Business Journal August 2013
Inspire, Inform & Educate
Diversity in Business
INSIDE
73rd Edition Recognize yourself in he and she who are not like you and me. -Carlos Fuentes
Are You A Thermostat or Thermometer
By Lonnie Mathews I recently had an opportunity to speak at a conference; after my session on budgeting I had a lady come up to me and asked “Does this stuff really work?” PAGE 12
Ladder of Success
By Dr. D Ivan Young What happens when you climb the ladder of success only to find out the ladder is leaning on the wrong wall? This leads us to an even bigger question: What’s your definition of success? PAGE 14
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Allco, Building the Future Through Diversity (Names from left to right) Keith Burrell, Tom Harrison, MR. D-MARS, Nathan Rivers, Brandon Harrison
Black Business Month
By Alvin E. Terry When asked to contribute to this month’s Business Journal on the Nation’s Black Business Month’s acknowledgements, my head almost went into a tail spend. PAGE 18
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d-mars.com with Gary C. Kelly at Tri-County Black Chamber of Commerce
Will Social Media Replace Email?
By DeAnna Troupe There has been much talk about social media as a marketing tool. If used correctly, it can be a powerful branding tool. PAGE 30
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d-mars.com Hosts Business Connection NW Houston
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2013 Top 25 Prime Contractors for Diversity & Supplier Diversity Champions
August 2013
Journal Behind The
SR. PUBLISHER Keith J. Davis, Sr.
3.
Publisher’s Message
Keith J. Davis, Sr.
In this month’s issue we are celebrating the opportunities that small businesses have to be mentored by their larger peers. It’s a good practice that not only stimulates our economy but builds bridges across cultures in our diverse city. Diversity in Business is an inspirational journal, equipping aspiring small business owners to dream and equipping their larger counterparts to give. In last month’s issue our editorial about Goldman Sach’s initiative to help businesses started the way. We loved the topic so much we dedicated an entire journal to it. 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.
SENIOR VICE PRESIDENT Kevin Davis VICE PRESIDENT Kim Floyd MANAGING EDITOR Sharon Jenkins ACCOUNTING MANAGER Eugenie Doualla SENIOR ACCOUNT EXECUTIVE Johnny Ray Davis, Jr. C.T. Foster Eric D. Goodwine VIDEOGRAPHY Tony Mitchell PHOTOGRAPHY L.C. Poullard Grady Carter Tony Gaines MULTIMEDIA DIRECTOR Andrea Hennekes LAYOUT & GRAPHIC DESIGNER Kevin Wright DISTRIBUTION Booker T. Davis, Jr. Rockie Hayden INTERN Julian S. CONTRIBUTING WRITERS Sharon C. Jenkins Lonnie Mathews Rod “The Storyteller” White Christina R. Grochett Dr. D. L. Jones Dr. D Ivan Young Cynthia Nevels Noel Pinnock Errol D. Allen Julian S. Alvin E. Terry Errol D. Allen Marco Chan Kristie Rimmele Pam Newman Morin Kim Nishida Ram Charan Margaret Paul Charles Williams Sophie Zollman Erin Ferree DeAnna Troupe Joy Chudacoff Roberta Shaler Jill Hart Brent McCoy Maura Scheier Fleming Sydni Craig-Hart Charlie King Peter Pike Harold “Ahmad” Steele
CONTENTS
Allco, Building the Future Through Diversity..................................................................................................4 The Top 25 Prime Contractors for Diversity & Supplier Diversity Champion Award Luncheon......................6 Get All of the Business You Need!...............................................................................................................12 Are you a Thermostat or Thermometer........................................................................................................12 The Ladder of Success................................................................................................................................14 Marketing Does Create Customer Experiences...........................................................................................14 F@ilure F@t@lity...........................................................................................................................................16 How to Develop Profitable Partnerships to Grow Your Business.................................................................16 A Blueprint for Small Business Part 2..........................................................................................................17 Black Business Month.................................................................................................................................18 Turning Your Motivation Into A Highly Successful Future............................................................................20 Sweat Equity: The Key Ingredient to Business Success..............................................................................20 Tri-County Black Chamber of Commerce....................................................................................................22 Houston Area Urban League 45th Annual Gala...........................................................................................23 d-mars.com Hosts Business Connection NW Houston...............................................................................24 Shopping Around for a Mortgage................................................................................................................26 The Biggest Myth in Sales...........................................................................................................................28 Will Social Media Replace Email?................................................................................................................30 The WORST Habit for Women (& how to break it!).......................................................................................30 9 Keys to an Effective Logo.........................................................................................................................31 3 Important Tasks Your Virtual Assistant Can Do To Keep Your Website Working For You..........................32 Five Sales Training Tips for Targeting Powerful People................................................................................34 Einstein’s Theory of Selling..........................................................................................................................35 How to Make Sure Your Blog is Successful.................................................................................................35 What the CEO Wants You to Know..............................................................................................................36 10 Building Blocks to Becoming a Household Name..................................................................................37 What is the Best Way to Build Your Business..............................................................................................38 Prosperity Begins Between Your Ears..........................................................................................................39 Leadership Development Across Cultures...................................................................................................40 Living your Brand.........................................................................................................................................40 5 Ways to Promote Creativity in the Workplace...........................................................................................42 Getting Started with your Website: What You Need to Know......................................................................42 Personal Power............................................................................................................................................43
MR. D-MARS Tip of the Month
“It is time for parents to teach young people early on that in diversity there is beauty and there is strength.” -Maya Angelou
d-mars.com Business Journal 7322 Southwest Fwy, Suite 805 Houston, Texas 77074
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August 2013
Allco, Building the Future Through Diversity • Concrete Tilt Panels • Pre-cast Detention Cells • Steel and Panel Erection • Rough and Finish Carpentry
Utilities
“It is not the beauty of a building you should look at; it’s the construction of the foundation that will stand the test of time.” -David Allan Coe
By Sharon C. Jenkins
A
llco Construction is all about designing and building things that will last a lifetime. They are an established and
tain schedules. Experience is the key and Allco has assembled a professional staff that cumulatively brings hundreds of years of experience to your construction project. Having built projects that range from hospitals and schools to
Crescent at Walden
input, saves money, increases accountability, and delivers projects within time and budget constraints. Construction input is crucial during the planning and design phase of a project in eliminating the need to make costly changes
Utility and Public Works Government counts on Allco for efficient, professional and cost effective solutions in public works construction. Services include: • Earthwork • Concrete Foundations • Concrete Structures • Steel Erections • Treatment Equipment Installation • Painting & Coatings • Site Drainage • Piping • Water Lines • Sewer Lines • Storm Drains • Rehabilitation of Sanitary and Storm Sewers • Lift Stations • Heavy From Major highways to drainage and street improvements, Allco gets the job done on time and on budget.
Port of Orange
diverse firm with experience where it counts. Since its inception in 1985, Allco has constantly worked toward perfection in the various fields of construction. Experts in many facets of construction, Allco brings hundreds of years in combined experience to each project. For more than 28 years, Gene Allen and Tom Harrison have worked tirelessly to build Allco into a highly diversified and innovative management and construction business. Today, the company is stronger than ever with over 700 projects to its credit utilizing design-build, construction management and traditional delivery methods.
.....Allco’s Success
• Skilled Workforce - With over 275 employees with firsthand knowledge of many trades, Allco can more accurately budget, control project costs and main-
bridges and treatment plants, Allco’s staff is one of the best in the state.Financial Stability - Allco has access to enough working capital and credit lines to ensure financial stability in any working situation. • Security - Lines of surety to cover up to $200 million dollars in projects are maintained with Travelers Casualty and Surety giving you peace of mind and assurance. • Managed Risks - Risks undertaken during the course of work is covered through substantial lines of insurance as required by project owners. • Experienced Staff - Allco has assembled a professional staff that cumulatively brings hundreds of years of experience to work on construction projects in many facets of the industry. The Design-Build approach allows more owner
to designs during construction. When construction expertise is combined with design talent, costly mistakes are avoided resulting in an eye-catching, useful and efficient product.
.....Allco has expertise in four main areas of construction. Commercial
Commercial Building and Construction Management Allco is a leader in Commercial Building and Construction Management. Services include: • Earthwork • Site Drainage and Utilities • Concrete Foundations • Concrete Paving and Walks • Asphalt Base Preparation
Services include: • Earthwork • Site Clearing • Drainage Work • Utility Work • Roads • Bridges • Wetlands & Ponds • Development
Development
Allco brings skills from all of its work areas together to provide excellent solutions for developers that are both attractive and economical. Services include: • Earthwork • Concrete Foundations • Site Drainage
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August 2013 • Piping • Water Lines • Sewer Lines • Storm Drains • Roads • Bridges • Wetlands & Ponds Mr. Thomas Harrison is one of the founders and currently serves as the CEO of Allco, LLC. Prior to founding Allco, LLC in 1984, Mr. Harrison served as the Chief Financial Business Manager of Bella Company of Beaumont, Texas. As a founding partner, Mr. Harrison’s leadership and construction experience has lead to Allco being listed in the Top 100Contractors in the State of Texas for the past twelve years. He has administered construction contracts in excess of $1.2 billion during his ownership of Allco.
Community Service
• Advisor to Construction Management Program for Lamar University • Participate in Texas Historically underutilitzed Businesses Mentoring Program • Supporter and member of numerous local and statewide charitable organizations d-mars.com had the opportunity to ask Mr. Tom Harrison, President of All-
and opened for business in 1985. Allco has always been a family business. The term family also applies to our staff. It is only through everyone’s hard work that our company has been able to prosper. JENKINS: How did you come up with the name for your company? HARRISON: Allco was began as a company that would work for the benefit of all our employees. Therefore, the name Allco was derived. JENKINS: What advice do you have for aspiring entrepreneurs who are entering the construction business? HARRISON: The success of any business is to have a very talented staff of people to surround yourself with. Competent and hardworking employees are the key for any business to prosper. Beside the proper personnel, a business requires your total dedication. Dedication, hard work and personnel are requirements for any aspiring entrepreneur. JENKINS: What lessons have you learned that have influenced the way you do business locally, regionally, nationally?
“The greatest leader is not necessarily the one who does the greatest things. He is the one that gets the people to do the greatest things.”
HARRISON: In business, you learn lessons daily. The industry of construction is an ever changing world. Adapting to changes and diversification of business operations are the key lessons all must learn to keep a business moving forward.
HARRISON: The best training for anyone is hands on experience. Knowing your market and industry are the best assets anyone can have when working in a challenging industry such as construc-
Memorial High School 2009
-Ronald Reagan tors so they themselves can build and manage large construction projects. Source: www.allco.com
Wesley UMC 2006
co, some questions about his role at the company and its history. Here are his responses: JENKINS: What is your personal “why” for becoming an entrepreneur? HARRISON: Becoming an entrepreneur was the aspect of taking advantage of a situation that presented itself. Opportunities of owning your own business come very seldom in one’s life. In 1984, the company I worked for was closing due to the untimely passing of the Managing Partner. It was at that time I decided to begin my own construction company. Managing your own business is very rewarding but comes with the responsibility of providing a future for all those you employ. JENKINS: Is Allco a family business? HARRISON: Allco was formed in 1984
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JENKINS: From your perspective, what does the future of construction look like for the small business owner in Texas? HARRISON: The construction industry is a very competitive marketplace. Texas is the best market in the nation for growth and the future seems bright. For the small business owner to survive in any market, he must manage his assets better and more effectively if he is to succeed. There is very little room for errors in our industry. Any major conflict can result in devastating circumstances for any small business. If management is responsible and dedicated to the success of their business, then the huge marketplace in Texas can be just what is needed to make their business prosper. JENKINS: What training do you recommend for entrepreneurs interested in construction?
tion. JENKINS: How has networking helped you build your business? HARRISON: Networking is essential for the growth of any business. Knowing people and having connectivity in the appropriate places can be beneficial for businesses. JENKINS: What is your company’s policy on supplier diversity? HARRISON: Allco is a large supporter of businesses with diversity. All supplier/subcontractors that have the ability to perform contract requirements with proper quality controls will be considered for award of contracts. Allco uses the Mentor/Protégé Program to bring diversity into our projects. With this program, we can teach and guide diverse contrac-
Galleria Financial Center 5065 Westheimer, Ste.1150 Houston, TX 77056 Tel. 713.222.1331 Fax 713.936.4858 Central Texas P.O. Box 11807 College Station, TX 77842 Tel. 979.260.1000 Fax 979.450.7310
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Corporate Office P.O. Box 3684 Beaumont, TX 77704 Tel. 409.860.4459 Fax 409.860.3857
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August 2013
The Top 25 Prime Contractors for Diversity & Supplier Diversity Champion Award Luncheon Message From the President & CEO - MR.D-MARS
“Diversity in business is an important element in building community. We come together to celebrate the prime contractors and the supplier diversity champions who are the true bridge builders for small businesses in Houston and its surrounding areas. Let us remember that this is the beginning of something good and the best is yet to come for our community and our city as a result of their efforts. In an effort to build relationships and community, d-mars.com took a huge step of faith towards becoming a bridge to foster growth in this area for small businesses who want to do business with their larger counterparts. The event exceeded our expectations and we look forward to doing it again next year.�
- MR. D-MARS
Supplier Diversity Champions
City of Houston General Services
City of Houston Public Works & Engineering
City of Houston Office of Business Opportunity
The Port of Houston Authority
HCC
Houston Airport System
MD Anderson Cancer Center
METRO
utmb Health
Women Contractors Association
The University of Texas System
The Principle Partnering Group, LLC
Houston Minority Supplier Diversity Council
Texas Department of Criminal Justice
National Association of Minority Contractors
HISD
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August 2013
7.
