can consistently create bottlenecks in the flow
of the operation of a business. That is why the 3 Day Entrepreneur focuses on
centralizing communication in such a way to avoid confusion. They create a system
where communication can be double or triple checked to make sure that the right
information is shared from one person to another. Here are a few ways the 3 Day
Entrepreneur centralizes communication systems in order to minimize confusion:
1. Recording meetings and sending the recordings and transcriptions to all parties
involved in the meetings.
2. Providing checklists to make sure all tasks are completed accurately, according to
the instructions originally given.
3. Project management software used to give real-time updates for the progress of
certain projects.
4. Video tutorials showing accurate and detailed steps of how to accomplish tasks in
a project.

Automation
The 3 Day Entrepreneur diligently searches for more ways to automate his or her
operation. They will consistently use all available systems, technology, team,
outsourcing solutions, etc., in order to reduce the amount of work required to produce
their product or service. Their focus is to reduce the amount of steps required to
accomplish a certain task or project, as well as making the system not dependent on any
one person.
The area that has the most impact, in regard to automating the day-to-day operations
of the business is the administrative area of the organization. This area includes the
overwhelming amount of tasks that are necessary in an organization, but that do not bring

very much value. In other words, these are the 80% of tasks that bring 20% of the
results.
Here are a few ways the 3 Day Entrepreneur automates the administrative tasks that
need to be done in a business:
1. DelegationDelegate them to a person in your organization that is detailed
oriented and takes pride in managing the administrative duties in your business.
2. DeletionYou may be surprised to know that 50% of the administrative tasks we
think we need to do, are actually useless to the success of a business. For example,
making copies can be completely eliminated by posting information on a central
server that anyone can access. Recording meetings and instructions can eliminate
taking notes. Having an online appointment system where people can set their own
appointments with you, can minimize setting appointments.
3. Virtual Administrative AssistantsThere are virtual administrative assistants
that can manage up to 90% of all of the administrative duties for your business
from another location. Best thing about them is that since they are contractors, they
can save you a bundle on employee expenses. Also, they are highly trained and
have extensive expertise in a multitude of areas.

How a Virtual Assistant Can Make You Rich


Virtual assistants (VA) are experts at doing the mundane yet important
administrative tasks that take up 80% of our time. They are so good at it that
they dont even need to come to your office. They can work from their home,
1000 miles away.
So if you were to unload all of your non-valuable tasks to a virtual assistant,
this frees you up to do what you do bestmake more money.
A virtual assistant comes with many other benefits as well. Here are few for
you to consider:
1. They are experts.
Some VAs are ex-executives that have worked for fortune 500 companies.

They are retired or they just do it on the side to keep themselves busy.
2. They are quick.
Because of the competition out there, VAs are on their toes to provide quick
and quality services. Because most of them have a team of VAs on their staff,
they can get their best people to jump on your assignment and complete it
before they are due.
3. They have extensive experience in multiple areas.
Many VAs have worked in many different companies. This gives them a
thorough knowledge of business that is priceless. They may be such experts in
your industry that you can also use them as sources of great advice for making
decisions.
4. They can do just about anything.
From ordering airline tickets, calling customers, bookkeeping, payroll, search
engine optimization, the list is endless to what a great VA can do for you.
Many of the things we do as business owners, though valuable, have
mundane parts to them. You can get in the habit of doing the important valuable
parts only you can do, and then delegating the rest of the project to your VA.
5. They are affordable.
VA prices range from as low as $5 an hour (in other countries), to as low as
$8-$25 an hour in the states. The best part is, since they are not your employee,
you dont have to worry about extra expenses or paperwork.
6. They can help you run your organization.
Some VAs are so good that they can do more than just mundane administrative
tasks. Some VAs are ex-business owners, and they can even help you oversee
parts of your business. In other words, they can handle the high level tasks that
would cost you a bundle to hire an experienced manager to do.
Great VAs are hard to findbut if you find a good one you can strike it rich.
This is because once you delegate the burdens of your business to a VA, you
will be able to use your time and effort to soar to new heights and make a ton
more money in your business.

For a comprehensive list of what a VA can do for you go to


www.the3dayentrpreneur.com/resources.

