At the beginning you have to figure out how to sell your product or service. You develop a strategy to make it happen and it begins to work. Over time you keep improving your strategy. Perhaps this is your first system. You learn how to contact your customers. You find out what their needs are. You record their needs, solve their problems and make sales. Each one of these things may become a system. A way to prospect. A way to evaluate each customer's needs. A way to keep track of what you learn. A way to solve problems. A way to record sales.

       The better your systems, the better you will be able to serve the client. You will know who your clients are, what they want and how to meet their needs. Your systems can have information flow from prospect to customer without duplicated effort. When service is needed, having a system will keep the service consistent and the customer happy.

       It takes a lot of effort to develop systems that make your work simple. Once you have good systems, however, you don't have to pay a premium for the only person who can do what needs to be done. You can pay a good wage to almost anybody who can learn what needs to be done.