Mentor Mogul Award Jack Rother
“Thank you for such a wonderful experience at the Top 25 Prime Contractors Luncheon. This experience was a dynamic representation of how diversity and inclusion are game changers in today’s business environment. Business leaders must embrace the synergies that diversity brings into our organizations and make it the foundation to build integrative workplace connections and sustainable business solutions.”
Top 25 Prime Contractors
Allco
Bartlett Cocke General Contractors
Balfour Beatty Construction
Drymalla Construction Company
Durotech
Horizon Group
CBIC Construction & Development
KBR
Manhattan Construction Company
McCarthy
JE Dunn Construction
Skanska
SpawGlass
Turner Construction Company
Satterfield & Pontikes Construction, Inc.
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8.
August 2013
TITLE SPONSORS
PRESENTING SPONSORS
Bradlink
CBIC Construction & Development
JE Dunn Construction
Interactive College of Technology
GP Industrial Contractors
Drymalla Construction Company
Ben Hall Lawfirm
Turner Construction Company
Comerica Bank
TruBalance Water
PLATINUM SPONSORS
The Principle Partnering Group, LLC
Mena Freeman Financial Services
Glennlock Construction Group
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HESS Club
August 2013
“The construction industry has prime contractors that go through great lengths to engage with the MWBE community. In doing so, a “that-a-boy”, “kudos”, or some type of acknowledgement is not expected, but most definitely appreciated.” -Renae F. Richard, JE Dunn
“The team at LaneStaffing is honored and pleased to serve as one of this year's title sponsors for the Top 25 Prime Contractors for Diversity Awards. As a small business owner, I understand the importance of prime contractors who take diversity seriously. I also understand that as a small business my firm must be ready to support those contractors when the need for MWBEs arise. Like my grandma always said, “If you stay ready you don’t have to get ready.” -Carla Lane, Lane Staffing
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August 2013
“Through our outreach efforts, we strive to break down the barriers that small businesses often face when working with large contractors. Through many programs such as our Construction Management Building Blocks Training Program, our goal is to give small businesses the tools needed to feel more confident in their ability to market themselves, be more competitive bidders and improve their subcontracting practices and selections. I feel very fortunate that, in my position as Diversity Director at Skanska, I am able to promote opportunities for small and historically underserved businesses.” -Maritza Burgos, Skanska
“We at PPG pride ourselves on doing excellent work on behalf of our clients and the minority and small business community, and we take pride in the fact that we are considered the ones to choose if you want an honest program and to get your program right! Our team feels incredibly honored to have been chosen to receive the Supplier Champion Award, it validates what we believe, that we are dedicated to providing top notch assistance to our clients and business constituents, and to show that we are as minority owned business, capable competent and qualified to do work in all fields of business. This recognition, especially by a group of our peers in a survey conducted by the d-mars.com team is really special. We, Team PPG want to thank d-mars.com for the very high quality approach and work put into this effort, you are the best in your field, no question.” -Darryl King, The Principle Partnering Group
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August 2013
11.
Directory Unveiling Reception Wednesday August 21, 2013 6pm - 9pm
The Hess Club 5430 Westheimer Rd. Houston, Tx 77056
Awardees not able to attend include; Anslow Bryant Construction LTD, Cadence McShane, David E. Harvey, Hensel Phelps Construction, Linbeck, Pepper Lawson Construction, Reytec, Tellepsen, Vaughn Construction, Texas Department ofTransportation
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12.
August 2013
Get All of the Business You Need! The way to get more business is to
talk to lots of people.
By Rod “Storyteller” White Contributing Writer
D
o you know how people respond, when asked how business is? Some, reply by saying things like, “Summer time is my slow time because school is out.” On the other hand, they might say, “Things always slow down for the holidays.” When things change or do not go according to plans, many people will march in the excuse parade. They waste time lamenting and doing the “woe is me routine”. Acronym alert, (Please do not take offense) I do not intend to become a “Woe Is Me Person.” When things change, I do not accept excuses. I recognize that it is time to shine! The real secret to getting more business while others complain is to follow Jim Rohn’s advice. “The way to get more business is to talk to lots of people. And the good news is there are lots of people!” Here is a question for you… How many customers does your business plan require you to have by the end of the year? 50? 100? 150? Wait! You do have a business plan don’t
you? I will give you a foolproof way to exceed your plan that involves in part doing what Jim Rohn suggests. If your plan calls for 150 customers by year-end, what activities (how many people would you need to talk to) in order to exceed your plan in one day? I know the first thing you are thinking is that it is unrealistic to achieve the entire plan in one day. That is okay because what I want you to concentrate on are performing the required activities! Decide what is required to do today and put everything you have into achieving your business plan, today. If you repeat those activities every day, I will guarantee your success! “There are lots of People!” Talk to them!
Rod “The Storyteller” White
For More Information, Visit d-mars.com
Are you a Thermostat or Thermometer?
By Lonnie Mathews Contributing Writer
I
recently had an opportunity to speak at a conference; after my session on budgeting I had a lady come up to me and asked “Does this stuff really work?” She goes on to say that she has a hard time budgeting and sticking to it. This woman’s attitude is that of most Americans when it comes to budgeting. The concept of budgeting is easy, it’s the follow through that makes it difficult or is it. Most people view a budget as something that restricts their spending and they aren’t allowed to enjoy life. The truth is a budget is far from that; first let’s look at the official definition of the word budget. Budg-et: noun – an estimate often itemized, of expected income and expense for a given period of time in the future. Man, that even sounds complicated, I have come up with a way of looking at a budget that will give you a difference perspective and hopefully motivate you to do something different. A couple days ago I was explaining to my daughter what a thermostat was. After our discussion I came up with the following analogy regarding budgeting. A thermostat and the thermometer both have something to do with temperature in one way or another. I would argue that most people are what I like to call financial thermometers. A thermometer is an instrument for measuring temperature. It expands or contracts; rises or falls based on the surrounding temperature. This is what normally happens with our personal finances we find ourselves reacting to every financial crises that comes our way. If some unplanned expense comes up we tend to panic and react to the crises. After a while you just get use to functioning in such a way and the thought of planning ahead just never comes to mind. A thermostat on the other hand is a device that functions to establish and maintain a desired temperature automatically. In other words a thermostat acts to regulate the surrounding temperature. Once a specific temperature is set the thermostat relays a signal to either the A/C or heat pump to change the surrounding temperature. When you budget your income you are acting like a thermostat by regulat-
ing your income. Budgeting is not about restricting your spending but rather it’s about putting a predetermined limit on what you are going to spend in different areas of your life. If you need or want to purchase clothes on your next payday then by all means do so. It’s your money and you deserve to purchase clothes from time –to-time. However, before you go out and buy clothes you must decide how much you plan on spending on clothes beforehand. By putting a spending limit on your clothing purchase you are regulating the financial temperature of your clothing allowance. Budgeting doesn’t have to be complicated it’s really about creating new and better financial habits that support the kind of lifestyle you want to live. I have learned that the simplest way to budget (regulate) your spending is to do the following three steps: Plan Ahead - No one knows your financial needs better than you do, all you need to do is spend a little time before payday planning how your paycheck is going to be spent. Grab your bills decide which bills you need to pay between now and the next payday and develop a plan to pay them. If there is money left over (hopefully there is) then go ahead and decide (put a spending limit) on the other things you will need or want to spend money on. Write it down – If you don’t write it down then it is not a budget it’s just that simple. It doesn’t matter what you write your budget on you just need to write it down. By writing down your budget this will give you something to compare to when you are spending. Also when you write down your spending limits you are now being held accountable. Keep Track and Compare – Lastly, before next payday take a few moments to see how you did compared to what you intended to do. In other words the reason you must write down your goals is so you will have an opportunity to revisit your goals and track how you did. This will also give you the chance to make any necessary adjustment going forward. So my question to you is, are you a thermostat or a thermometer? Most people are thermometers and trying desperate to get their financial house in order. By taking the time to be more purposeful with how you spend your money you will become a thermostat in no time. Lonnie R. Mathews wrote this article for the Who’s Minding Your Money blog. Lonnie is an author and speaker in the area of personal finance. To learn more about Lonnie or to contact him visit www.lonniemathews.com
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August 2013
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August 2013
The Ladder of Success Marketing Does Create Customer Experiences
By Errol D. Allen Contributing Writer
By Dr. D Ivan Young Contributing Writer
W
hat happens when you climb the ladder of success only to find out the ladder is leaning on the wrong wall? This leads us to an even bigger question: What’s your definition of success? What is it based it on? As a Holistic Life Coach and Relationship Expert, everyday people come into my office in search of Shangri-La (paradise). The funny part is most of them can’t find what they’re looking for despite the fact that the answer to that question is staring them dead in the face. The problem is most people don’t know how or where to begin. The good news is by the time you finish reading this article you will not have that problem. Not only will you know if your ladder is leaning on the wrong wall, but I’m going to tell you what you need to do to move it. The first step in determining whether your life is on, or off, track starts with being honest with yourself. This begins with you not lying to you about you. Consider this. When is the last time you took an inventory of where you are supposed to be in life right now? Are you even close to the original plan you had for your life? If you’re like most people, the answer is no. And that’s where your problem starts. People don’t plan to fail; in fact, the real issue is most folk never constructed a plan to begin with. Making matters worse many of those that did based their plan on one of three foolish things: • Unrealistic Expectations • Someone Else’s Ideas • A Fantasy - Not Rooted in Reality With that stated, I’m going to expand on what those three things really mean. Let’s start with Unrealistic Expectations. Unrealistic Expectations are just that, UNREALISTIC. Here’s an example. Let’s say you plan to go to Harvard to attend medical school, BUT, at present, all you have is a GED. That within itself
doesn’t make your goal unattainable, but you need to be realistic. Instead of packing up and moving to Boston next week, wouldn’t it make more sense to begin with enrolling in a local program at a community college? Once you’ve completed that, then seek admittance into a feeder school that will accept you as a transfer student despite your GED. After a couple of semesters on the dean’s list, engage the system, then seek acceptance into Harvard. Next, never base your goals on someone else’s ideas. Allowing someone else to limit, be responsible for, or govern your dreams will result in one thing - a nightmare. God declared that “your” talents would bring YOU before great men, and that “your” dreams would make room for YOU. Sanctioning someone else to determine what you are capable of is not only foolish, it’s down right stupid. Have faith in what God gave you--if you don’t who will. Lastly, Fantasy is NOT Reality. Just because you’ve seen it on TV, heard it on the radio, or read about it on the internet, that does not make it real. Nor does it suggest that the gimmick of the week will work for you. Make-believe is for children. When something is too good to be true, it is just that -- too good to be true. Get rich quick schemes are just that -- schemes. If you could become a millionaire overnight by selling real estate, dope or coffee, everybody would be doing it. Everybody I know who tries pyramid schemes ends up just like the Pharaoh entombed in a hot mess. If you want to be successful, you will have to work; the trick is to work smart. Explore things that come natural to you. Those things that you, by nature, are well suited for will work best. Next write out a plan that has a timeline. Having milestones will help keep you focused and on track. Next, make sure you access the cost. Only a fool begins a journey without doing such. Lastly, get off your butt and do the work. Faith without works is dead. God only steers moving vehicles. He feeds birds, but he doesn’t throw worms in their nest. Dr. D Ivan Young America’s Leading Relationship Expert & Top Holistic Life Coach Dr. D Ivan Young www.divanyoung.com 877.508.2025
