Last month, my business hurdled across the thirteen-year mark. Business is fantastic. Revenue and profit are at record levels. Lately, other people have begun noticing my prosperous little business and started asking questions.

“What is your secret?” They ask. “How have you built your business from nothing to something? ”

These questions made think about the fundamental principles I used to build my business. Here are the six I came up with.

1. Listen to your customers.
It’s not what you want to sell; it’s what your customers want to buy. The best ideas (if you are listening carefully) come from your best customers. I have a leadership development program that I conduct for my clients across the country. One day, I got a call from a training director.

He said, “This may sound crazy, but would you be willing to license your program to us so we can conduct it on our own?”

Fast forward to eighteen months later, and I have two large clients on multi-year licensing agreements for my products, and I have several more we are talking to now. Translation: generate additional revenue without having to be present. I don’t know if I ever would have thought of this on my own.

2. Do your homework.
When I work with a client, I do my homework in advance on their industry, company, issues and challenges. In the internet age, information is available at your fingertips. During a recent training session in Charlotte, a participant complimented me on my knowledge of their business. After, they asked me to do an additional 15 days of training for them this fall.

Preparation is the mark of a professional. Some people still don’t prepare, and this can be one of your distinctions.

3. Deliver.
A few months ago, I flew from Philly to Portland to facilitate full-day training for a client. Every connecting flight was delayed and delayed and delayed. I finally landed at 3:30 a.m., got to the hotel at 4:30 a.m. and fell asleep at 5:30.

I was back up at 6:30 and started training at 8:00. I did a full-day training session for 40 people on a one-hour nap.

Did they know it? Nope.

Perform no matter what. No excuses. No whining. When you deliver despite the challenges and difficulties, it is also a chance reinforce and enhance your reputation.

Related: 11 Ways to Make Money While You Sleep

4. Control overhead.
Sheryl Crow once said, “This ain’t no country club: This is L.A.”

Similarly, a business isn’t a social club. I don’t have an expensive office lease or tons of overhead. I run lean. If you can’t be disciplined with expenses and overhead, then maybe you shouldn’t be in business.

5. Stay sharp.
I belong to and participate in three industry groups, and I invest in attending two to three conferences each year. This kind of activity keeps me sharp and in the loop on what is going on in my industry. In the last three years, some of the ideas I have gained at these conferences have had a huge influence on how I operate my business.

If you go and keep an open mind, a new idea or two will jump start your thinking. The investment in staying sharp can pay off ten fold. It has for me.

6. Pick a niche.
Ok, let’s face it: You can’t be all things all people. Your marketing budget isn’t big enough, and it’s too difficult. I decided a few years ago to specialize in training and speaking about leadership. The response to this approach has been incredible, and I now have dozens of clients on multi-year contracts.

Most people would rather hire a specialist than a generalist.

My goal is to become the training and coaching resource for leadership. I am currently developing a website and several products just for that. Pick a niche small enough to own but large enough to be profitable.

Those are the six biggest lessons I’ve learned in business so far. I am sure I will learn much more in the next thirteen. It is an exciting place to be, owning a growing and dynamic business. Some nights, I am so fired up, I can’t sleep (in a good way). As Oprah Winfrey once said, “When I think about the future, the future is so bright it burns my eyes.”

It’s how I feel right now. I hope the same for your future.

Now make something happen.

Many years ago, the most common franchise was the traditional brick and mortar location such as fast food restaurants and storefronts. Modern technology has brought a variety of business models to the marketplace that offer several different models to choose from.

Home Based Businesses
Home based businesses are very popular these days since technology has made it possible to perform many business activities remotely. These businesses include accounting and professional services, consulting, digital and other marketing services and a variety of other models. These franchise models offer owners many benefits including lower operating overhead costs, fast and easy startup and the convenience of working from home. Consider the following when evaluating a home based franchise business:

Are you a good time manager? Working from home allows you to live and work in the same place, which is great for some but a nightmare for others. Many have a hard time concentrating on work with the distractions of home such as children, pets, spouse or even TV or home projects. On the other hand, many struggle with stopping the work to enjoy family time.
You should give yourself specific starting and ending times to create a regular work schedule.
Have a door with a lock. You will need to have a private and professional workspace. Additionally, it is equally important for you to be able to shut the office door at the end of the day and focus on home life.
Related: Start Your Own Travel Hosting Business

Mobile Businesses
Some business owners prefer to work out in the field as opposed to being tied to an office or storefront. Mobile businesses can be flexible and offer lower startup costs. These businesses include food trucks, home and business repair and maintenance services, pet grooming and other creative service models. Here are a few things to consider:

Make sure that your franchisor offers a strong marketing program. Mobile businesses do not have the benefit of walk in traffic so they must generate all of their business with outbound marketing efforts.
Use technology to maximize your efficiency. Time is money as they say, especially when you have to factor in travel time between paying jobs. On demand scheduling apps, mobile point of sale systems and communication tools can add to your bottom line when implemented properly.
Check your homeowners association (HOA) rules if you plan to park a commercial vehicle outside of your garage. Many HOAs do not allow any vehicles, including trailers, with logos or wraps to be parked in plain view.
Related: Start Your Own Food Truck Business

Brick and Mortar Businesses
Brick and mortar locations include the standard restaurants, retail, hotel, storefront and offices. This model offers the potential benefit of walk-in traffic which may be a better fit for someone who is more comfortable having customers come to them as opposed to business models that require outbound marketing or sales. This model generally requires more planning and related expense due to the build-out and construction of the site before opening. Before you decide to open a brick and mortar franchise, you will want to keep the following items in mind:

Location, location and location are said to be the three most important factors in the success of a brick and mortar business. Proper due diligence is mission critical to ensure the best location. The franchisor may offer site selection assistance or refer you to qualified service providers that can help you find the best options.
Use a qualified commercial real estate broker. You should interview a few brokers to make sure that you find one that you feel will best serve your needs. You may find a broker that has experience in your specific business category, which can be an added benefit.
Read Brick and Mortar Franchise Success by Carolyn Miller. Carolyn is the founder of the National Franchise Institute, which offers classes, and education for location based franchise operators. This book offers a wealth of money and time saving tips and trick that are a must for anyone opening a brick and mortar franchise.
Related: Start Your Own Retail Business and More

Most franchise owners report that their business lifestyle was a determining factor in their choice of a business model. Consider the “day in the life” of each franchise model to see how they match up with your ideal business before you choose. You should be able to visit existing franchises or participate in a discovery day visit to get a good feel for how each model operates.