d-mars.com Business Journal 71

Business Journal June 2013

Inspire, Inform & Educate

71st Edition

AIM FOR EXCELLENCE

INSIDE

Three Steps to Determining whether you are a Sales CLOSER

By Rod “The Storyteller” White The number one problem in sales today, is that the typical salesperson does not know how or when to close the sale!

PAGE 12

That’ll Do Won’t Do!

By Dr. D. L. Jones Nevertheless, most people are afraid to take that initial step and escape the mentality of ‘that’ll do.’

PAGE 14

DR. HEATHER BROWN ORTHODONTICS Stamps Their Service With Excellence!

Simply Sweet Children’s Boutique A Uniquely Sweet Custom Boutique Simply Sweet Children’s Boutiques simply began as a dream and a secret desire to keep my own little one dressed like a little girl in age appropriate frilly outfits as long as possible.

PAGE 16

The 2nd Annual Top 50 Black Attorneys Awards Ceremony Presented By d-mars.com Business Journal

Excellence is Achievable

Esther Francis, A Star Pupil of Goldman Sachs

By Dr. Wendy Excellence does not come easy! Striving to be the best is a voyage that does not happen overnight.

PAGE 19

People of excellence go the extra mile to do what’s right. ~ Joel Osteen

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June 2013

Behind The

Journal

Publisher’s Message

Keith J. Davis, Sr.

SR. PUBLISHER Keith J. Davis, Sr. SENIOR VICE PRESIDENT Kevin Davis

This month’s issue focuses on “Aim for Excellence.” Ready, Set, Aim, Fire … get ready to go to the next level! Our focus is on equipping you for excellence. This issue is one that you will want to keep because of the rich content and valuable tips designed with your business in mind. Enjoy!

As always again, thank you for your continued support of d-mars.com. When you support d-mars.com, you are supporting more than just our company; you are supporting the communities in which we live and work.

Working together, we can succeed in making positive things happen.

VICE PRESIDENT Kimberly Floyd MANAGING EDITOR Sharon Jenkins OPERATIONS COORDINATOR Johnny Ray Davis, Jr.

CONTENTS

ACCOUNTING MANAGER Eugenie Doualla SENIOR ACCOUNT EXECUTIVE C.T. Foster Eric D. Goodwine S. Angela White PHOTOGRAPHY L.C. Poullard Grady Carter Tony Gaines VIDEOGRAPHER Tony Mitchell MULTIMEDIA DIRECTOR Andrea Hennekes LAYOUT & GRAPHIC DESIGNER Ferland D. Antwine Yong Kwon Kevin Wright DISTRIBUTION Booker T. Davis, Jr. Rockie Hayden CONTRIBUTING WRITERS Sharon C. Jenkins Kevin Schmiterson Cynthia Nevels Mena Freeman Ebrandia L. Perry Alvin E. Terry William Sinacori John Arthur McQueen Rod “The Storyteller” White Christina Robinson Grochett Harold Ahmad Steele www.juneteenth.com Charlie Bentson King

Liz Uram Errol Allen Noel Pinnock D.L. Jones Dr. Wendy Joni Sterling Thecia Jenkins Michael Reddy Charles Wiliams Carrie Greene Jane Stout Michael Lee Drew Gerber

Dr. Heather Brown, Autographing Smiles with Excellence . . . . . . . . . . . . . . . . . . . . . . . . . . 4 2013 Top 50 Black Attorneys Awards Ceremony . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Using Your Blog to Build a Platform . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Aligning Your Actions With Your Core Values . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Can’t & Won’t . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Three Steps to Determining whether you are a Sales CLOSER . . . . . . . . . . . . . . . . . . . . . . . 11 Career Day! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 That’ll Do, Won’t Do! . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14 Simply Sweet Children’s Boutique A Uniquely Sweet Custom Boutique . . . . . . . . . . . . . . . 16 The History of Juneteenth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 Excellence is Achievable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Mortgage Planning Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 What Is Customer Service? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Are Business Plans Still Relevant Today? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Bricks for Building Your College Funding Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Excuse Me … What Did You Say? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Entrepreneur’s Tool Box Managing Risk in Every-Day Business . . . . . . . . . . . . . . . . . . . . . 25 Are You an Employee, Self-employed or an Independent contractor? . . . . . . . . . . . . . . . . . 27 How To Negotiate Salary For A New Job: 5 Salary Negotiation Tips That Work . . . . . . . . . . 27 Individual Incentive Programs – Motivate and Inspire . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28 The Team Effect - Inspiration at the Highest Level . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 29 Stop Procrastination And Grow Your Business By Taming Your Inner Child . . . . . . . . . . . . . 29 How ABC’s Scandal Is Helping Me Run My Business . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31 Five Sales Training Tips for Targeting Powerful People . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Esther Francis, A Star Pupil of the Goldman Sachs 10,000 Small Businesses Program . . . . 34 Making the Workplace A Source of Excellence . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36 Fraud Prevention, A Necessity for All Businesses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36

MR. D-MARS Tip of the Month “Life takes on meaning when you become motivated, set goals and charge after them in an unstoppable manner.”

~ Les Brown

d-mars.com Business Journal 7322 Southwest Fwy, Suite 805 Houston, Texas 77074

713-272-9511 . Phone 713-272-6364 . Fax

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June 2013

Dr. Heather Brown, Autographing Smiles with Excellence

“

A

The secret of joy in work is contained in one word – excellence.

To know how to do something well is to enjoy it.

iming for excellence requires a conscientious effort. Contrary to popular opinion, it does require hard work and diligence to accomplish it. What worthwhile and lasting goals have you set out to accomplish that did not require your positive energy and commitment to excellence? In other words, you’ve been to this place before.

So here’s a question for you. What’s holding you back? What’s the problem that keeps you from achieving whatever

”

~ Pearl S. Buck

it is that you’re trying to achieve? It seems that the biggest reason that most people think they aren’t successful is because they think that to be successful you have to compete with or beat others. It’s you or it’s them.

Dr. Heather Brown has a different story to tell… “In my experience, this simply isn’t the case. To be successful in life, you have to be in competition with only yourself. I feel that is one of the

keys to success. Having a positive attitude and believing in yourself will carry you a long way. Be enthusiastic… Set realistic goals and try to achieve them. Have a positive mindset. It brings good energy to yourself and to the people around you.

Sometimes you have to step out of your comfort zone. Of course you should think things through before making decisions, but have the courage to step out the box sometimes. You’ll never know what you’re capable of achieving unless you try! When you’re successful it gives you a platform to be a motivator and helper of others,” says Brown.

She is the owner of Dr. Heather Brown Orthodontics, a private practice committed to providing quality orthodontic services including, braces, Invisalign, teeth whitening and laser gum surgery. Brown states, “My staff and I welcome everyone to visit our state of the

lights. Patients and their families can relax and enjoy quality entertainment at their appointment. Our clinical area has eight treatment rooms and two spa-like consultation rooms. During your initial exam, you can relax in our massage chairs, listen to music and enjoy the soothing sound of our serene wall fountains. Our goals are to provide you with a great smile and a pleasant experience while you are in treatment at our practice.”

Along with digital x-rays, Dr. Heather Brown Orthodontics is proud to offer digital impressionless scanning.

Impressionless scanning is an innovative technology used to take oral impressions for braces, Invisalign, appliances and retainers. It uses confocal imaging to digitally capture the shape of the teeth and gums which provides a multitude of patient benefits and orthodontic

art facility. We believe in high quality precision work, excellent orthodontic care and superior customer service. To better assist and accommodate our patients, we recently upgraded our facility. We now offer a spacious waiting room that includes our Brown Family Movie Theater! The movie room has been a great addition to the office. It features a 3-D flat screen television with surround sound, black theater seats, and mounted movie posters under dimmed

improvements. With impressionless scanning, patients can say goodbye to goopy, uncomfortable impression material and trays that cause gagging, which maximizes patient comfort for optimal results. The office also offers the new AcceleDent System which is an orthodontic micropulse device that speeds tooth movement and helps you finish treatment faster. Dr. Brown and her staff have given thousands of patients beautiful smiles. Allow them to assist

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June 2013

you in achieving the excellent smile that you deserve. With over 10 years of experience, Dr. Brown’s excellent clinical skills have landed her in the top 3% of Orthodontists in the U.S. as an Invisalign Elite Provider.

She is a graduate of the University of Southern Mississippi – Hattiesburg. She received her Doctor of Dental Surgery Degree from Meharry Medical College in Nashville, TN. She also received her specialist certificate in Orthodontics at Howard University in Washington, DC where she graduated as Valedictorian of her class. Dr. Brown is a member of Delta Sigma Theta Sorority, Inc. Considered one of Houston’s leading orthodontists, Dr. Brown has been featured in the Houston Chronicle, HTexas Magazine, Health and Fitness Magazine, Rolling Out Magazine and will be featured in the upcoming October issue of Seventeen Magazine. She

program where she mentors high school and college students who have a desire to pursue a career in dentistry. Dr. Brown’s community contributions have not gone unrecognized. She received the Houston Citizens Chamber of Commerce 2012 Pinnacle Award and was honored as the 100 Black Men Houston Metropolitan 2013 Phenomenal Woman.

Dr. Brown states one of the keys to success is having a team with the same goals. “My team is dynamic and I love, love, love them. I have eleven outstanding staff members that my patients also love and adore. They are the best ever.”

Dr. Brown has made excellence a part of the fabric of her life. Her family, friends, patients, and the community benefit from her pursuit. She is married to former NFL player, Eric Brown. The couple has two sons, Jaxon and Jace.

Dr. Brown states one of the keys to success is having a team with the same goals.

“My team is dynamic and I love, love, love them. I have eleven outstanding staff members that my patients also love and adore. They are the best ever.”

Front row L-R Toosdy Owens, Adriana Hernandez, Dr. Heather Brown, Stephanie Foster and Jessica Rice Back row L-R Shellin Hogue, Andromeda Williams, Patti Nickel, Amy Keilbach, Rebecca Romero, Lauren Wells Jackson and Wallace Moore

has also made appearances on Great Day Houston.

Not only is Dr. Brown making her patients smile, she is also making the community smile. She dedicates much of her time giving back and helping those less fortunate. Dr. Brown is the founder of the Houston Chapter of the Smile For A Lifetime Foundation, a non-profit charitable organization that provides free braces and free orthodontic services to financially disadvantaged children.

Recently, she was a contestant in Urban Souls’ Dancing with the Houston Stars Charity Event. With her participation, she raised over $8000 for scholarships to provide quality dance training and social development skills to youth living in the Greater Houston area. Additionally, Dr. Brown offers a summer internship

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In the words of Dr. Brown, “On a personal note, one important thing I have learned in life is that you have to set your own standards and try to live by them. Do not get caught up in trying to live up to other people’s standards. This can be crippling and can lead to failure.

Whatever you try to achieve, just give it your best efforts…. That is the key to EXCELLENCE! Growing up, my mother would always say, ‘No matter what you do in life, always autograph your work with excellence.’ That is my motto.”

For more information on Dr. Heather Brown Orthodontics visit www.drheatherbrown.com or call 713-665-4455. Schedule an appointment for your free consultation and discover the secret behind a beautiful smile!

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June 2013

2013 Top 50 Black Attorneys Awards Ceremony Message From the President & CEO – MR. D-MARS

“We appreciate your service to your clients, to our community and to the nation ...”

The imperative is to define what is right and do it.

N

~Barbara Jordan

elson Mandela was the only black person in his law class in 1952. Soon after, he and Oliver Tambo established the first black law firm in South Africa. We know Mandela as the major catalyst in the anti-apartheid movement in South Africa but on his way to becoming one of the most influential men in the history of the world, he chose law as a profession. History speaks of numerous other great black men and women who have chosen this honorable profession.

