E
H O M E B U S I N E S S
225+ HOME-BASED BUSINESS START-UPS. GET STARTED TODAY!
Home-Based Business & Opportunity Magazine
December 2015
50+
Special Sales Issue
SALES
“COOL” HOME BUSINESS START-UPS. – Pg. 22
NETWORK MARKETING: How to Speak to Prospects
Tune-Up!
SKYPE FOR BUSINESS: Increase Business Productivity
Expert Advice to Achieve Greater Sales in 2016! – Pg. 14
ONLINE FRAUD: Protect Your Business RETIREMENT: Part-Time Opportunities SUCCESS PROFILE: Mompreneur Profits from Non-Toxic Children’s Products
Rose Byrne: Business and Life Advice from the star of the movies “Spy” and “Bridesmaids” – Pg. 20
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Starting a home based business can be a tricky venture. There is a lot involved and it takes considerable skills and knowledge to navigate what are, at times, turbulent waters. But, having the opportunity to lock arms with two industry leaders who have over 33 years of combined network marketing experience, and who have already led teams to great success, makes these waters much calmer. Add to that the ability to simply plug into a Fully Automated Marketing Success System that features fully paid magazine advertising and these leaders closing your sales, and the waters become downright smooth sailing. Introducing the TDi Pros Team, led by Sally Darling and Gail Rahill. With many years of experience in the network marketing industry, Sally and Gail have learned exactly what it takes to be successful. Long-time business partners who both left the corporate world to take advantage of the opportunity to work from home with their children, they have transformed countless hours of hard work, research, and trial and error into a formula that works for everyone. And they’ve taken that formula and refined it into an automated system for their TiDom Inc. team. TiDom is an abbreviated form of the words “time freedom” and it describes perfectly what members can achieve when they join this top-tier business with Sally’s and Gail’s team. “This is such a powerful business,” one team member says. “TiDom has a
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www.TDIPros12.com team member. “The advertising is done for us, and best of all, I don’t have to close my sales. That is such a huge relief! It’s so great to have a roadmap. It takes the guesswork out of running my business.” Gail explains, “We have made it as turnkey as possible. We’ve eliminated the things that cause people to fail and are completely committed to our team’s success. It doesn’t matter where you are in our organization. If you are on our team, you’ll receive our full attention.”
"Sally and I created TDiPros with one thought in mind," Gail says. "And that thought can be communicated with one word. Success. Quite simply put, Our Vision Is Your Success." - Gail Rahill
Gail says, “It’s great to be making this money, but what’s even better is investing in our team members’ success by buying each of them advertising so that they can hit the ground running. It’s a big reason why our team duplication is so high.”
TiDOM offers a wide range of product packages that appeal to people who desire to improve the overall quality of their financial and personal "health." "I love the products that are available," Sally says. "I have been using the health and wellness platform to meet my fitness goals for this year, and I'm on track to do just that. I'm thrilled." - Sally Darling
Sally and Gail are so committed to their members’ success that they invest 20% of their commissions to buy advertising for new members. And, as part of their marketing system, they teach every new team member to do exactly the same for each of their new members. “When you invest in advertising,” says Sally, “your income grows exponentially, so we teach our members to follow this simple strategy. Duplication is all about simplicity.”
To learn more about how you can earn a substantial income with TiDom Inc. on The TDiPros team, visit www.TDIPros12.com
The team’s National Advertising Co-op reaches 5.5 Million readers. And, to complete the process, Sally and Gail close their team members’ sales! “This is a complete system that works for everybody,” says a TDI Pros
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SUCCESS STORY
Imagine if you could get paid monthly on these services that people already use!
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Shane Douglas, one of the home-based business industry’s top income earners and trainers is looking to mentor the right motivated individual this year to achieve success with his premier home based business model. Visit www.BTHE1.com
I
t’s a fact that everyone has utility and monthly bills: Electric, gas, cell phone, TV, Internet, and the list goes on. And no matter how financially
The way Shane has grown to be one of the top income earners and trainers in this business is by following the system the company offers all of its
challenged or wealthy someone may be, these essential services are needed and can never be paid off; everyone will have to pay for these services for the rest of their lives out of necessity.
independent business owners (IBOs). He says that he tells people they can get the same services from the same major service providers, but get paid. Then, according to Shane, all he does is direct them to his online store, which is included in the companies start up business package.
So when a global company is open in 24 countries worldwide and endorsed by one of the wealthiest people in the world, who features this company on his hit primetime reality TV show not once but twice, says you should find out more, would you want to hear more about it?
“Our system can be 100% automated for you,” he explains. “Simply direct potential customers to your online store that the company provides for you, and they can sign up for any of these services with many of the major
What if this same company said they’d pay you generously for helping others get paid when they pay their monthly essential bills, would you want
companies that are available in their area. When they sign up on your online store, you receive a residual commission every month when they pay their bills. It’s that simple.”
to know even more? Shane Douglas did, and it’s paid off in an incredible way for him. It’s
The key to his success, he says, is that he doesn’t complicate his business; he just goes out and shares the company’s program and his personal story.
been 10 years since this Idaho native living in a town of just 1,500 people started his home-based business helping people achieve their financial goals and showing them how they too can get paid every time they pay their own monthly bills. “I was tired of all the promises from other companies that say you can
”Before you join some other company that makes pie in the sky promises, ask yourself one simple question. Would people I know buy this product/ service even if I wasn’t involved with this company and making money? If the answer is NO then you should be prepared to be in sales and the team your going to build better be prepared to be sales people. Because no matter how
become wealthy over night only to find out you have to sell and teach others how to sell products that are either overpriced or only appeal to a small
much money they say you can make it won’t matter if you or your team of business partners can’t sell.
percentage of the population,” says Shane. “Our company is different: We only offer services that people pay on
This is where we are different, as I said before we only provide essential services that people need, want and can’t be paid off. This is an incredible business model with the right services behind it,” says Shane
monthly basis like gas, electricity, TV, internet, cell phones, home security and more. And I don’t sell anything; I just simply show others how to get paid every month for services they were going to use anyway and teach others to
“It might not be sexy—it’s utilities after all—but it is simple to just share the story. Everyone can relate, because everyone pays these bills, because they
do the same.” Shane explains that recent deregulation of Energy providers around the
have to,” he says. “I’ve been fortunate to have had major success with this company by taking
country has opened up a significant opportunity for more people to choose who they get their service with, people like to know they have a choice, Shane says. This, in turn, creates more opportunity for entrepreneurs to grow their
action and so has my team. We’ve expanded all over the world by sharing this simple concept with others. Shane is looking to mentor the right motivated individual this year to the same level of success that he has accomplished,
business with our company. “In this declining economy, home-based businesses are on the rise. People
would you like it to be you? ■
want to supplement their income and possibly replace their incomes while working from home. So the opportunity to get paid every single month when someone turns on their lights, heats their home, uses their cellphone watches TV, logs onto the Internet or arms their security system is a no-brainer,” he says.
To see more information about this company go to www.BThe1.com. Their proven leadership, who started out just like you, are here to answer your questions and help you get started.
November/December 2015 | Home Business
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Contents
Home-Based Business & Opportunity Magazine
Magazine
November/December 2015 MARKETING & SALES
14
32
Skype for Business.
32
Welcome to the new era of communicating and collaborating.
Revolutionizing Business: Skype for Business helps businesses interact and be productive.
Sales and Marketing Tune-Up: Use branding, selling, and marketing tactics in your business’s marketing program for 2016.
BUSINESSES & OPPORTUNITIES
28 FEATURES
14
20
Sales and Marketing Tune-Up! Expert Advice
Interview with Actress Rose Byrne. On Doing © Reuters
Comedies and Dramas, Having Confidence, Overcoming Personal Obstacles, and the Limited Roles for Women in Entertainment. Actress Rose Byrne: “I’ve
22
50+ “COOL” HomeBased Start-Ups. Check Out This Table of Home-Based Businesses That Offer Opportunities in 2016.
spent a lot of time dealing with the reality that good roles are very hard to find for women and that women are underrepresented in this business.”
Letter from the Publisher.
Newsstand. What Obamacare means for small businesses.
38
Mobile Merchants Unprotected. Online fraud follows the money.
42
49-50
Small Biz Ad Marketplace. Classified Ads.
Network Marketing: Discover how a typical prospecting conversation should go.
HOME OFFICE
36
Book/Product Reviews. Hot items for the home office.
39
On a Parental Mission.
42
Mastering the Airwaves.
46
No More Pizzas.
46
“Service” in HomeBased Business. Man
Letters to the Editor & Notice to Readers.
MONEY CORNER
38
48
WORK-FROM-HOME SUCCESS STORIES
NEWS AND REVIEWS
10 12 26
28
Have a system to support you and your new distributors to achieve success.
for Achieving Sales and Marketing Success in 2016!
20
Your Network Marketing Approach.
How to Have Fun During Retirement. Six jobs you may be overlooking.
Online Fraud: With mobile commerce and online fraud increasing, you must protect your business.
Mompreneur got her start from Amazing.com.
39
Entrepreneur owns a #1 sports morning show. Man becomes boss with a mover marketing franchise.
offers 1-on-1 success coaching.
47
Hurricane Katrina Inspires Giving Initiative. Couple launches Cards for Causes.
A Diva Difference: Alexandra Wolff sells safe, non-toxic, and entertaining children’s products.
November/December 2015 | Home Business
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Magazine M i Volume 22 Issue 6, November/December 2015 www.homebusinessmag.com
The Home Business Team ®
Publisher Richard Henderson United Marketing & Research Company, Inc. Editor-in-Chief Stacy Ann Henderson Managing Editor Sandy Larson Experts Editor Sherilyn Henderson Graphic Services Kara Primm, Slice, Inc. Production Manager UltraGraphics Art Direction Richard Rabil Advertising Fox Associates, Inc. Offices Fox-Chicago: 116 West Kinzie Street, Chicago, IL 60654 800-440-0231 • 312-644-3888 Fax: 312-644-8718 Email: Adinfo.HBM@foxrep.com Fox-New York: 347 Fifth Ave., Suite 706B New York, NY 10016 212-725-2106 • Fax: 212-779-1928 Fox-Los Angeles: 5345 Cochran St. #203, Simi Valley, CA 93063 805-522-0501 • Fax: 312-644-8718 Fox-Detroit: 6765 Woodbank Dr. Bloomfield Hills, MI 48301 248-626-0511 • Fax: 248-626-0512 Fox-Atlanta: 800-440-0231 http://www.homebusinessmag.com/print-magazine-advertising http://www.homebusinessmag.com/online-advertising Distribution Manager Richard Trummer, Curtis Specialized Circulation Bob Kennedy, Cavendish Media Circulation Manager Dennis Porti, Curtis Subscriptions Publication Fulfillment Services Int. Call 888-881-5861 - M - F 8am-4pm PST. For International, call 714-226-9782. Fax: 714-226-9733 Email: homebusinessmag@pfsmag.com Print Manager Kris Hayner, R.R. Donnelley Reprints Betsy White, The Reprint Outsource, bwhite@reprintoutsource.com Mailing Lists www.homebusinessmag.com (Click on “Mailing Lists” to order) Mailing List Manager Danny Grubert (914) 925-2400 List File Manager Adrian Mitchell Lee Coats Newton Digital Media Manager Jim Pappadeas, Epsilon Digital Media Internet Manager Infoswell Media Social Media Sherilyn Henderson Customer Service Email: customerservice@homebusinessmag.com Phone: (800) 734-7042 Fax: 714-388-3883
Editorial Chargebacks911, Dr. Joe Rubino, Rick Seiden, and others.