Automation through Systemization


The 3 Day Entrepreneur runs their entire operation by creating efficient processes and
systems that run the organization for them. The answer to every major issue in their
organization is to create a system for it. The 3 Day Entrepreneur even looks forward to
challenges in the flow of operations, because it provides them another opportunity to
create a system.
The 3 Day Entrepreneur knows that the more you take the human element out of the
equation the less chances there are for errors or inconsistencies. He or she does rely on
their team, but he provides the team with the best chance at success by putting the
systems in place that directs the team and their work. It is as if the team was a train, and
the systems are the rail the train rides on.

Automation through Systemization


Here is a list of the type of systems that the 3 Day Entrepreneur creates
throughout his or her organization to produce consistent results, while creating
a business that is not dependent on them:
1. Templates for every form in the business (customer forms, vendor forms,
purchase forms, etc.).
2. Checklists for every system in the organization.
3. Step-by-step instructions for tasks or projects (video, audio or print).
4. Emergency procedures.
5. Preapproved vendor lists.
6. A Master Calendar.
7. Pricing lists.

8. Cash deposit procedures.


9. Accounts payable procedures.
10. Job roles and responsibilities
11. Employee training and development manuals.
12. Organizational charts.
13. Pre-meeting agendas and checklists.
14. Hiring checklist and packet.
15. Employee Training videos.
16. Pre-established disciplinary procedures.
17. Hiring process from ad to interview.

For a complete list of effective business systems go to


www.the3dayentrepreneur.com/resources.

Conclusion
In conclusion, the 3 Day Entrepreneur creates great leverage in the operations of a
business through minimizing the amount of wasted time, effort, resources and money
used in the day-to-day operation of the business. They do this through the use of
administrative dashboards, which they use to keep a pulse on the entire organization.
They also create centralized information systems to keep the organization on the same
page in regards to information and communication. Finally, they use automated systems
to keep the organization flowing smoothly and consistently produce increasing levels of
value.

PART VII
The 3 Day Entrepreneur Challenge
Now that everything has been said, its time to apply these principles in your life and
business, so that you can reap the rewards that come from living the 3 Day Entrepreneur
lifestyle.
Though weve spoken about hundreds of ideas and techniques in this book, you may
be wondering where to start, in what order you should do everything, or what you
should do now versus later.
Therefore, we have laid out a plan to get you living The 3 Day Entrepreneur lifestyle
as soon as you can. Since we know that not all business owners have the same tolerance
for risk, we have laid out three plans: a Super-Fast Track, a Fast Track, and a
Conservative Track. Each plan is designed around a time frame that is within your
comfort level for change, so that you will have the best chance for success.

The Super-Fast Track


For those that want to operate on the highest level starting today, we have created the
Super-Fast Track. The Super-Fast Track is designed to help you create the greatest
value possible, in the shortest period of time. In this track, we go straight for doing the
20% of tasks that bring 80% of the results; and only doing the 20%. This track is only
for those that know in their heart of hearts that they were put on this earth to play big,
and they will only play big, or not play at all.
Another requirement for this track is that you already have a source of income to take
care of your personal needs. This is because the goal of this track is to create massive
value first and foremost. It is designed to do this regardless of whether your personal
needs are taken care of or not, so make sure you are set in this area.
Also in the Super-Fast Track, you will only deal with customers or sell products that
can bring you revenues in the 5, or 6 figure range and above. Therefore, you should only

participate if you are ready to operate with this level of customer and cash flow. The
Super-Fast Track is only for the heart made of steel. Expected time to begin seeing
results: 3090 days.

The Fast Track


For those that want to jump in feet first, we have designed a Fast Track process for
helping you see great results in a short period of time. I must remind you that it is not for
the faint of heart, but for those that have a higher risk tolerance than the conservative
track, and who are highly driven by the capacity for success.
You will begin to see results within the first 36 months. This Fast Track is designed
to be like buying a new pair of shoes, the best way to break them in is to walk in
them. The plan is laid out to throw you into a 3 day workweek and force you to do
whatever it takes to make it work. Again, this is not for the faint of heart, but definitely
for the adventurous and those seeking massive, yet quick results.
Expect time to see results: 36 months.