We decided to continue the celebration of the Top 50 Black Attorneys in Houston and surrounding areas in 2013 because of the fabric of the men and women who embrace their call to ensure that justice remains a viable force in the midst of a chaotic world. We appreciate your service to your clients, to our community and to the nation, but most importantly we honor you because you embody integrity, honesty, and humility and are a credit to humanity. For that we say “Thank You.”

As I have said, the first thing is to be honest with yourself. You can never have an impact on society if you have not changed yourself... Great peacemakers are all people of integrity, of honesty, but humility. ~ Nelson Mandela The 2013 Top 50 Black Attorneys are as follows:

LIVING LEGENDS

State Representative Sylvester Turner

Texas House of Representatives, District 139

Craig A. Washington

The Craig Washington Law Firm

LAW ENFORCEMENT HEROES Constable May Walker Harris County, Precinct 7

Constable Ruben Davis

Fort Bend County, Precinct 2

“I am grateful beyond measure. I thought it was just wonderful. I was so proud to be in the company of so many outstanding people who are doing so much for the community.” Craig A. Washington Experience Our World of Marketing and Communication

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June 2013

COMMUNITY HEROES Dr. James M. Douglas

TSU Government Relations and Community Affairs

J. Goodwille Pierre, Esq.

CBIC Construction & Development, LLC and The Pierre Firm

Dean Dannye Holley

TSU Thurgood Marshall School of Law

Jolanda “Jo” Jones

Law Office of Jolanda Jones

Jalene M. Mack, Esq.

Mack Performing Arts Collective, Inc.

*State Representative Ron Reynolds Texas House of Representatives, District 27

*Council Member C.O. “Brad” Bradford

Houston City Council, At Large Position 4 and Vice Mayor Pro Tem

*Council Member Larry Green Houston City Council, District K

TRAILBLAZERS

David A. Chaumette Chaumette, PLLC

Evangeline M. Mitchell

The Law Offices of Evangeline M. Mitchell, PLLC

TOP JUDGE

Judge Maria T. Jackson

339th District Criminal Court

SUPER ATTORNEYS Reginald E. McKamie

The Law Office of Reginald McKamie, Sr. P.C.

Tyrone C. Moncriffe

Law Office of Tyrone Moncriffe & Associates

DeMonica D. Gladney, Esq Exxon Mobil Corporation

Harold A. “Al” Odom, III

Schiffer Odom Hicks & Johnson PLLC

Walter E. Strickland, Jr.

The Law Office of Walter Strickland

T. Deon Warner

Warner & Associates, PLLC

“Thank you d-mars!!!!! I am both honored and humbled to be recognized as a Community Hero.

I was raised to serve so it’s nice to see that d-mars.com has validated, to the world, my Mom and Grandmom’s home training. I had a great time and am awestruck to have been recognized with such esteemed legal minds.” Jolanda “Jo” Jones Experience Our World of Marketing and Communication

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June 2013

TOP ATTORNEYS

Damiane Curvey Banieh The Banieh Law Firm, PLLC

Stanley B. Broussard

Law Office of Stanley Broussard

Antoy Bell

Law Offices of Bell and Associates

Timberly J. Davis

TJ Davis Law Firm PLLC

Tyesha Elam

Elam Law Firm, PLLC

Michael R. Harris The Harris Law Firm

Rodney R. Jones

Rodney Jones Law Group

Marjorie A. Murphy

The Murphy Law Practice

Kevin A. Murray

Kevin A. Murray, LLC

Prince Uche Nwakanma Prince Law Group P.C.

J Thomas Smith, J.D., Ph.D.

The Law Offices of J Thomas Smith, JD, PhD

Deshonda Charles Tackett The Tackett Firm, PLLC

Equator L. Turner The Turner Law Firm

Kacy M. Wade

CAMAC International Corporation

“It was such a special honor to be recognized as a “Trailblazer” among the Top 50 Black Attorneys of Houston for my work in empowering aspiring Black lawyers here in Houston and across the nation. But, more importantly, it was a tremendous blessing to see so many other accomplished Black lawyers who are deeply committed not only to professionalism, integrity and excellence - but especially SERVICE to the community.” Evangeline M. Mitchell, Esq.

UP & COMING ATTORNEYS Nichelle C. Williams NCW Legal Consulting

Rachelle D. Carter, Esq.

Law Office of Robert A. Jones, P.C.

Trustee Carroll Robinson

City Controller Ronald Green

Judge Al Bennett

Judge Alexandra Smoots Hogan

District IV, HCC Board of Trustees Office of the City Controller 61st Civil Court

PEOPLE’S CHOICE

Representative Harold V. Dutton Jr. Senator Rodney Ellis State Representative District 142

State Senate District 13

Representative Ron Reynolds

Judge Marc Carter

State Representative District 27

228th Criminal Court

Representative Senfronia Thompson Congressman Al Green State Representative District 141

9th Congressional District of Texas

Representative Sylvester Turner

Judge Maria T. Jackson

State Representative District 139

339th District Criminal Court

164th Civil Court

Congresswoman Sheila Jackson Lee 18th Congressional District of Texas

Council Member Larry Green District K

Council Member C.O. “Brad” Bradford At Large, Position 4

Judge Hilary H. Green

Harris County, Justice of the Peace, Precinct 7, Place 1

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June 2013

“I applaud D-Mars for stepping up to educate the community on the contributions and accomplishments of Black lawyers in our community. Keith and Kevin Davis and the entire D-Mars Family noticed a void in the community and decided to fill this vacuum with a relevant and professional program. It is also exciting to see that the African American Bar Association of Houston and The Houston Lawyers Association embraced this event by supporting and endorsing this event.� J. Goodwille Pierre Experience Our World of Marketing and Communication

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June 2013

Using Your Blog to

Build a Platform

By Drew Gerber

W

riting a book is hard work, and even more difficult is finding an audience for it.

These days, publishers and literary agents are often finding new talent and signing book deals with bloggers people who already have a large following and are consistently sharing their ideas and thoughts with the world. (It makes sense: If a blogger has 2,000 daily readers, then he or she probably has 2,000 people interested in reading/buying their book.)

As an author, you probably have brilliant ideas and unique takes on issues every day you can share. But if you’re not delivering your messages via a blog or similar platform that allows the world access to your voice, you’re definitely missing out on a golden opportunity.

A blog is an amazing tool to have at your

disposal when building a platform for your book. If you already have a loyal following and engaged readership to your blog, you’ll have a receptive audience for your book as well. They enjoy your writing. They enjoy your ideas. They enjoy your voice. They enjoy what you have to offer. So your marketing platform is partially set. With a blog, you’re giving away something for free - you’re hooking your book’s target market with value.

If you don’t have that loyal following already set, you’ll need to drive traffic to your blog. Here are a few techniques you can employ to lure readers in: Cross Promote - Build relationships with other bloggers you like and promote their site in turn. This is great for link building and reaching out to a wider audience.

Send your book to them, do guest posts for them and have them contribute to your blog. Look at the blogging world as a

community. Don’t isolate yourself.

Be Consistent - A lot of newbie’s to the blogging world will start off strong, but, may give up or not be as vigilant about writing new posts if they aren’t getting the traffic they want. Don’t give up though.

You never know when the tide will come in, taking you from 10 visitors to a day to 10,000. Be consistent, even if you have only a few loyal readers, providing value on a regular basis. If you deliver thoughtprovoking and interesting ideas regularly, you’ll build upon the audience that you already have.

Media Coverage - When you land media coverage, make sure you talk about it on your blog. It’s another way people can learn more about you and your expertise.

Be sure to include links to any TV clips, radio interviews, online/print placements or book reviews so your audience knows what you’re up to. It’ll build credibility

with your current readers and will turn new readers into potential buyers.

L. Drew Gerber is CEO of www.

PublicityResults.com and creator of www.

PitchRate.com, a free media connection service for journalists, experts, and publicists. Sign up now for free publicity advice including a free online marketing course. Gerber’s business practices and staffing innovations have been revered by PR Week, Good Morning America and the Christian Science Monitor. His companies handle international PR campaigns and his staff develops online press kits for authors, speakers and companies with Online PressKit 24/7, a technology he developed (www.PressKit247.com). Contact L. Drew Gerber at: AskDrew@PublicityResults.com or call him at 828-749-3548.

Article Source: http://www.articlesphere. com/Article/Using-Your-Blog-to-Build-aPlatform/235338

Aligning Your Actions With Your Core Values

By Liz Uram

M

a ny people get into business because they are passionate about what they do but passion is a fleeting emotion. It doesn’t last. Something deeper and more meaningful is required if you want to create a long-lasting business.

Passion is why people skip over the more ‘boring’ pieces of a business plan, including thinking about their core values, and jump into the more exciting aspects of marketing.

The problem w it h jumping into the middle without a reference point is that you lack a consistent message, and you can’t get traction.

Let’s look at a few ways you can check to see if you are on track…

Review your message.

If you don’t have a message, you are already off track, so you might consider stopping what you are doing to work on this first. If you don’t then the rest of the pieces will not come together the way you want them to. Your message is simply why you are in business, what your business does, the benefit it provides, what it stands for, what your business philosophy is, etc.

Review the week ahead. What do you have planned, where are you spending your time, and who are you meeting with? As you look at each

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appointment, check it against your message to see if it lines up. Do your actions support your overall goals? Are you spending time building strategic alliances with others who share your core values? For example, if you are going to some networking groups this week, will the other attendees be people you want to build relationships with?

Review your marketing efforts. Are your upcoming marketing efforts lined up or have you fallen victim to another BSO (bright shiny object)? Before you spend any money on marketing material make sure you know exactly why you are doing it and what your desired outcome is. The best way to ensure that you get the outcome you desire is to have a crystal clear marketing message. For example, if you sell something that is primarily targeted to women are you spending your time in front of women or in front of men? We’ve all made these mistakes, the key is to learn and adjust quickly.

My encouragement for you is that you will pause to consider these points and ask yourself if you are on track or about to be derailed. If you have some work to do (we all do), take the time to stop and fix it before plowing forward. Stubbornness and refusal to change is a major reason why businesses fail. Some business owners simply refuse to change course and stay derailed until they run out of line. But, not you! Remember, you can achieve whatever you believe as long as you are willing to work for it!

More Information: Liz Uram helps solo entrepreneurs attract more qualified leads, get more clients, and make more money by developing business and marketing plans. She is a certified professional coach, has a B.A. in Organizational Leadership, is the author of ‘How to Organize & Manage Your Time A One Year Planning and Action Guide,’ and is an award-winning speaker. Visit http://www.coachandmentor.net to learn more.

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June 2013

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12.

June 2013

Can’t & Won’t

By Noel Pinnock, MPA, CPM

I

Contributing Writer

know that I am about to miss some of you with this article because some of you are simply okay with the - if I did it, then you have to do it too repertoire. This dogma has compromised the very fabric that wove this country together. You see, once upon a time, most people I knew were talent scouts, in that he/she would be eager to find the talents and treasures in others and would be relentless in ensuring those talents and treasures were used to the fullest possible potential. If you were a good speaker, then they would give you the microphone. If you were a good dancer, then they would give you the stage. If you were a budding writer, then they would give you a pen and paper.

At Sunnyside Elementary School, each year, for every day of the school year, we would recite the Pledge of Allegiance and the I Am Somebody poem, written by Reverend Jesse Jackson. The words below still resonate with me today.

I Am Somebody I Am Somebody I May Be Poor But I Am Somebody I May Be Young But I Am Somebody I May Be On Welfare But I Am Somebody I May Be Small But I Am Somebody I May Make A Mistake But I Am Somebody My Clothes Are Different My Face Is Different My Hair Is Different But I Am Somebody I Am Black Brown White I Speak A Different Language But I Must Be Respected Protected Never Rejected I Am God’s Child I Am Somebody Yes, I thought and knew that I was somebody, and I was confident that those who had preceded me would ensure I had every opportunity to be successful just as they were. However, when I became a man and graduated college, I found out how delusional I really was. In fact, I may have just been living a fairy tale because the older I got, the more I discovered that the

majority of people, especially in my black community, were not only strangers to reciprocity but arch enemies of this concept – the concept of reaching back and lifting others up who have talents and treasures that can add value to our suffering and aging communities.

