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Imperial Library
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Index
Cover
Title page
Dedication
Acknowledgments
Preface
Introduction
Note to the Reader
Lesson 1: 95% of what we do in small business is sell somebody something every day.
LIFE ON THE ROAD: Anyone is a genius when you don’t have competition.
Lesson 2: If you want to survive in a small business, you have to develop a killer instinct about money.
LIFE ON THE ROAD: Personal insecurities can kill your partners and your staff.
Lesson 3: The first question you should ask yourself before you consider opening a small business is “Am I willing to do the work?”
LIFE ON THE ROAD: Fix what you can; accept what you can’t.
Lesson 4: The type of business you work in may change, but how you work never should.
LIFE ON THE ROAD: Few people have the guts and drive to actually go for their dreams.
Lesson 5: Every business plan has to evolve, and so does the owner.
LIFE ON THE ROAD: Beware of the employee who never leaves.
Lesson 6: Price is part of your image in a service business.
LIFE ON THE ROAD: Born-again fitness people make lousy owners.
Lesson 7: Everyone has the right to fail.
LIFE ON THE ROAD: There is no glamour in Wal-Mart pants.
Lesson 8: They are employees, not projects.
LIFE ON THE ROAD: This year’s hero is next year’s bankruptcy.
Lesson 9: Most people don’t change until they are out of choices.
LIFE ON THE ROAD: Having money doesn’t mean you’re going to be smart.
Lesson 10: Never get in unless you know how you’re going to get out.
LIFE ON THE ROAD: Park the ego, big guy, and start thinking like a woman.
Lesson 11: It only takes about 90 seconds to make a first impression.
LIFE ON THE ROAD: Get some clothes, people. You’re running a business.
Lesson 12: There is money in the basics, even if they aren’t sexy.
LIFE ON THE ROAD: If you can’t do it yourself, you can’t sell it.
Lesson 13: Your staff isn’t nearly as dumb as you think they are.
LIFE ON THE ROAD: Consulting clients follow five set stages.
Lesson 14: If you can simply explain it, you can simply market it.
LIFE ON THE ROAD: Members never miss a thing in the club, no matter how hard you try.
Lesson 15: Where is your pride?
LIFE ON THE ROAD: Great companies don’t always stay that way.
Lesson 16: It’s not the what; it’s the how.
LIFE ON THE ROAD: Your new member had a choice. Learn to say, ‘Thank you.’
Lesson 17: Read.
LIFE ON THE ROAD: Accidental owners are usually their own worst enemies.
Lesson 18: Why would anyone want to get into a partnership?
LIFE ON THE ROAD: Lazy people should never buy small businesses.
Lesson 19: Learn to buy off the shelf.
LIFE ON THE ROAD: My airline stories will beat your airline stories.
Lesson 20: On your own: A lesson for those people who work for others.
LIFE ON THE ROAD: Smart people look at buying used clubs before building new ones.
Lesson 21: You’re better off firing staff than cutting marketing.
LIFE ON THE ROAD: What do clubs really sell for in the market?
Lesson 22: The perfect sales pitch includes asking and listening.
LIFE ON THE ROAD: The more time you spend in your business, the less you see.
Lesson 23: Discounting is for losers.
LIFE ON THE ROAD: May God bless the overthinkers, for somebody needs to help them get things done.
Lesson 24: You need customer service more than ever.
LIFE ON THE ROAD: The fitness world is changing, and the future belongs to the independent.
Lesson 25: If it’s not in writing, it’s not real.
LIFE ON THE ROAD: You can sell your way out of almost any mess.
Lesson 26: Buy it now, and ruin your life for the next 10 years.
LIFE ON THE ROAD: You pay peanuts; you get monkeys.
Lesson 27: Reward production, not loyalty.
LIFE ON THE ROAD: Watching too much television is bad for your business.
Lesson 28: Do only work that matters.
LIFE ON THE ROAD: Remember the power of the group experience.
Lesson 29: Numbers have to be around here somewhere.
LIFE ON THE ROAD: True fitness lies in finding the simplest approach.
Lesson 30: The most important lesson of them all: You can create the life you want. It is your choice.
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