Distribution Curtis Circulation Company 730 River Road New Milford, NJ 07646 Tel: (201) 634-7400 Fax: (201) 634-7499
Home Business® Magazine Home Business Magazine (ISSN 1092-4779) is published by United Marketing and Research Company, Inc., 20664 Jutland Place, Lakeville, MN 55044. 6-issue Subscription Rates: Domestic $19. Canadian $39. Foreign $59. For Subscriptions: 714-693-1866, M–F Periodicals Postage Paid at Lakeville, Minnesota, and at additional mailing offices. POSTMASTER: Send address changes to Home Business® Magazine, 20664 Jutland Place, Lakeville, MN 55044.
LETTER FROM PUBLISHER
®
Tune Up Your Sales and Marketing for 2016! For this November/December 2015 issue of Home Business Magazine®, several sales and marketing experts share their advice on how to achieve sales and marketing success in 2016. It’s critical that you have a solid sales and marketing program in place for your home business to increase revenue, to convert prospects to customers, and to generate repeat business from your existing customers. Your program should of course include advertising in different mediums, such as magazines, newspapers, radio, television, and/or online — according to your budget and to the audiences you are targeting with your products/ services. Your program should also include producing and distributing high quality marketing materials, such as brochures, flyers, business cards, advertising specialties, stationery, and press releases to generate awareness and publicity for your products and services. It’s critical that you have There are so many other a solid sales and marketing components to having a solid sales and marketing program program in place for your home — too many to address at business to increase revenue, to once. For this magazine issue, convert prospects to customers, we focus on the current hot components that are critical and to generate repeat business to your sales and marketing from your existing customers. efforts in the upcoming year:
“
”
■
Branding: You are the manufacturer of your product: which is “you.” By making sure the world knows who you are and the expertise you have to offer, and by setting yourself apart from your competitors, you open the door to new opportunities.
■
Selling: Mix the right sales cocktail and you’ll increase a business’s closing ratios. Focus on what is actually important to your buyers, and then give them the solutions they are looking for.
■
Sales Team Building: Identify the structure of the sales team and the goals used to measure success for each sales team member — the revenue goal and the sales activity required to achieve the revenue.
■
Cross-Selling: With cross-selling, you enhance the customers’ buying experiences, bring in additional revenue with relatively low expense and effort, and prevent customers from moving over to competitors.
■
Millennials Marketing: Target and invest heavily in Millennials in your sales and marketing program and enjoy two types of green — the type that has a positive impact on society and the type in the form of revenue.
■
Using Blogger/Online Influencers: Engage with bloggers/online influencers market to very specific audiences that will be more apt to connecting with and choose your products/services.
This issue isn’t just about tuning up your sales and marketing. Check out the other informative articles on: skyping for business productivity; making your networking marketing approach match your prospects’ needs; what Obamacare means for small businesses; and on how online fraud follows the money. The issue also has a great interview with actress Rose Byrne from the films Get Him to the Greek, Neighbours, and Bridesmaids, a variety of unique work from home success stories, product reviews for the holidays, and much more! For more information, visit www.homebusinessmag.com and www.expo.homebusinessmag.com
Printed in the United States
Publisher, Home Business® Magazine 10
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How To Make Money With Non-Lethal Self Defense Products? For 29 years, 1000’s of people have made $5000, $10,000 a month and more by selling the 500+ much in demand, non-lethal, self-defense products provided by Safety Technology. Here are 7 WAYS you can make money with our products.
6. SELL TO BUSINESSES - Sell surveillance cameras to convenience stores; stun batons, Tasers or metal detectors to bars and nightclubs; pepper sprays or personal alarms to hospitals for their nurses, etc. All these things have been successfully done by other Authorized Dealers…plus more!
1. SELLING AT GUN SHOWS - There is no better way to sell anything, then face to face. Selling at gun shows allows you to put your products in front of people who are definitely interested in defending themselves, their families and their home.
7. SELLING ON THE INTERNET WITH YOUR OWN WEBSITE – Without a doubt, selling on the Internet is the best way to reach the largest number of customers. We can even build a money making website for you and teach you how to sell on the Internet.
2. HOME PARTY PLAN SELLING - Yes, just like Pampered Chef or Tupperware! Except you get to keep all the money. You don’t have to accept a paltry commission from the mother company…you are the company. All the profit is yours!
There are many other ways to sell these self-defense and surveillance products. How would you sell them?
3. SELL AT FLEA MARKETS AND SWAP MEETS - Another great way to get the products in front of people. The advantage here is costs less and can do it at the same spot every weekend. Some flea markets even allow you to set up permanent displays. 4. SET UP ROUTE OF GUN STORES, PAWN SHOPS, NAIL SALONS, BEAUTY SALONS - We suggest starting with our pepper spray displays as a way to get your foot in the door. Great way to receive residual income...money on a regular basis because the stores reorder. 5. AUCTION SITES, SUCH AS EBAY AND AMAZON - One way to get your products exposed to a very large number of buyers is to sell on eBay and Amazon. Not only are the auction sites good for selling products, but also lead generation.
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Authorized Dealer at Gun Show
There is no fee to do business with us. Visit our website at www.helpdefendpeople.com to discover how you can help people defend themselves, their loved ones and their homes.
10/13/15 5:04 PM
DEAR HOME BUSINESS
H H O O M M E E B B U U S SI NI N E ES S S S
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ASED 225+ HOME-B RT-UPS. BUSINESS STA D TODAY! GET STARTE ss & Home-Based Busine ine Opportunity Magaz
October 2015
50+
Cash-eIns! SPECIAL ISSUE
Home-Based “Ser vice” Businesses – Pg. 22
SHOESTRING BUDGET? Save Cash Starting Up
Servic
LUCKY SEVEN: !) Cheap (or FREE Marketing Tools
on How Experts’ Advice Profit To Start-Up and ess in a Service Busin – Pg. 14
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Illusionalist Brea
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Safe Environment for Expressing Ideas = Innovation Innovation is the quality desired by business leaders, who tend to believe that if you’re not innovating, you’re dying a slow death. In order to take risks, which is the foundation of innovation and subsequent rewards, a team member has to feel safe. Anyone who has ever been in a classroom or company meeting knows the potential risk of making an out-of-the-box statement, which could be seen as silly, frivolous or ignorant — or as a groundbreaking insight. Without a sense of safety, most employees will decide to silence an unconventional statement that could risk their standing. Unusual and unconventional ideas are a sign of strength in a company. It shows that team leaders really are open to innovative ideas. It’s important to create safety to voice risk-taking ideas. Maxine Attong Certified facilitator Author of Lead Your Team to Win: Achieve Optimal Performance By Providing A Safe Space For Employees www.MaxineAttong.com
Thinking and Functioning Like a CEO In business, profit is the quantifiable, bottom-line, black-and-white measure of success. But the truth is the vast majority of small business and micro-business owners are not positioned to profit, suffering opportunity loss and, worse, actual monetary loss despite their genuine potential to prosper. 89% of the
28 million small businesses in the US reported less than $100,000 in receipts in 2011. 50% of new businesses fail in the first year and 10% — 12% fail each year after that. So, why is it so hard to achieve success as a small business? Because most small business owners do not have the mindset, operational prowess, and strategic infrastructure to think or function like a CEO. Far too many entrepreneurs and microbusiness owners are continually undermined and stagnated by identifiable challenges and rectifiable shortcomings that are inhibiting their ability to break through and thrive financially. Darnyelle A. Jervey, MBA, CPBS, CEC Certified executive coach Certified personal branding strategist Professional speaker and facilitator CEO of Incredible One Enterprises, LLC www.IncredibleOneEnterprises.com
Why Do Bad Things Happen to Good Businesses? There’s a war of attrition going on, not on battlefields overseas, but in boardrooms here at home. Two-thirds of new businesses fail within two years —even in strong economies like Houston. Those that survive the first year have a 1-in-2 chance of failing in the second. According to the U.S. Census Bureau, while 400,000 new businesses are created annually, 470,000 close operations, leaving a deficit of 70,000 a year. Five “rookie mistakes” that business owners unnecessarily make are: 1. Lack of humility – A good businessman should be able to early on know what they don’t know, and whom to ask; the longer he takes, the more damage can be done. 2. Lack of systems – Without proper systems and protocols in place, it is nearly impossible to gain and retain quality clients. 3. Lack of accountability –You must always be held accountable, even if it is to yourself. 4. Lack of strategy – You must know where you want your company to go, and you must have it in written form. 5. Lack of implementation – All the vision and accountability and humility
We appreciate your feedback and work-from-home success stories for review and consideration. Please send both via e-mail to: editor@homebusinessmag.com, or via postal mail to: HOME BUSINESS® Magazine,
20664 Jutland Place, Lakeville, MN 55044.
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November/December 2015
and systems integration can come to nothing if you don’t know how to implement it. If you don’t know how to empower your team and put your visions into action, chances are your business will join the countless thousands that have failed. Jerel Benjamin and Trisha Ahlman Co-hosts of the ProfitGOLD radio series Co-owners of The ProfitGOLD Group Email address: info@profitgoldgroup.com www.profitgoldgroup.com
Notice to Readers HOME BUSINESS® Magazine is sold as information only. The publisher, United Marketing and Research, Inc., considers its sources reliable and verifies as much data as possible, although reporting inaccuracies can occur; consequently, readers using this information do so at their own risk. The publisher has not done a background check on listed companies (which includes advertisers), nor does it know people at all the companies. The publisher cannot assume any responsibility in any manner for the actions of any of the listed companies, and the publisher cannot guarantee the outcome of any correspondence, arrangements, or subsequent transactions the reader may make with any of the listed companies. HOME BUSINESS® Magazine is sold with the understanding that the publisher is not engaged in rendering medical, legal, financial, accounting, tax, or other professional service. If medical, legal, or other expert advice and assistance are required, the services of a competent qualified professional person should be sought. The publisher, United Marketing and Research Company, Inc., assumes no responsibility for any changes of offers, nor for any companies/advertisers that may go out of business. All correspondence regarding questions or problems on a company’s (including advertisers) program, products, or services should be directed to the company, not to the publisher. Advertisers and advertising agencies assume liability for all contents of advertising and for any claims arising therefrom. It is up to the user of this publication to investigate the product or service offered, and to make sure the company is reliable and that the product or service meets the user’s requirements. United Marketing and Research Company, Inc., is not responsible for the delivery of merchandise, starter kits, supplies, or other products and services ordered from advertisers. ©1993-2015. Reg. # 4180563 and 4145799. TRADEMARKS: Home Business, Serial Number 74/713646 and Home Business Magazine, Serial Number 75-086596, issued by the United States Department of Commerce, Assistant Commissioner for Trademarks. Mark Type(s): TRADEMARKS: Conform to the minimum requirements set forth in 37 C.F.R. Sec. 2.76 (e); and formal requirements set forth in 37 C.F.R. Sec. 2.76(b) and (c). All rights reserved. No part of HOME BUSINESS® Magazine may be reproduced, stored in a retrieval system, or transcribed, in any form or by any means, photocopying, electronic, mechanical recording or otherwise, without prior permission in writing of the publisher, United Marketing and Research Company, Inc., Lakeville, MN 55044. Articles appearing in this publication express the opinions, experience, and research of its authors and not necessarily the opinion of HOME BUSINESS® Magazine. www.homebusinessmag.com
10/13/15 5:07 PM
Marketing and Sales Tune-Up! Expert Advice for Achieving Sales and Marketing Success in 2016!
