Hi! This is KC Truby with another step on how to get rich, and that means reaching the top one percent of all income-makers who make $365,000 or more a year. You are going to be there very soon. So, here's the next step-build infrastructure before you need it. Now, I know that's shocking, but I see this happen over and over in business. I talked to business owners and said, "Here's a way to increase your profit." Then, they looked at me and replied, "Well, as soon as I got some profit, I'm gonna buy that." But, you can never buy something with your profit unless you get your focus on what works.

I will give you a great example where it comes at the most. This is in bookkeeping. I heard business owners say they will do their own books and run their own QuickBooks, or their wives will do the bookkeeping. I will tell you the truth, this is wrong. Because when your wife does bookkeeping, she's probably pretty good at about eighty percent of the books. That will be like flying in airplane good at about eighty percent of the time. You will have one trip and that's it.

You really need to have good books, and here's exactly why. This is so you do not make assumptions that are in error. Remember the first strategic error we make? We make assumptions that are just not correct, which are only based on our gut feeling instead of facts. The bad facts come from bad books. It all boils down to the same mistake. We failed to hire talent and create standards, systems or process design. We don't need to make these mistakes everyday.

Now, when I say "set up infrastructure", you no longer need to create infrastructure including sales people, bookkeepers, phone lines and website. Here's something really miraculous. In today's virtual environment, you don't have to buy all these stuff. You can just rent it. I have my servers in Pennsylvania where all my papers are. I'm in a paperless operation. I pay fifteen cents a page to be in a paperless operation. I didn't have to go out and pay $50,000 for software. And I didn't have to hire and train someone to come in and do all the scanning, faxing and naming of the pages. I rent my infrastructure. When I need somebody to write ads in Craigslist or make sales calls to the people who came in my last seminar, I rent the labor. In the virtual business model that we can use today, I can go out and buy that labor for just a couple of hours at a time in a contract basis.

We need to get the infrastructure laid in, and write the processes and systems on how we are going to run our business. And then, we are in operation. This is so simple, though it sounds so complicated. Take a list today. Remember the yellow list or the yellow sheet of paper on everything you do? Pick out one item today and write a simple flowchart for it with something like "if this happens, do that" and "if that happens, then make this decision". By doing this, you can have a business process. And when you have a business process on a flowchart, you can then delegate that to somebody outside your office.

So, the second gigantic thing that we can do here to make sure that we are going to get rich is to build infrastructure before we need it. I know it's hard to get a handle on this, but this is why we have to do it. If we don't have infrastructure, then there is a tendency that we convince ourselves to not do the advertising and the sales follow-ups, and not take the next customer because we know we would not be able to get the work done. I see this happen over and over. So, plan your infrastructure. Rent it in virtual platforms, so you can deliver work. Also, make arrangements with people who lay work offline. Make sure you are focusing on building relationships and innovating your business. Then, let somebody else worry about the fulfillment on a contract basis, and you will get rich.

Since 1987, KC Truby has taught 16,000 accountants how to find and sell more new business clients. 2,000,000 small business owners have his tapes on sales and cash flow. KC has brought 250,000 businesses into a local accountant's office with his QuickBooks Made Easy seminars and tax marketing techniques. He was also named one of the "100 Most Influential People in the Accounting Industry"...

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