Conservative Track
For those of you that need to put your toe in the water and to crawl in a bit at a time, we
have designed a Conservative Track that will ease you into the 3 Day Entrepreneur
lifestyle. It is designed to give you a slow and steady system for getting yourself and
your business to expand your comfort zone, and fit this way of operating.
You will see results, except they will come in small increments. However, those
increments add up over time. Before you know it, you will be living The 3 Day
Entrepreneur lifestyle and can enjoy all the benefits that come from it.
Expect Time to see results: 612 months.
So here we go...

CHAPTER 29
The 3 Day Entrepreneur Blueprint
The 3 Day Entrepreneur Blueprint is designed to help propel an entrepreneur into
producing the highest possible value in their business and life.
Lets start by reviewing some of the major goals you will be soon achieving.

Goals
The major goal of the 3 Day Entrepreneur Blueprint is to create the most value possible
in the shortest period of time. The focus is on identifying the highest value tasks in your
industry, and automating everything you can to create that value working 3 days a week
or less.
Here are some of the major goals you will achieve by the end of this program:
1. Begin working a 23 day schedule.
2. Identifying and begin ONLY doing the 20% of tasks that bring 80% of the
returns in your industry.
3. Put together a 12 month Strategic Plan that will bring massive value.
4. Identify your leadership advisors and mentor team.
5. Identify youre A-level power team.
6. Identify your ideal customer and market only to the highest value prospects.
7. Establish the most valuable pricing strategy for your business.
8. Create the systems that will produce the greatest value for your organization.
9. Establish additional profit centers that will multiply your returns.
10. Automate your operations for greater efficiency.
Now that you know your goals, we will now begin establishing the action steps that

you need to take to begin living the 3 Day Entrepreneur lifestyle. However, lets begin
by first setting up your new schedule.

The 3 Day Entrepreneur Schedule


As Parkinsons Law says, whatever time you set to complete a task, is the time it takes
you to complete that task. By setting up your schedule, you will determine the boundary
lines of your activities. Then it will be up to you to create your success within those
boundaries.
Choose your new schedule according to your track (Super-Fast Track, Fast Track, or
Conservative Track).

Super-Fast Track Schedule


1. Choose 23 days that you are going to get all of the highest value tasks done in
your business, and eliminate all other workdays from your schedule. Remember
you can also choose 45 half days as well, as long as you do not work more than
30 hours in the week.
2. Start your new 3 day schedule, either this week or next week.
3. Let everyone know you are closed for business on any other days but those 3 work
days.
4. Do no work on your non-work days. Turn off your phone, and dont look at email
the days you are not working. Set up a vacation email auto-responder to let people
know you only answer emails on your work days. Put up the Do Not Disturb Sign.

Fast Track Schedule


1. Choose 34 days that you are going to get all of the highest value tasks done in
your business, and eliminate all other workdays from your schedule. Remember
you can also choose 56 half days as well, as long as you do not work more than
40 hours in the week.
2. (For slow starters) Begin working only 4 days a week the first 13 months, then 3

days a week the next 36 months.


3. Start your new 34 day schedule, either this week or next week.
4. Let everyone know you are closed for business on any other days but those 3 work
days.
5. Do not work on your non-work days. Turn off your phone, and dont look at email
the days you are not working. Set up a vacation email auto-responder to let people
know you only answer emails on your work days. Put up the Do Not Disturb Sign.

Conservative Track Schedule


1. First 13 months: Every week eliminate 1 hour off each workweek.
2. Next 36 months: Choose 4 days you are going to get all of the highest value tasks
done in your organization and eliminate all other work days from your schedule.
Remember you can also choose 56 half days as well as long as you do not work
more than 40 hours a week.
3. Next 69 months: Begin working only 3 days a week or 30 hours a week.
4. Let everyone know you are closed for business on any other days but those
specific work days.
5. Do no work on your non-work days. Turn off your phone, and dont look at email
the days you are not working. Set up a vacation email auto-responder to let people
know you only answer emails on your work days. Put up the Do Not Disturb Sign.

