The following is based on one of Norm Trainor’s clients, Paul. All of the names and telling details have been changed.
Entrepreneurs are amazing people. They start with a vision of what their business can become and then make it a reality. For many entrepreneurs, the starting point is a desire to express a unique ability. Each of us has a talent that sets us apart, something marketers call “an edge.” It is the way in which we differentiate ourselves.
As an example, a young man who has a gift for preparing food might train as a chef and then open his own restaurant, allowing him to express his unique ability as a chef. But the challenge is that it takes a lot more than preparing great meals to run a successful restaurant. To become a successful restaurateur, the aspiring entrepreneur must learn to master the various aspects of building a business — marketing, sales, managing staff and working with suppliers. The ability to go beyond unique ability and master the various aspects of business building is the edge that differentiates successful entrepreneurs.
Let me give you an example. I began working with Paul in May of 2000. At the time, Paul was 37 years old and had been a financial advisor for five years. Prior to becoming an advisor, Paul was an accountant with a mid-size accounting firm. He became a financial advisor because he was really good at helping his clients develop financial plans.