Book of the Week by Gabe Salinas
What if the biggest thing holding you back was you?
Let that one sink in.
If you’re like me, you’ve spent years grinding, building, fixing, selling, answering calls, and doing all the things to make your business work. You’ve been the tech, the manager, the marketer, the accountant, and the psychologist. Sometimes all before lunch. You’re proud of it. You should be proud of it. But here’s the kicker: that same “I’ll just do it myself” attitude that got you started is the exact thing that’s holding you back.
That’s the gut punch that Who Not How delivers right out of the gate. Dan Sullivan doesn’t sugarcoat it. He reminds us that success isn’t about doing everything. It’s about finding the right whos to help you do the hows better, faster, and smarter than you ever could on your own.
The Core Idea: Stop Asking “How?” and Start Asking “Who?”
We’re all guilty of asking “How can I get this done?” instead of “Who can do this for me?”
When I first started Window Ninjas, the “how” questions came fast and loud:
- How do I get more customers?
- How do I build a better system?
- How do I train people to care like I do?
But when I shifted my mindset to Who, everything changed. Suddenly it wasn’t about me being Superman. It was about building a Justice League.
Reece became my “who” for operations. Melisa became my “who” for finances. My call center team became my “who” for customer service. My VA became my “who” for time freedom.
And each one of those whos bought me back more time, more focus, and more impact.
The Real Magic: Multiplication by Delegation
Most people think hiring is an expense. Dan Sullivan flips that upside down. The right who is an investment that multiplies your results.
It’s not about dumping tasks. It’s about empowering others to do them at a higher level.
When I delegated call center management, sales tracking, and scheduling, my stress went down but my profits went up.
That’s what Who Not How teaches.
Delegation isn’t a sign of weakness. It’s a superpower.
When you stop being the bottleneck, your business stops being a job and starts becoming a vehicle for growth, freedom, and wealth.
My Takeaway: Fire Yourself from the Wrong Roles
If you want to build a business that runs without you but still feels like you, you’ve got to learn to let go.
You’ve got to fire yourself from everything that drains your time, your focus, or your joy.
The real goal isn’t to do more.
It’s to “create more through others”.
If you’re still answering every call, checking every invoice, or micromanaging your team, you’re not scaling. You’re stalling.
So here’s the move:
Next time you catch yourself asking “How can I get this done?” stop.
Ask “Who can help me get this done better than I can?”
And then let them.
That’s how empires are built.
One Action You Can Apply Today
Take 10 minutes and write down every task you did in the last week that drained you. Now put a big red line through the ones that don’t make you money or energy.
Those are your next whos.
Find them, empower them, and buy back your time.
Golden Squeegee Rating: 4.5 out of 5 Golden Squeegees
This book is gasoline for anyone ready to stop running in circles and start running a real business.
If you’re serious about growth, whether it’s your first franchise or your next level in life, Who Not How will flip your thinking upside down and make you unstoppable.
It’ll teach you how to buy back your time, multiply your impact, and finally lead from the front seat instead of the driver’s seat.
Trust me, you’ll finish it with one thought in your head: “I’ve been asking the wrong question all along.”
Keep Shining.
—Gabe Salinas
