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TRUMP UNIVERSITY WEALTH BUILDING 101

Her greatest strength, what she did best—dealing with people and making them
comfortable and willing to trust her—was the “driver” to her success. Margaret
realized that most people don’t like moving companies, and she under stood a
key issue: In most households, the woman takes charge of a family’s move and
doesn’t like dealing with slick salesmen or truck drivers. So Margaret hired
females to handle every sales call and to be at the initial meeting. In less than

five years, sales grew from $1 million to $7 million, and profit zoomed from
$200,000 to almost $2 million.
Ask yourself these questions, and be very honest:

• What am I good at? What are my greatest strengths? My greatest
weaknesses?
• What type of business will grow from my strengths? What businesses
don’t I want?
• How much money do I need to earn from day one? What do I expect?
• Can I manage employees? Do I prefer dealing with the public, or
directly with businesses?
• What industry do I know best? Is there a certain niche I can exploit?
In what professional roles did I experience my greatest successes?

• What am I willing to sacrifice for the business? Do I have any restrictions?

Your answers become the basis of your “Golden Rules” that you must
apply every time you visit a business. Over the years, I’ve found that fi ve
Golden Rules are not too much, or too little, to use in judging a good pros-
pect. Here are my five Golden Rules:

1. The business must be sales- and marketing-driven.
2. The business must have some element of exclusivity. For example, the
product or services sold are-sold only within a certain protected
territory.
3. The business must have a product or service with a high gross margin,
which will allow me to fund various activities to drive the business,
and give me a cushion for a few mistakes along the way.
4. There must be built-in demand for the product or service being offered.
5. Business products or services can’t compete solely on price.

You must develop your own rules—it is critical. Your Golden Rules must
be specific. Don’t say, “ I want to spend more time with my family.” Say, “ The

business has to take my time from Monday to Friday only.”

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