In 1766, the world was introduced to the word, rec-i-proc-i-ty. Reciprocity has known synonyms such as cooperation, exchange, mutuality, or interchange. The short definition can be summed up in two words, “giving back.” In this edition of d-mars.com, I have placed emphasis on the essentials of giving back. I am a strong advocate of reciprocity and it is incumbent upon everyone to understand that there is true value in helping others be successful.

As I mentioned earlier, many of you who are reading this article are able to r-e-a-d because someone in your past decided to believe in you and help you learn to read.

He or she took the time to teach you the rudiments of discerning the alphabet, interpreting symbols, and reading for understanding and comprehension. It was not long before you mastered it and could understand the most complicated literature.

People, oftentimes, approach me after I give a speech and ask me do I minister or preach at a church? I am always flattered; however, my typical response is two-fold and centered on the two types of ministers in the world, ministers by profession and ministers by influence. You see, in either case, we are all ministers. Similarly, we are all teachers because we have an influence (positive or negative) on everyone we come in contact with on a moment-by-moment basis. Susan Skog once wrote: “There’s a deep wave of grassroots giving back sweeping the country. A surge of people across all age groups is volunteering like never before. But giving back doesn’t mean that you don’t get anything in return. Helping others reach for a new day rejuvenates us in ways that another margarita-soaked vacation, more stuff, a fatter resume, or a supersized house can’t begin to. We want to feel useful. We want to find meaning. We want to feel this alive and on fire with possibility.”

Here are four simple ways you can give back from finding your true calling to boosting your overall sense of joy: Join a prayer group – prayer is 1. an essential component of our existences as well as our destiny. Intercessory prayer has been the bedrock of our salvation and our country’s freedom, so why not fall on bended knees for someone else (in season and out of season). Do not just say I am going to pray for Brother John Doe or Sister Jan Doe…take the time to pray without delay. In these uncertain times, we need to say more than God bless you!

2. Iron up – some people have gone further than they thought they could because someone else thought they could, so reach out and help another person attain a career goal or objective. King Solomon

once wrote, “As iron sharpens iron, so a man sharpens the countenance of his friend.” (KJV) 3. Be creative - maybe you have a relative or friend who is interested in a certain academic area, rather than just getting them a bathrobe or slippers, get them information and possibly tickets to a speaker that is coming to town.

Compliment your neighbor on a “yardwell-done”…send a hand written note (text messages and emails do not count) to an employee who completed the project on time and under budget.

4. Get up, Get out, Help Someone – this phrase was popularized by the Grammy® Award winning group, Outkast, but the intention is clear…providing reciprocity is deliberate.

We do not need a season to begin giving back because if you have the opportunity to get up in the morning, then that is reason enough because when you do it unto the least of them, you are really doing it unto God. Therefore, have fun giving back because one day you may want someone to give back to you, your children, relative or friend.

3

In 1964, Dr. Martin Luther King said, in his commencement speech to the graduates at Springfield College (Massachusetts), “We are inevitably tied to an inescapable network of mutuality.” Essentially, we are all connected like an intricate web ergo let’s move as a community of people from can’t and won’t to can and will! Get at it readers because we can help so many people be successful with reciprocity. We can do it!

Steps to Determining Whether You Are a Sales CLOSER

By Rod “The Storyteller” White Contributing Writer

T

he number one problem in sales today, is that the typical salesperson does not know how or when to close the sale! Please allow me to give you three easy steps that will eliminate that problem forever!

First, please understand that, like oil and water, commitment and convenience do not mix! Many sales professionals fail to reach their full potential because they look for ‘convenient’ moments during the sales conversation before attempting to close the sale. If the convenient moment does not present itself, the sales professional often ends the conversation without a “close” at all! This sounds silly, but it happens all the time!

Humans come in all types and sales closings are no different. Simply find the sales closing that works best for you and commit to closing, every time!

Secondly, selecting your close can be tedious and even a bit over-whelming.

I will give you three suggestions and I suggest that you continue looking until you find those that fit your style best.

The “As long as we are” close. Use 1. this closing to engage the customer in the sales process. For example, “As long as we are” building the house of your dreams, let’s ensure that we include everything that you have ever dreamed…” Another example is, “as long as we are” looking at these three models, let’s choose the colors that you would like…”

2. The “Just suppose” close. An

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example of this close is, “just suppose”, that you were ready to make your purchase today, what color would you look for?”

Another example, “Just suppose” that you were going to sign up today, would you want it delivered or would you pick it up?

3. The “Things that you care about” close. “I understand, let’s review the “things that you said you care about” most…

My third and final point is this… The closing is merely a test to let you know how well you have done with the sales presentation. Do you remember when you were in school? You would study, do your homework and invariably show up to class to learn that there was a quiz or test. The reason for these tests was to measure how well you were retaining the information. Selling is no different; we give our presentation and must test regularly in order to measure the customer’s comprehension and their interest in our product. I have included two great “test” closes for your use.

1.

“Of the choices we have discussed so far, which one do you prefer?”

2. Recap test close: “When you are ready to move forward, what do you want to do first?”

Here’s a gentle reminder, the fact is simple, you will lose 100% of the sales that you do not ask for! Closing is as easy as one, two, and three. First, commit to the close! Second, give them the test; finally find the closing that works for you, and test, test, test!

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June 2013

That’ll Do Won’t Do!

By D. L. Jones

Contributing Writer

Career Day

By Ebrandia L. Perry Contributing Writer

Y

ears ago when in middle school, we looked forward to the infamous “Career Day.” Volunteer parents owning career titles such as Doctor, Attorney at Law, Registered Nurse, and Officer (etc.) would stand in front of the classroom ranting about what they did at work and why it was so great. Career Day is the only day during the year students are told to dress in their Sunday’s best. Boys in suits and tie and girls with wobbly ankles in highheeled pumps travel from class to class with purpose. The idea of this exercise is to shift the student’s mind from the ordinary playful student to the business-minded student.

After a long day of expository rants about “the perfect profession,” the classroom questions following career day have shaped the lives of many American’s today. There is one specific question to be exact. “What are you going to be when you grow up?”

While many answered doctors, lawyers, nurses, teachers, and firefighters, “IN DEBT” should have been on the list of choices. Career Day glamorized the most popular, “lucrative” paying professions and their benefits, if that was the career of choice; nevertheless, it did not paint a “realistic” portrait of what adulthood would be like for those who could not and did not pursue such careers. That’s not to say that those doctors, lawyers, and so on, did not acquire their share of debt. What career day parents didn’t tell the inquiring student is that they would be attacked by pre-approvals, lines of credit, loans, interest, and percentage rates. They didn’t advise students how significant it would be to read the barely visible print on a credit card application; due to the fact, what was in BIG print was not as consequential as the print you could not see. None of those parent volunteers with the seemingly

perfect profession said, “Don’t live above your means,” nor did they explain how beneficial retirement saving would be.

Needless to say neither did the non parent volunteers because they hadn’t been doing it themselves.

According to the Washington Post, 80% of the US is in debt. Debt is like an illness that if left untreated will metastasize like cancer. Instead of acquiring enormous amounts of financial debt and then spending massive amounts of money on “get out of debt” books, consumer credit counseling, and the likes of such things, new actions must and should be taken.

Debt in its seriousness just like cancer can be prevented in some cases, however; early prevention is the key. Conversations about debt and debt prevention should become a well-known conversation within every household. Teaching children how to live financially responsible will translate into adults who live financially responsible lives. This will in turn reinforce the economy, strengthen relationships, boost self-esteem, and create a happier economic environment as people won’t be so stressed out about money. In my opinion, classes on debt prevention should become part of our core educational curriculum.

If you happen to be one of those “stressed” about your debilitating debt unfortunately there is no swift way to solve your problem. As one who holds a Master’s Degree in Business and Finance, I’ve spent countless hours researching debt, its main building source, and how people can recover while living productive lives. As I am sure many product distributers will offer a “get out of debt quick” pipe dream, the truth is…it’s just that; a dream. I CAN tell you that being debt free is not a dream, and it is very possible. You need a stategic plan and a realistic goal. Eliminating debt take patience and of course money. Just like “it takes money to make money,” the same applies to debt, “it takes money to get out of debt,” and maybe a few forgiving creditors. Don’t be reluctant to make changes. The secret to debt-free living is first recognizing when you are “in” it, then realizing you CAN get out of “it.”

S

ometimes in life I start to believe that I’ve reached a plateau of ‘that’ll do’ in my life. So I don’t feel bad all by myself, how many of you have often felt the same way? I am a firm believer that no one should feel this way, we all should strive for excellence and not settle for less. Nevertheless, most people are afraid to take that initial step and escape the mentality of ‘that’ll do.’ Perhaps the rut most people find themselves in feels comfortable, or some can talk themselves into a mediocre existence of ‘that’ll do.’

Take note, if you are in your mid-30’s or 40’s and still working in a career or job that you know you’ve out grown, should that not be enough of a reality check? Or if you have a career that barely pays your bills, and you must take on a second job that you hate, is that not a wake-up call on your life?

Getting out of the ‘that’ll do’ slump begin with a vision for your life. Vision is that ability to see, feel and want something more than what you have. What is your vision? If I ask you what your vision was, could you tell me? If you’re living a visionless life, you’re probably living a life of ‘that’ll do.’ Take for example the 50 year old woman looking to spend the next four years in seminary so she can become a minister. Or a 60 year old man who has decided to go to law school. What about the 70 year grandmother who is going to start college with her granddaughter.

These are three awesome examples of people who won’t settle for ‘that’ll do.’

They have a vision, they can clearly see it, and they are going for it. Remember my friends, this is America, land of opportunity, especially for those whose ancestors fought, bled and died for us.

Take a moment and remember the civil rights patriots of old, many readers under the age of thirty probably couldn’t name five men and women who paved the way for equal rights for people of color. We must begin to research our history in order to obtain a compass that leads us to our future. If you don’t know where you’ve been or have the vision of where you’re going, then ‘that’ll do’ becomes your path in life by way of default. The civil rights activist had the attitude of ‘that’ll do won’t do!’ They did not settle for less because they knew the future for minorities in America was promising and bright.

It’s time that we all divorce ourselves from the things that divert our success and think about the civil rights activists in the example above. People who would not settle for the ‘that’ll do’ mentality, nor accept it as a way of life, and would not stop striving for excellence because they knew they deserved better and could do better.

Most African- Americans are too quick to settle for ‘that’ll do’ especially when one

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reaches the age of 30. Some can shake out of the ‘that’ll do mentality in their 40s, but once 50 hits – oh well. Even worst, the trouble today is that once a person accumulates financial debt and clings to that undesirable job solely to pay the bills – ‘that’ll do’ settles in quickly.

I encourage you this week to begin your journey down the road of excellence. Tell yourself that from now on ‘that’ll do won’t do!’ Stop and think about what it is that you really want out of life. Stop and think about the skills and abilities that God has given you. Tear down the roadblocks and discouragement of others and start to speak the vision that will take you to a life of excellence.

Here are my five proven steps you can take to make it happen: 1. Take some time to think about what it is that you really want. Take some time alone. Take some time in a place you love to be and visualize your dreams.

2. Write the vision down – this is Biblical. Then take it and post it up all over the place. Put it on your refrigerator, the bathroom mirror, your car dashboard, or wherever you spend the most time in the house.

3. Draft a vision plan to make it happen (this may take some help from others). It is great to have a vision, but now you need a plan. Like a business plan, a written vision plan is crucial for your success.

4. Take the action to make it happen. If you have a real vision, if you really want it, then start doing what you need to make it happen. Stop thinking about it and start doing it.

