“Results, not effort, is the name of the game. You are rewarded in life by the results you produce, not the effort and time you put in.”
When I picked up Who Not How by Dan Sullivan and Dr. Benjamin Hardy, I thought it might be another productivity book — another spin on delegation.
I was wrong.
This is a mindset shift that redefines how you grow, build, and lead.
It’s not about doing more. It’s about finding the right people who can do it better — and giving yourself permission to step out of the way.
The Core Idea:
Stop asking, “How can I get this done?”
Start asking, “Who can help me get this done?”
It sounds simple, but for entrepreneurs, it’s radical. We’re wired to wear all the hats, fix every problem, and muscle our way forward.
This book reminds us that success is a team sport — and the fastest way to 10x isn’t by working harder, but by finding the right partners, collaborators, and experts to accelerate the path.
6 Big Lessons from Who Not How
1. Time Is Your Most Valuable Asset
Every time you do a task someone else could do better or faster, you’re burning energy that could go toward building the vision.
This forced me to rethink my calendar and ask:
“What am I holding onto because I’m afraid to trust someone else?”
For me, that’s why I now have a VA managing outreach and why we’re building Velari to automate the “busy work” for property managers.
2. Your Next Level Requires Collaboration
Your current results are tied to the people around you.
Want 10x growth? You need 10x collaborators.
This isn’t about hiring bodies — it’s about building a network of “A-players” who see and solve things you can’t.
That’s the strategy I’ve applied to VendorCall: building a network of vendors who are specialists, not generalists.
3. Visionaries Need Implementers
As a founder, I’m overflowing with ideas.
But ideas without execution are just noise.
This book showed me that pairing vision (me) with implementers (my team, my tech stack, and yes — AI like ChatGPT and Velari) is the formula for turning dreams into systems.
4. Money Buys Speed — But the Right Who Multiplies It
We spend too much time trying to save dollars, but the right person can save years.
Whether it’s a mentor, contractor, or SaaS platform, your “Who” can shortcut the learning curve.
VendorCall is built on this truth — it’s a “Who” for property managers, cutting out wasted time hunting for the right vendor.
5. The Ego Trap Slows Growth
If you think “no one can do it like me,” you’ll stay stuck.
This book made me face the moments where ego disguised itself as “quality control.”
Instead, I’ve learned to empower others with trust, clarity, and the freedom to create.
6. Freedom Is the Goal
This book closes with a truth I’ll never forget:
Your ultimate goal isn’t to do everything. It’s to have the freedom to focus on what only you can do.
For me, that’s vision, strategy, storytelling, and connecting — not getting buried in operations.
Where This Shows Up in My Work
VendorCall: I don’t run every job. I built a platform where trusted “Whos” do it better and faster for property managers.
Velari: Instead of asking “How do I make this easier?” we built an AI assistant as the Who that automates requests and scheduling.
Personal Brand: I’m investing in a team and tools to turn my ideas (like this newsletter) into polished, repeatable content — freeing me to focus on strategy and relationships.
Final Thought:
“Your biggest opportunities are waiting on a Who — not a How.”
If you’re stuck spinning your wheels, this book will challenge you to stop asking, “How can I do this?” and start asking, “Who already knows how to do this?”
Tools & Takeaways
Read or listen to “Who Not How” — it’s short, but the ideas will echo in your head for weeks.
Action Prompt:
→Write down 3 things you’re currently doing that someone else could do faster, better, or cheaper.
→ Then list the potential “Whos” who could take them off your plate.
Resource: Explore my AI & Automation tools list — my favorite “digital Whos” for scaling without the burnout.
“Stay focused on your Whos.” -— JT
Founder of VendorCall | Builder of Velari | Writer of Alternative Programming
“You don’t get to the next level by doing more — you get there by doing less of the wrong things.”
Next Step
Would you like me to map out a 3-part mini-series for your newsletter featuring:
1. The Sweaty Startup
2. The Gap and The Gain
3. Who Not How
…as a “Founders Reading List” with action steps for your audience? It would make a killer blog series too.
Take Action Now
Don’t build alone.
If you’re looking for your next “Who” in property management, tech, or automation — reply to this email with WHO NOT HOW and let’s connect you to the right resource.
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Building success together,
John Thomas
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