CHAPTER 30
The 3 Day Entrepreneur Lifestyle Action
Plan
Now you can begin living the 3 Day Entrepreneur lifestyle by making some significant
changes in the way you operate.
Note: All of the following action steps should be done within the following time
frames, according to the Track you have chosen:

Super-Fast TrackDo all the following action steps in the next 3090 Days.
Fast TrackDo all the following action steps in 36 months.
Conservative TrackDo all the following action steps in 69 months

Leadership
Action Step 1: Task Management
1. Make a list of all the tasks that bring the greatest amount of value in your business
(The 20% that brings the 80% of results).
Remember, value is determined by whether it brings revenue, profit, equity or all
three.
Identify the general and specific high value tasks that bring the highest value.
Make a decision that these are the only tasks you will engage in ever!
For a list of all of the general high value tasks in a business go to
www.the3dayentrepreneur.com/resources.
2. Make a list of all the things that you currently do that have no monetary return
(I.e.: running errands, filing, bookkeeping, payroll, etc.)

Make a decision to eliminate doing all of these:


Super-Fast TrackEliminate them in the next 3090 Days.
Fast TrackEliminate them in the next 36 months.
Conservative TrackEliminate them in the next 69 months.
Make a plan for how they will be done, or eliminated, since you are no longer
going to be doing them.
Remember you can delegate, defer, delete or outsource all of these low-value
tasks.
For the thorough list of the low value tasks you should not be doing go to
www.the3dayentrepreneur.com/resources.

Strategic Planning
Action Step 2: 12 Month Strategic Plan
1. List all of the S.M.A.R.T. Goals that you want to accomplish in the next 12
months, which will bring you the lifestyle that you want.
2. For each goal, list 35 of the major milestones you need to reach, in order to
achieve each one of your goals.

Action Step 3: 90 Day Action Plan


1. Pick 35 important milestones from your yearly plan, and commit to
accomplishing them in the next 90 days.
2. For each milestone, list 35 key action steps you need to do in order to achieve
each milestone.
3. Divide your action steps over the next 12 weeks, so that you only have to do a few
actions steps each week.
To download the 3 Day Entrepreneur 1 Page Strategic Planning Template visit
www.the3Dayentrepreneur.com/resources

Team
Action Steps 4: Leadership Advisory Team
1. List the experts, mentors, advisers that are getting the results you want in in your
industry and in life.
2. Make a list of action steps you will take to get their help and advice.
Remember you can read their books, buy their programs, etc.
Make an effort to contact them directly through social media, email, etc.

Action Step 5: Power Team


1. Make a list of all the people you will need on your power team, to help you
accomplish your goals.
2. Make a list of all the criteria and characteristics you expect from your team
members, which will help you accomplish your goals.
3. Reassign or FIRE any current team members that do not meet your criteria.
4. Make a list of the different ways you can attract the highest level team members to
your organization, and implement the most practical ideas.
5. Make a list of all of the value you can exchange to have these people come work
with you. I.e.: Offer a salary, ownership of business, commissions, profit share,
training, opportunities, etc.
6. Make a list of training programs you will use for training and developing your
team. You can borrow it, buy it, or create it yourself.
7. Pick the best ideas and implement them in the next few weeks.

Systems
Action Step 6: Building Systems
1. Make a list of different systems you can create or borrow that can produce
massive value for your organization. These include sales systems, marketing
systems, customer satisfaction systems, core operating systems, etc.
2. Design and implement the most valuable systems:

Super-Fast TrackImplement them in the next 3090 Days.


Fast TrackImplement them in the next 36 months.
Conservative TrackImplement them in the next 69 months.
3. Establish a process for managing and improving this system over time.
For a complete list of various optimal business systems go to
www.the3dayentrepreneur.com/resources.

Technology
Action Step 7: Mastering Technology
1. Make a list of all of the areas you would like to automate in your business and
life.
2. Make a list of all of the technological solutions available to automate these needs
and choose the best ones to implement. (Do a search on the internet for a software
solution for that needI.e.: Software for
).
For a complete list of different ways you can leverage your time, effort,
resources and money using technology; and the best companies to use for your
technology needs, go to www.the3dayentrepreneur.com/resources.