5. Make it the primary focus in all you do at all times If you want it to happen, then you have to make it the focus of all you do. Share it with everyone you meet, let everyone know what you are going to do and then start doing it.

Vision is the driving force you need to make it happen. Vision is what will drive you when you want to quit, stop or give up.

As long as you can keep that vision as the focus in your mind, as long as the vision is real, as long as it is really what you want.

You will be able to do it.

Dr. Martin Luther King’s speech “I Have a Dream” could have easily been entitled “I Have a Vision.” It was his vision that motivated him to not settle for ‘that’ll do’ and move a nation of deprived people from despair to hope. Dr. King is dead, but his Dream/Vision lives on.

Stop settling for “that’ll do.’ Tell yourself, ‘THAT’LL DO, WON’T DO!’

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June 2013

Simply Sweet Children’s Boutique A Uniquely Sweet Custom Boutique is a Christian owned and operated company. We believe in God’s holy and inspired word. Therefore, we also believe in treating you, the customer, the way we would want to be treated.

We are committed to outstanding customer service.

Simply Sweet Children’s Boutique is a uniquely upscale custom children’s boutique. We specialize in sweet, classic, beautiful, high quality custom and monogrammed outfits just right for any occasion. We are especially well known for our beautiful tutu sets and tutu dresses. All of our tutu sets and tutu dresses are custom made just

M

rs. Tamala Webb is the owner of Simply Sweet Children’s Boutique located in the Historic Heart of Stafford Texas. She is a native Houstonian, devoted wife and loving mother of a 14 year old teenage daughter.

Simply Sweet Children’s Boutiquessimply began as a dream and a secret desire to keep my own little one dressed like a little girl in age appropriate frilly outfits as long as possible. I have always believed little girls should look like little girls and nothing more. From this very thought birth was given to Simply Sweet Children’s Boutique in 2008.

Simply Sweet Children’s Boutique

for your little sweetie and it does not stop there we also have many matching custom accessories like custom matching hair bows, headbands, rhinestone tennis shoes and so very much more. No matter what the event, Simply Sweet Children’s will rise to the occasion and easily match any of our exclusive collection of custom items. At Simply Sweet we are very passionate about making events extra special and out of the ordinary, yet totally affordable. We have handpicked certain clothing vendors that remain timeless in the garments, because we want to help cherish our customers the childhood memories of their special

“We hope to inspire role models with our beautiful custom creations, while just making them happy and beautiful.”

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little one.

Simply Sweet also serves another purpose which is believing in taking a personal approach to helping girls of all ages recognize and believe in their inner beauty. I believe in selfesteem and self-confidence and overall excellence. Because our tutu sets and tutu dresses are custom made, we help to address a variety of issues ranging from peer pressure to body image by allowing the child to be herself and use her imagination. We hope to inspire our young customers to learn to carry themselves with confidence, grace and dignity while wearing our beautiful custom outfits specially made just for them. We hope to inspire role models with our beautiful custom creations, while just making them happy and beautiful.

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June 2013

The History of Juneteenth Taken from Juneteenth.com

J

uneteenth is the oldest known celebration commemorating the ending of slavery in the United States. Dating back to 1865, it was on June 19th that the Union soldiers, led by Major General Gordon Granger, landed at Galveston, Texas with news that the war had ended and that the enslaved were now free. Note that this was two and a half years after President Lincoln’s Emancipation Proclamation - which had become official January 1, 1863. The Emancipation Proclamation had little impact on the Texans due to the minimal number of Union troops to enforce the new Executive Order. However, with the surrender of General Lee in April of 1865, and the arrival of General Granger’s regiment, the forces were finally strong enough to influence and overcome the resistance.

Later attempts to explain this two and a half year delay in the receipt of this important news have yielded several versions that have been handed down through the years. Often told is the story of a messenger who was murdered on his way to Texas with the news of freedom.

Another, is that the news was deliberately withheld by the enslavers to maintain the labor force on the plantations. And still another, is that federal troops actually waited for the slave owners to reap the benefits of one last cotton harvest before going to Texas to enforce the Emancipation Proclamation. All of which, or neither of these version could be true. Certainly, for some, President Lincoln’s authority over the rebellious states was in question For whatever the reasons, conditions in Texas remained status quo well beyond what was statutory.

General Order Number 3

One of General Granger’s first orders of business was to read to the people of Texas, General Order Number 3 which began most significantly with: “The people of Texas are informed that in accordance with a Proclamation from the Executive of the United States, all slaves are free. This involves an absolute equality of rights and rights of property between former masters and slaves, and the

connection heretofore existing between them becomes that between employer and free laborer.”

The reactions to this profound news ranged from pure shock to immediate jubilation. While many lingered to learn of this new employer to employee relationship, many left before these offers were completely off the lips of their former ‘masters’ - attesting to the varying conditions on the plantations and the realization of freedom. Even with nowhere to go, many felt that leaving the plantation would be their first grasp of freedom. North was a logical destination and for many it represented true freedom, while the desire to reach family members in neighboring states drove the some into Louisiana, Arkansas and Oklahoma.

Settling into these new areas as free men and women brought on new realities and the challenges of establishing a heretofore non-existent status for black people in America. Recounting the memories of that great day in June of 1865 and its festivities would serve as motivation as well as a release from the growing pressures encountered in their new territory. The celebration of June 19th was coined “Juneteenth” and grew with more participation from descendants.

The Juneteenth celebration was a time for reassuring each other, for praying and for gathering remaining family members.

Juneteenth continued to be highly revered in Texas decades later, with many former slaves and descendants making an annual pilgrimage back to Galveston on this date.

Juneteenth Festivities & Food

A range of activities were provided to entertain the masses, many of which continue in tradition today. Rodeos, fishing, barbecuing and baseball are just a few of the typical Juneteenth activities you may witness today. Juneteenth almost always focused on education and selfimprovement. Thus, often guest speakers are brought in and the elders are called upon to recount the events of the past.

Prayer services were also a major part of these celebrations.

Certain foods became popular and

subsequently synonymous with Juneteenth celebrations such as strawberry soda-pop.

More traditional and just as popular was the barbecuing, through which Juneteenth participants could share in the spirit and aromas that their ancestors - the newly emancipated African Americans, would have experienced during their ceremonies.

Hence, the barbecue pit is often established as the center of attention at Juneteenth celebrations.

Food was abundant because everyone prepared a special dish. Meats such as lamb, pork and beef which not available everyday were brought on this special occasion. A true Juneteenth celebrations left visitors well satisfied and with enough conversation to last until the next.

Dress was also an important element in early Juneteenth customs and is often still taken seriously, particularly by the direct descendants who can make the connection to this tradition’s roots. During slavery there were laws on the books in many areas that prohibited or limited the dressing of the enslaved. During the initial days of the emancipation celebrations, there are accounts of former slaves tossing their ragged garments into the creeks and rivers to adorn clothing taken from the plantations belonging to their former ‘masters’.

Juneteenth and Society

In the early years, little interest existed outside the African American community in participation in the celebrations. In some cases, there was outwardly exhibited resistance by barring the use of public property for the festivities. Most of the festivities found themselves out in rural areas around rivers and creeks that could provide for additional activities such as fishing, horseback riding and barbecues.

Often the church grounds was the site for such activities. Eventually, as African Americans became land owners, land was donated and dedicated for these festivities. One of the earliest documented land purchases in the name of Juneteenth was organized by Rev. Jack Yates. This fund-raising effort yielded $1000 and the purchase of Emancipation Park in Houston, Texas. In Mexia, the local

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Juneteenth organization purchased Booker T. Washington Park, which had become the Juneteenth celebration site in 1898.

There are accounts of Juneteenth activities being interrupted and halted by white landowners demanding that their laborers return to work. However, it seems most allowed their workers the day off and some even made donations of food and money.

For decades these annual celebrations flourished, growing continuously with each passing year. In Booker T. Washington Park, as many as 20,000 African Americans once flowed through during the course of a week, making the celebration one of the state’s largest.

Juneteenth Celebrations Decline

Economic and cultural forces provided for a decline in Juneteenth activities and participants beginning in the early 1900’s.

Classroom and textbook education in lieu of traditional home and family-taught practices stifled the interest of the youth due to less emphasis and detail on the activities of former slaves. Classroom text books proclaimed Lincoln’s Emancipation Proclamation of January 1, 1863 as the date signaling the ending of slavery - and little or nothing on the impact of General Granger’s arrival on June 19th.

The Depression forced many people off the farms and into the cities to find work.

In these urban environments, employers were less eager to grant leaves to celebrate this date. Thus, unless June 19th fell on a weekend or holiday, there were very few participants available. July 4th was the already established Independence holiday and a rise in patriotism steered more toward this celebration.

Resurgence

The Civil Rights movement of the 50’s and 60’s yielded both positive and negative results for the Juneteenth celebrations.

While it pulled many of the African American youth away and into the struggle for racial equality, many linked these struggles to the historical struggles of their ancestors. This was evidenced by student demonstrators involved in the Atlanta civil rights campaign in the early 1960’s, whom

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wore Juneteenth freedom buttons. Again in 1968, Juneteenth received another strong resurgence through Poor Peoples March to Washington D.C., Rev. Ralph Abernathy’s call for people of all races, creeds, economic levels and professions to come to Washington to show support for the poor. Many of these attendees returned home and initiated Juneteenth celebrations in areas previously absent of such activity.

In fact, two of the largest Juneteenth celebrations founded after this March are now held in Milwaukee and Minneapolis.

Texas Blazes the Trail

On January 1, 1980, Juneteenth became an official state holiday through the efforts of Al Edwards, an African American state legislator. The successful passage of this bill marked Juneteenth as the first emancipation celebration granted official state recognition. Edwards has since actively sought to spread the observance of Juneteenth all across America.

Juneteenth In Modern Times

Today, Juneteenth is enjoying a phenomenal growth rate within communities and organizations throughout the country. Institutions such as the Smithsonian, the Henry

Ford Museum and others have begun sponsoring Juneteenth-centered activities.

In recent years, a number of local and national Juneteenth organizations have arisen to take their place alongside older organizations - all with the mission to promote and cultivate knowledge and appreciation of African American history and culture.

Juneteenth today, celebrates African American freedom and achievement, while encouraging continuous self-development and respect for all cultures. As it takes on a more national, symbolic and even global perspective, the events of 1865 in Texas are not forgotten, for all of the roots tie back to this fertile soil from which a national day of pride is growing.

The future of Juneteenth looks bright as the number of cities and states creating Juneteenth committees continues to increase. Respect and appreciation for all of our differences grow out of exposure and working together. Getting involved and supporting Juneteenth celebrations creates new bonds of friendship and understanding among us. This indeed, brightens our future - and that is the Spirit of Juneteenth.

History of Juneteenth ©juneteenth.com

Excellence is Achievable

By Dr. Wendy

H

Contributing Writer

ave you ever looked at the things that your friends have accomplished and thought, “Wow, they are excellent at what they do!” Interestingly enough, YOU have the potential to accomplish your dreams and being excellent at what YOU do as well. The only person preventing you from achieving excellence is YOU! Excellence does not come easy! Striving to be the best is a voyage that does not happen overnight. This is an interesting concept as many want to be the best; however the BEST comes with a price tag that most are not willing to pay. In order to reach this status YOU must also show extraordinary tenacity, have a vision and thoroughly understand that people who strive for excellence do not get much sleep, are self motivated and do not allow “life” challenges to get in their way.

Below are a few principles that will assist with your “excellence” development: 1.

Believe in YOUR Dream: Selfbelief is paramount to every success. You need to first believe in yourself. If you don’t have self confidence to believe in you then no one will. This is a critical aspect of the “excellence” development process as it is important that you build your confidence and leverage it as you pursue your goals. As you begin to see results, your confidence will increase over time, which will create

an upward spiralling effect.

