After reading “Who Not How” by Dan Sullivan and Dr. Benjamin Hardy, I was struck by its powerful core concept: stop asking how to achieve something and start asking “who” can help you get there. It’s a brilliant framework for entrepreneurs and high-level performers who have built teams and are looking to delegate at scale.

After finishing the book, I started thinking – what about the average person? What about the individual who doesn’t yet have the resources, network, or confidence to find their “who”? That’s when a new question came to mind: What if we changed the question to “What” instead of “Who?” Let’s be real – sometimes, before you can find the right “who,” you simply need to decide what you want. You need to commit to a vision.

The real catalyst for transformation begins with asking: What do I truly want?

Not “How will I pay off my debt?” but “What does financial independence look like for me?”

Not “How can I invest in real estate?” but “What kind of lifestyle do I want to build?”

Not “How will I launch a business?” but “What am I passionate about bringing to the world?”

By getting clear on “the what,” you unlock the impetus. You give yourself permission to think and use some creativity first. The “What” sets the destination; The “how” gets figured out along the way. And in most cases, you don’t need to know “the how” to take the first step.

This mindset shift applies to nearly every area of life.

Instead of obsessing over debt payoff strategies or investment formulas, define what financial success means to you. Is it freedom from paycheck-to-paycheck living? Is it the ability to give generously? Once you know what you’re moving toward, the habits and strategies (the “how”) will present themselves, and the right tools or people will show up to help.

Similarly, for real estate investing, you don’t need to know how to underwrite complex deals or structure syndications from day one. You just need to decide what kind of real estate journey you want. Do you want passive income? A legacy portfolio? Short-term gains? Clarify the vision first – then get educated and take your first step forward.

Many aspiring entrepreneurs never start because they feel unqualified or unsure. Very few successful founders had all the answers when they began. They simply committed to a clear “what”… solving a problem, creating value, building a brand – and figured out the rest in real-time. One action leads to another.

So if you’re feeling stuck, overwhelmed, or unsure where to begin – don’t worry about the entire picture. Start by defining your “what.” Name the dream. Declare the outcome. Give yourself permission to want something big, even if you don’t yet know how to get there. Your job isn’t to have it all figured out.

Your job is to begin. Clarity follows action, not the other way around. Don’t wait for the perfect circumstances. Once you know what you’re working toward, the next step will reveal itself – and as the book says, the right “whos” and “hows” will show up when you’re ready. PS, I am happy to fill the role of “who” and “how” when it comes to real estate, finance, and business expansion.

Would you rather have 100% ownership of a small business, or 10% ownership of a growing company?? I’d love to hear your answer! Please let me know if you have a good “Would you rather” question, and we will highlight your submission.

Shmuel Shayowitz (NMLS#19871) is a highly regarded Real Estate & Finance Executive, Writer, Speaker, Coach, and Advisor. He is President and Chief Lending Officer of Approved Funding, a privately held national mortgage banker and direct lender who has personally facilitated over $2 billion in mortgage funding. Shmuel has over twenty years of industry experience, holding numerous licenses and accreditations, including certified mortgage underwriter, licensed real estate agent, residential review appraiser, and accredited investor, to name a few. Shmuel has successfully navigated through many changing markets and business landscapes, making his market insights and experience well-coveted within the real estate industry. He can be reached via email at [email protected].