F E AT U R E
By a Panel of Sales and Marketing Experts
I
n this issue’s cover story, a panel of sales and marketing experts highlight the hot branding, selling, and marketing tactics to focus on in the upcoming year. Drawing from these experts’ years of expertise, you can learn how to: get your personal brand launched and kept alive; use top techniques for mixing a successful sales cocktail; build a successful sales team from scratch; develop a systematic approach to cross-selling; make “Marketing to Millennials” a prime focus of your business; market with bloggers/online influencers; and ignore five unhelpful web marketing metrics. By implementing these branding, selling, and marketing tactics in your own business’s marketing program, you can increase revenue, success, and build a strong customer reach in 2016. BRANDING Keep Your Personal Brand Alive By Marsha Friedman
Turn on the television, pick up a newspaper, or visit the Internet and you will be inundated with messages about brand products. Tide is a brand. Pepsi is a brand. Nike is a brand. And so are you — or at least you should be. If you open a dictionary, the word “brand” is defined as a type of product manufactured by a particular company under a particular name. These days you need to be that product. Here are a few suggestions to tune up your personal brand, get it launched, and keep it alive: ■
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Make sure your website represents you exactly the way you want to be seen. This is one of the best places to control your image. That could mean you want to be viewed as witty, intellectual, or physically fit. It could mean you want the world to see you as an expert in a particular field. Maybe you want to convey an image of trust. Maintain a strong social media presence. Twitter, Facebook, LinkedIn and
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other social media sites are invaluable By implementing these branding, selling, and marketing tactics tools for netin your own business’s marketing program, you can achieve working or success in 2016. getting your message out quickly under your personal brand. Also, make sure you have a unified message that weaves through your website, your social media sites, and anything you as an authority in your field. This else you use to promote yourself. Design also needs constant cultivation. If you elements should be consistent from one were quoted in a newspaper article last platform to the next as well. year, then you’re last year’s news. Even worse, if your competitor is quoted in You are the manufacturer of an article today, they’ve become more relevant than you and are winning the your product: which is you. personal-branding war. ■ Keep your presence alive in traditional ■ Branding yourself is not a one-shot media, too, making yourself available deal. Your branding effort never stops. for interviews. Media appearances act It’s ongoing. The bottom line is that creas a third-party endorsement, casting ating a personal brand is one of the keys to success in today’s world. By branding yourself — making sure the world knows who you are and the expertise you have to offer — you not only set yourself apart from your competitors but you also open the door to new opportunities.
“Branding yourself is not a one-shot deal.”
“
”
Marsha Friedman is a public relations expert with 25 years’ experience developing publicity strategies for celebrities, corporations, and media newcomers alike. She is the founder and CEO of EMSI Public Relations (www.emsincorporated.com). She shares her knowledge in her Amazon best-selling book, Celebritize Yourself, and as a popular speaker at organizations around the country.
SELLING By branding yourself — making sure the world knows who you are and the expertise you have to offer — you not only set yourself apart from your competitors, but you also open the door to new opportunities.
November/December 2015
Mix the Perfect Sales Cocktail By Anthony Caliendo With thousands of different sales techniques and philosophies that salespeople attempt to master, we find ourselves using trial Continued on page 16
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Marketing and Sales Tune-Up Continued from page 14
“Master ‘the art of asking questions without asking.’”
and error, sampling and tasting until we think we’ve mixed the right sales cocktail that will increase our closing ratios. The following are five top techniques for tuning up and mixing a successful sales cocktail:
F E AT U R E
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Sell yourself. Selling is not about selling your product or service; it’s about selling yourself. First and foremost, you have to think of yourself as your product. What attracts consumers to a product? The packaging, its features, its price, its guarantees? As a sales person, you have to market yourself in the same manner. You are the manufacturer of your product: which is you. Dress for success, channel confidence and charisma from within, and attract your buyer to you. Make your prospect comfortable. You have to make your customer want to engage with you and do business with you. Even with today’s online researching and buying trends, they will not buy from you if they do not like you and trust you. Master “the art of asking questions without asking.” Learn how to open up the dialogue and then learn how to
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listen. Listening is a skill: Not everyone is born with the ability to listen. But if you want to learn how to improve your sales skills, learn and practice your listening skills. Next thing you know, you’ve gathered all the info you need for your closing arsenal. Now close. Isolate your buyers’ hot spots. Create value, create need, and create solutions for your potential buyers. Hone in on what is actually important to your buyers, and then be prepared to give them the solutions they are looking for, not the pitch you’ve been preparing for months. Recognize emotional drivers and negotiate accordingly. You are pitching a product to your prospects to solve their problem — not to solve yours. So when your prospects are giving you clues as to what they may be thinking or feeling, you need to recognize that this is what drives them to make their final buying decisions. So tune in and negotiate accordingly.
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November/December 2015
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Build a Successful Sales Team from Scratch By Eliot Burdett Building a sales team from scratch is one of the most difficult and important tasks of a business owner. Hiring the wrong salespeople costs dearly in time and treasure. Fortunately, there is a tuned-up, 9-step formula for success: ■
Don’t build too soon. Any entrepreneur yearns for revenue streams, but if the product is not ready, the offering is shifting, the budget for an industry leader is not there or the appropriate management support is not in place, hiring salespeople can be a waste of limited resources.
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“Before hiring can commence, clearly defining the structure of the sales team is critical.” ■
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Define your sales team structure. Before hiring can commence, clearly defining the structure of the sales team is critical. Assign territories. Defining sales
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territories focuses selling efforts and prevents employees from targeting the same accounts and cannibalizing their efforts. Map out individual sales goals. Identify the goals used to measure success for each sales team member. These should include not only revenue goals but also the sales activity required to achieve the revenue. Determine the base and commission. Sales compensation plans vary widely across industries and companies, but as a rule of thumb, new business development positions pay a 50/50 split of base salary and commission. Hire based on sales DNA and not resume. Ideally, hire a candidate that has a proven track record of selling in startups. However, more important is to measure their sales DNA which we define as key traits of successful sellers such as ambition, perseverance, confidence, optimism, sense of urgency, desire to influence others, flexibility and ability to deal with uncertainty. Focus on the things that attract top sales talent. The key is to make eye-catching job ads, offer a viable and
Hone in on what is actually important to your buyers, and then be prepared to give them the solutions they are looking for, not the pitch you’ve been preparing for months.
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well-defined career as opposed to just a job, get compensation offers right, and focus on attracting gainfully employed sales people. Implement a structured onboarding program. The first 90 days of a sales rep’s employment are a critical time. Each day should be mapped out in terms of training on the product/service, the market and customers, and the selling approaches, systems and tools. Continued on page 18
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Sales and Marketing Tune-Up! Continued from page 17 ■
are six reasons entrepreneurs should not simply “Market to Millennials,” but should make it the primary focus of tuning up their marketing programs.
Measure success. It is critical that a new sales hire’s performance be monitored and measured closely.
F E AT U R E
Eliot Burdett is the Co-Founder and CEO of Peak Sales Recruiting, a leading B2B sales recruiting company launched in 2006. He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast. Visit www.peaksalesrecruiting.com.
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Develop a Systematic Approach to Cross-Selling By John Boe The proactive, ongoing sales process of cross-selling is designed to provide your customers with a full spectrum of your company’s products and services. Not surprisingly, two of the key elements that drive effective cross-selling are trust and convenience. Your customers’ trust in your company can be converted into additional sales that are not directly related to their existing products. The good news about the cross-selling process is that it’s one of the most profitable and least risky endeavors a sales rep can undertake. It pays to cross-sell, because when you go the extra mile and provide information about additional products to your customers, you are tuning up your sales and are being financially rewarded for helping them make a more informed buying decision. The first exposure I had to cross-selling was as a teenager in high school working part-time at McDonalds during my summer vacation. Looking back on my brief tenure at the restaurant, I can still hear my manager’s daily refrain; be polite, keep the counter clean,
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Identify the goals used to measure success for each sales team member — the revenue goal and the sales activity required to achieve the revenue.
and always ask the customers if they would like some fries with their meal. Developing a systematic approach to cross-selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort. As you prepare for your next sales appointment, look for cross-selling opportunities that you can incorporate into your presentation. Sales reps who fail to effectively cross-sell products actually do a disservice to their customers and leave the back door open to their competitors!
“Sales reps who fail to effectively cross-sell products actually do a disservice to their customers and leave the back door open to their competitors!” ■
John Boe is a nationally recognized sales trainer and business motivational speaker. For more information, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.
MARKETING
■
Focus on Marketing to Millennials By Trung Pham, CEO of AXIS With 83 million Millennials possessing $1.3 trillion in annual buying power, and setting to inherit $30 trillion more from their Generation X and baby boomer parents, companies need to invest heavily in “Marketing to Millennials.”
Developing a systematic approach to cross-selling enhances the customer’s buying experience and brings in additional revenue with relatively low expense and effort.
They are the first generation not following the script of education, marriage, house, and then family, leaving advertisers perplexed. They also have a world of information at their fingertips allowing them to form their own opinions about brands, are the most educated generation in history, are highly diverse, and like being “green.” The following
Society follows their lead. The entire world is following the lead of the current trendsetting youth generation (See Facebook). Those who can resonate with this group will then have the rest of the population following suit. Appeal to the tech-savvy but not handy. The younger generation is between a rock and hard place when it comes to being handy. Our parents were able to build and fix things, where increasingly the current generation is not. While young people prefer to do a lot of things virtually, there will always be a need to develop physical products that function as seamlessly as their Apps do.