2. Know the Best: Network and surround yourself with people who are the best in the field and learn from them. They can give you some “real world” insights and tips which will be extremely valuable in your pursuit of excellence. Do not navigate alone and try to learn everything from scratch. Leverage from others and build from there.

3. Go the Extra Mile: Do not do the status quo. Take the extra step and do the necessary research needed to take your efforts to the next level. Do not do what you see your competitors do. Go the extra mile and think outside the box! Remember… you cannot do the same thing and expect different results. If you want bigger and better results, you must strategically think and execute accordingly.

4. Focus, Focus & Focus: Focus your energy in the areas, which will bring you the most results.

5. Have a CAN DO Attitude: Always display a “can do” attitude even in demanding stressful situations. Maintain composure and NEVER let them see you sweat.

6. Never Give Up: You must always remember that…Defeat never occurs unless you accept it as defeat.

Excellence is doable; however you must be willing to put the work in to “Make it Happen!” Take the first step and start working on these tips and you will see yourself soar to excellence.

Remember…Excellence is not a skill. It is an attitude. – Ralph Marston

D-MARS.com Business Journal 7322 Southwest Fwy, Suite 805 Houston, Texas 77074

713-272-9511 . Phone 713-272-6364 . Fax

CONNECT WITH US ONLINE @d-mars.com

MORTGAGE PLANNING PROCESS

By Harold Steele

Contributing Writer

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ortgage planning is the process of utilizing the right mortgage strategies to achieve your life goals. The mortgage planning process is different than the typical “shopping for a mortgage” experience.

The typical shopping for a mortgage experience includes: • Wasting your valuable time trying to save $25/month by comparing rates, fees and closing costs among different lenders.

• Wasting your valuable time trying to baby-sit the mortgage company you’ve reluctantly chosen to work with.

• Being promised one thing and then getting something different.

• Being “sold” on one mortgage product over another.

The mortgage planning relationship is about you: • Receiving valuable financial advice and guidance that can literally save you hundreds of thousands of dollars.

Trusting a professional who is • committed, qualified and equipped to deliver what they promise.

• Experiencing a “concierge” level of service when you are in the market to buy a home, refinance your mortgage or make cash flow changes to enhance your lifestyle.

• Implementing a defined financial plan of action in helping you achieve your life goals and dreams.

• Maintaining an ongoing high trust relationship with a team of financial advisors who can help you make necessary changes in your debt, cash flow and home equity planning strategies.

This is a relationship, not just a transaction. As such, it requires a defined system of accountability in order to work effectively. The Mortgage Planning Process consists of the following five steps: 1. Establish and define the client-planner relationship.

Mortgage Planner Should: • 1.

Ask you for information about your financial situation and your time frame for results and success.

2. Gather all the necessary documents before giving you the advice you need.

3. Clearly explain or document the services they will provide to you.

4. Explain how they will be paid and by whom. Unless you are willing to pay a flat fee for mortgage and real estate equity advice, mortgage planners are typically compensated through a commission structure set up with the lenders they work with.

• You Should: 1.

Clearly explain how financial decisions are made in your household and include all the key decision makers in consultations with your mortgage planner.

2. Be prepared to share personal and

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financial information with your mortgage planner in order for them to be able to advise you on how best to achieve your goals.

2. Analyze and evaluate your financial status.

The mortgage planner should • analyze your information to assess your current situation and determine what you should do to meet your goals. Depending on what services you have asked for, this could include analyzing your credit situation, real estate equity, debt situation and cash flow.

3. Develop and present mortgage planning recommendations and/or alternatives.

The mortgage planner should offer • mortgage planning recommendations that address your goals based on the information you provide. The mortgage planner should go over the recommendations with you to help you understand them so that you can make informed decisions. The mortgage planner should also listen to your concerns and revise the recommendations as appropriate.

4. Implement the mortgage planning recommendations.

You and the planner should • agree on how the recommendations will be carried out. The mortgage planner may serve as your “coach,” coordinating the whole process with you and other professionals such as CPAs, CFP ® professionals, attorneys, Realtors, builders, insurance professionals and other qualified advisors.

5. Monitor the mortgage planning recommendations through a quarterly or annual mortgage and equity management review.

You and the mortgage planner • should agree on how you will both monitor your progress toward achieving your goals.

During this review, your mortgage planner can adjust their recommendations, if needed, as your life changes. Most often, this process involves periodic assessment of: 1.

Your fluctuating cash flow needs.

2. Changing market interest rates and mortgage strategies.

3. Income and career alterations.

4. Family changes including: • Children’s financial needs.

• Caring for elderly parents.

How your real estate equity and • investments are performing from both a cash-flow and “internal rate of return” perspective.

Harold “Ahmad” Steele, CMPS ® NMLS Number 258383 Liberty Bank & Trust Co. 1776 Yorktown Suite: LL-100 Houston, TX 77056 (832) 876-2462 direct (713) 681-3703 -Office alternate (888) 204-9743 fax asteele@nextdayapproval.com http://www.NextDayApproval.com Standardizing the mortgage planning process through participation with the CMPS community of experts.

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What Is Customer Service?

By Errol Allen Contributing Writer

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hile being interviewed on a local radio show, one of the co-hosts posed this question - “Errol, exactly what is customer service?” I don’t ever remember being asked that particular question but here’s my reply -”Customer service is a methodology that when put in motion, creates a customer’s experience.”

This definition is not specific to any particular industry nor does the size of the organization matter. Now someone is probably wondering what I mean by methodology. When defining customer service as a methodology, I’m speaking of the systems that an organization chooses to put in place to provide a customer experience. Ok, now someone may be asking “Errol, now what systems are you referring to? Allow me to explain.

When determining what your organization’s customer service methodology will be, you are actually determining the experience your customer will receive when interacting with those within your organization. For instance, when your customer calls and your inbound call methodology dictates that persons answering calls will perform certain tasks while on the call and do so within a certain time frame, those requirements lead to the customer’s experience. When that person’s performance review and salary increase is tied to their success in meeting the goals of that inbound call strategy, this too determines the customer’s experience with your organization. If your strategy induces this person to be more concerned with meeting goals than taking the necessary steps and time for each customer’s situation, this too creates an experience.

When creating core values for your organization, you are creating an experience for your customer. If words such as integrity, honesty, respect and valued are included in your core values, your customer should experience these words when interacting with your organization. Core values are the frame-work from which your customer service methodology is created.

Every component of your strategy should be grounded in your core values.

When choosing your training methodology, once again you’re creating an experience for your customer. Your customer is depending upon customer contact personnel to be experts on your products and services. Keep the customer’s experience in mind when developing training programs. I suggest focusing on creating ambassadors for your organization.

Are customer contact personnel educated on your various products or services? Have they actually utilized or experienced your products or services for themselves in order to gain the customer’s perspective? What

tools will they need to provide a great customer experience? Be sure to equip them with basic soft skills training as one’s ability to be pleasant and professional goes a long way in creating a positive customer experience.

When choosing who gets the opportunity to be the face of your organization through your hiring methodology, here again you’re creating an experience for your customer.

It’s important to carefully establish your hiring criteria. What characteristics are critical for your customer contact personnel? Is industry experience more important than personality traits?

Remember, you’re attempting to create a great customer experience. Your hiring choices will bear fruit! Make sure it’s good fruit!

When exercising your personnel management methodology, remember that this too creates an experience for your customer. Just as you must strive to make sound customer contact personnel hiring decisions, it’s even more important to utilize sound management practices. Make sure managers have the proper tools required for this position - people skills, products and services knowledge, coaching skills, leadership skills and a good comprehensive understanding of the organization. Should your customer contact personnel become frustrated with management practices; your customer will eventually be impacted.

Employee turnover, discontent and low productivity all create an experience for your customer. Manage employees in a way that will certainly lead to a great customer experience.

When developing complaint resolution methodology - you got it - you’re creating an experience for your customer. We all know that sometimes mistakes are made or things get left undone. When these errors happen, the need for a quick and thorough resolution is paramount. Is your methodology in this area customer friendly? Does every resolution require a supervisor/manager’s approval or are your customer contact personnel equipped with options for a speedy resolution? Are you tracking customer complaints for patterns and trends? Doing so allows one to identify

possible operational issues which once corrected will alleviate repeat complaints which in turn - you guessed it - creates a positive customer experience.

When choosing the methodology to gets your customer’s opinion regarding your products or services - one more time - you’re creating an experience for your customer. We all know the value in getting the customer’s opinion. Most love the opportunity to let you know what they think of your organization. Make it easy for them to do so as the more customer feedback you receive, the more data you have to make decisions. Do you need to make adjustments to your product or services? Do your customer contact personnel need additional training?

Provide regular feedback opportunities in order to stay current on what’s important to your customer.

These various methodology components create an organizational customer service system which in turn creates customer experiences. Examine your methodologies to insure that they all are geared toward providing what’s important to your customer. Now put them all in motion and create great customer experiences!

Are Business Plans

Still Relevant Today?

By Michael Reddy

T

here is continued heated debate regarding the merits of writing a detailed business plan. As a business coach it seems to me that the gist of the debate is whether or not there is a benefit (financial and overall) to writing a detailed business plan, or whether this has become a dated concept and a fledgling business can thrive without one.

A recent university study suggested that a business plan has no statistical effect on the outcome or financial return of a business.

However on a general level, a business plan is still necessary. It is necessary for analysis, planning and communicative purposes but should not be expected to make drastic influences on the outcome or financial success of a company.

A business plan offers a direct and thorough explanation of the business, a step-by-step guide that incorporates all phases of building the business. The plan can help solidify your team and relay to your potential investors the information that they need in order to make decisions.

However dedicating time and energy to a business plan can be not only tedious, it can also prove to be a veritable challenge. A good business plan should be detailed yet succinct, and many invested entrepreneurs find it hard to break down their most precious concepts to a minimum. If you cannot write your business plan as a skeleton or outline for what you hope to achieve and how you plan on doing so, you

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are wasting valuable time.

Writing out your plan will give you an objective and more focused view on what you are intending to carry out and how. This in-depth analysis will help you foresee potential gaps or hiccups, and help to eliminate surprise hurdles and obstacles.

It will also force you to do your muchneeded market research and to really have an in-depth knowledge of your industry, resources and markets. It will also help you avoid mistakes made by competitors.

Changes will occur and plans will be adjusted - be prepared for these curve balls.

As a business coaching strategy I suggest using the business plan as a marketing tool and incorporate your intentions and goals that will in turn lie out your financial options and strategies. The word ‘blueprint’ is used a lot in connection with what makes a good business plan. This type of strategic analysis gives the most objective look and will both provide you and your team with guidelines and better communication, as well as appealing to potential investors with its clarity and defined intentions. In this manner, writing a business plan can be a benefit in a quest for a successful business venture.

Mike Reddy is a Sydney-based business coach and chartered accountant helping struggling business owners to improve their business performance. For business building tips simply go to our business help page at http://syb.com.au/_blog/Blogroll Article Source: http://www.articlesphere. com/Article/Are-Business-Plans-StillRelevant-Today-/265028

22.

June 2013

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23.

June 2013

Excuse Me …

College Funding Plan What Did You Say? Bricks for Building Your

By Thecia Jenkins

J

By Mena Freeman Contributing Writer

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ollege costs continue to skyrocket – at a pace that far exceeds the rate of inflation. But there is a bright side to planning for college expenses, and it’s getting a little brighter all the time – thanks to federal tax breaks that can make paying for college more affordable. The key point to remember is that you can create a college funding plan brick by brick, by combining a variety of investment accounts, tax benefits and financial aid sources. Here is a quick guide to get you going: • 529 Plans —State-sponsored versions of these plans are now available in all 50 states, and you aren’t limited to the plan of your own state. In a 529 Plan, you set aside after-tax dollars on behalf of a beneficiary, and earnings grow on a taxdeferred basis. Distributions are not taxed, if taken for qualifying education expenses.

As the account owner, you maintain control of the account and may change beneficiaries, subject to restrictions.