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ecently my wife contacted a carpet cleaning company for service after receiving a promotional mailer. During the conversation she was informed that this particular promotion was not available after a certain date, which by the way was the previous day. After hearing this news and reviewing the mailer, my wife advised the representative that she did not see the “good until” information on the document. The representative apologized and stated that yes this was her company’s error. My wife then asked if the promotion would be honored because of the error, to which the representative replied “Ma’am, yes we will honor your request. Believe me; we’ve received a multitude of calls because of this mistake.” Marketing plays an integral role in the success of any business. It’s necessary to promote one’s products or services to gain exposure and hopefully new customers. It’s also important to remember that your marketing efforts do create customer experiences. There’s more to a marketing campaign than just creating a marketing message. Let’s examine this a little further. Whose Involvement Is Required? Unless one is a soloprenuer or ultra small business, it’s rare that the marketing department develops implements and processes the influx of phone, walk-in or internet traffic. Usually customer service personnel are tasked with responding to customer inquiries, order requests, etc. in regards to the marketing campaign. It’s crucial to identify what internal services are required to make the marketing campaign a resounding success! Asking simple questions such as what are we promoting? How long will the promotion run? What are we asking our prospective respondents to do? What will we have to do internally to process respondents? In answering these and other questions, you will certainly identify the persons or departments necessary for a seamless campaign implementation. Say What You Mean To Say - In the above carpet cleaning company scenario, the representative was in the hot seat. It appears that she may have been instructed to hold to the deadline, even though it was not included on the promotional. If the customer did not bother to mention the fact that the deadline was not evident, then don’t offer to honor the promotional. If the customer does mention that the deadline was missing from the promotional then go ahead and honor it. The fact that the deadline was missing from the promotional assisted in creating my
wife’s initial experience with this company. Make sure that your marketing material contains all the necessary/intended information for prospective respondents. Imagine how many more calls the company may have received as respondents sought to take advantage of the promotion before the deadline if it was plainly visible on the mailer. I wonder how many respondents actually mentioned the missing deadline and how much it actually cost the company to honor the promotion. Your marketing materials are often potential customers’ first experience with your organization. It’s best to start any relationship off on the right foot. Are We Ready? After laying out all of the plans, make sure that the persons handling the hoped for traffic are fully educated on the marketing campaign. Pricing, product/service features, shipping times, refund process and guarantees are just a few items to cover during your marketing campaign education. Persons assigned to speak with campaign respondents create a customer experience through their ability to confidently answer questions and process new sales. If your marketing campaign requires respondents to receive service in their homes as in my wife’s scenario, are you adequately staffed to do so in a timely manner? Your ability to quickly provide whatever campaign respondents purchased is crucial to the success of the marketing campaign. When utilizing the Internet for marketing purposes, how easy is it for respondents to get the same information provided via an inbound phone call? Is the purchase acknowledged and a timeframe given for expected receipt of goods/services? As more and more of today’s customers are utilizing the Internet to make purchases, make sure this option receives attention in regards to your marketing campaigns Developing and implementing marketing campaigns are integral part of an organization’s growth. Remember that the reason for marketing your products/services is to get people to take action. Make sure that your marketing campaigns are created with the understanding that they create customer experiences. If one takes the time to determine Who’s Involvement Is Required, reviews marketing materials to insure the marketing message Says What You Mean It To Say and considers what’s required to process responses in order to say “Yes” when asked Are We Ready?, then there is a great possibility that great customer experiences are sure to follow!
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“F@ilure F@t@lity”
How to Develop Profitable Partnerships to Grow Your Business By Sydni Craig-Hart
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By Noel Pinnock Contributing Writer
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wise person once told me that there is a distinction between failures and predicaments. A failure is something you can do something about. If you can’t do something about it, then it’s not a failure, it’s a predicament. That means it’s something that must be coped with or endured. When people treat a predicament as failure, they can become frustrated, angry, or depressed. They waste energy. They make poor decisions. When people treat failures as predicaments, they often settle, capitulate, or see themselves as victims. Have you been feeling like a victim in your journey in life, career, or business? Have you felt like you are at the point of no return? Well, I have good news for you today because failure is only fatal when we fail to change. Change is inevitable, ever-present, impersonal, and constant. According to the Merriam-Webster dictionary, change, in the transitive verb tense, means to make different in some particular way or replace with another. In the intransitive verb tense, change means, to become different or to undergo a transformation, transition, or substitution. To that end, we understand that change requires a deliberate action to overcome the sting of failure’s bow and quivers. We have all fallen down before and experienced rising from the challenge better, stronger, and faster, just as the mythical Phoenix rose from its ashes. One of Thomas Edison’s most famous quotes is, “I have not failed. I have just found 10,000 ways that won’t work.” He said this only after his laboratory was completely destroyed. I can remember when I first learned how to ride my three-speed, old English, bicycle in Sunnyside (Houston), Texas. It
was way too big for me but it was what my parents could afford after purchasing it and four other bikes for me and my four siblings at a garage sale in SW Houston. I mean it was an ugly thing but afforded me an opportunity to ride with my brothers and neighborhood friends nonetheless. When I initially mounted my threespeed, with no training wheels, I had to learn how to balance, place my feet on the pedals, hold the handlebars, while paying close attention to the activity surrounding me. Certainly, I had a lot going on but in order for me to move in any direction, backwards or forwards, I had to take the plunge and turn the pedals. Was I successful after I took the initial plunge? Well, you guessed it…I failed repeatedly. I fell numerous times. Skinned my kneecaps, elbows, and shoulders to the extent I can still see some of the epidermal residual scars that resulted after every time gravity won and I lost. You see, I was not in a predicament; I was experiencing failure at its peak but as I look back, each time I fell I began to write my success story not my obituary because following every fall was a deliberate desire to make it work. Eventually, I was successful but success didn’t come without me making some adjustments to my approach and execution. Before long, my three-speed became more than just a bicycle; it became a method of transportation that enabled me to ride from Sunnyside to Astroworld and back home cutting behind parks. I got so good; I could popa-wheelie on my three-speed, which was never done before in my neighborhood. They tell you that hindsight is always 20/20; therefore, I conclude with a maxim I hope that you can digest today and recall upon in your future…failure is not fatal. Do what is necessary to overcome it or beat it because you can never elude it for long but when failure’s bow and quivers have you in its cross-eye, take a lesson from those who have felt its sting before and know that although failure may not always be fatal; failing to change might be. #Getatitandbeblesseddoingit!
ow often have you seen an announcement for a course, ebook or teleseminar presented by an amazing duo? Instead of wishing you were part of an incredible partnership, take the steps to form one on your own. It's easier than you think. The benefits of partnering for a project are enormous. Partnerships will expose your work to new audiences increasing your reach much faster than you ever could on your own. Many people in your partner's audience will become part of your tribe. Growing your audience leads to increased profits. Another huge benefit is pooled resources. When you have a partner you get to share the workload and share the costs. Working together allows you to increase productivity without increasing your workload. Choose your partner wisely and you'll get a chance to learn from your peers. Look for someone with a skill set that complements your own. Ideally, your partner shares your vision and looks at business the same way you do. When you find someone who has the same picture of the future, you're unstoppable! Start with YOUR Strengths When you are ready to begin your own partnership, start with what you bring to the table. Most entrepreneurs are open to offers and opportunities to work together, but it has to be mutually beneficial. Be up front about what you offer and what you expect. The partnership will go sour if you aren't clear up front about what you are able to give. Ask yourself why someone would want to partner with you. Consider your expertise and your strengths. Also think about the amount of time you have
to devote to the project. Are you good with follow through? What is your reputation in the marketplace? Both partners should have something to offer. Pick the Perfect Partner Look for a partner whose skills complement yours or whose work you admire. If the right person isn't already in your network, chances are, you know someone who knows that person. Your network is your most powerful tool, so activate it! Put the word out that you want to meet a specific person or someone with specific skills and expertise. Ask your social media contacts if they can introduce you to the right person. Talk to everyone you know, not just your network of colleagues. Ask family, friends, neighbors, high school alumni associations, college alumni associations, fraternal associations, your gym, clubs, Meetup groups and sports teams. If you find someone local, invite them to lunch or coffee to talk get to know each other. Ask for the Partnership Once you find the right partner, make your offer. When you reach out, be specific about what you can contribute to the partnership and their business. Be clear in what results you're looking to create for you both and how you see the collaboration developing. Also, be honest about what you expect to gain. An open conversation is the start of a great partnership. Finding the right partner takes some work, but the advantages are endless. The boost in your reach and exposure to new markets make it worth the effort. With a little digging and a good offer, you can put together the perfect partnership to reach your goals. Visit http://www.SmartSimpleMarketing.com for your FR*EE training course, “5 Simple Steps to More Clients, More Visibility and More Freedom” and apply for a FR*EE “Profit Breakthrough” session with Sydni!
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A Blueprint for Small Business Part 2
By Cynthia Nevels Contributing Writer
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n part one of A Blueprint for Small Business, we focused on the impact the Patient Project and Affordable Care Act (PPACA), also known as the Affordable Care Act (ACA), would have on small businesses with 50 or more employees and the resources available to answer those questions. In our follow up article, Part 2, we are taking a look at what individuals should consider when weighing the cost of acquiring healthcare coverage through the Marketplace. ACA will impact contractors, the selfemployed, entrepreneurs and full-time employees who work for small businesses with 50 or more employees. In the age of self-sufficiency and personal accountability, more individuals will be required to make decisions about their personal finances and individual healthcare coverage than ever before. As we get closer to the open enrollment deadline, we will see more employers become incredulously creative. Recently, the Obama Administration announced tax penalties on small businesses that did not comply will be pushed to 2015. What does this mean to you if you are a full-time employee of an eligible small business? This means it is up to you, the individual, to start paying attention to what moves your employer will take to avoid compliance. It has been reported, some small businesses are becoming creative in methods to avoid compliance with the law. “Nearly one-infour employers say the healthcare bill is their biggest obstacle to hiring more employees,” according to a recent survey of 1,304 small business owners. One idea for circumventing compliance that is buzzing in the media is business owners are reducing the number of full time employees on their roster and replacing them with part-time employees. Some are going so far as to reducing the number of hours full-time employees work to categorize them as part-time workers. This will afford small business employers the chance to avoid providing healthcare coverage to full-time employees. This in turn places the responsibility on you, the individual, to acquire coverage versus the employers. “Because of the healthcare law, about 27% intend to cut hours to reduce full-time employees, 24% plan to reduce hiring and 23% expect to reduce full-time staffers with part-time workers to avoid having to comply with the mandate,” according to recent article in the LA Times. It is difficult to determine the impact this type of restructuring will cause. However, it raises new questions. If employers decide to use loopholes to avoid provid-
ing healthcare coverage, can part-time employees and the self-employed afford their own coverage using the ACA Marketplace? Before you answer, consider whether you can afford insurance. Insurance premiums are determined by actuarial figures pre-determined by the healthcare providers based on variables that are different in every state and sometimes regions within the states. Premium numbers have not been released by healthcare providers or the current Administration. This limits individuals’ ability to plan financially ahead of time for the new expense. What we do know is individuals will be able to select various packages that will vary in cost from state to state. In addition, the power to choose your own physician has different costs than the use of an HMO. This is no different from the PPO option versus the HMO option you may have seen in the past if you have ever had healthcare coverage provided by some employers. Individuals should complete a personal healthcare needs assessment to help determine what type of coverage will best suit your personal needs. You can find a free copy of a Personal Health and Affordability Assessment at DisruptNews.com. This will help you examine a list of services you know you’ll need and prioritize coverage to help you select a package on the Marketplace that keeps your costs low. I cannot help but to think about the late 90s and early 2000s, when legislatures paraded their commitment to making home mortgages affordable for families looking to build wealth in America. What we found was the private sector took that to mean make your own rules and worry about the fallout later. We, subsequently, experienced a housing bubble that exploded causing a stubborn recession. Today, the current Administration is committed to making healthcare affordable, protecting the rights of the patients and undeniable coverage for working individuals who pay their taxes. The way a small few are circumventing the law, politicians are fighting to repeal the law and private insurance
providers are lagging to produce premiums we can bet there will be an interesting economic turn of events. Let us hope it turns out to be a positive economic boon needed to put more Americans back to work and not in the hospital from stress related illnesses.