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Benefit from speaking the same language. While entrepreneurs can be any age, the majority of entrepreneurs are young and hungry. In fact, many of them are Millennials. The ability to speak the same language as their target market offers a huge competitive advantage and will yield impressive results. Enjoy two types of “green.” Targeting Millennials offers the opportunity to enjoy two types of green — the type that has a positive impact on society and the type that lines pockets. Whether their concern is creating green jobs, global warming, or getting away from foreign oil addiction, Millennials will feel better about supporting you if there is a social responsibility. Consider their lifetime value. Baby boomers are certainly still a big market. However, they can be seen as getting a little long in the tooth. If the Millennials develop brand affinity, they will stay with you for life. It provides an opportunity to grow and evolve as they do and makes for a sound business model for the next 50 years or so. Continued on page 44
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Interview with On Making Her Mark in Two Genres, Having Confidence in Life and in Business, Overcoming Personal Obstacles, and the Frustration About the Limited Roles for Women in Entertainment By The Interview Feed
A
ussie actress Rose Byrne has spent most of her career playing big parts in small films and small parts in big films. Then along came films like Get Him to the Greek and Bridesmaids, and suddenly Byrne was hailed as a brilliant comedienne. Her work in Neighbours, last year’s smash hit R-rated comedy co-starring Seth Rogen, consolidated her reputation as a leading actress whose newly discovered comic gifts have radically transformed her career.
“I’ve always seen myself as a character actor, and it’s a bit of a surprise for me that I’ve gained so much attention for doing comedy.” – Actress Rose Byrne
“I’ve always seen myself as a character actor, and it’s a bit of a surprise for me that I’ve gained so much attention for doing comedy,” Byrne says. “I grew up as the youngest of four children so I was always getting teased and kidded by my siblings. I’ve always had that Australian sensibility where we don’t take ourselves too seriously and we approach life with a lot of humor and irreverence. My favorite films have always been comedies, so maybe it was destiny that I started doing them.” Byrne’s new film, SPY, sees her reunited with her former Bridesmaids castmate Melissa McCarthy and director Paul Feig in a wild action-comedy with co-stars Jason Statham, Jude Law, Allison Janney, and Byrne’s boyfriend of the past three years, Bobby Cannavale. Byrne plays Rayna, a dangerous arms dealer who is tracked down by Susan Cooper, (McCarthy), a CIA analyst who grows weary of her desk job and embarks on a globe-trotting adventure that takes audiences from Paris to Rome to Budapest. 20
Courte Cou rtesy sy of Reu Reuter ter ers
F E AT U R E
Rose Byrne
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The 35-year-old Rose Byrne first started taking According to Actress Rose Byrne, “Fame can be very acting classes when she ephemeral and you shouldn’t get too attached to it was 8 years old growing up because it can disappear very quickly.” in Sydney, Australia. She’s the youngest of four chilX-Men: Apocalypse. dren born to Robin Byrne, Question (Q): What can you tell us about a now-retired market researcher and statistiyour work in Spy? cian, garlic farmer, and part-time clown, and his wife, Jane, who works in the office of an Rose Byrne (RB): It’s this wild comic Aboriginal primary school. adventure that makes you feel like you’re taking a crazy ride along with us. It’s very campy By the age of 11, Rose was finding work and it pokes fun at the whole spy genre. I in the odd stage play and TV series and play a very mysterious figure — you don’t at 18 she played the female lead opposite really know whether I’m a good guy or a bad another soon-to-be Aussie star, the late Heath guy. Melissa is a CIA operative on her first Ledger, in Two Hands. The film caught the assignment as a field agent who’s supposed to attention of international casting agents, and track me down and get close to me so she can she began visiting Los Angeles with the hope of jump-starting her Hollywood career. She promptly did when she was cast in 2002’s Star Wars 11: Attack of the Clones, and subsequently in Wicker Park, co-starring Josh Hartnett and Diane Kruger, and Troy, also starring Kruger, released in 2004.
“Earlier in my
Over the course of the following years, she would go on to play in Marie Antoinette, Sunshine, 28 Weeks Later, and Knowing. Despite good reviews throughout her career, it wasn’t until she played on the critically-acclaimed TV series Damages in 2007 that Hollywood studios began to recognize her potential. But Byrne failed to land that defining feature film role until Bridesmaids came along in 2011 and showed that comedy may well be her forte. Byrne lives in New York’s Upper East Side with her boyfriend Bobby Cannavale (Blue Jasmine, Boardwalk Empire). Byrne and Cannavale also co-star together in the new film, Adult Beginners, slated for a UK release later this summer, and previously played in Annie last year. It was recently announced that she will be returning as Moira MacTaggert in
November/December 2015
career, I constantly underestimated myself. It was a defense mechanism.” – Actress Rose Byrne
gather intelligence. Q: Why do you think it’s taken until recently for your career to really take off? RB: It’s been partly my own fault. Earlier in my career, I constantly underestimated myself. It was a defense mechanism. I think it’s a very Australian characteristic in that God forbid if we to take ourselves too seriously or allow ourselves to feel too important. But excessive humility is not going to take you very far in this business, which is very competitive and brutal at times. It was an obstacle to my career. I had to learn to have more Continued on page 48
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November/December 2015 | Home Business
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1988 1981 1993 1994 N/A 1989 2001 1993 2003 1988 1984 1962 2006 1987 N/A 2000 1978 2008 1992 N/A 2004 1900 1998 N/A 1994 1991 2002 N/A 1992 1894 1987 1974 1971 1935 1985 N/A 1984 1989 1946 N/A N/A 1970 1996 1988 1961 2004 2000 2002 1982 1997 1999 2005 1977 N/A 1993
# of Type of Business Business 61 315 52 N/A N/A 600 20 600 45 1,005 200 100 457 202 N/A 100 9,500,000 N/A N/A N/A 152 165 900 N/A 190 160 200,000 N/A N/A 2,200 72 150 100 6,000+ 35 N/A N/A 300 90 N/A 100 387 N/A N/A 5,000 N/A N/A 140 1,000 40 600,000 480 115 N/A N/A
F F F L M SB DS IA L D DR DS F D I AE L F MLM SB DS I AE F L LF F F MLM DS F DR M MLM DR MLM IA D DR L S MLM MO DS IA L F DR IA DR L M S SB DS I AE SB F F M MLM DS W DS SB D DR W MO DS IA F M DS DR L M W IA M FM M IA D DR DS E LMS LF F MLM DS F D DR M DW D DR M W M F M MLM D L F DS E DR M MLM D DR M W MO DS L D DR W MO DS I AE
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November/December 2015 | Home Business
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AAJudgment JudgmentRecovery Recovery Business Business isis Hot and andininDemand. Demand.Here’s Here’show how to to start start your your own... own...
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ave aveyou youever everwatched watchedJudge JudgeJudy Judy or or any any of of those those mid-afternoon mid-afternoon court courtTV TVshows showswhere wherepeople people sue sue each each other other for for unpaid unpaid rent rent or services? services?InInmany manycases, cases,Judge JudgeJudy Judyslams slamsdown down her her gavel gavel and and barks barks orders ordersatatthe thedefendant defendanttotopay payup, up, but but here's here's aa little little known known fact: fact: the the court courtdoes doesnot notenforce enforcethat thatjudgment. judgment.And And that that goes goes for for non-televised non-televised court courtcases casestoo. too. That's That'sright, right,just justbecause because aa judge judge orders orders someone someone to to pay pay aa debt debt doesn't doesn'tmean meanthat thatperson personisisgoing goingtoto do do it.it. Imagine Imagine ifif someone someone owed owed you youa afew fewthousand thousanddollars dollarsand anddecided decided not not to to pay pay you, you, regardless regardless of what whata acourt courtofoflaw lawordered. ordered.Would Wouldyou youknow knowwhat what to to do? do? Most Most people people don't, don't,sosothey theywait waitininfrustration frustrationfor forthe thedebt debtto tobe bepaid. paid. Christina ChristinaSmiley, Smiley,founder founder ofof Sierra Sierra Judgment Judgment Recovery Recovery and and selfselfproclaimed proclaimedopportunity opportunity junkie, junkie, learned learned how how to to profit profit from from this this little little known knownmarket marketofofunpaid unpaiddebt debtby byhelping helpingjudgment judgment holders holders collect. collect. She She explained explainedthere therewas wasvirtually virtuallyno no one one who who was was providing providing this this service. service. And And that that once once people people had had been been awarded awarded these these judgments... judgments... 80 80 percent percentofofthem themwere werenever neverpaid.” paid.” This Thisdiscovery discoverycouldn’t couldn’thave havecome come atata abetter bettertime; time; Christina Christina and and her her husband husbandTerry Terrywere werepart partowners ownersofofaa carpet carpet store store and and had had amassed amassed aa large largeamount amountofofdebt. debt. They Theyhad hadthree threesmall smallchildren childrenand and thought thoughtthat thatbybyowning owningaastore storethey'd they'd have havemore moremoney moneyand andtime timefor fortheir their family. family.Initially Initiallyit itwas wasan anexciting excitingtime time forfor them, them, but but that that dream dream quickly quickly turned turnedinto intoa anightmare nightmareofofdebt debt and and endless endlesshours hoursatatwork, work,as as Christina Christina remembers, remembers, "We "We accumulated accumulated monstrous monstrousdebt. debt.We Wewere weretruly trulyonly onlyaa few few paychecks paychecks away away from from being being homeless." homeless." And Andthen thenshe shelearned learned about about the the big bigmoney moneyininsmall smallclaims. claims.Christina Christina focused focusedononlearning learninghow how toto recover recover judgments judgmentsfor forpeople. people. She She says, says, "It "It was wastrial trialand anderror errorfor forsix sixmonths monthstotoaa year. year.I buried I buriedmy mynose noseinincivil civilcodes.” codes.” Christina Christinacontacted contacted aa number number ofof small smallbusinesses businessesininher herarea areatotosee seeifif they theycould coulduse useher herservices, services,and andas asitit turned turnedout, out,there therewas wasplenty plentyofofwork work forfor her. her. "These "These people people were were overjoyed overjoyedtotogive giveus usallallofoftheir theircases cases totocollect collectand andwere weremore morethan thanwilling willing toto letlet me me keep keep 50% 50% ofof what what I I collected collectedfor forthem," them,"she shesays. says. InInmost mostcases, cases,they theyhad hadfiled filedaway away their theirjudgments judgmentsaafew fewyears yearsprior priorwith with nonohope hopeofofever evercollecting collectingon on them. them. Christina's Christina's business, business, Sierra Sierra Judgment JudgmentRecovery, Recovery,gets getsthat thatmoney money back. back. These These people people figured figured they'd they'd never neversee seeany anyofofthat thatmoney moneyagain, again, they'remore morethan than happy happy toto pay pay sosothey're Christina'sfee. fee. Christina's Anotherattractive attractive aspect aspect ofof this this Another 24