In addition to state-sponsored plans, private colleges also may set up a form of Qualified Tuition Plan that allows tuition to be prepaid.

Education Savings Accounts— • These accounts allow annual contributions of up to $2,000 per child per year.

Distributions made for qualifying education expenses are tax free, and the costs of high school or elementary school tuition may qualify.

• Loans or Withdrawals from Permanent Life Insurance—Parents often find it convenient to fund part of college costs by taking loans or withdrawals from permanent life insurance contracts – i.e., life insurance with a cash value. In most contracts, loans may be taken tax free.

Traditional IRA Withdrawals—If • you have a Traditional IRA, you can make penalty-free withdrawals for purposes of paying qualifying colleges expenses for your child, grandchild or spouse (or even

yourself). Ordinary income tax will apply on the amount withdrawn.

Roth IRA Withdrawals—If you • have a Roth IRA, you can make penaltyfree withdrawals for qualified higher education expenses once your account has been in place for at least five years.

There is no income tax due on the amount withdrawn.

• Federal Tax Credits—Many parents can use federal tax credits to meet a portion of the children’s educational costs. The American Opportunity Tax Credit applies in the first four years of post-secondary education. It’s a tax credit of up to $2,500 and applies to the cost of tuition, fees and course materials. Up to 40% of the credit (a maximum of $1,000) is refundable – meaning even if you owe no income tax for the year, you can get up to $1,000 back from the government if you qualify for this type of credit.

• Deductible Interest on Student Loans—If your child needs education loans and you repay them, you may qualify to deduct up to $2,500 of the loan interest per year.

Employer-provided • Education Benefits—Some companies have set up programs that allow the organization to contribute education benefits on behalf of workers and their children. Federal law currently allows up to $5,250 of employerprovided education benefits to be excluded from taxable income.

Financial Aid—Today, more and • more students are applying for financial aid.

In most cases, students must demonstrate financial need to qualify for this type of assistance.

Time Is On Your Side The more time you have available to save money for educational expenses, the better your chances of meeting your financial goals may be. Keep in mind, too, that the tax benefits and financial aid mentioned above may not be available to everyone.

Your qualification for some of these may depend on your Modified Adjusted Gross Income. Your financial professional can help you learn more – and help you identify specific solutions that may work best to help you reach your long-term financial goals, based on your personal situation.

Contributing Writer

une is Effective Communication Month and I would like to challenge you to evaluate your listening skills over the next thirty days. You say, “Oh I’m a great listener!” Are you sure? Let me ask you three questions.

Do you ever find yourself temporarily zoning out for about one to three seconds during a conversation?

Do you often find yourself thinking about another issue during a conversation when someone is addressing you?

Do you sometimes get defensive during a conversation?

If you answered yes to any of those questions, then this challenge is for you!

We all from time to time have difficulty truly being present during a conversation, especially if it is a one that involves a difference of opinions, opposing values or desired outcomes. We go into “blocked listening behavior.” Here are three examples of blocked listening …

Rehearsing – In this scenario you appear

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interested all the while rehearsing your response to the other person. For example, “when she finishes I’m going to tell her how it really is”.

Judging – Making quick judgments before the person finishes what they are saying based on your personal biases or previous history with the person.

Identifying – The person’s story triggers your personal memories and so as they are sharing about their vacation you slowly begin reminiscing about your last vacation.

Before you know it, you have cut them off and started telling them how great your vacation was.

In each of these scenarios, the speaker is not completely heard or understood; and may walk away feeling as though they are not important or even become angry out of hurt. Take the time to clear your mind and be fully present in your conversations over next thirty days and when you do finding yourself practicing “blocked listening behavior” ask yourself why?

For more information on effective communication check out Messages: The Communication Skills Book by Matthew McKay, Ph.D.

25.

June 2013

Entrepreneur’s Tool Box Managing Risk in Everyday Business mind activity that persists on a daily basis.

By Alvin E. Terry

Contributing Writer

I

f You Don’t Manage Risk, It Will Manage You! Risk is inherent in all business ventures. That is why we engage in the risk/reward scenario to see if we can win at the game. Just thinking about going into business is a risk in itself. It is a risk because you have invested time, money, energy and intellectual capacity just in the formulation of your idea and its manifestation. Hopefully after investing all of those resources it will not be an exercise in futility, but a dream that has come true with all of its’ splendor and rewards.

As we manage our companies we must manage ourselves. We must put in place our own rules, regulations and standard operations procedures that will serve as guidance tools and a road map to keep us on course. We must conduct assessments to identify our risk exposure, and adjust to those assessments that are out of our tolerance levels.

Managing liquidity is our ultimate goal.

Staying solvent is an ever-present engaging

It is essential that you have your team in place to give you timely feedback when you need it. This team may be internal or external.

All risks cannot be mitigated at all times but managing them is a necessity.

Identifying the types of risks that you will be bombarded with can be defined as follows: • Strategic Risks: Risk that can result from adverse business decisions, inappropropriate business plans, ineffective business strategy execution or a failure to respond in a timely manner to changes in the macroeconomic environment.

• Credit Risk: Risk of loss arising from the inability or failure of a borrower or counter party to meet its’ obligations.

• Market Risk: Risk that value of assets and liabilities or revenues will be adversely affected by changes in market conditions.

• Liquidity Risk: Risk that has the potential inability to meet contractual and contingent obligations both on/or off balance sheets as they come due.

• Operational Risk: Risk of loss resulting from inadequate or failed internal processes, whether from people, systems or

external events.

• Compliance Risk: Risk that arises from the failure to adhere to Laws, Rules, Regulations and Internal Policies and Procedures.

• Reputational Risks: Risk that has the potential that negative publicity regarding an organization’s conduct or business practices will adversely affect profitability, operations or customer base.

This can incur costly litigation or other

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measures.

“Transparency” is the key in managing.

It is the most critical component in effective “Risk Management”. Everyone in the organization must be on the same page.

Everyone must know and understand their roles and how it affects the bottom line for all.

You may contact Alvin E. Terry, MBA at 713-392-9107 or by e-mail, alvin.terry@ rocketmail.com

26.

June 2013

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27.

June 2013

Are You an Employee, Self-employed or an Independent contractor?

By Joni Sterling

T

Contributing Writer

he question of whether you are an employee or a self-employed independent contractor is very important and may not always be easy to answer. You should understand the category you fall under, since it’ll affect how you pay your taxes.

You are an employee if – Your payer has the right to direct and control your activity. The factors of control fall into three key categories:

Behavioral control

Financial control, and

The relationship between you and your payer.

No one single fact determines worker classification, rather all of the facts and circumstances of a relationship weigh in the correct worker classification determination.

If you are an employee, you are required to report the wages you received during the calendar year on your personal income tax return because they are taxable income.

Your employer is required to report wages paid to you during the year on a Form W-2. Your employer is also required to ask you to fill out a Form W-4 and you are required to return that form to your

employer. Form W-4 directs your employer on how much tax to withhold from your pay. If you are unsure how much to request be withheld on your Form W-4, check the IRS Withholding Calculator on IRS.gov for guidance.

You are an independent contractor if – You have the right to direct and control the most important aspects of your activity.

People such as contractors, subcontractors and auctioneers, who maintain an independent trade, business or profession in which they offer their services to the public, are generally independent contractors.

If you are an independent contractor, your income earned will be reported to you by the payer on a Form 1099-MISC, unless the payer pays you less than $600 in the calendar year. However, you must report all the income you earned during the year, even if your client does not issue a Form 1099-MISC for your services.

As an independent contractor you are self-employed and are generally required to attach a business return to the annual income tax return that you file and to pay estimated tax quarterly. Self-employed individuals generally have to pay selfemployment tax (Social Security and Medicare tax) as well as income tax. To read more on your tax obligations or for more information on estimated tax, go to

the Self-Employed Individuals Tax Center on IRS.gov.

If your worker status is unclear – You or your payer can file Form SS8, Determination of Worker Status for Purposes of Federal Employment Taxes and Income Tax Withholding, with the IRS to help determine your status.

Additionally, The IRS developed Form 8919, Uncollected Social Security and Medicare Tax on Wages, to simplify the process for employees to report their share of uncollected Social Security and Medicare taxes due on their compensation when their employers have misclassified

them as independent contractors.

Joni Sterling is a Sr. Stakeholder Liaison for the Internal Revenue Service, Houston TX. Stakeholder Liaison establishes relationships with practitioner and industry organizations representing small business and self-employed taxpayers. We provide information about the policies, practices and procedures the IRS uses to ensure compliance with the tax laws.

We also elevate issues that affect tax administration. To establish a relationship with us email us at sl.southwest@irs.gov

How To Negotiate Salary For A New Job: 5 Salary Negotiation Tips That Work

By Michael Lee

O

ne of the trickiest parts of getting employed is figuring out how to negotiate salary for a new job. There are just so many things to consider. After all, you want a high salary but you don’t want to appear self-important. You’re afraid of giving numbers, and yet you dream of increased pay.

Well, you don’t have to worry about those things anymore. If you want to know how to negotiate salary for a new job, simply read this article!

Salary Negotiation Tip # 1: Do Your Research.

So you want to learn how to negotiate salary for a new job? Then you must do your research first. Find out what people in the industry are making.

If you’re going for an entry-level position, find out what entry-levels are making. If you’re going for a managerial position, find out what they’re making. This way, you won’t sound like an idiot when you eventually negotiate your salary for a new job.

Salary Negotiation Tip # 2: Assess Yourself.

Personal assessment is important; and it’s not just so you’ll have something to say at an interview! Knowing your strengths and skills helps you become more confident when negotiating salary for a new job.

You might have certain skills that are useful, but not quite common in the workplace. For example, you might be applying for the writer position at the company, but you also know how to design websites or speak fluently in three different languages. I’d say that would give you a better leverage!

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Salary Negotiation Tip # 3: Be Confident.

When talking money, it’s important that you appear confident. Not arrogant, but confident. Demanding a high salary, especially when you don’t have good credentials, will only turn you into a laughing stock.

Salary Negotiation Tip # 4: Refrain From Giving an Ex act Amount…Yet.

If you’re not yet sure whether they’ll be hiring you or not, it would be in your best interest not to discuss salary in detail.

You can give a certain range, but you should also add that it’s negotiable and flexible. This way, the company won’t cast your resume aside at once (especially if it turns out that they can’t afford to hire you).

Salary Negotiation Tip # 5: Be Willing To Walk Away.

Finding a decent job with good pay can be challenging. However, that doesn’t mean you have to accept a rate that is beyond low. You might be flexible, but you’re not that desperate.

When a company low blows you, be prepared to walk away. There are other companies out there that will treat you fairly.

Learning how to negotiate salary for a new job can be eye-opening, but the actual experience can vary. Learn all you can from what you have experienced yourself, and use those lessons on your next salary negotiation.

Discover secret negotiation and persuasion techniques to put people under your control and make them fulfill your every desire! Get a FREE course that reveals 10 groundbreaking mind control techniques and persuasion secrets at http:// www.20daypersuasion.com/secrets.htm Article Source: http://www.articlesphere. com/Article/How-To-Negotiate-SalaryFor-A-New-Job--5-Salary-NegotiationTips-That-Work/228546

28.

June 2013

Individual Incentive Programs

– Motivate and Inspire

By Kevin Schmiterson

C

ompanies that make the mistake of believing that simply providing a competitive wage for their workers is all that it takes to keep the talent they have working for them loyal are often surprised when some of their most valuable employees leave for greener pastures with the competition.

In fact, even a higher than average wage may not be enough to keep valuable employees motivated and loyal for the long term. This is where individual incentive programs come in. These programs can have a very real and immediate impact on the engagement, loyalty, and overall performance of the employees at virtually any business.