What can you do to prepare before open enrollment happening October 1, 2013? 1. Open a Health Savings Account and start saving a percentage of your current income to prepare for the added premium expense. 2. Complete your free Personal Health and Affordability Assessment. 3. Ask your employer what percentage of premium will they pay . 4. Inquire if the employer will reimburse you for participating in the Marketplace and acquiring your own healthcare coverage (remember a healthy employee is a more productive employee).
5. Inquire about your employer’s ACA policy and if you can expect a cut in your hours. 6. Call a knowledgeable representative to help you review the fine print and understand what will or will not be covered. 7. Visit BeCoveredTexas.org to register for email updates or call toll-free at 1-866427-7492 (M-F 8 am to 5 pm CT) to ask questions about your options. 8. Attend Mountain View College’s free Affordable Healthcare Forum on August 1, 2013 at 10:00 AM CDT if you are in the Dallas/Fort Worth area. (Visit www.mountainviewcollege.edu to learn more or register at http://mvcewdticketleap.com/affordablehealthcare) Sources 1. LA Times http://www.latimes.com/business/money/lafi-mo-half-of-small-biz-to-cut-hours-andworkers-20130719,0,2333566.story 2. CNN http://www.cnn.com/2012/06/29/health/ doctor-shortage-affordable-care-act/
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Black Business Month could have an excellent chance of being funded either through a bank, or an investor. Her business project was to open a veterinarian clinic in the Sunnyside Area of Southeast Houston and serve the underserved citizens in that community.
of how things are presented, but it was a great experience. All of the information that was used to create the business plan as support research was gleaned from the Internet.
By Alvin E. Terry, MBA Contributing Writer
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hen asked to contribute to this month’s Business Journal on the Nation’s Black Business Month’s acknowledgement, my head almost went into a tail spend. Where to start? Where to end, how long should the article be? I am a black business owner, I am a business consultant, I am a Teacher, I, am an Adjunct Professor in the Houston Community College’s System. There is so much to write about on this subject that this could take on epic proportions. I have decided not to go back as far as “Share Cropping,” but I will try to give the readers an accurate depiction of what is going on in present day businesses and the world of entrepreneurship. I have just had the experience of a lifetime with a group of high school students that were all minorities. This particular project only included one Black student that successfully completed the project with all of the others. She presented her business plan that was exceptional and ‘bankable.” Bankable means, if we were to present it to a lending institution, it
National Black Business Month began August 1st Her plan was well thought out and it was overwhelming to see the depth of the passion she held for her dream. She is only a high school student today, but her dream was more than I expected and it will be manifested. If you have a calling for entrepreneurship that has been there for as long as you remember, then by all means pursue it. I know that this is the short version
As we move towards entrepreneurship with the existing resources that are available to us in today’s business environment, especially on the “Internet,” there is no excuse for us as business professionals not to use all of the tools that are “free” and are available to us. You can access volumes of information on the website of www.business. com. It includes items such as: Business Plan Templates, Sample Business Propos-
als, Marketing Proposals, Press Releases, Business’s for Sale, How to sell your Business, Financial Planners, Proposal Writing, SBA Business Plans, Bank Business Plans, Venture Capital Business Plans ready to use templates and more. As of the 2007, the U. S. Census Bureau reported that there are 2,164,852 firms in the Texas. Black-owned firms accounted for 7.1% of those firms. That equates to 153,704 businesses in the State of Texas. I know that there should be enough businesses with products and services that would be willing to compete in the marketplace with price matches and customer services that would give the consumer the confidence to do business with each other. There are 2,979,598 African Americans in the State of Texas according to the 2010 Population Finder within the Demographic Profile. There should not be any reason for any African American business to succeed if we support each other with similar products and services that are competitive in the marketplace today. The key word is to be “competitive”. At times we must collaborate, form joint ventures, enter into partnerships, form LLC’s and corporations to compete on a local basis and ultimately in the global market place of business. I salute all of the minority businesses that have achieved their desired level of successes. Please reach out to those deserving entities and individuals who may encounter in your daily travels. You may reach Alvin E. Terry, MBA at alvin.terry@rocketmail.com, or by Cell @ 713-392-9107
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Turning Your Motivation Into A Highly Successful Future
By Christina R Grochett Contributing Writer
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ne of the first questions I ask potential students is, “What motivates you?” The reason I ask this simple, yet complex question is because I want to see if someone’s personality and interests correlate to their overall thought process and what they want to accomplish. While answers range from one word to a five-minute monologue, I begin to develop a personalized action plan because, let’s face it, there is no such thing as a cookie cutter education or career plan that determines an individual’s success. The most successful students, co-workers and business people I have worked with have one characteristic in common: they are all motivated by the fact that they are moving one step closer to turning their passion into a successful future. Today’s “instant gratification” culture can sometimes create problems, as it could possibly take years of hard work, planning and goal setting before reaching an individual’s definition of success. While planning for your future, keep these five steps
in mind and customize them based on the outcome you want to achieve. 1. Do your research Figure out what it is you want to do and what it takes to get there, ask around, read articles and look for a mentor figure that you can look to for advice. 2. Set short and long-term goals It is hard to measure success without having a starting point. I like to use the SMART method: Smart, Measureable, Attainable, Realistic and Timely. By sticking to this method, you are ensuring that your goals are not too far from arm’s length. 3. Monitor progress On a regular basis, review your plan and ensure that everything you do aligns with the goals you have established and supported by the research you have conducted. 4. Hold yourself accountable Motivation is what will drive you to achieving your goals; however, it can definitely be a challenge. 5. Reap the benefits Be sure to enjoy the hard work and success that you have worked so hard to gain throughout the entire process. To deal with the “instant gratification” culture, University of Phoenix is working to create a cultural repositioning - shifting the conversation to the natural link
between a quality education and a fulfilling and challenging career. University of Phoenix has brought career services into the 21st century with Phoenix Career ServicesSM, a comprehensive suite of services, tools and resources aimed at closing the skills gap in the American workforce. Phoenix Career Services, which includes innovative career interest and job market research tools as well as one-on-one interaction with advisors, helps prospective and current students make informed decisions regarding the degree program they choose by surveying their interests first and cross referencing them with job openings and employment activity in their specific geographic area. More information can be found at phoenix.edu/ careerservices. Helping students discover their passion and what motivates them is the first step to leading students down the pathway to success. While success may take a little
longer than initially expected, it is definitely worth the sacrifice and dedication in the end. Set your goals, work hard and let your motivation carry you all the way into a successful career and future. 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.
Sweat Equity: The Key Ingredient to Business Success
By Dr. D. L. Jones Contributing Writer
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housands of minorities across the country attempt starting a business with the results ending in failure. How committed are you to starting a business where failure is not an option? If there is an alignment with what you want and what you’re willing to do to get it…. most likely your business will not fail. Commitment to a way of thinking that requires a ‘whatever it takes’ mentality. When you have a ‘whatever it takes’ mentality you don’t have a plan “B” that involves giving up. You cut off any chances or opportunities to fail or giveup. Sometimes that means you do things that involve getting a mentor or even partnering with business people who will hold your hand and ward off the spirit of giving up. In essence, you WILL NOT stop and if you tend to have a habit of giving up when things get tough then a ‘whatever it takes’ attitude is exactly what you need. Decide you’re committed to what you want and write down the many different ways that could arise on your journey that could potentially cause you to quit or give-up. Cut off avenues of retreat or detours to failure by getting accountability. Attain a mentor that will hold you
accountable and give you the support you will need. The amount you invested in the program or mentor will be like putting money where your mouth is as well as naturally avoiding being perceived as a ‘quitter’ to those who believe and support your business plan. Most would-be minority business owners start up while they still have a job that pays a regular salary. If you're in a position to do that, you’ll find the struggles to be less hectic. However, starting a business is not an easy endeavor by any stretch of the imagination. There is good reason why the majority of the people who set out to succeed fail due to burn out and the lack of sweat equity. Owning a business takes hard work and a tremendous amount of sweat equity. This includes doing whatever needs to be done, whether it is planning, advertising, recruiting or painting walls. This can get overwhelming at times, therefore, you need to commit to staying healthy and focused in order to give the business the energy it requires. Staying committed to the spark of motivation that first made you want to start a business is especially important when you’re facing problems that make you start questioning your reasons for starting a business in the first place. Commit to your goals and vision for the company, and believe in the potential of your business. There’s no substitute for sweat equity; the key ingredient for success. At the end of the day, starting a business is a do-ordie decision. Either you do it or you don’t —that’s it.
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Tri-County Black Chamber of Commerce merce since it was established in 2005. Gary Kelly was a great keynote speaker that reminded business owners that Houston continues to be a great place for entrepreneurs, because of the booming economy here. Guests in attendance also had great things to say about the event. Raynese Edwards, Director of Outreach and Sales for PPG/People Source Inc., said, “The room was full of small business owners, politicians, and top companies.”
By Julian S. Intern/Contributing Writer On Friday, July 12 The Tri-County Black Chamber of Commerce’s Procurement and Emerging Business Council presented the Procure, Processes and Strategies event at Reliant Center. The event lasted from 8am to 2pm and included many guest speakers throughout the day, as well as a Texas barbecue lunch catered by Reliant staff. The President of the Tri-County Black Chamber of Commerce, Leondria Thompson said the goal for the event was enlightenment. Members were at Reliant learning how they can take advantage of programs offered to them, especially in the public market. Another reason for the event was to show members that the Chamber has a relationship with different public works around the city. Those in attendance included Metro, HISD, Houston City officials, and Texas state officials. Ms. Thompson says that one of her personal goals as president is, “To establish working relationships amongst diverse individuals that achieve economic stability.” The Honorary Chair of the day was
President of BradLink, Helen Callier spoke on the future rewards of the event saying, “Doing more venues like these will bring power players.” This event was the sum of a lot of people working together to achieve the shared goals of all the participants. The Tri-County Black Chamber of Commerce definitely showed the benefit of establishing business connections and has everyone excited about the future opportunities Houston offers.
Representative Sheila Jackson Lee, who talked to the audience about small business opportunities and her fight for her constituents. When speaking on the economy she said,” Small business in Houston, I want you to embrace opportunities.” She closed her statements by saying, “I don’t pick sides if you need me, and I am on the side of my constituents.” Lee and Director of Houston Department of Aviation, Mario Diaz introduced the Keynote Speaker Gary Kelly, Chairman and CEO of Southwest Airlines. President Kelly, as Lee dubbed him, gave a wonderful speech praising Houston’s success during the recession. “Houston is hot, and I’m not talking about the weather,” he said. He let the crowd know about some great things Southwest is doing in Houston. For the first time Southwest will be traveling internationally, through the Houston Hobby International terminal that will break ground on September 30. The international terminal at Hobby will host 5 gates, 4 which will be exclusively for Southwest Airlines. This project will create 10,000 new jobs in Houston. Right now there are opportunities for businesses in construction and different trades, like flooring, tiling, and many others that would assist in building a brand new airport terminal. Kelly spoke on Houston being in the Top 5 most visited cities on its flight schedule, and because of their new initiatives Kelly hopes that Houston’s high airfare will change by 2015. Southwest has been a member of the Tri-County Black Chamber of Com-
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Houston Area Urban League 45th Annual Gala
R to L: Harry Jefferson, CEO, MLK, Jr. National Memorial Project Foundation, Inc.; John Hofmeister, CEO, Citizens for Affordable Energy and Chairman, National Urban League; Crystal Ashby, Executive VP of Government and Public Affairs, BP America Inc.; Darryl King, CEO, The Principle Partnering Group; Judson Robinson, III, CEO, Houston Area Urban League; Morris Clark, Chairman, Houston Area Urban League
Whitney M. Young Humanitarian Award Was Presented at Houston Area Urban League 45th Annual Gala to Darryl King, CEO of The Principle Partnering Group With the mission to enable minorities to secure economic self-reliance, parity, power and civil rights, Houston Area Urban League (HAUL) honors one unique individual annually with the highly distinguished Whitney M. Young Humanitarian Award. The recent evening of Friday, June 21, 2013, at the 45th Annual Gala, HAUL presented this award to business mogul Darryl King, CEO of The Principle Partnering Group, for his commitment to cultivating long-term strategies towards the elimination of racism and economic injustice. Like Whitney Young, Mr. King is renowned for his advocacy for the economically disadvantaged, small business entrepreneurs, minority communities, and his passion for working with diversity. As Chairman of the Board of the Houston Area Urban League 15 years ago, Mr. King helped purchase and renovate the agency’s Texas Avenue office in Downtown Houston and helped serve over 1000 unemployed Houstonians. In addition he fostered and developed the highly valued racially and professionally diverse group of board members making HAUL one of the most distinguished National Urban League Affiliates in the country. “We are what we are today as black businesses in Houston because we got it then, we understood that it was not just jobs, like selling peanuts in a new stadium that we should pursue, it was building the stadium,” said Darryl King in his award speech. “It was the Urban League that initiated the 30% participation model. We simply copied Maynard Jackson when the New Hilton was proposed and we
got the guarantee in writing from one of the competitors for the hotel. Ironically it was Judson Robinson, the CEO of today’s Urban League, who was Council Member that cast the final vote that won the hotel that included for the first time a guarantee of 30% participation.” Still today Mr. King has quietly and consistently worked to open doors of opportunity for numerous businesses and organizations throughout the Houston area. He works diligently with growing minority businesses, guiding them to be capable, competent, and qualified to have a fair share of the opportunities that are available. “The work is not done, today there are nearly 5 billion dollars worth of bond money for projects on the street, minority owned business have proven we capable, we are competent and we are qualified,” said King. King is on a mission to change the model of success in minority communities to one of creating and building wealth from innovative ideas and contributions that not only leave a mark on the community and society in general, but also that create a legacy for one’s family for generations to come. The mission of King’s company, The Principle Partnering Group, is to help companies of all sizes to establish, manage and maintain their successful businessto-business collaborations. More information about The PPG can be found at www.theppgllc.com.