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service isis there's there's no no up-front up-front cost to service her customers. customers. Any Any filing filing fees or her costs incurred incurred by by Christina Christina are costs reimbursed to to her her out out of the reimbursed judgment once once it's it's collected. collected. The judgment customers don't don't have have to pay customers anythingout out of of their their own own pocket. pocket. anything From what what she she says, says, this is From primarily behind-the-scenes behind-the-scenes work, primarily which makes makes itit an an entirely entirely nonwhich confrontational business. business. She She does confrontational everything through through the the court court system everything from seizing seizing debtor debtor bank bank accounts, accounts, from garnishing wages wages and and other other income, garnishing toplacing placingliens liens on on property. property. to One year year after after starting starting the One judgment recovery business, judgment recovery business, Christina and and Terry Terry closed closed the Christina carpet store. store. Finally Finally they they could could work carpet at home home and and have have money money left over at at the the end end of of the the month. month. They've at been running running Sierra Sierra Judgment Judgment been Recovery for for over over 10 10 years years and are Recovery bringing in in aa five-figure five-figure paycheck paycheck bringing eachmonth. month. And And the the most most important important each aspect isis they've they've got got more more time for aspect their kids. kids. “I“I can can attend attend their their events their and my my husband husband gets gets to to go go on field and trips now now -- he's he's usually usually the the only dad trips onthem.” them.” on But the the story story doesn't doesn't end end there. But Christina wants wants to to share share her Christina knowledge with with others others across across the knowledge country as as aa home-based home-based business country opportunity. opportunity. She has has put put together together aa judgment judgment She recoverytraining training course. course. In In addition, recovery students have have access access to to aa National students Network, which which can can be be extremely extremely Network, helpful in in cases cases where where the the debtor helpful has moved moved out out of of state. state. Christina has alsoincludes includes unlimited unlimited support. support. also The training training course course is is on a The home-study basis basis and and itit teaches home-study
November/December 2015
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Christina Smiley Smiley
contact judgment judgment holders holders how to contact their business, business, the the steps steps to to to get their down aa debtor debtor and andsorting sorting tracking down the paperwork paperwork from from the the through the court. Christina's motivation for Christina's motivation for this business business opportunity opportunity sharing this others isn’t isn’t to to get get money moneyfrom from with others the course course (a (a one-time one-time sales of the of $185.00, $185.00, she she only only flat fee of enough to to cover cover the thecost costof of makes enough producing course course materials): materials): she she producing continue to to develop develop the the wants to continue Network of of judgment judgment National Network specialists. recovery specialists. Anyone interested interested in in aa homehomeAnyone business who who really really likes likesto to based business research could could benefit benefit from from do research training course, course, according according to to this training Christina. "This "This business business isisfilling fillingaa Christina. niche. ItIt provides provides steady, steady, true niche. predictable home-based home-based income income predictable $5,000 -- $8,000 $8,000 per per month month on on of $5,000 There is is no no lack lack of of average. There customers and and no no foreseeable foreseeable customers decrease at at any any time time in in the the decrease says Christina. Christina. future," says you’d like like information information on on If you’d your own own home-based home-based starting your judgment recovery recovery business, business, judgment for their their free free guide guide at at register for www.recoverycourse.com. You You www.recoverycourse.com. also contact Sierra Sierra may also contact Judgment Recovery Recovery directly directly by by Judgment them at at (912) (912) 882-8190 882-8190 calling them email Customer Customer Support Support at at or email Support@recoverycourse.com. Support@recoverycourse.com.
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November/December 2015 | Home Business
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What Obamacare Means for
N E W S S TA N D
Small Businesses
T
he ACA, or Affordable Care Act, is a law that has changed how the healthcare system, especially health insurance processes, in the United States works. Commonly, it is referred to as Obamacare. It has received nonstop criticisms ever since it was deployed in 2010. And US citizens have been equally happy and disappointed with it. Primarily, President Barack Obama enacted this reform to ease the burden of healthcare costs to regular people. But what about small business owners? What do they have to say about the ACA? What good does Obamacare offer to business operators? The term “small business” will be defined first before you get to read about the benefits of the ACA. According to the Small Business Association, a small business is a company that operates with less than 25 full-time employees (or equivalent — see FTE**) that earn $51,000 annually in average. The average annual wage limit might change depending on the current inflation rate. Two of the major benefits of Obamacare to small business owners are tax credits and tax breaks. Both are designed to lower the burden of providing medical benefits to small business employees and allow them to become freer when it comes to getting business insurance quotes. The amount of tax credits and breaks a small business operator will receive depends on the number of FTEs he has and the amount of average annual salaries he gives. More information can be found on the IRS website. But in simpler terms, the smaller the business, the greater the benefits. The maximum credit the operator might receive is 50% of the
“Primarily, President Barack Obama enacted this reform to ease the burden of healthcare costs to regular people. But what about small business owners?” 26
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By Lindsey Patterson premiums he pays for. The tax credits are retroactive (since the Obamacare was signed and enacted). Operators can get the help of an agent for faster processing, or just manually do the IRS forms. However, since last year, small business owners cannot claim credits for two consecutive years.
ACA or Obamacare is beneficial to small businesses by lessening the burden of providing medical healthcare benefits to their employees, ensuring all employees are covered, and saving them indirectly from penalizations.
Take note that in order to be eligible for these two benefits, the employer must be paying half or more than half the amount of his employees’ health care plans. Also, you must get the plans or business insurance quotes from SHOP (Small Business Healthcare Options Program) Marketplace. As of this writing, employers who are not enrolled in the SHOP Marketplace might need to wait till next year since the registration is already closed. Being an eligible member of the SHOP Marketplace is already a benefit of its own. With premiums from SHOP, small business operators have full control of the amount that they will pay for their employees’ healthcare plans. And in November 15, 2015, businesses with 100 or less employees will become eligible for membership in the SHOP Marketplace. Also, being a small business owner (or an employer with less than 50 employees), you will be exempted from the penalties that Obamacare imposes, which is known as Employer Shared Responsibility Payment or ESRP.
Do note that the government considers companies with more than 50 full-time employees as “large businesses” and the penalties only apply to operators that do not provide affordable coverage. The amount of the planned penalty mandate, which was delayed, is around $2,000 up to $3,000 per full-time employee. This penalty is only good for a month. If the large business, that did not comply with the Employer Shared Responsibility Payment, fails to take action for a year, it will need to pay $24,000 up to $36,000 per
November/December 2015
full-time equivalent employee. Small businesses that have recently expanded will experience lesser burdens of the Employer Shared Responsibility Payment fees. The first 30 full-time equivalent employees that are covered by the employer will be exempted from the penalty. If the employer has 75 employees without coverage, the employer only needs to pay penalties for 45 of them. Aside from being exempted from the ESRP, small businesses are exempted from the healthcare mandate that will force businesses with more than 100 employees to provide 70% of their employees with premiums. The mandate will become stricter next year. The government will raise the percentage to 95% in 2016. In a nutshell, ACA or Obamacare is beneficial to small businesses by lessening the burden of providing medical healthcare benefits to their employees, ensuring all employees are covered, and saving them indirectly from penalizations. **FTE: A Full-Time Equivalent Employee is an employee or group of employees that have work hours equivalent to a regular full-time employee. For example, two half-time employees are equivalent to one full-time equivalent employee. Lindsey Patterson is a freelance writer and entrepreneur who specializes in business technology, customer relationship management, and lead management. She also writes about the latest social trends, specifically involving social media.
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BUSINESSES & OPPORTUNITIES
Make Your Network Marketing Approach Match Your Prospects’ Needs Having a System in Place Will Support You and Your New Distributors to Achieve Success By Dr. Joe Rubino
W
hat you will say to your prospect will depend upon a number of factors. These include: how well you know the prospect, how much rapport and relationship you have established to create an opening for them to be interested in listening to what you have to share, and where you’d guess their interest may lie. Obviously, your presentation will differ if you are speaking to your Uncle Charlie, someone who has answered a display ad you placed in a targeted niche publication or the lady next to you at the Deli counter. In spite of these varying situations, all successful prospecting conversations will share a number of common elements. Let’s look at these three situations in greater detail to see how a typical prospecting conversation might go.
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First, in the case of speaking with someone you know fairly well, there are a number of ways to create an opening to share about your company, products and income opportunity.
“Having a simple system in place will dramatically support you and your new distributors to achieve great success.”
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Here is something you might say to someone who answers an advertisement: ■
Here are some opening lines you might say to a person with whom you already have a relationship. ■
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“Uncle Charlie, I’ve recently partnered with some very successful business leaders to support our company’s expansion into the Chicago area. I admire your business expertise and thought I’d ask if you’d consider taking a look at what we’re doing with an eye toward possibly joining me as a business partner.” “Uncle Charlie, I know how health-conscious you are. I’m working with a
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company that distributes some exceptional nutritional supplements. Would you be willing to take a Break the ice and develop rapport with a prospect look at them and let by speaking about something that sparks your me know what you attention. think? I’d appreciate you becoming a for people who might want to earn customer if possible. Thanks!” “Uncle Charlie, I need your help. I’m some extra income from home working leading my company’s expansion into with a very well-respected multi-milNew England and I’m looking for some lion dollar company. Would you pospotential business partners. Would you sibly know of anyone who might be be willing to give me 30 minutes so we interested in an interview? If so, I could might brainstorm who you think might arrange it so that our company would be willing to take a look at what we’re send you a nice thank you check for doing?” your referral.” “Uncle Charlie, I’m looking to partner with a _(his occupation)_ to introIf they (the prospects) ask duce our company’s product line to what you do, say something this group. Would you be interested in exploring some possible synergies like “You know how (fill in with me?” the blank), well, what I do is “Uncle Charlie, who do you know who (fi ll in the blank to create an could use some extra money?”
opening).”
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“Hello, is Linda there? Hi, my name is Joe Rubino and I’m returning your call. You left a message after seeing our ad in the Boston Globe. Is this a good time to visit for a few minutes? Great! Before I tell you about our company and income opportunity, would you please tell me a little about yourself? Where do you live, what do you do for a living, and what sparked your interest to reply to our ad?”