Outsourcing
Action Step 8: Outsourcing Solutions
1. Make a list of all of the areas that you would like to delegate to an outsourcing
contractor or company.
2. Make a list of all of the best outsourcing contractors or companies and choose the
best one you will delegate your projects to, and do it.
For a complete list of different areas you can outsource in your company and the
best outsourcing companies to use go to
www.the3dayentrepreneur.com/resources.

CHAPTER 31
The 3 Day Entrepreneur Business Action
Plan
Now we can begin to apply your 3 Day Entrepreneur skills to your business to create
massive value, while leveraging your time, effort, resources and money.
Again, for each track, all of the following action steps should be done within the
following time frames:

Super-Fast TrackDo all the following action steps in the next 3090 Days.
Fast TrackDo all the following action steps in 36 months.
Conservative TrackDo all the following action steps in 69 months

Marketing
Action Step 1: Identifying Your Ideal Customer
1. Make a list of criteria that describe your ideal customer. Ideal customers must
have the greatest long term value, are willing to pay your prices, and are the best
to work with. Look at your current ideal customers and list their benefits.
2. Make a decision to do business with ONLY your ideal customer and no one
else.
3. Make a list of current customers that are not your ideal customer. Attempt to either
challenge them to be ideal customers, refer them out for a fee or FIRE THEM.
Super-Fast TrackDo it in the next 3090 Days.
Fast TrackDo it in the next 36 months.
Conservative TrackDo it in the next 69 months.

Action Step 2: Identify Your Optimal Marketing Strategy


1. Make a list of all your successful competitors.
2. Research each one and identify their Optimal Marketing Strategies.
3. List the marketing tactics that always work in your industry, and which ones bring
your industry the highest value customers in the market place.
4. Use this information to design a preliminary Optimal Marketing Strategy that you
will test over the next 12 months.
To download the Ultimate Optimal Marketing Strategy Developer go to
www.the3dayentrepreneur.com/resources.

Sales
Action Step 3: Design Your Optimal Sales Strategy
1. Design a process for qualifying (filtering) prospects so that you only do business
with the highest value and ideal prospects.
2. Design a sales process that will create the most value for prospects, and will
quickly and easily persuade them to purchase your products and services.
3. Establish a sales script that can successfully convert the most qualified prospects
into sales, in one-on-one sales meetings.
4. Establish a presentation that can successfully convert the most qualified prospects
into customers in a group sales meeting.
For a high value sales process that consistently converts leads to sales go to
www.the3dayentrepreneur.com/resources.

Pricing
Action Step 4: Create Your Optimal Pricing Strategy
1. Make a list of the highest prices that you can charge for your products and
services that will appeal to the highest value customers in the marketplace.
Research the highest price points asked in your industry by successful competitors.

2. Choose a higher price point for your products and services and test them on your
new customers.
3. Make a list of the best terms you can offer your customers for your products and
services, which will provide the highest profit for the business, and convenience
to our customers.
4. Design new terms for your pricing, and charge various fees for the use of unique
pricing terms.
5. Test the new terms on your new customers.
For a list of different ways to create your Optimal Pricing Strategy, go to
www.the3dayentrepreneur.com/resources.

Increasing Customer ROI


Action Step 5: Increase Your Customer ROI
1. Make a list of different ways to generate the most ROI per customer and highest
long term value per customer in your industry.
2. Research your successful competitors to see how much ROI they are getting per
customer and how they do it.
3. Pick the best strategy and implement it with your current customers.
For a list of different strategies to increase your ROI per customer go to
www.the3dayentrepreneur.com/resources.

Additional Profit Centers


Action Step 6: Add New Profit Centers
1. Make a list of various services or products you are current giving away free that
customers would be willing to pay for.
2. Pick a pick a price point for these products and services, and offer them to your
current customers.
3. Make a list of additional products and services that can easily be obtained, and

sold to your current customer base.


4. Pick the best products or services and make an offer to your customers.
For a list of different new profit centers you can add to your business, go to
www.the3dayentrepreneur.com/resources.