“We are what we are today as black businesses in Houston because we got it then, we understood that it was not just jobs like selling peanuts in a new stadium that we should pursue, it was building the stadium,”
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d-mars.com Hosts Business Connection NW Houston
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SHOPPING AROUND FOR A MORTGAGE? Here's the inside scoop on how to do it right. Always make sure you are working with an experienced, professional lender. The largest financial transaction of your life is far too important to place into the hands of someone who is not capable of advising you properly and troubleshooting the issues that may arise along the way. But how can you tell? Here are four simple questions your lender absolutely must be able to answer correctly. If they do not know the answers immediately leave and go to a lender that does. 1. What are mortgage interest rates based on? The only correct answer is Mortgage Backed Securities or Mortgage Bonds, not the Fed or the 10-year Treasury Note. While the 10-year Treasury Note sometimes trends in the same direction as Mortgage Bonds, it is not unusual to see them move in completely opposite directions. Do not work with a lender who has their eyes on the wrong indicators. 2. What is the next Economic Report or event that could cause interest rate movement? A professional lender will have this at their fingertips. To receive an up-to-date weekly calendar of weekly economic reports and events that may cause rates to fluctuate, contact a Certified Mortgage Planning Specialist professional today. 3. When Bernanke and the Fed "change rates", what does this mean... and what impact does this have on mortgage interest rates? The answer may surprise you. When the Fed makes a move, they are changing a rate called the "Fed Funds Rate". This is a very short-term rate that impacts credit cards, credit lines, auto loans and the like. Mortgage rates most often will actually move in the opposite direction as the Fed change, due to the dynamics within the financial markets. For more information and explanation, contact a CMPS professional today. 4. What is happening in the market today and what do you see in the near future? If a lender cannot explain how Mortgage Bonds and interest rates are moving at the present time, as well as what is coming up in the near future, you are talking with someone who is still reading last week's newspaper, and probably not a professional with whom to entrust your home mortgage financing. Be smart... Ask questions... Get answers! More than likely, this is one of the largest and most important financial transactions you will ever make. You might do this only four or five times in your entire life but CMPS professionals do this every single day. It's your home and your future. It's our profession and our passion. We're ready to work for your best interest.
Harold "Ahmad" Steele, CMPS
fast facts What are mortgage rates based on? What is the next Economic Report or event that could cause interest rate movement? When Bernanke and the Fed "changes rates", what does that mean? What is happening in the market today and what do you see in the near future?
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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.
Experience Our World of Marketing, Media and Communication
August 2013
Experience Our World of Marketing, Media and Communication
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Experience Our World of Marketing, Media and Communication
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Experience Our World of Marketing, Media and Communication
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Will Social Media Replace Email? The WORST Habit for Women
(& how to break it!) By DeAnna Troupe
your response.
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here has been much talk about social media as a marketing tool. If used correctly, it can be a powerful branding tool. Many argue that it can be even more effective than email marketing. Should you totally abandon your email marketing efforts and focus on social networking to grow your business? Before you say goodbye to your autoresponder, read on to find out if that is the best idea for your business.
What does your demographic use the most?
This requires you to know your target market. Does your target market respond better to email or social media? Are you targeting college age people or baby boomers? These are the kinds of things you want to consider when determining where to focus your marketing efforts. Knowing what your demographic uses the most will help you to focus your efforts.
What do your subscribers want? Do a survey of your current subscribers. This is a great way to determine what your best marketing method should be. Your subscribers know what they want. Asking your subscribers what they want will keep you from making a major decision in a vacuum. I know what you are thinking. No one ever responds to my surveys. Do it like a contest. Offer a reward for completing the survey. This should increase
What method is bringing you the best results? You should be measuring the results from your various marketing methods. Use these numbers to determine where the most of your leads are coming from. If you have more leads coming in as a result of your social networking efforts, focus your attention there. If you get more leads in as a result of email marketing do that. It may be tempting to totally get rid of your email list. I can totally understand. Deliverability is low. The people that do read your emails still might not click on the links inside the email. Before you make this leap, consider the fact that any social media site can disappear instantly. While social media is an effective marketing strategy, think long and hard before you decide to make social media the only way you market yourself. Instead, use a hybrid of social media marketing and email marketing. Use social media to encourage people to sign up for your mailing list. I know this seems like double work. However if you have an email list and an effective social media presence, you will always be able to communicate with potential clients one way or the other. And you can get a free ecourse on traffic generation. Just go to http://www.learnsmallbusiness.com and click on the words get free ecourse now. Article Source: http://EzineArticles. com/?expert=DeAnna_Troupe
By Joy Chudacoff
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n my work with women, one bad habit that I see creeping into their daily lives is Procrastination. This one bad habit can create a struggle in your business and wreak havoc on your personal life too. I have a bad habit of procrastinating on making timely doctor appointments. The result? My “aches and pains” increase and treatment time takes a lot longer – not fun and not smart. Delaying decisions, avoiding phone calls and emails or resisting the completion of a project that could add more income to your business is deadly. Word travels fast when you delay on getting timely work done for clients and over time can possibly damage your reputation. Don’t let this happen to you. Today I’m going to share four easy to implement tips that work for me every time I feel the procrastination “mood” setting in. 1. First Things First – Choose to complete the most important, high priority items first. Struggling with what’s high priority? Look at your todo list and choose the items that will propel your business forward the quickest. For example, if you have a business card of someone on your desk that you know could be a great strategic partner, contact them first thing for a coffee or lunch. 2. Divide and Conquer – If you
have a large project to complete for a client or even your own business, grab a piece of paper and divide the project into small bite size tasks. Delegate as much as possible to an assistant and create a timeline with deadline dates to complete each task until it’s finished. 3. Set a Timer – This has been a huge life-saver for many of my clients. Set a timer (most all smart phones have them now) for 20, 30 or 40 minutes and during that time, focus on one project or task. This is a time when phones, email and text messaging should be avoided. The key here is to stay present with the task or project. When you hear the timer sound, get up and stretch, take a break and grab a favorite beverage. I use this tip when I need to clean and organize an area in my house and it works beautifully for me! 4. Grab a Partner – Having an accountability partner, coach or trusted friend to check-in with can be a big help. Knowing you will have to report to someone else about your progress will get you moving. I had a client who was struggling with getting her website content done and it was keeping her from growing her online business. She had so many excuses about why she wasn’t able to complete the project. Developing an accountability partner in addition to joining a mastermind of like-minded women entrepreneurs kept her on-track and committed to her goal. Procrastination can creep into your life and business so quietly that you don’t realize it’s taking over. Use the four tips to make sure this habit doesn’t become part of your daily routine. Anything is possible. Everything is waiting for you. © 2013 Joy Chudacoff Joy Chudacoff, ICF, PCC, is the founder of Smart Women Smart Solutions®, a Professional Certified Coach to 1000’s of women, Motivational Speaker, and Entrepreneur. She publishes a weekly buzz generating ezine, Reflections On Life and Business for Women Entrepreneurs. If you’re ready take your coaching business to the next level, get your FREE Tips, FREE Report, FREE MP3 and be the first to hear about my exciting new program for coaches and consultants at Smart Women Smart Solutions Coaching.
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August 2013
Keys to an Effective Logo
By Erin Ferree
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any small companies do not invest in a professionallooking logo. But, the right logo, with the right characteristics, will boost your visibility, credibility and memorablity - which means more business for you! These characteristics include: * Consistency in use of your logo, tagline, materials. Repetition helps people to remember who you are and what you do. * Memorability, so that your logo sticks at the forefront of your potential clients' minds. That way, they'll think of you next time they have a need. * Meaningfulness, so that your logo can spread the message about the distinguishing characteristics of your business. * Uniqueness, which helps you stand out from the crowd. For example, if everyone in your industry uses a particular symbol (i.e., travel agencies often use globes in their logos), try to use something else - that way, your logo doesn't just look like everyone else's. * Professionalism, in the quality of the graphics, the printing and the paper your materials are printed on. * Timelessness in your logo will ensure that you don't have to redesign your logo in just a few years, and that your invest-
ment and equity in your design will be lasting. * Differentiation between the colors in your logo - and not just in terms of hue, but in terms of value as well, so that it translates well to black and white or greyscale, and so that colorblind people can read it. * Unity between the different elements in the logo. The logo must fit together as a single unit, and not just appear as a jumble of elements pasted together. * Scalability, so that your logo looks equally good on a business card and on a sign for your business (or a billboard!), and at every size in between. A second part of this is legibility of your business's name at different logo sizes, and making sure that your designer chooses a font that is readable. Having a professionally designed logo can really give your business a jumpstart, and help your business to get the attention - and clients - you need to succeed. About The Author Erin Ferree is a logo, print and web designer who has been helping small businesses grow by boosting their visibility, credibility and memorability for 7 years. http://www.elfdesign.com
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3 Important Tasks Your Virtual Assistant Can Do To Keep Your Website Working For You
By Sophie Zollman
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our website is your storefront on the internet, which means it’s very important to keep it clean and orderly at all times. If something doesn’t work, your customers or visitors to your site will see this and that could cause trouble. They may let you know and wait for it to be fixed and then do what they needed or they may leave and never come back. Neither of these theories are good, so it’s best to continually make sure your website is working properly. As a busy business owner you may not have the time it takes to do this properly or you may not know how to do it, so it’s best to hire a Virtual Assistant to do it for you. Here are several suggestions of duties you can have your Virtual Assistant do to make sure your website is working for you and not against you. 1. Links The links on your site are important as they lead to other places on your site or to information that pertains to you. If these links don’t work you could be losing money. The best thing to do is have your Virtual Assistant check each link on your site once a month. This will give you peace of mind and you’ll know you won’t be losing money. This would include internal links that go to other pages on your site, external links going to other pages, and any buttons, banners, or text links you have on your site. 2. Updates If you’re using WordPress there are updates you must do to your site to keep it safe and running properly. These updates will be related to your site, your theme, and any plugins you have. If these aren’t updated you could have hackers come in
and destroy your site, spammers could make it through and target your blog or site comments, and then your site may not work depending on what the update did and what it changed. It’s not worth it to have these problems, so it’s best to have your Virtual Assistant keep up on all of these changes weekly. 3. Backup One last thing that’s important for any website business owner is to have a backup of your site. You never know when your server will crash or if a hacker manages to get in. With a backup you’ll have little to no risk of needing to recreate your site. You can do daily or weekly backups, but it’s not recommended that you go longer than one month as the information you may need to recreate could be substantial if you go longer than one month. Giving your Virtual Assistant access to your cpanel will allow her to do these backups for you. Protecting your website is a very important thing to do and needs to be done regularly. When you hire a Virtual Assistant to help you with these three tasks, you’ll have the peace of mind you need to continue growing your business knowing your website will be protected at all times. You’ll also feel at ease knowing it will work for you and not against you. Sophie Zollmann of SophieZo Virtually There For You is a Virtual Assistant committed to working with online entrepreneurs to increase their productivity and income potential. She provides virtual assistance in blog/email/social media management, schedule management, proofreading, article submission, social bookmarking, dictation/ transcription, customer service, data entry, research and much more. Find out more at http://sophiezo.com Article Source: http://www.ArticleBiz.com
Experience Our World of Marketing, Media and Communication
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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 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 midsales 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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Experience Our World of Marketing, Media and Communication
August 2013
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Einstein's Theory of Selling How To Make Sure
Your Blog Is Successful By Brent McCoy
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By Maura Scheier-Fleming
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id you know that Albert Einstein had a theory on selling? He said, "Doing things the same way you always have and expecting the results to be different is insanity." He may not have realized it at the time, but what better theory to apply to selling? Selling is complex and you face many challenges. You may think that doing what you've always done is a strategy for success. Yet the choices you make are critical to your success. As your new year unfolds, what are you planning to do? Is it more insanity or getting different results? Doing it. What do you want to do different? Sometimes when you're busy doing your job you lose sight of where your challenges are. What has stressed you? Think about all the times you thought last year "if only I could do X," "if only I knew more about Y," or "there's got to be a better way to do this." Maybe it was putting a bid proposal together, addressing the time inefficiencies of business travel, or improving your use of technology. Remember those thoughts and make a plan to incorporate them as goals in your 1999 selling. Write your goals down, set a due date and quantify how you will achieve them. For some people, it's hard to be creative and come up with new ideas for change. Get others to help you achieve your goals. You don't have to reinvent the wheel. There are enough salespeople, books and Internet sites that can be ready sources of guidance. Expect that it may take time to see results. Just remember, if you're going to be complaining to yourself this year about something you faced
last year, you're contradicting Einstein's Theory of Selling. Showing it. You can plan to do things differently for your customers as well. How do you show your customers you appreciate them? Lunches are fine, but everyone does them. What else could you do that sets you apart that also builds rapport with your customers? When you read the newspaper and other journals, are you looking for articles that are of particular interest to select clients? What business book (or other book) could you recommend to your customer that would enhance his job performance? Each time you send information that helps your customers, you are also saying you care about them and their business. What about our customers' expectations?You certainly demonstrate by your past actions what your customers can expect from you as a supplier. You also know the results you got from your behavior. If these results are what you want, keep doing more of the same. If they're not, Albert would say to do something different. Now that the year is new, you can make it a different one. You can choose what you do in your selling. You can set your own expectations for results. Then later this year when you examine your results, remember that selling is all relative. It's relative to your choices and your expectations. Even Einstein would agree.