Here are some phrases you might say to someone who you meet as you go about your day: ■
“Hi, I think I’ve seen you in this store shopping before. I was wondering if you might be able to give me some advice. I’m new to the area and looking
November/December 2015
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Break the ice and develop rapport by speaking about something that sparks your attention. It could be as simple as commenting on the weather or a newspaper headline at a news stand, complimenting someone on her jewelry, etc. Follow up this small talk with a compliment and a question that creates an opening. For example, “You look like the kind of professional person I’m looking for. Would you be willing to listen to this audio-tape? I’d be happy to touch base with you afterward to see if you’d like to learn more. Would that work for you?” Use an elevator presentation. Thanks to Hilton Johnson of MLM University for Continued on page 30
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BUSINESSES & OPPORTUNITIES
Make Your Network Marketing Approach Match Your Prospects’ Needs Continued from page 28
this technique. Break the ice. Develop rapport. Say something like, “You look familiar. Do you work around here?” (Yes.) “Oh, what do you do for a living?” When they answer, say something like “Really, I’m looking for people like you in my business.” If they ask what you do, say something like “You know how (fill in the blank), well, what I do is (fill in the blank to create an opening).” Here are some examples: ■
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You know how most people work all their lives earning less than they need only to retire and be forced to live on half of what was too little to begin with? Well, what I do is show people how to retire 15 years earlier at twice their usual pay level. Do you know anyone who might be interested in learning more about that?” “You know how most people work all their lives at jobs that don’t pay them what they’re worth? Well, what I do is show people how to get paid what they’re worth by doing what they love to do! Would that interest you to learn more? What day this week can we talk for a few minutes?”
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“You know how companies pay huge amounts to advertise their product lines? Well, what I do is show people how to get their share of these revenues. Our partners earn up to a high 6-figure yearly income. Do you know anyone who might be interested in learning more? We’re interviewing right now for self-starters.”
What you say to your prospect depends upon a number of factors, including: how well you know the prospect, how much rapport and relationship you have established to create an opening for conversation, and where you’d guess their interest may lie.
Of course, having a simple system in place will dramatically support you and your new distributors to achieve great success. For example, if you or your company has that brief 5-minute company, products and income opportunity toll-free message in place, all you’d have to do is say something like “Would you have just five minutes to listen to a brief summary of what I do to support people to earn extra money from home? If the answer is yes, use 3-way calling to connect your prospect to the recorded message or if you are out and about in town, hand him or her your cell phone to listen in. After hearing the message, ask if your prospect would be willing to explore this possibility of
“If you or your company has that brief 5-minute company, products and income opportunity toll-free message in place, all you’d have to do is say something like “Would you have just five minutes to listen to a brief summary of what I do to support people to earn extra money from home?” How EFFECTIVE Are Your Prospecting Conversations?
Dr. Joe Rubino is an internationally acclaimed trainer, author and success coach. He is the author of 12 best selling books and audio programs available in 24 languages and 58 countries, including “Secrets Of Building A Million-Dollar Network-Marketing Organization From A Guy Who’s Been There Done That And Shows You How To Do It, Too” which has been called by industry experts the best book available on how to build a successful MLM business. His book, “The 7-Step System to Building a $1,000,000 Network Marketing Dynasty” is being used as a training guide by many Network Marketing companies and top distributors. He is also the creator of the acclaimed audio album and workbook, “10 Weeks to Network Marketing Success: The Secrets to Launching Your Very Own Million-Dollar Organization In a 10-Week Business-Building and Personal-Development Self-Study Course.” See www.10weekstosuccess.com. For more information on Dr. Rubino’s coaching programs, books, tapes, CDs and courses, visit www.CenterForPersonalReinvention.com, e-mail to: drjrubino@email.com.
Step 2: Determine if your prospect is indeed a prospect by getting permission to ask him a few questions before exploring your income opportunity with him. Step 3: Speak your commitment to your prospect in some way.
By Dr. Joe Rubino
Step 4: Create rich possibilities that inspire action.
You’re in consistent and persistent massive prospecting action with your network marketing business. You are honoring your commitment to speak with a minimum number of prospects daily while following up with all interested parties on a timely basis. But how EFFECTIVE are your conversations?
Step 5: End by making a request that moves the conversation in a forward direction.
Follow the 5 steps below to ensure that your prospecting conversations are most effective: Step 1: Create an opening to be heard.
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making money from home further. Make a request that they take a next step. This might mean speaking with your business partner, attending a meeting, trying an initial product package, watching a video, etc.
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After each conversation you have, review each of the above steps to analyze how effectively you accomplished each point. Ask yourself, “What worked about my conversation and what was missing, that if put into place, would support my next conversation to be more productive and powerful?” For more information on Dr. Rubino’s coaching programs, books, tapes, CDs and courses, visit www.CenterForPersonalReinvention.com, e-mail to: drjrubino@email.com.
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MARKETING & SALES
Skype for Business: The New Era of Business Productivity From Conveniently Communicating to Full-Scale Collaborating By Rick Seiden, Tech Profit
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long with new technologies, there have also developed new and exciting forms of communication. While it used to take weeks to mail letters around the world or track down someone traveling abroad for a phone call, we can now share experiences via Skype instantaneously and seamlessly as if traveling along together. Skype of Yore For years, Skype has been used to help add a face-to-face dimension to communications, keep in touch with friends and family afar, as well as offering the option of online phone calls when landlines aren’t available. Adaptation Often communication tools that were initially created for personal use are quickly adapted by savvy businesses to help them function more efficiently. For years, businesses have adapted Skype to conduct virtual meetings, chat and make phone calls between locations without expensive calling plans.
…At the same time, businesses have also spent years making great use of Microsoft’s Lync Online — a cloud-based business communication tool that allows instant messaging, PC-Audio, video, web conferencing, and screen sharing. Unfortunately, Lync Online users were always limited from easy worldwide communication due to the lack of PSTN connectivity
“ Office 365 users can now use Skype for Business to place calls and start conferences over ‘old school landline’ connections — complete with a good-old-fashioned phone number.
”
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Microsoft Lync and Skype: The Perfect Marriage
Skype for Business merges together the familiar Skype interface with the coveted Lync business features to combine into a communication and productivity masterpiece.
Microsoft has always made it a priority to reinvent productivity and help people communicate in the best and easiest ways possible. Therefore, Microsoft is re-branding Lync — and all current users will now begin to use the newly branded: Skype for Business. Skype for Business not only includes new features, but also solves old Lync communication dilemmas by combining enterprise voice in Office 365 with public switched telephone network (PSTN) calling and conferencing. The bottom line: Office 365 users can now use Skype for Business to place calls and start conferences over ‘old school landline’ connections — complete with a good-old-fashioned phone number. Set-Up
Lync
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and native dial-in audio conferencing.
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Skype for Business merges together the familiar Skype interface with the coveted Lync business features to combine into a communication and productivity masterpiece.
“ The Office 365 Skype for Business voice and video services are based on an intelligent real time network, spanning Microsoft’s global data centers, to deliver secure, high quality voice and video traffic at the speed of light across the globe.
”
Because many of these wonderful new features are reliant on a landline, Skype for Business will require an additional subscription with a telephone company like AT&T, Verizon or Comcast, but the benefits will be well worth the additional set up.
As Microsoft says, “The Office 365 Skype for Business voice and video services are based on an intelligent real time network, spanning Microsoft’s global data centers, to deliver secure, high quality voice and video traffic at the speed of light across the globe.”
Office 365 users will be able to use Skype for Business for all of their written, audio, and video conversations all based in a secure, high quality, real-time network. Cloud plus on premise hybrid options will allow enterprises to rely on Microsoft’s cloud when they need it, but not have to give up what they already manage on-premises.
Skype for Business, when used together with Microsoft Office 365, will provide businesses the following seamless features:
Even in the short time that it has been available, “Skype for Business” is already helping to revolutionize the way businesses interact, communicate, and improve productivity. Skype for Business & Office 365 Features…
November/December 2015
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IM Voice Calls Video Calls Online Meetings Email Calendaring Document Collaboration
…and more All of the above features are combined amongst Microsoft Office 365, Skype for Continued on page 34
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MARKETING & SALES
Skype for Business Continued from page 32
Microsoft is working to combine a one-stop shop office productivity solution that is as helpful as it is safe. What’s Next…?
Microsoft is working to combine a one-stop shop office productivity solution that is as helpful as it is safe.
Business, client and cloud which all now help you to work with colleagues as productively from afar as you would side-by-side. Security Next, of course, you can’t forget added security. Businesses that already use Skype for meetings will now benefit from the added features along with an added level of security when utilizing the link between Skype, Lync, and Office 365. Businesses can now share and collaborate on files, schedule events, share emails, and IM one another safely and securely from anywhere in the world.
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Microsoft is now taking steps to continue to enhance the cloud for real-time communications, and is the only vendor with a cloud specifically designed for modern business. As part of the continued business productivity enhancing efforts, Skype for Business will continue to offer global solutions through datacenters across 37
countries. Skype for Business is also continuing to integrate into the new Office 365 — creating a simple solution for business communication and productivity. If you already are a Lync Room Systems user — all of these systems will be upgraded to Skype Room Systems which will help more than 50 million meeting spaces of all shapes and sizes move to the Skype for Business platform. Microsoft also announced in March an
November/December 2015
With the addition of the PSTN calls, phone number, file sharing, and heightened security — Skype for Business is your one-stop virtual office and business management solution.
expanded relationship with Polycom which will help to deliver a new device: Polycom RoundTable 100. This is a simple yet powerful tool designed to help small-to-midsized businesses (SMB) and teams equip their meeting rooms of all sizes. Is Skype for Business for You? If communicating more thoroughly, more easily, and more securely would benefit your
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“ Businesses that already use Skype for meetings will now benefit from the added features along with an added level of security when utilizing the link between Skype, Lync, and Office 365.
”
business, then the answer is an unequivocal — yes. Also, with the addition of the PSTN calls, phone number, file sharing, and heightened security — Skype for Business is your onestop virtual office and business management solution. Ready to try Skype for Business? Need to figure out the best way to integrate a landline? ■ Ready to get started with Microsoft Office 356? Contact RISE today to discuss how Skype for Business can be integrated into your business in a way that is streamlined, organized,
Top Tips on How to Organize Your Workspace A well-organized office and workspace can improve morale and boost productivity. The team at Kelly’s Storage has put together an informative infographic full of useful tips and suggestions to help transform a cluttered workspace into an environment that will create happy workers! These great suggestions include… ■
Organizing your drawers by importance and how often you need the items within them;
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Playing some gentle music in the background of the office to boost morale and keep everyone relaxed;
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Keeping your emails organized in folders and assign times to read and reply to the emails; and
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Managing your documents by handing the responsibility over to professionals to store your files off-site in a safe and secure facility where you can monitor it from the comfort of your own desk.
For more information, visit www.kellystorage.co.uk . You can take a look at this infographic here – https://s3-eu-west-1.amazonaws. com/contentoutreach/KS-IG-OfficeOrg.png.
