An excellent question. It is precisely that change in mentality that will ultimately determine whether or not a new business owner succeeds.
Try drawing a simple picture for them (or taking out a photograph you prepared earlier). A picture of a nice delicious-looking pie, with one slice cut and pulled slightly out of place.
Tell them that everything they do for their employer must result in a gain or profit of some kind. If it doesn't, they won't have a job for long.
Then point to the picture and explain that when they work for someone else, what they get back as a result of their efforts is the slice of pie. The size of the slice may vary, but it will still be just a slice. What their employer gets is the rest of the pie.
Ask them if they would prefer to have the slice, or the rest of the pie. If they just want the slice, look for another prospect. If they say they want the rest of the pie, remind them that someone had to either buy or bake the pie first, and they had to give that missing slice to someone else in order to keep the rest. If they still want the rest of the pie, you may have a winner.
Tell them to think about that pie every day, and to take at least one action a day that will help them move towards being able to keep that pie. And offer to help them as much as you can.
Hope this helps.
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An excellent question. It is precisely that change in mentality that will ultimately determine whether or not a new business owner succeeds.
Try drawing a simple picture for them (or taking out a photograph you prepared earlier). A picture of a nice delicious-looking pie, with one slice cut and pulled slightly out of place.
Tell them that everything they do for their employer must result in a gain or profit of some kind. If it doesn't, they won't have a job for long.
Then
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