etting up your own blog can be useful as another feature of your existing website, or it can become the basis for a completely new website on its own. One of the key advantages of a blog is that it can be seen as a “human face” for your online business in that it allows interaction from readers, who also feel safer in the knowledge that there is a real living person behind it. If you want to guarantee your new blog is a success then there are a number of simple guidelines you can follow. 1. Have An Attractive Design: One of the advantages to a blog is they are easy to set up, and you can customize the appearance by choosing from thousands of free or premium WordPress themes. Use your own judgment to find what works for you and the niche you’re in, but remember a more minimalistic design will allow more focus on your content and not slow your page down to an agonizing speed. 2. Write In A Voice That Suits Your Audience: This may develop over time, but you should definitely think about the sort of language to use when talking to your audience. Are they kids? Then don’t use too many big words they wouldn’t understand. Are you writing for serious investors or businessmen? Then don’t joke too much because they might not share your sense of humor.
3. Connect With Readers: It’s great that blogs allow interactivity, and this shouldn’t be a one-way conversation. Obviously you don’t have to reply to everyone who makes a comment, but it’s nice for people when they occasionally see you write back so they are reminded that you do in fact exist. 4. Make It Short And Sweet: No one wants to spend an hour of their day reading a single blog post, so don’t put your readers through that. If you have a large amount to say on a particular topic then you can think about breaking it up into a series of posts spread across a week or so. 5. Keep It Regular: Once you’ve established some reader interest then keeps it going by posting on a regular basis. This doesn’t have to be every day, but often enough so that people remain interested in what you have to say. 6. Don’t Clutter With Ads: Sure, you’ve seen that most successful blogs offer advertising slots all over the shop, but this isn’t something you want to do with your brand new blog. For a start, there won’t be enough advertisers interested in sponsoring you yet, but more importantly it can be a big turn-off for new visitors if that’s the first thing they see. Millionaire Studio is an online entrepreneurship blog that features articles on online business as well as advice on the best hosting companies.
Maura Schreier-Fleming works with business and sales professionals on skills and strategies so they can sell more and be more productive at work. She is the author of Real-World Selling for Out-of-this-World Results which is available at www.BestatSelling.com. She founded her company Best@Selling in 1997. You can reach her at 972.380.0200.
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August 2013
What the CEO Wants You to Know
The following is an excerpt from the book What the CEO Wants You to Know by Ram Charan
By Ram Charan
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here are many small shops around the world where the whole family is engaged in the business. The children help the mother and father in the shop, regardless of whether it is the best profession for them. The business may not match their natural talent, but making a living overshadows building a career by sharpening, polishing, and exploiting the natural talent. In those cases, family conflicts often arise, and the business doesn’t expand much. This has been true for centuries. Every business needs the right people in the right jobs. The modern corporation is built on the idea of professionals who use their particular talents to help the business expand. If the person making decisions is not suited to the job, the quality of the decisions is poor, and the whole company suffers. If the person is well matched to the job, she will get better and better at it, and she will get joy out of her work. The individual’s capacity expands. If this is repeated throughout the company, the entire business expands. Those leaders who deliver results consistently over a long period of time are the ones who recognize what an individual can do best. They link the business need and the person’s natural talent. They take the time and effort to place individuals where their strengths can have the most impact.
Matching the person to the job begins with understanding what kinds of skills, attitudes, and aptitudes are required to accomplish the business priorities. Don’t be surprised how often leaders in your work environment ignore this starting point. If you were Sam Walton and you were trying to build a business, how would you select people to run the new stores you were building? Making money in that business means managing margin and inventory velocity and growing volume. If you can’t figure out what kind of people can do that, you can forget about your dream of becoming bigger than Kmart. Sam Walton defined the most important criterion for hiring in his business: common sense. He carefully selected people who met the criterion and developed and trained them. Employees were taught to watch sales, price, inventories, and customers like a hawk. And they had considerable autonomy to make decisions and take action. Have you been to a Starbucks coffee shop? Did you notice its distinct ambience? What about the people who make the coffee? This could be a boring job, but they seem to enjoy the experience. Starbucks seems to have a knack for attracting and selecting people who fit the ambience. If Starbucks can’t get those people and begins to deviate, fast growth could become a negative instead of a positive.
Natural talent is observable, if you take the time to watch. It’s a matter of noticing which tasks come naturally to the person and energize him and others around him. If you’re in sales, you may have seen the person with the highest sales numbers get promoted to be sales manager -- and totally flop. If his bosses had really observed him, they might have seen that he’s an individual contributor. He thrives on getting the deal done. That’s what gives him his kicks. He simply may not have the natural talent or desire to recruit other people and coach them to become superb producers. If he can’t motivate other people and expand their capacity, he will not be successful in getting them to implement the business priority of increasing sales. Such a person makes a fantastic salesman but a lousy sales manager. Consider, too, the mind-set required. Does the person have an inner drive to succeed? Is he open to change? What’s the mind-set of a traditional plant manager if he’s used to two inventory turns and you tell him you’re going to thirty turns? What happens if he resists the idea? We’ve all seen people who agree to things in meetings, then go out the door and do the same old thing. If you have many of those kinds of people around, what happens to the company’s ability to execute? Sometimes when a person has worked at a company for years, the assumption is that the long time spent in the job gives her great command over the job. Yet as the real world changes, the company’s business priorities shift, and the demands of the job may have changed. Recently, as Ford was making a shift to become “the world’s leading consumer company providing automotive goods and services,” it realized it needed certain competencies like brand management and consumer insight that many insiders had not fully developed. To achieve its new business priorities, Ford hired a lot of senior people from other companies. For example, Ford chose Wolfgang Reitzle, a former top executive from BMW, to head its premium brands group. Ford also launched several company-wide training efforts to promote consumer focus across the company. Perhaps the best example of changing business needs is in the financial services industry. The CEOs of many of these companies are discovering that as the industry is going through global consolidation, they desperately lack leaders at all levels. Suddenly these firms have become huge and require more layers of leadership. Yet the companies do not have a
pipeline of talented people who have the aptitude for leading a business on that scale. When the companies were smaller, the “excellent producers” got promoted, and somehow those individuals were expected to continue to sell while managing other people. Often, they continued to do what they loved to do -- namely, sell -- and neglected the managing part of the job. Their aptitude did not match the need to help others develop. Many financial services firms have now begun to look for people who may not be the best individual contributors but have the attitude and aptitude to lead other people, who get their kicks from linking other people’s energy to the business needs rather than by becoming the salesperson of the year. Without the right people in the right jobs, a company cannot grow and thrive. In 1978, I visited a small company, then $200 million in sales, to discuss business strategy. The company was Intel; founded by three people we now call geniuses: Andy Grove, Gordon Moore, and the late Bob Noyce. These men had incredible energy, the ability to think out of the box, and the passion to create something new that would permanently alter the world and produce results for shareholders and employees. The secret of Andy Grove, who really led the company in terms of managing people and the organization, is putting the right people in the right jobs. I happened to be there when he got a call from an engineer at a large, well-known competitor. The engineer said he would take a pay cut to work for Intel because he, too, wanted to do something new and exciting. I learned later that the engineer was hired. His aptitude, attitude, and drive apparently matched the job and the needs of the company. Without people who fit, Intel could not have become the giant it is today. Copyright Ram Charan. Published by Crown Business a division of Random House, Inc. Ram Charan is a highly acclaimed business advisor, speaker, and author, well known for his practical, real-world perspective. He was a Baker Scholar at Harvard Business School where he earned his MBA degree with Distinction, as well as his DBA. Dr. Charan is also the author of What the CEO Wants You to Know, Profitable Growth Is Everyone’s Business, The Leadership Pipeline, and Boards at Work. His articles have appeared in Fortune and Harvard Business Review. http://www.ram-charan.com/what_the_ ceo_excerpt.htm
Experience Our World of Marketing, Media and Communication
10 Building Blocks to Becoming a Household Name By Kim Nishida 1. Identify your values: This is the most critical step and the one most often overlooked in business. Do some soul searching and get a crystal clear idea of what matters most to you as an individual and then as a company. Your values form the base of your company and should influence every decision, from what kind of toilet paper you buy to the business partners you seek. 2. Identify your mission: Once your values are identified, it’s time to write a mission statement. Ask, why does my company exist? What do we aim to do? Write it in simple language that a 12-year old can understand. Do a search on the internet for mission statements and use the most compelling ones as a template. This is the statement that should get you out of bed each morning and inspire you morning, noon, and night. 3. Identify your ideal client: Again, a critical step. Look at your mission and why your company exists at all and ask, “Whom do I serve?” The hard part is getting as specific as possible to the point of potentially turning off a lot of other people. Don’t worry. The biggest mistake you can make is trying to please
everyone. This dilutes your service/ product so much that you really don’t strike a nerve with anyone. No one will have a compelling enough reason to buy from you. By turning some people off, you attract others who will bond with you for life. And a final benefit to knowing the specifics of your ideal client is you then have a much better idea of where to look for them. 4. Create an emotional connection: Every potential customer wants to know one thing, “What’s in it for me?” In order to compel someone to pull out their money and buy, you need to connect them to you in an emotional way. How are you going to make their life better? What pain is your product or service going to eliminate? Watch some television and notice how the best commercials create an emotional atmosphere. Which commercials get your attention, which ones stick with you, and how do they get their message across? 5. Identify the benefits vs. the features: Know your product/services inside and out. But instead of just listing the features, describe them in terms of how the client will benefit. Remember, it’s all about creating that emotional connection with your ideal client and telling
them how you can make their life better. 6. Create an experience: Why should consumers buy from you as opposed to any one of your competitors? What makes you unique? Successful companies are now in the business of creating experiences that enrich lives. Starbucks does not just sell coffee. From the music they play (and sell) to the comfortable furniture and inviting d’cor they offer, they create an atmosphere that people will pay for above and beyond a beverage in a cup. 7. Commit to a message: How do your values and mission tie into your image? Carefully look at what matters most to you and broadcast that to your ideal client. Once you are clear on your message, stand behind it and don’t waffle. 8. Enforce consistency: This also relates to your values and mission. Once you are clear about why you are in business, maintain your integrity, from the level of service you provide and your logo and printed materials to the way you follow-up with customers and the stamps you buy. Be conscious of every detail and match it to your values, your mission, and your message.