Finance
Action Step 7: Leveraging Finance
1. Make a list of ways to turn your current expenses into investments that can bring
you a better ROI. Pick a few ideas and convert the expense into an investment.
2. List some spending guidelines that will help you spend in such a way that it
creates an even greater ROI for the business. Only spend money if the expense
meets all of your spending criteria.
3. Make a list of ways to put every dollar that you have saved to work, to make you
even more money. Pick a few ideas and implement them right away.
For a complete list of ways you can leverage your finances go to
www.the3dayentrepreneur.com/resources.

Operations
Action Step 8: Optimizing Operations
1. Make a list of different dashboards you can use to run your business. Choose the
best option and put it to work right away.
2. Make a list of different ideas to centralize all the information and communications
in your business. Choose the best option and put it to work right away.
3. Make a list of all of the areas your business would benefit from automation. Look
at your successful competitors and see what they have automated and how. Pick the
major areas and begin automating them.
For a complete list of ways you can automate your operation go to
www.the3dayentrepreneur.com/resources.

PART VIII
Business Resources

Appendix A:
Additional Business Resources
To help you get the support you need to begin living the 3 Day Entrepreneur Lifestyle
we have created these 2 resources for you:

The 3 Day Entrepreneur Website


www.the3dayentrepreneur/resources.com
This website is a resource center of all of the best practices in business. You can
access all of the references in this book, as well as more valuable tips and
trainings that will help you start living the 3 Day Entrepreneur lifestyle right away.

The 3 Day Entrepreneur Community


www.the3dayentrepreneur.com/community or join our Facebook page
This is a community of like-minded entrepreneurs who support each other with
tips, advice, encouragement, and emotional support. Youll also find many success
stories of those entrepreneurs that have overcome the Entrepreneur Problem and
are tasting the rewards of 3 Day Entrepreneur Lifestyle.

Appendix B:
How to Make Money from a Lemonade
Stand
Here are a few answers Ive received over the years at various workshops I have
presented, on how to make money from a lemonade stand:
1. Sell lemonade from your lemonade stand.
2. Sell pastries and complementary products with your lemonade.
3. Contract with the local little league sports teams to exclusively provide lemonade
for their teams.
4. Open up multiple lemonade stands and dominate the area.
5. Rent a van and establish a mobile lemonade service that goes to different
locations throughout the city.
6. Put together all of your processes and systems and franchise your idea to other
entrepreneurs interested in selling lemonade. Charge a fee for the opportunity, as
well as a percentage of profits.
7. Put together your lemonade powder and proprietary recipe with instructions;
package it and sell it online, or through supermarket chains.
8. Put together seminars on how to make a million dollars selling lemonade (charge
a fee at the door).
9. Put together a consulting package or Platinum Mastermind Coaching Program to
coach other entrepreneurs on how to make outrageous money from a lemonade
stand.
10. Write a book on how to make a million dollars selling lemonade and sell it
online and in bookstores.
11. Bottle your lemonade and distribute it in retail supermarkets.

12. Put your lemonade in a can and distribute it through vending machines throughout
the nation.
13. Rent SpaceRent your available lemonade stand or storage space to other
businesses at off hours (storage, office, etc.).
14. EquipmentLease your lemonade equipment during off hours, or off season.
15. VehiclesUse space in the lemonade transportation vehicles for shipping
products for other organizations.
16. ProductsOffer your lemonade products on consignment for others to distribute.
17. Sell excess or outdated lemonade inventory on EBay or other auction sites.
18. Sell excess lemonade inventory to a competitor or a business that can provide
such products as a bonus with their main products or service.
19. Establish a Lemonade Brigade Exclusive Membership and charge for
membership.
20. Sell Lemonade Brigade membership T-shirts, mugs, and other promotional
products.
For a complete list of ways to make money from a Lemonade Stand go to
www.the3dayentrepreneur.com/resources

References
1. The Illusions of EntrepreneurshipScott Shane
2. Build a Business Not a JobDavid Finkel
3. The Ultimate Sales MachineChet Holmes
4. The Challenger SaleMatthew Dixon and Brent Adamson
5. Communication with the 4 Personality TypesPreston Ni
6. Organizing & Time Management Statistics
http://www.simplyproductive.com/2012/03/time-management-statistics/