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and non-disruptive to your current business. Skype for Business Preview For those who already are Microsoft Office 365 customers, you can now sign up to preview Skype Meeting Broadcast, PSTN Conferencing
(U.S. Only) and/or Cloud PBX with PSTN Calling (U.S. Only). Visit here to learn more: https://www.skypepreview.com/ . Rick Seiden is the President and Founder of RISE Solutions Group. Its mission is to bring calm and wisdom to high-stake technology decisions and deployments — enabling our clients to focus on their core mission and business. Learn more at: www.risesg.com
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Business Planning for Small Business
HOME OFFICE
By Dr. Warren Harmer Dr. Warren Harmer has over twenty years of experience successfully running his own small businesses, and a dozen more as a consultant for other small business owners. For the first time, he has collected his vast knowledge and packaged it into a book. Business Planning for Small Business helps small business owners and entrepreneurs decide what type of business plan is best for their business, secure the capital they need to start and grow a business, hire the right people to build their team, and review and update plans as circumstances change. For more information, visit http://warrenharmer.com/ or purchase the book at Amazon.com.
Find Your Balance Point Clarify Your Priorities, Simplify Your Life, and Achieve More By Brian Tracy and Christina Stein Everyone today has too much to do and too little time — that’s not going to change. The only way to make our lives less stressful is to make sure we spend more time doing the things that matter most and less time doing the things that matter less. When we’re not clear on what is really important, we make thoughtless and impulsive choices and end up feeling exhausted and unfulfilled. Bestselling author Brian Tracy teams up with psychotherapist Christina Stein to show how to find true balance — when all your actions and choices are guided by a profound knowledge of your deepest personal values, vision, purpose, and goals. Not only will you feel less stressed, but you’ll accomplish more, and more efficiently, than you ever thought possible. When you operate from your true balance point, you feel clear and focused, and everything in your life feels like it is in perfect harmony. You go through your day with courage, confidence, and purpose because everything you do is in alignment with who you are. Through questions that guide you to reflect and focus, as well as concrete action steps and exercises, Tracy and Stein help you discover your personal balance point and show how you can use it to set priorities and manage your time in a way that both energizes you and simplifies every aspect of your life. The result is a new, active approach to integrating life balance, work achievement, and time management. For more information please visit http://www.bkconnection.com/ and http://www.briantracy.com.
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The Wealthy Speaker 2.0: The Proven Formula for Building Your Successful Speaking Business By Jane Atkinson Jane Atkinson has been helping speakers catapult their careers for more than 20 years. First as a speaker’s agent to some of the industry’s top pros, then as a speaker’s bureau executive, Jane has worked with best selling authors, business leaders, and celebrities. Now, as a coach, she helps speakers propel their businesses forward more quickly, with fewer mistakes. In today’s high-tech climate, it’s difficult to know how to speak your time and money. Jane Atkinson’s book, The Wealthy Speaker 2.0 helps you navigate through the minefield of costly marketing mistakes. With this up-to-date edition, you’ll learn how to:
Position yourself in the market as a valued expert; Develop language that will get you noticed — and booked — by decision makers; ■ Design a website that is heads above the competition; ■ Put together an easy-to-follow social media strategy; ■ Move your fees up the ladder more quickly by doing the right things consistently; and ■ Find and train agents, assistants, or marketing staff. For more information, visit http://speakerlauncher.com/ or purchase the book at Amazon.com. ■ ■
You Want to be an Entrepreneur — Success Requires More Than Just a Great Idea By Jeff Stoller, JD, MBA, MBT You Want to be an Entrepreneur – Success Requires More Than Just a Great Idea is an essential guide for all entrepreneurs, created by a serial entrepreneur, Jeff Stoller, a prominent attorney and accountant who has helped launch many very successful national and international ventures to help people who have a great concept but don’t know all the vital business areas they need to think about in order to start a successful endeavor. With his professional background as an attorney, accountant, and business consultant, Stoller’s book offers great advice and practical insight to the budding entrepreneur. This valuable book offers a primer on marketing, finance, law, production, accounting, and everything that is the foundation of any solid business. The book is available at Amazon and Goodreads for $19.97 for the paperback and $2.99 for Kindle readers.
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MONEY CORNER
Mobile Merchants
Unprotected Online Fraud Follows the Money By Chargebacks911
T
he growing threat of online theft is a real concern: Annual fraud costs reached $32 billion in 2014 (38% increase over 2013). Fraudulent payments are up from .51% of retail revenue to .68% due in part to the greater impact of mobile payment software. Prevention has also gotten more expensive — mobile-channel frauds cost merchants $3.34 per dollar of fraud losses (a $100 chargeback actually costs the merchant $334). (1) (2) Fraud Follows the Money Leading dispute mitigation and loss prevention firm Chargebacks911 (http://www.chargebacks911.com/) COO, Monica Eaton Cardone, predicts that the problem will only continue to grow as more shoppers move to mobile channels to make purchases — and criminal consumers looking to perpetrate fraud will follow suit. Some companies are reporting a loss of as much as 25% of revenue to mobile fraud. (3) “These losses are unacceptable,” says Monica Eaton-Cardone. “Reluctant to jeopardize relationships with their valued customers, banks facilitate fraudulent chargebacks on the cardholder’s behalf under the guise of “the customer’s always right.” 86% of all chargebacks are filed fraudulently. (4) Consumers go straight to the
bank for a chargeback rather than contacting the merchant for a refund. Compounding the felony is the gross As mobile commerce expands at a rapid pace, along statistic that a cuswith it has come increased online fraud. tomer who has filed a chargeback is nine money, criminal minds get smarter — the times more likely to do it again. (5) 80% of chargeback fraud cannot be left to “Too much punishment is dealt to the merchant and not enough to the banks, networks, and cardholders,” says Eaton-Cardone. “Smaller businesses suffer disproportionately, and anything that unfairly and unnecessarily
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“You can’t rely on outdated automation in
“Reluctant to jeopardize relationships with their
valued customers, banks facilitate fraudulent chargebacks on the cardholder’s behalf under the guise of “the customer’s always right.” impedes their growth is bad for business, innovation and the economy.” According to Chargebacks911, credit card networks and banks are unwilling to properly address the fraud in part due to lacking technology and having antiquated algorithms in their automation process. APR costs on credit cards include protection for the consumer, including chargebacks. However, the issuer and consumer are only half of a four-part payment scheme leaving acquirers and merchants unprotected.
Smaller businesses suffer disproportionately from online fraud as too much punishment is dealt to the merchant and not enough to the banks, networks and cardholders. 38
automation only — processes and technology has to go beyond these standard approaches and utilize unique processes that deliver the highest win rates.
November/December 2015
Banks and chargebacks mitigation companies have typically attempted to prevent chargebacks through conventional automation. The automation process only addresses 10-20% of chargebacks those methods are suited to solve. Eaton-Cardone states that when there is
the rapidly changing card-not-present environment,” says Eaton-Cardone. “Service providers need to keep pace with technology combined with manual processes that evolve with the changing landscape.” 200 million devices worldwide are now making regular purchases through mobile browsers and mobile applications – Chargbacks911 says merchants need to take action now and employ effective strategies designed to prevent the effects of fraud. (6) She continues, “Issuing banks need to employ manual processes with automation to ensure merchants and acquirers are protected. The loss for small businesses is astronomical without proper protection.” Protect Yourself While issuing banks need to enter merchants into their equation, merchants should proactively do the following to protect themselves: 1. Employ best practices. Follow rules and regulations set forth by payment networks. Continued on page 40
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On a Mission to Help Fellow Parents By Sherilyn Henderson
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fter her divorce, Alexandra Wolff found herself with three children under the age of 7, and she knew childcare expenses would take her entire salary if she went back to a regular job. Wolff shares, “I was convinced my best chance to survive, let alone thrive, was to start a business where I could work from home.” Wolff was previously a police officer, a technical writer, and a database administrator before becoming a stay-at-home mom for 7 years. The mompreneur constantly found herself analyzing every product on how to make it better, safer, and more efficient. She founded A Diva Difference to provide parents with high quality children’s products. Through advanced training with Amazing.com, Wolff learned how to launch her company, and within six months created two patented products of her own. A Diva Difference’s biggest business achievement was a successful Kickstarter campaign that helped
the company make Ouchless Baby Blocks. To promote her business, she writes press releases, stays active in the local media, and shares her business-related knowledge on online sites. She also runs Amazon pay-perclick ads and Pinterest ads, and hired a virtual assistant to help build up social media accounts on Twitter, Pinterest, and Facebook. The self-proclaimed “Baby Enstein’s” primary customers are parents who want the best for their children (and grandparents who want to give the best gifts). No more worrying about stepping on a sharp toy in the middle of the night! “My toys are soft, quiet, textured, and designed to stimulate all the senses, and they encourage children to interact with and explore them,” Wolff says. Wolff enjoys wearing yoga pants and reducing pollution emissions by working at home. “I can be there for a sick child and can make dinner between emails,” she says. To combat any loneliness, she is part of several online
Alexandra Wolff created A Diva Difference, a company which sells safe, non-toxic and entertaining children’s products to parents.
communities that satisfy her social needs. “Oh, and I don’t have to smell microwaved popcorn all day at an office.” “I look forward to expanding my product line with more innovative toys and solutions that parents and children love,” she says. Wolff recently signed a deal with mentors from The Shark Tank, has world-wide licensing agreements, and is pursuing an IPO next. Visit adivadifference.com.
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Mobile Merchants Unprotected Continued from page 38
2.
MONEY CORNER
3. 4. 5. 6. 7.
8.
9.
10. 11. 12. 13.
Use Address Verification Service (AVS) to help reduce risk in card-notpresent transactions. Request card security codes. Sign up for 3-D Secure. Improve customer service to appease unsatisfied customers. Identify and tackle threats early via a risk management plan. Balance security with customer experience â&#x20AC;&#x201D; donâ&#x20AC;&#x2122;t let security get in the way of a smooth and speedy customer experience. Create a blacklist. Once you encounter friendly fraudsters, donâ&#x20AC;&#x2122;t let them shop with you again. Manage recurring payments â&#x20AC;&#x201D; as recurring payments are also easy targets for friendly fraud. Address potential issues associated with shipping. Talk about delays and discontinued merchandise. Use delivery confirmation for big-ticket items. Check billing descriptors.
â&#x20AC;&#x153;According to
Chargebacks911, credit card networks and banks are unwilling to properly address the fraud in part due to lacking technology and having antiquated algorithms in their automation process.â&#x20AC;? Monitor the sales of digital goods. Challenge with confidence. When it comes to fraud, it is the small and medium enterprises that suffer the most. One study found the total value of fraud perpetrated against businesses to be $8.4 billion. Of that, $6.8 billionâ&#x20AC;&#x201D;or 81 percentâ&#x20AC;&#x201D;was lost by small businesses. (5) Issuers file less chargebacks against those who regularly dispute them. Chargebacks911 says to dispute chargebacks with confidence and protect the business â&#x20AC;&#x201D; but donâ&#x20AC;&#x2122;t rely on only automated methods. Fraud is an ever-changing landscape â&#x20AC;&#x201D; the only automation that works is automation based on 14. 15.