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9. Have the courage to reinvent yourself: Even (or especially) if you have been in business for a long time, take the time to ask, who do we REALLY want to be? You might have created your business without being clear about your mission, or your mission might have changed. Or because the climate and the market constantly evolve, you might have hit the target five years ago, but have lost your edge since then. Be brave enough to ask if your current image is right. If not, this is the time to reconnect with your current mission. 10. Lastly, beware of following trends: If you want longevity, don’t fall prey to the seduction of the latest trend. Besides, if something is trendy, it’s probably already too late to jump on that bandwagon. Keep looking inward at what you stand for and forward at how your company will change lives. Build trust by showing you aren’t fickle or easily swayed by the flavor of the month. Kim Nishida is a certified life coach and fitness professional committed to helping others become healthy, wealthy, and wise. The owner of Ready to Evolve Coaching, she lives and thrives in Southern California. For more information visit: http://www. readytoevolve.com.
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August 2013
What Is The Best Way To Build Your Business By Pam Newman Morin
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eferrals and Networking! Referrals from existing customers are the best way to grow a business. Networking is a close second. Personal interaction is more powerful than any type of radio, print or television advertising you can do. So why it is so often overlooked? Most of the time it is because networking makes us step outside of our comfort zone and we don’t really understand the networking concept. Some of the biggest mistakes we make when joining networking groups are: 1. We join a group but we don’t go. Then we wonder why the groups don’t help us? Networking doesn’t just happen by adding our name to a list. People need to meet us and build a relationship with us before they’ll do business or refer us. 2. We appear at events, but we don’t interact with anyone while we are there. Networking involves interaction with others! No one can build a relationship without interaction…talking is what networking is all about. We need to watch television or read the newspaper before we go to events so that we are up to date on the latest events. This helps break the ice!
3. We skip the networking portion of the meeting, arriving just in time for the meal, and duck out just as the speaker is finishing up. Food is great; however, that is not the purpose of networking events. Food is the least important…we can swing through the drive through on the way back to work if we need to. We need to set a goal for number of quality contacts before we attend a networking event. Afterwards we’ll be able to see if we achieved our goal. Having a goal gives us extra incentive to step outside of our comfort zone. 4. We talk and sit with people we already know. It’s always nice to catch up with old friends; however, there is a time for socializing and a time for networking. Schedule a lunch for socializing with a close friend, but don’t use valuable networking time to catch up on each other’s families. Again, setting a goal helps us move about and network with new people! 5. We make no effort to be visible; instead, we try to blend into the crowd. If we don’t stand out, others will never notice us. One of the most creative ways to do this is to wear a favorite hat or outfit that helps us stand out. We need to
find a creative way to help people remember us. One example is a businesswoman who always wears colorful and exotic hats. People may not remember her name, but when she does her follow-up calls and makes a comment about her hat…they always remember the hat! How can we be creative? 6. We wait for others to make the first move. Why wait? They are waiting for us. We need to step outside of our comfort zone and make a great first impression! Business does not fall in our lap. We have to be willing to sell our business and be interested in other’s success. The most important part of that is setting a great first impression and showing we care! 7. We think handing out business cards is networking. We should value our business cards and not hand them out to everyone. This leads to thoughts that we are drumming up business. Let them think we don’t need the business and that our card is of value! 8. We give up too soon on a group and move on to another one. We never give ourselves or others time to establish relationships. Relationships don’t happen overnight and we need to be willing to take the time to build them instead of jumping from group to group. It is better to have one great contact then ten poor contacts. When we set our goals for networking events, make sure we are focusing on the quantitative and qualitative aspects. Quality counts! 9. We have “Nice weather” or “Hi, how are you?” conversations instead of productive conversations. Ask them how business is going or what is their ideal customer. What can we do to help them grow their business? Small talk doesn’t do much for building relationships. Ask them how we can help them. That will get them talking and what a great way to build a relationship by showing we care about their business. 10. We arrive without any idea of what we have to give up or what we want to get. We need to know what assistance we are wanting from oth-
ers and what we can provide them. Who do we know in various industries? It is a give-and-take relationship. We should give more than we take. It’s called the “Giver’s Gain” concept…we gain more in business by giving! 11. We violate “good networking” protocols. We should be listening more than we are talking. We should not talk about what your business has to offer unless asked. It is okay to share knowledge, but do it as a way of sharing information… not selling our services. Ask others how we can help them grow their business. Don’t consume anyone’s time the whole event. These interactions should be short introductions of no more than 5 minutes. It is important to follow-up after the event. The follow-up provides us an opportunity to explore mutual opportunities in further detail. Poor introductions reflect poorly on the introducer and the person they are introducing. Have a powerful introduction that sets the setting for further conversation. i “Hi! This is Pam and she does consulting.” ii. “Hello! How are you? Jaymi, I’d like to introduce you to Susan. Susan eases the pain for her customers through small business training and consulting services in the areas of accounting, human resource and management.” iii. “Hi Kari! I’d like to introduce you to Kate. Kate enhances the beauty of everyone she meets. She is a Mary Kay consultant and she can add beauty to your life.” Now which of these is more powerful? The second two are definitely more powerful than the first. They set the tone and tell more about what the person does. This helps create interest and provides a starting point for the individuals to build upon. Networking is not difficult, but it does take practice. We are all at ease within our comfort zones, but it is time to break out and challenge ourselves to be more successful and realize our true potential. What are you going to change today? About the Author You may find more information at http:// rppc.net/
Experience Our World of Marketing, Media and Communication
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Prosperity Begins Between Your Ears want and never take your eyes off them! Accept the creative power of your mind and focus it on your goals. BELIEVE THAT YOU DESERVE TO THRIVE
By Roberta Shaler
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f you’re waiting for someone or something to give you what you want in life, you’ll wait a long time! Prosperity is something you create. No one gives it to you. So,stop waiting and get on with making it happen. What are you thinking about right now? Is it a negative thought? Let’s make some distinctions: the truth is neutral. It is neither negative or positive. Judgments are. So often we fill our head with judgments rather than with the truth or creative thoughts. This is the most practical advice I can give you: only think about the truth to assess your current situation AND then focus only on what you want to create to improve it. Allow no ‘gloom and doom’ thoughts. Why? Because, you guessed it, What You Pay Attention to Expands! That’s why I wrote the book. Monitor your thoughts for an hour or so. How many are positive, charged with purpose and clarity? It is reported that the average child up to the age of six, I think, hears 437 negative messages a day. This is a putrid training ground for negativity. So, you can be excused if you are still talking to yourself in negative terms....until this minute, that is! No more. If you want to be prosperous, you must change your thinking. I was working with a coaching client and, during our first call, I heard, “I just can’t decide what I need to do. Life is passing me by. I have no self-discipline, no relationship and little self-esteem. Nothing in my life is working. I do not have enough money.” Those were statements of truth to him. My first question was “What do you most want?” He did not know where to start. In point of fact, his first state-
ments were more felt than accurate. As we worked, it became clear that he had many habits that served him well, that were working for him. He exercised regularly and gave himself no credit because he did it to blow off steam. He did not let people walk all over him, so, his self-esteem put up some very healthy boundaries. It became clear to me that my client, Kevin, was a perfectionist. That’s trouble. It’s both dangerous and unattainable. So, we began to talk about prosperity. If he believed that his first statements about himself were the truth, could it be that he was keeping those things in place in two ways: talking about them as facts repeatedly, and, not taking any action steps to change his situation? Begrudgingly, he agreed. He was holding those things in place in his mind by repeating them to himself daily. No wonder everything in his life had become a downer. Time for a change--A change to prosperity thinking. The dictionary says that prosperity is ‘the condition of being successful or thriving’. You can be prosperous. Change your thinking today and see for yourself. Here are some tips: WHAT YOU PAY ATTENTION TO EXPANDS Listen to your conversation in your head and with others. What are you saying? What are you focusing on? It’s not the glass half empty or full, it’s what’s filling it that counts! It is your turn of mind. NEWS FLASH! You can change it at will. If it has become a habit for you to bad mouth, poor mouth or nay say, STOP! That’s what is going into your consciousness. Your subconscious mind works in pictures. You say, “I do not smoke” and your subconscious pictures, “I smoke”. It has no picture for ‘not’! If you want to stop smoking, make a mental picture of yourself smoke-free, with pink healthy lungs, bright eyes and great self-esteem. Beware. You are the painter of the pictures in your mind. Paint the ones you
In the western culture, many people have difficulties with this. It’s all very convoluted. Many seem to believe that declaring that they are good at things is bragging, conceit or arrogance. Declaring that they deserve nothing but good seems outrageous. WRONG! It is only when we think that we are superior to or more deserving than others that arrogance enters the picture. It’s not about them. It’s about you. You are here to demonstrate your deeply-held values and contribute your talents. That simple. That’s what makes the world a pleasant, safe place. How can you do that if you are not fully expressing yourself? If you’re living small and thinking negatively? Not only do you deserve to thrive, you are supposed to thrive. All the conditions for that begin between your ears. STEP OUT AND BEHAVE “AS IF” What would you do, say, wear, want and think if you had all the success you could imagine? Start behaving that way. One day I was giving a seminar and a thought hit me. I asked the group, “Do you have anything at home that you are
“saving for good”? Clothes, dishes, crystal, linens, food, jewelry?” Everyone said that they had...almost proudly. Then, I asked them, “Has anyone every told you to ‘Have a Good Day’? Of course, they laughed. Each time someone tells you to have a good day is a reminder to treat yourself well. Use what you’re saving ‘for good’ today. Make it a ‘good’ day. Give yourself the pleasure that these things are meant to bring. Set a beautiful table for yourself. Wear all your clothes. Enjoy your jewelry. Go out for a good meal. Treat yourself as the most important person you know because you are. Without you, where would you be? Prosperity thinking begins by believing you deserve to thrive and be successful. It continues by focusing only on what you want and where you want to go. And, it’s all between your ears. (c) Rhoberta Shaler, PhD, San Diego, CA. All rights reserved worldwide. Expert facilitator, Dr. Rhoberta Shaler, makes it easier to talk about difficult things. She trains & coaches organizations & entrepreneurs who want to master the ‘people skills’ that grease the wheels of business & life. Visit her website for a half-hour free coaching consultation. www.OptimizeInstitute.com
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August 2013
Leadership Development Across Cultures
By Marco Chan
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veryday, more and more leaders around the world are working with people from countries other than their native country. Federal Express, UPS, Dell, GE, Delta Airlines, HP, IBM, American Express, Motorola, GM, Ford, Microsoft, Google are just a few companies in the United States who work with employees, suppliers, and customers in China, India, Brazil, Ireland, Mexico, Romania, Russia and other places. Often companies will send managers from the United States to manage their offices in foreign countries. Many of these Americans leaders feel frustrated with their foreign employees. They grumble: • It’s so difficult to understand their English! • They don’t understand what I am trying to tell them? • If they disagree, why don’t they speak up? • They never look me in the eye when I talk to them, how can I size them up? • Why can’t they get on with the business first? • I can never get a straight answer! Moreover, more foreign companies are establishing their businesses in the United States. Sony, Toyota, Honda, Nissan, Sharp, Panasonic, Toshiba, Hitachi, Mercedes, Volkswagen are considered old timers. Similarly, these Chinese, Korean, British, French, Australian executives working in the United States feel the same frustration with American culture as their American counter parts do in the foreign countries. These leaders complain: • Why aren’t Americans more humble? • Why can’t they be less confrontational? • They are always in a hurry. • All they want is to talk business. • They don’t respect our ways. • Why is the American media so out of control? Additionally, if there are cultural issues, workers in the United States can feel frus-
trated with a boss or coworker from the other country. They may feel confused about what they are expected to accomplish, because there is a misunderstanding in either verbal or non verbal communication. If you want to be effective in achieving business results in this cross cultural environment, offer leadership development opportunities to your employees. Start with the following ideas among many to develop your people: 1. Learn about the cultures of people that you have to interact with. Don’t trust your perceptions or preconceived stereotypes. • Get a book from a bookstore or your local library. (Geert Hofstede, a well known cross cultural expert, has published a great deal of information about different cultures.) • Take a cultural class from a college or university. • Write other countries’ government embassies or cultural associations for information. • Attend cultural events. Observe how other people respond to each other. Do they shake hands or bow? Do they look at each other or divert their eyes. What is considered appropriate personal space when talking? • Spend time with someone from another culture. Don’t judge. Listen and be open to differences. You’ll be surprised how much more you’ll understand their perspective and the enjoyment you’ll gain. 2. Give extra time and effort when communicating. This step will help to minimize misunderstanding. • Speak clearly, distinctly, and calmly. Don’t raise your voice, the other person can probably hear just fine. • Ask for a confirmation of the message you transmitted. Good communication skills are crucial. • Ensure that your message is received as you intended and it is understood. • Limit using colloquialisms or slang terms. These can be confusing to someone who hasn’t live here very
long. 3. Don’t give-up. With a good understanding of the cultural values of those people you lead and work with, you will be able to adjust your behavior and approach in your interaction with other cultures. • Personal leadership development is about taking small steps towards improvement. Continually make adjustments, and when it works, try more. • Ask for help and don’t be afraid to apologize for mistakes. People generally are appreciative that you are trying to understand them. • Be consistent. The more you work on your approach, the better chance you have of becoming highly successful in your interactions with other cultures. When you begin to see positive results from your new leadership approach, old stereotypes and perceptions of those cultures will be replaced not only personally but organization wide. You will find it easier for yourself and others to
understand and respect the different cultures. One advantage, of course, will be improved productivity, communication skills, and teamwork within the organization. However and maybe more importantly, tensions between cultures can be used effectively in active discussions to lead to new innovative processes and systems. And as you begin to value cultural differences, you will find that these differences actually add to the success of your organization in a global marketplace. CMOE has been assisting global organization with Leadership Development initiatives for 30 years. We invite you to learn more about how CMOE can help with your leadership training and development needs. Contact us at 888262-2499 or visit http://www.cmoe.com/ contact.htm Marco Chan is a consultant for CMOE and a leading authority on leadership development in a global economy. Marco has implemented several global education programs for companies such as FedEx, Formosa, and Barclays Global Investors. To learn about how subject matter experts can assist your global leadership development needs contact us today.