One of the benefits to individual incentive programs is that they can be specially tailored to a particular position within a company or two the overall culture of the company itself. A company can decide how much they are going to spend on the program and use it to help motivate employees and keep them focused on the goal at hand rather than looking for better opportunities elsewhere. Some companies even find that individual programs work better than group programs since the employee is responsible for his or her own performance rather than relying on the performance of the group in order to earn the incentive itself.

When creating individual incentive programs, it is a good idea for a company

to take a little time to decide exactly what it is that they hope to accomplish with the program, how much they intend to spend, and whether or not the program is likely to deliver on the results that they are hoping for. One way to develop a program such as this in the most effective way is to rely on experts who have experience in this particular field. Planners who have experience creating programs for different companies offer a number of benefits.

One of the biggest benefits that come from utilizing professional planners to create individual incentive programs is that they can work closely with the company so that a specially tailored and customized program is developed. Expert planners understand how important it is for a company to stay within the budget that they have set aside for these programs and are much more likely to create unique and innovative programs than if the company simply task one of their existing workers or members of management to create the program instead. When it comes to keeping morale high and employees loyal, incentive programs are extremely effective.

When creating an individual incentive program, it is a good idea for a company to take a little time to decide exactly what it is that they hope to accomplish with the program.

Article Source: h t t p : // w w w. a r t i c l e b i z . c o m / article/1051597656-1-individual-incentiveprograms-motivate-and-inspire/

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29.

June 2013

The Team Effect -

Stop Procrastination

Inspiration at the Highest Level And Grow Your Business By Taming Your Inner Child

By Charlie Bentson King

I

n a recent survey one hundred people were asked to describe the moment in time when they were most motivated to succeed. The overwhelming response for all the men and women surveyed involved a team.

Sometimes it was a sports team, other times it involved music with a band and other times involved a work or community project. Why is this? Why do people work harder and become more motivated when they are part of a team? The answer is simple but at the same time extremely powerful. When people are part of a team they simply don’t want to let their teammates down and when people are part of a group working together to reach a common goal they get caught up in the momentum of something bigger than themselves.

There are several very important steps to putting a work team together. A sports team knows its goals from the first day of practice and it’s mentioned by the coaches all of the time. You need to do the same with your work team.

Your work team needs to have a clearly defined goal. The goal should be simple enough for every team member to understand. It should be mentioned often, placed in a prominent area and there should be frequent meetings about it. These meetings should be very positive in nature and the team should be reminded to support each other.

Praise should be heaped upon team members who are excelling and encouragement should be heaped upon those who are struggling.

Each team member should know their exact role in the goal and how their role affects others in the group. Once a team member knows how their goals affect the team’s

goals as a whole they will feel accountable to the team as a whole. They will not want to let their teammates down.

Even each person must have specific tasks within the team, it is important to not focus too much on individual statistics. Every team member has a place in the goal, but the focus should be on the team and not on individuals.

Lastly, in order for an individual to get caught up in a team effort there needs to be excitement. In order to create excitement there needs to be a reward that everyone can share in for reaching the goal. The progress towards the goal needs to be celebrated. Even small milestones need to be recognized. The team should also know how reaching the goal will affect the organization as a whole and how this will affect them positively as individuals.

Without excitement, team goals are just mundane work assignments.

When people feel part of a team they are more motivated. Go back in time and think about the sports teams you belonged to and how important it was for you to not let the team down and how exciting it was to celebrate a victory as a team. You can harness this kind of inspiration in work teams as well.

Charlie Bentson King is a writer and producer of motivational training videos for TrainingABC. TrainingABC is a distributor of motivational programs such as Celebrate What’s Right with the World and Give em the Pickle.

Article Source: http://www.articlesphere.com/ Article/The-Team-Effect---Inspiration-at-the-HighestLevel/218251

Taken from Carrie Greene

I

t’s like you’re throwing a temper tantrum.

You know what you want to do. You know why you want to do it. You know how to do it. It’s important. The growth of your business depends on it. But, no matter what you do the threeyear old kid inside of you is stomping his or her feet screaming “NO!” “NO! I will not do it!”

“NO! Not now! I have more time!

“NO! I don’t want to!”

“NO! You can’t make me do it!”

I’m sharing this because this topic came up three times last week, and it’s serious.

I am not going to pretend that I know why we have to do battle with our inner child; I just know that it happens. Maybe it’s because we were wronged somewhere along the way, or maybe we were righted?

Maybe it’s a natural reaction to fear, uncertainty, excitement or even boredom. Who knows?

What I do know is this, if you don’t get that little kid inside of you to settle down, you’ll never get your work done, and you’ll continue to be incredibly frustrated.

There are times when having some “kid” in you is great because it adds to your creative and fun side, but there are other times when you need to “be the adult”.

Here are five ideas my clients and I came up with during our discussions. Go ahead and give them a try.

1. Tell the little boy or girl inside that you are a grown up and what you say goes. Then tell them that it’s time to sit down and behave.

2. Since one of the reasons you likely started your own business was so that you could be in control (yup the little kid’s power play), pretend that you are an employee instead of a business owner. Look at the work you have to do and do it, for your boss.

3. Make a deal with the child inside of you. Tell him or her that if they behave, and get a specific task done, then they get to take a break. (Since I’m a mom with three kids I’ll share this warning with you... make sure that they live up to their side of the bargain before they get the reward.)

4. Ask the child inside of you why they don’t want to do it. Is there something that they are afraid of? Is there something that’s new to them? Is it something that is going to be hard or boring? Tell them that everything will be okay because you have resources and people you can ask for help if you need it.

5. Take time to play. Don’t try to sit and work from dawn to dusk. Take breaks to move your body and your mind.

What does your inner child stop you from doing?

What will you do to tame him or her?

More Information: Carrie Greene is a speaker, trainer, coach and author of Chaos to Cash. She helps entrepreneurs cut through the confusion and chaos surrounding them so they make decisions, stop spinning and procrastinating and make more money. Free resources at http://www.CarrieThru.com and http:// carriethru.com/programs/chaostocashbook/excerpt/

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30.

June 2013

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31.

June 2013

How ABC’s Scandal Is Helping Me Run My Business

By Cynthia Nevels

Contributing Writer

S

honda Rhimes has changed the way we watch and interact with television. Scandal, which airs on Thursday nights on ABC, has made its mark on women and men across the United States. The fervor, excitement and water cooler buzz centered on this show is – refreshing.

I have watched this show for a different reason. I am a female business owner with a small group of employees and subcontractors. I have had my share of hiring challenges over the years and finding that right mix, that perfect recipe for successful hiring or the right team has presented tremendous opportunities for assessment and change. As an employer, I am always searching for loyalty, dedication, commitment and independent thinking. Is that too much to ask for from an employee?

For the past three seasons I have watched, well I think we are in our third season, Scandal’s Gladiators in Suits investigate, incriminate and humiliate some of the trickiest criminals known to mankind.

Like millions of Americans who watch Scandal, I return each week to see what the Gladiators in Suits are up to this week are.

Which Gladiator is going to fold, which is going to take charge or which is going to make me want to throw something at my television? Each Gladiator has a unique talent, gift, skill and characteristics that are used to create a team that is undeniably intoxicating and addictive to watch. However, after analyzing my own team I thought to myself, what’s missing in my company? “You have to understand what it is you need from the talent you hire,” states Jim Del Rosario, Head of Global Talent Acquisition for Sonos in Cambridge, Massachusetts.

So, I took a look at each character to try to understand what each brings to the table.

Harrison is the blindly loyal • and enigmatic fast talker who always remembers why the Gladiators are there – to support their leader no matter the circumstance or personal sacrifice required.

Huck is the fiercely obedient and • cunning mercenary who will solve the most complex or technical problems with carnal focus and delivers insight from global experiences. My place is to not always know how he got the job done but to appreciate the fact that he did.

Quinn is the innocuous, yet • inquisitive follower who will question everything but creates a reason for the team to think twice. She’s eager to learn,

craves understanding and is disconnected from her real family which forces her to transfer all of her emotion into her new family, her fellow Gladiators.

• Abby is the beguiling firecracker that can charm a man right out of his socks without ever saying a word. That team member who’s close enough to the edge but doesn’t lose sight of the main goal; albeit she may hate herself the next day.

She keeps her eye on the prize for the sake of the team and the mission.

Elizabeth Moffitt, President of Christopher Quinn Group, a human resource consulting firm in Dallas, TX states, “What makes Olivia Pope’s team work is the diversity in each person.

Olivia creates an environment where ideas can flow freely and sharing of ideas is welcomed.” This past season, I noticed Huck cross-training Quinn on some of his mercenary and investigation techniques.

What small business owner wouldn’t want a team that encapsulates smart people who are committed to the cause of helping their leader win every battle through the use of their own internal forces for the sake of the team? Team members who are not on the job solely for a paycheck or reward? If you are trying to build a team Del Rosario believes, “You have to have a sense for it. You must start with a profile of the organization, then you profile the skill you need but you cannot dismiss the diverse nuances that cannot be found on a resume.” On the show careers are not the focus, the purpose is the focus. “In our careers we are taught we can have success or meaning. That’s not true. You can have success and purpose. You have to have the right persona,” states Terri Maxwell, CEO of Succeed on Purpose. What is the key to the success of Scandal’s team where individual gifts and talents come together for the common good? The key is in the organization’s leadership. Moffitt states, “Olivia gives them [Gladiators] the satisfaction of being able to do what they love to do.”

As I analyze the episodes, assess the dynamics of the team members and compare it to the way I manage I noticed two common factors as to why the Gladiators are fiercely loyal to their leader.

Olivia Pope, played by Kerri Washington, creates an environment where the Gladiators have the freedom to operate and to do what they do best without reprisal or oversight. After all they are capable adults.

There is no micro-managing at Pope and Associates because there is no time. But, also she has freed them from their worst nightmares and horrific pasts. “There’s a trust that has been built which removes distractions and increases productivity,” states Del Rosario. This trust is the magic bullet.

Terri Maxwell, founder of Succeed on Purpose, has created a system for analyzing personas and characteristics of a team. Her system identifies and places individuals into three groups: The Doer The “Doer” is not a good entrepreneur, they are task oriented.

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The Solver The “Solver” does not want to build anything, they want to be given problems to solve. They can figure any problem out on their own if given the resources and time.

The Builder The “Builder” is the entrepreneur who ties all of the pieces together to get it done.

How could you lose with a team of doers, solvers and builders who can see the big picture, who can support each other through the trials of the work day and who return to work each day armed and ready for war? Building the right team takes time, requires a strategy and an understanding of the internal gaps your organization has today. “You don’t want five people who are just like you on your team, if you had a whole group of yourself…you wouldn’t be as productive,” states Moffitt.

I wonder if today’s entrepreneurs were to find the right combination of Gladiators in Suits just how much further would our companies be tomorrow. I guess we’ll keep tweeting and watching Scandal to find out.

But as Scandal has taught us, sometimes the unconventional methods become the conventional success stories.

About the Author: Cynthia E. Nevels is a certified financial educator and certified entrepreneurship instructor. Cynthia is the Managing Director of CynthiaNevels.com, a business management and marketing consulting firm founded in 2002. She’s the host of the popular business and technology radio program The C-Radio Show (www.thecradioshow.com), as well as a contributing writer in Dallas and Houston.

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June 2013

Five Sales Training Tips for Targeting Powerful People

By Charles Wiliams

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hen selling to powerful people you need to pare down the time of personal interaction to the minimum essentials without cutting down on the time spent communicating and in closing the deal. This is the first thing you need to understand about corporate decision makers – they will respond when you allow them to respond according to their convenience and priorities (emails, voice messages). And you need to phase out personal interaction into phases of video/audio conferencing or phone calls, and sessions of actual physical collocation.

If you respect the time of powerful people, you stand a better chance of achieving your targets.

