David Grau Sr.

you're gonna run out of lifetime.

And so what we did next though, and I still remember this and I tell this story now, 25 years later,

We went out and we hired a head of marketing.

First time I'd ever done that, right?

And this lady came in and she had a degree in marketing.

She had years of experience in the field, actually working for one of the broker dealers that we helped service.

And she was great at it.

She put together an annual marketing plan and she'd pair it up with a budget.

every week every month we knew what we were going to do we knew what we wanted from the marketing plan we knew how many clients what kind of clients who was going to service them we had a growth rate tied to it we could look a year ahead and say we're going to need three more people to do the work i mean it made all the sense in the world right after i saw it and i realized okay so i probably wasn't the best head of marketing and then we went out and brought in a head of sales

And then little by little, we brought in a CFO.

We brought in a CIO.

And all these pieces go into place.

You sit back and you realize, oh, I'm not the best at all of those things.

In fact, all the people we just hired last year in their particular skill set are better than me.

so over the course of the years to come i learned that as i did less and i made fewer decisions and i delegated more the business actually got stronger and grew faster i wouldn't believe it if i hadn't seen it sure no no so so what would you say to a guy like me that says that like well the problem is we've got to be those people because otherwise you know we we are you know in this particular business

You know what I mean?

And great question.

And so I wrote a book to answer that question.

It's called Building with the End in Mind.

And so in this book, I talk about a story where I sit down with an entrepreneur like you and I say, so how do you want your story to end?