Living your Brand By Kristie Rimmele
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oo many people look for quick and easy ways to market their business. It's like they are looking for some mojo or voodoo trick to woo unsuspecting customers who mesmerized by their savvy marketing message come running with open wallets. A more ethical approach to business is one of giving value first. Imagine no telling, selling, convincing or explaining. Business success is as simple as sharing who you are, being your best, and coming from a place of caring. Do that and you'll get back tenfold what you give. Albert Hubbard once said, "People who never do more than they get paid for, never get paid for any more than they do." And Winston Churchill really "got" the secret to business success too. He said, "We make a living by what we get, but we make a life by what we give." At the heart of this is the idea that we need to give value first, in order to receive.
Here's how that translates to your brand: • Do you know what your gifts are? • Do you share generously with others? • Do you communicate the essence of the value you offer in a way others get it?
The essence of a business/client relationship starts from a place of trust. In order for that to happen, people have to first be introduced to you. Then you have to give value. Then you have to follow up
and create a relationship. Once they see the value in what you are offering, they will reciprocate by giving you their business. It's a win/win situation.
What are some ways that you can give value first and build trust? • • • • •
free report free articles free talks free teleclass freely giving your time online and offline making friends and making a difference.
Ask yourself what you are giving in business? Put yourself in your customer's shoes and see what you offer through their eyes. Would you be thrilled with your level of service? Would you like doing business with you? Would you be happy with the level of quality and professionalism? The truly great man is a servant and not a master. I find that the more I give, the more there is to give. That's the heart of my brand. -- Is it yours? Article by Kristie Rimmele - Dubbed as the "Marketing Maven & Brander Extraordinaire" Kristie Rimmele turns entrepreneurs into the lavishly paid in-demand experts in their field. Learn how branding helps you to attract customers, build income, & gain visibility while successfully promoting your business online with our FREE report "Web Branding Secrets" by visiting www. brandingonthenet.com.
Experience Our World of Marketing, Media and Communication
August 2013
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5 Ways to Promote Creativity in the Workplace By Charlie King
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ou have a staff of people with different backgrounds and experiences - a diverse group that has a lot to offer if given the chance. Think of the possibilities for creativity and innovation. Most workplaces don't even think about ways to bring out the creativity in their employees and they are missing out on a vast array of improvements and innovations that are wasting away in the minds of their workforce. Why not make a few simple changes and start harnessing the creative side of your employees. 1. Once a week, ask your employees to think of one way to make their job more efficient or productive. Tell them the best idea will win one hour off on Friday. This will start the creative juices flowing. At the end of the week, review the ideas and award the prize. Then, decide which ideas are realistic and implement them. Chances are that most of the ideas will improve their productivity and the company's bottom line. 2. Have weekly brainstorming meetings. Tell them that there are no bad ideas and then go to work on the dry erase board. When employees finally have the opportunity to voice their opinions, you will be surprised what comes out. In addition, employees will work off one another and expand and improve each other's ideas. It's best to have at least a general
topic in these meetings or the meeting could lose focus. 3. Make a suggestion box. Sometimes the best ideas are left untold because the employee was either shy or afraid to open up a sensitive topic. The suggestion box will give them the anonymity they need to bring forward their idea. Not all employees are comfortable with speaking in groups and this lack of confidence could cause the organization to lose out on a groundbreaking opportunity. 4. Meet with employees one-on-one in regularly scheduled meetings. Many employees don't like to speak in front of groups but they still want credit for their ideas. Also, some employees are just more comfortable speaking in a small group or one-on-one. Take advantage of this format to follow-up on ideas and get the most out of their creativity. 5. Create innovation teams. Innovation teams are smaller teams of three to four people in charge of creating new ideas on a particular topic. Assignment them an area that needs improvement through creativity then have them report back to you or better yet to the entire work group, so that more ideas can be suggested. Creativity and innovation in the workplace can found in every one of your employees. You have worked hard to hire a diverse group of people with a wide variety of experiences. Don't waste this valuable resource. Article Source: http://www.articlesphere. com/Article/5-Ways-to-Promote-Creativityin-the-Workplace/218235
Getting Started with Your Website: What You Need to Know
By Peter Pike
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etting started with your website can be a tough process. But setting up a site has become easier with the many tools and resources available at your disposal. Basically you need to get a domain name, select a web host, design and test the site. And the final step is to get people to visit your site. Acquire a Domain Name The domain name will be the name of your website. It is like registering a business name. You need to pay an annual fee ($10 to $35) once you have it registered. You can register with a domain name registrar although there is an option to register it via a web hosting service. Make sure that the name you choose is appropriate for your business.
you’re going to do it yourself, get a WYSIWYG ("What You See Is What You Get") web editor. There are free web authoring tools, commercial software and webbased editors available. Software today has made HTML designing easier. You are shielded from a lot of the technical stuff, although you can code if you want. These days though, creating a web page is no more difficult than designing a page in a word processor or desktop publishing program. Test Your Website Testing should be done as you design the site. Make sure that it is compatible with Chrome, Opera, Safari, Firefox and Internet Explorer. These browsers are free to download. Also check if the site forum, forms, animation and other elements are working properly. Get People to Know That Your Site Exists
Choose a Web Hosting Service A web hosting company consists of computers and servers linked to the web. When the company hosts your website, anyone on the Internet will be able to access it. Web hosting services require you to open an account with them first. Think of a hosting service as a store or office where your service operates. When selecting a host, assess how much disk space they offer. Other issues to consider are bandwidth, reliability, and technical support and FTP access. For a business site, commercial web hosting services are preferable because they offer more in terms of support and services. Your web host will help in setting up the domain name and most of the time, they will also teach you in terms of getting started with your website. Web Design Pointers If you’re in a hurry, simply hire a professional web designer to create your site. If
When your website is complete; submit it to search engines like Bing and Google. The links on your site will help people find it. You can also promote your site by joining social networks and adding a link to your site. There are professional PR services available that you can use, too. As you can see, a lot of factors come into play when you study how to start a website. But it isn’t as complicated as it sounds. As long as you have the right services and tools, everything should go smoothly. Peter Pike - We share many HostGator Coupon Codes 2013, Godaddy Coupon Codes 2013 and many other hosting providers. Please use code NEW2013XLD994 when buying hosting at HostGator.com, it will save you $9.94 OFF. Visit http:// couponclerks.com for more codes. Sharing is my life :) Article Source: http://www.ArticleBiz.com
Experience Our World of Marketing, Media and Communication
August 2013
Personal Power By Margaret Paul
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ll of us would love to have personal power - the power to manifest our dreams, the power to remain calm and loving in the face of fear, the power to stay centered in ourselves in the face of attack Our society often confuses personal power - “power within” - with “power over,” which is about controlling others. There is a vast difference between personal power and control. Personal power comes from an inner sense of security, from knowing who you are in your soul, from having defined your own intrinsic worth. It is the power that flows through you when you are connected to and feel your oneness with a spiritual source of guidance. It is the power that is the eventual result of doing deep inner emotional and spiritual work to heal the fears and false beliefs acquired in childhood. Without this inner work to heal the beliefs that create our limitations, we are stuck in our egos, our wounded selves. The very basis of the ego is the desire for control, for power over others and outcomes. Our ego is the self we created to attempt to have control over getting love, avoiding pain, and feeling safe. We created our ego self in our attempt to protect ourselves from the losses we fear - loss of self, loss of other, loss of security, loss of face. As children, when we didn’t get the love we needed, we decided that our true Self must be unlovable. In our attempt to
feel safe, we buried our true Self and created the false self - the ego, our wounded self. The ego self then went about learning how to feel safe through trying to control others and outcomes. The ego believes that having control over how people see us and feel about us, as well as over the outcome of things, will give us the safety we seek. Even if you do manage to have some control through anger, criticism, judgment, or money, this will never give you personal power. This will never fill you with peace and joy and an inner sense of safety. Control may give you a momentary sense of safety, but it will never give you the deep sense of safety that comes from knowing your intrinsic worth, the worth of your soul. As long as your safety and worth are being defined by externals which can be temporary - your money, your looks, your performance, your power over others - you will feel anxious. We feel anxious when we attach our worth and happiness to temporal things rather than to eternal qualities, such as caring, compassion, and kindness. For example, Walter is a man who has tremendous power over others but no personal power. Walter has made millions as the president of a large investment company. He has a lovely wife, three grown children, and two beautiful homes. Yet Walter is often anxious. He worries about losing his money. He is easily triggered into anger when things don’t go his way
and people don’t behave in the way he wants. Because his heart is not open, he is a lonely man. Walter operates totally out of his ego self, believing that having control through anger and money will bring him the happiness and safety he seeks. Yet he has achieved everything he believed would bring him happiness and safety and what he feels most of the time is anxious and lonely. Walter is empty inside. He has no sense of his true Self, no sense of the beauty within him, no sense of his lovability and intrinsic worth. His life is based on externals rather then on the spiritual values of love, compassion, honesty and kindness. Personal power comes from embracing spiritual values rather than just earthly values. It comes from making love, kindness and compassion - toward oneself and others - more important than power over others. It comes from doing the inner work necessary to allow the soul to have dominion over the body, rather than
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allowing the animal instincts of fight or flight - the instincts of the body - to have dominion over our choices. When the soul has dominion over the body, you have the power to manifest your dreams, to stay centered in the face of attack, to remain loving in the face of fear. When the soul has dominion over the body, you have tremendous personal power. Margaret Paul, Ph.D. is the best-selling author and co-author of eight books, including “Do I Have To Give Up Me To Be Loved By You?” She is the co-creator of the powerful Inner Bonding healing process. Learn more at http://www.innerbonding. com Margaret Paul, Ph.D. Inner Bonding Educational Technologies, Inc. 2531 Sawtelle Blvd., #42 Los Angeles, CA 90064 310-390-5993 888-646-6372 (888-6INNERBOND)
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