So, here are five time-tested strategies for dealing with corporate decision makers: 1. When prospecting, identify and go for those with influence rather than those with authority Now this might seem difficult to understand at the beginning because you are used to seeing every person in authority as influential. However, may be, you can recount instances where you met people with influence, but who were not in seats of authority? These are the best

targets. To get to people with authority, you need to get to people with influence over those who have authority, but who themselves are still in the “achieving” and not “achieved” mode. They have a higher chance of sparing time for you, and you stand a better chance of aligning with them than with the top boss when on your first cold call.

2. Do not spend time over people who neither have influence, nor have authority, but have a fancy title The corridors of power are filled with self-important people trying to cash in on their proximity to power, but only a few call the real shots. It is extremely necessary for salespeople to identify these people who position themselves at every entrance of power without possessing either power or influence themselves. These people would eat up your time and destroy your prospects faster than anything else could.

They are known to be vindictive, egotists, and false. And they thrive on convincing salespeople that they hold the key to power, and can get them there. Always check track-records, and do thorough research before deciding upon the person to approach within an organization.

3. How to spot who has buying power

or influence Some things we have seen common in people who have purchasing authority, as also influence, are exceptional communications skills – they always seem to have time, they can do things very quickly and can tell right off what you want to say at the final point; they always seem to know what actually matters, and they are more focused on knowing how much you know about them than your solution – they work a lot on trust and intuition.

Thorough sales training is required to deal with such power buyers.

4. Find C-level executives who are not glorified secretaries Usually the length of tenure of a C-level executive with a person in authority is a gage of the influence the executive holds, or the information he/she can provide. However, such executives are usually fiercely loyal to their organizations and the maximum you can expect from them are helpful hints and leads. The right way to deal with C-level executives is to treat them as friends and not as secretaries, show them respect, learn their names and ask for help.

5. Do you have a power buyer leading the sales cycle?

How to know whether you’ve got into

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contact with the right person or not? Power buyers usually have certain common traits that they exhibit during a sales cycle. In the beginning of the sales cycle, they would get right to the point, make things simple, and provide you with a reference with whom to work. In the mid-sales cycle they would ask you to meet the team and meet responsible people. They’ll usually respond before closing the deal, when they reappear on the scene you know it’s now or never.

People sometimes miss out these things during regular sales training programs within organizations. Some of it comes from assumptions of people in charge of conducting sales training online, who may not consider it relevant for newcomers to learn about how to deal with power buyers.

Or may think he/she would learn in time.

However, in sales, you never know when you come into contact with a person of influence or authority, and this is why these tips from our knowledge of sales training can help you make most of situations.

Targeting picky customers requires powerful sales expertise, BBI provides such sales training online environment which grooms your sales executives to deal with any kind of people and convert them into long time customers.

Article Source: http://www.ArticleBiz. com

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Esther Francis, A Star Pupil of the Goldman Sachs 10,000 Small Businesses Program Francis’s Goldman Sachs Experience Ms. Francis states: It was tough. Boot camp is probably boot camp times 10, from my point of view. Simply because it takes a lot of time during the class itself, but it’s the after class stuff, the homework, the items that they give you to do, research that you need to do that takes a lot of time as well. So basically it’s like going back to college. It’s really what it boiled down to for me. And you have to put yourself in that mindset of going back to school and you’re pursuing another degree. At the end of the day it was tough, but it was important. I never realized when they said you have to pay attention, what that really means. I thought it was important because I knew I had to have that big picture vision. Going through the program it helped me focus on “the company” and I know we have several companies in this organization but it also helps me focus on not just one company, but now I am able to focus on all the other companies in the same strategic way. You talk about adding jobs and the growth of the company and one of the things that came out of this is organization and structure. There are always levels

By Sharon C Jenkins Contributing Writer

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sther Francis has overseen projects providing Construction Management, General Construction and Project Management services to complex multi-million dollar hospital facilities, prisons, airports and higher education facilities. Her career began in 1999 when Ms. Francis served as the Project Engineer of the Mechanical Electrical and Plumbing Trades for Jacobs Engineering on the $750M New Hospital Complex for Northwestern Memorial Hospital in Chicago, IL. In 2001, Ms. Francis left Jacobs to pursue the formation of CBIC Construction.

With CBIC, Ms. Francis completed competitive bid and negotiated contracts ranging from $4,000 to $3,000,000 in interior finishes and new construction totaling $30 Million in revenue. CBIC holds licenses and operates as a private corporation in the states of Texas, Nevada, and Louisiana where it operates under the CBIC Nevada and CBIC Gulf Coast, LLC brands respectively and provides specialized services in Construction Management, Program Management and Design Build. Additionally, CBIC is a full service General Construction Contractor who self performs its own structural steel fabrication, electrical and drywall installation. Since 2008, CBIC has operated a subsidiary company, 4 City

Steel Fabrication. With shops located in Texas and Wisconsin, this subsidiary has fabricated and erected steel projects for various clients throughout the country.

This company has worked on Structural Steel Projects as from $25,000 - $4,000,000. With a shop in Milwaukee, WI and Houston, TX, it has the ability to ship steel anywhere in the country.

In 2012, Ms. Francis participated in the Greater Houston Goldman Sachs 10,000 Small Businesses Program.

Goldman Sachs 10,000 Small Businesses is a five-year initiative to unlock the growth and job creation potential of 10,000 small businesses across the United States through greater access to business education, financial capital, and business support services. The program operates through a national network of public and private partner organizations, including community colleges, business schools, and Community Development Financial Institutions (CDFIs). The initiative is currently active in New Orleans, New York City and the Greater Los Angeles area and will continue to expand to communities across the country. The linked pipeline of services to small business owners in Houston is delivered through a network of local partners.

Ximena Murrillo, Houston’s Alumni Director for Goldman Sachs 10,000 Small Businesses says that, “Esther is a great example of what Goldman Sachs is looking for in their program. Being a woman in the type of industry she is in.

In the program, a business like hers gets to take a break and really see their business, while not actually being there in the daily to day operations of the business.”

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of structure in some businesses but it’s the way you organize and structure the company, that intentional leadership, if you will, is what I learned. It helped me re-structure the company and even today we hired another person in addition to the four people hired already because I saw I needed this before I could get to where I wanted to go.

The other thing is the vision. We all have our vision internally. It literally pulled it out of me and made me put it on paper and put it in a document and now I can take it and present it to other people and say let’s implement this vision. Let’s tweak it, review it, edit it, and let’s implement it. That way we are all on the same path, going the same way.

There’s another side of the company, the side of your personal life and wellbeing and that of your company and employees.

I believe strongly, you have to brand your organization and make it somewhere people actually want to come to work.

That’s the key to succeeding in your organization and that’s what I’m taking away from this program. For me it’s been awesome!

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36.

June 2013

Making the Workplace A Source of Excellence

By Christina R Grochett Contributing Writer

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hether in meetings, networking opportunities or everyday conversation, it’s quite often that I hear the terms “workplace excellence.” But rarely does anyone, even the person using the term, have a concrete definition or understanding of what it means and why it’s important to the success of any business.

The first necessary step of understanding workplace excellence is defining employer/ employee expectations. Both employer and employees must understand and share the same expectations in the workplace in order reach a level of excellence, and it takes an entire team effort starting from

the top down. These expectations may be reaching a specific performance goal or creating a new procedure or product that increases team productivity.

With this in mind, it is necessary to realize that in recent years, employer expectations have heightened. Human resources executives used to place a heavy focus on training employees and ensuring they stay with the company. Today, in many cases because employers are trying to do more with less budget, the dynamic has slightly changed to where employers are asking more work from employees.

The solution to these issues is not always by acknowledging good service with increased pay. It is more so about providing the employee with enough satisfaction during the workday to keep them coming back each day and producing a great quality of work.

To ensure a workplace is set up to achieve workplace excellence, here are a few key

Fraud Prevention, A

Neccesity For All Businesses

By William Sinacori Contributing Writer

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n today’s world, whether you are a commercial business, nonprofit entity, or division or agency of government, whether your organization is large or small, whether your organization is local, regional, national or international in scope, your organization is at constant risk of fraud.

Today, fraud could be perpetrated against your organization by its customers or clients, vendors, employees or executives, or organized criminals half the world away.

Furthermore, fraud comes in various forms and sizes, some of which could have a catastrophic impact on your organization.

Whether it is committed by external sources—e.g., theft of client personal information, vendor fraud, contract fraud, intellectual property theft, etc.—or by internal sources—e.g., reporting false financial information, misappropriation of assets, bid-rigging, etc.—fraud can have a major negative impact.

According to the Association of Certified Fraud Examiners’, up to 6% of organizations’ revenues were predicted to be lost in a single year. In the U.S., this translates into losses of $600 billion nationwide or about $4,500 per employee, and the problem is growing. Moreover, in a world of constrained budgets and/or global competition pushing cost cutting, the internal controls that would normally serve to protect your organization may be strained or failing.

The most cost-effective way to deal with financial loss through fraud is prevention.

It only takes a fraction of the money your organization could lose to help your organization take the proactive measures

necessary to prevent or deter fraud and other misconduct. Make sure that whomever you acquire to assist you has directors and professionals that are experienced in detecting and preventing fraud, assessing vulnerabilities based on risk, and designing and implementing internal control systems to minimize an organization’s risks from fraud. Furthermore, they should have experience in both the public and private sectors; realize that any fraud prevention measures must be cost-effective and practical both to implement and for your organization’s employees to consistently follow.

A proactive fraud prevention program is crucial to an organization’s fraud efforts.

Some key objectives of such a program include: • Reducing the risk of fraud; • Acting as a deterrent; • Reducing the opportunity for fraud; and • Helping to establish or emphasize the tone at the top.

The Firm should have the following capabilities to perform a number of specific fraud prevention services for your organization, including: Fraud risk assessments; • • Internal controls analysis; Compliance • Sarbanes-Oxley testing; • Pre-hire vendor assessments; • Accounts payable and/or vendor data analysis; Payroll data analysis; and • • Other industry-specific data analysis.

Follow these tips to better equip your organization for fraud prevention and save your company from losing its valuable hard earned resources.

drivers an employer must address: • Build a safe environment – Employees want to feel safe physically and psychologically. Providing a secure and positive environment will make employees more comfortable, therefore yielding more personally and professionally satisfied employees.

Encourage executives to exhibit a • passion for the business – A key driver to employee performance is by letting them know their work is valuable to the success of the business. If employees understand how their role contributes to the business’ success, then employees feel a sense of selfworth.

• Facilitate quality working relationships – Employers need to encourage employees to make the workplace a positive social environment, and address issues if they should arise.

Encourage learning and • continued education to all employees – A continuously learning company is a successful company. However, many companies today are looking for ways to reduce their operating budget, so managers need to find ways to make sure their employees are provided additional training while not breaking the overall bottom line.

Managers can look to see if any web based trainings exist that may be a fraction of the cost of a training that requires an employee to travel to attend.

Be willing to receive/provide • feedback – Everyone wants to know how they are doing, instead of only providing feedback when there’s something wrong. Therefore provide praise when

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necessary, but also take the opportunity to immediately correct performance or behavior issues.

Exhibit ownership – Managers • should take ownership for the work being done, and work to establish camaraderie and involve employees at all levels.

Granted, these are just a few drivers to ensuring workplace excellence but it’s definitely a start. At the end of the day, a company is defined by the value it has for its customers and employees. To excel is to grow or move to a higher position, and this is something we should all aim for. After all, who does not want their business to grow and experience success?

Christina Robinson Grochett is the Campus Director of University of Phoenix Houston Campus. An accomplished leader and champion of higher learning, she was selected as one of the 2010 Women of Influence by Houston Woman Magazine, one of the Top 10 business women by the American Business Women’s Association in 2008 and a Cambridge Who’s Who 2011 VIP for the Education Industry. Under her leadership, the Houston Campus was selected as a 2009, 2010 and 2011 Best Place to Work by The Houston Business Journal and was awarded with the 2008, 2009 and 2010 Alfred P. Sloan Awards from the City of Houston for Workplace Flexibility and Innovation.

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