This DNA activates in the experts of our world. No sooner does an individual go through years of schooling, apprenticeship or on-the-job training does this DNA activates – driving the corresponding behaviors. Specialist DNA drives one to be very analytical, relatively risk averse and anti-selling. Specialists generate most of their new business from referrals and networking. They measure success based on their personal income. Their businesses tend to grow fairly well in the startup and early growth phase, but as soon as their personal income hits preset targets, their internal thermostat kicks in – and they go into customer service mode. Research found that most Specialist-owned businesses plateau in revenues well below $5 million. The ones that get past this level take significantly longer to do so than Builder DNA companies, often decades.
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