Manual processes coupled with automation are key in fighting fraudulent chargebacks in the mobile commerce market.
real-time changes. Manual processes coupled with automation are key in the mobile commerce market. Global Risk Technologies is most known for its role in payment processing solutions that cater to each side of the value chain: Chargebacks911.com and eConsumerservices.com. Chargebacks911 is a division of Global Risk Technologies, and was developed specifically for merchants to offer immediate aid through proprietary technology and provide the necessary function that gives merchants the freedom to focus on their core competency and optimize their in-house skill set. For more information, visit www.chargebacks911.com.
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1.
“2014 FRAUD SPIKE COST US RETAILERS $32 BILLION.” pymnts.com/news/2015/2014-fraud-spikecost-u-s-retailers-32-billion/#.VXHUcs9Vikp.
2.
“How Online Fraud Is a Growing Trend.” forbes.com/ sites/johnrampton/2015/04/14/how-online-fraud-is-agrowing-trend/.
3.
Korolov, Maria. “Survey: Average company losing $90 million to mobile fraud”; csoonline.com/article/2880119/mobile-security/survey-average-company-losing-90-million-to-mobile-fraud.html.
4.
“This Fraud May Be “friendly,” but Costs Are High.” cbsnews.com/news/friendly-fraud-an-enemy-to-everyone-in-the-e-commerce-chain/.
5.
“The Insider’s Guide to Understanding & Preventing Friendly Fraud.” chargebacks911.com/friendly-fraud-ebook/.
6.
“M-commerce Fraud Leading to Millions in Lost Revenue.” infosecurity-magazine.com/news/mcommerce-fraud-millions-in-lost/.
How to Be Your Own Economic Quarterback It may take a team of professionals in various fields to provide retirees with the good life, but individuals need to be their own most valuable player for their well-being. The following are basic measures to quarterback your life to financial wellness: ■ Listen to your doctor … so to speak.
If you want to enjoy your golden years, good health — which includes a healthy diet, exercise, and regular doctor’s visits — is arguably the most important step, and it’s cost-effective. ■ Audit
your current and future expenses; spell out your plan. If you don’t have a plan for your money, then you’re just hoping for things to work out. You can do better than that, even though changes in your plan will likely occur at some point. The most basic aspect of a financial plan includes understanding your current budget, which could be compared to expenses expected in the future. The more technical side of things, such as how to save on taxes and make your money go further, would benefit from analysis by a truly independent financial advisor.
■ Focus on your taxes, and per-
haps tax-favored investments. An
important part of understanding your budget, and making it work better for you, is getting reliable professional analysis on your tax situation. You may be paying much more than is necessary. If you are expecting to retire in the near future, you may especially benefit from analysis of your tax budget. Ask about investments that are tax-exempt and tax-deferrable. These include municipal bonds and certain money market funds, which provide a way to grow y that’s exempt from federal taxes. money
Bryan Slovon is the founder and CEO of Stuart Financial Group, (www.stuartfg.com), a boutique financial planning firm exclusively serving retirees and soon-to-be retirees in the District of Columbia metro area. He is a financial planner specializing in retirement planning and wealth preservation to a select group of clients.
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MONEY CORNER
“200 million devices worldwide are now making regular purchases through mobile browsers and mobile applications – Chargbacks911 says merchants need to take action now and employ effective strategies designed to prevent the effects of fraud.”
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MONEY CORNER
Working Your Way through Retirement A Part-Time Job Could Be the Answer in Your Golden Years By Michael Bivona
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any people who waited eagerly for the day they could stop working and enjoy a leisurely retirement find that the reality doesn’t match their dreams. “Some people are not prepared financially or mentally to retire,” says Michael Bivona, a retired CPA and author of the book “Retiring? Beware!! Don’t Run Out of Money and Don’t Become Bored” (www.michaelbivonabooks. com). He suggests a part-time job provides a possible solution for both deficiencies — giving a boost to your bank account and a mission to your daily living that another round of golf just isn’t supplying. “I don’t think many people realize that they may live 30 to 40 years after leaving the workforce,” Bivona says. “The amount of money required to sustain a The following are a few part-time job possibilities that could work out nicely for retirees, whether their needs are financial or they just want a place to go every day to mingle with co-workers: ■ Cruise ship employment. “This is an ideal way to combine a part-time job with pleasure,” Bivona says. The ships
From Chasing Sales to Owning a #1 Sports Morning Show By Sherilyn Henderson
I
n 2009, Brian S. Arrington was a successful Assistant Retail Sales Manager at one of the largest cellular companies in America. The Great Recession was underway at the time, affecting businesses across the country. He became one of many hardworking Americans that were laid off. Brian began working on his own radio syndication company and never looked back. After zealous effort, Brian turned his passion for sports and radio broadcasting into a career. Since starting in 1998, he went from small radio stations, to working with one of the world leaders in sports programming. His company, IE Sports Net, produces sports television programming and radio programming centralized in the Inland Empire of California. 42
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provide room and board and the A part-time job both gives a boost to your bank account and a use of their facilmission to your daily living that another round of golf just isn’t ities when the supplying. workers are not plying their trade. I don’t think many people Possible jobs onboard cruise ships include golf instructors, scuba diving/water realize that they may live 30 sports instructors, bridge instructors, arts to 40 years after leaving the and crafts instructors, caricature artists, workforce. The amount of dance instructors, and photographers. money required to sustain “The opportunities on cruise ships are enda comfortable lifestyle is less,” Bivona says. “Where else can retirees spend time teaching what they enjoy while staggering. traveling around the world, eating wonderful patrons check out books, tracking overdue food, and earning extra pocket money? I have materials and cataloging, and keeping an a friend who has been a dance host on ships eye out for lost and damaged items. for six years, and plans on continuing for as ■ Bookkeeper. If you have the right expelong as his legs hold out.” ■ Librarian. Part-time work at the local rience with bookkeeping and computer library could be a great opportunity for applications, then this can be a good anyone who enjoys being around both possibility. Usually, the opportunities are books and other people who appreciate with small businesses and entail a full them. The duties include answering cussweep of financial recordkeeping. Duties tomers’ questions, shelving books, helping may include establishing and maintaining inventory database systems, tracing accounts receivable and accounts payable, maintaining checking and savings accounts, producing financial reports, and following up on delinquent accounts. ■ Virtual assistant. This is a job you can do from your home. The main purpose of a virtual assistant is to assist busy business executives who do not have in-house staff to attend to various administrative functions. These positions have become available due to small companies try“Coach B” and Eddie “Eternal” Talbert, Jr. ing to keep permanent overhead costs down. Training programs are available at community colleges, many of which offer On IE Sports Net, “Coach B” and Eddie online certifications. The duties of an “Eternal” Talbert, Jr. break down the biggest assistant include making travel arrangesports news and discuss the latest issues in ments, sending out letters, and providing the world of sports in a simulcast of their other support services, which are easihit morning radio show, which features ly handled remotely via email and teleinterviews, insightful commentary, and livephone. ly debates. Sports fans and businesses that focus on the niche market are IE Sports Net’s primary listeners, and the company Michael Bivona is a retired certified public accountant and the author of “Dancing Around the World with Mike and Barbara Bivona;” “Was has several Fortune 500 companies as clients That Me? Turning Points in my Life;” “Retired? What’s Next?”; whom advertise weekly on the programming. “Business Infrastructure in a Computer Environment;” and “Retiring? Beware!! Don’t Run Out of Money and Don’t Become Bored.” Visit www.IESportsNet.com.
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Sales and Marketing Tune-Up Continued from page 18
F E AT U R E
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Be global, mobile, and social. The key to doing good business is reaching consumers wherever, and whenever they are. Current and future generations will be increasingly global, mobile, and social. This ability to overcome geographic barriers should excite entrepreneurs and give them license to think really big.
Trung Pham is the CEO of AXIS, a company that designs do-it-yourself (DIY) home products for a generation of Millennials that are tech-savvy but not handy. The company is in the process of launching the AXIS Gear, a smart motor designed to be easily installed on to existing window shades, and the AXIS Duo, a portable window shade designed for renters. Visit http://axis.life.
7 Reasons to Market with Bloggers/ Online Influencers By Christine Viera Most brands don’t recognize how valuable blogger (or “online influencer”) initiatives can be, or that the best part about online influencers is the whole “audience with an audience” concept. After all, bloggers have more power than ever to truly activate an audience, and that can manifest in an increase in sales, a spike in brand preference, even just increased
With 83 million Millennials possessing $1.3 trillion in annual buying power, and setting to inherit $30 trillion more from their Generation X and baby boomer parents, companies need to invest heavily in “Marketing to Millennials.”
conversation about a brand. One thing is increasingly clear — no matter what the end goal, there is no doubt that the rise of online influencers impacts how consumers choose products. The following are the benefits of tuning up your marketing with influencer campaigns: 1.
The personal touch. There are no bigname marketing companies behind the products these influencers post about. Their words are authentic,
typed and posted by them, usually from their homes after actually using the products or services. 2.
People trust them. Online influencers are normal people. They aren’t millionaire celebrities, or part of the royal family. People follow them for honest and real reviews of products, and genuinely trust the influencer’s opinion. They’re part of a community together, and that network is built on trust.
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4.
No hidden agenda. They don’t deal with an editor or “red tape.” They write what they want, when they want — that is both powerful and empowering. Truly powerful paid content — much more than just an ad. No flashy $3-million commercial spots or blinkand-you’ll-miss-it banner ads. Even when paying for content, influencers post only products they use, making the ad more impactful than nearly anything else you can buy. And the residual SEO value can’t be beat.
“Targeting Millennials offers the opportunity to enjoy two types of green — the type that has a positive impact on society and the type that lines pockets.” 5.
No politics. No bosses mean that no one else is controlling content. Nobody with a secret agenda is telling them what they need to write about; these truly transparent conversations
are happening already — why aren’t your favorite brands participating? 6.
Target marketing made easier. Looking for a peanut-butter-loving stay-at-home dad of three? There’s a blog for that. Seriously. Engaging with bloggers allows brands to market to uber-specific audiences that will be more apt to connecting with their product/service. It’s just smart.
7.
Cost-effective. Compare it to a running ad in a magazine or a commercial slot on television and you’ve got yourself a good deal. No production costs!
Many brands are turning to automated influencer marketing platforms, like Find Your Influence. For more information, visit http://www.findyourinfluence.com/.
Ignore Five Web Marketing Metrics By Marc Gordon If your company’s online presence is a part of your marketing program, then you’ve likely used a number of indicators to gauge the success of your efforts. Facebook likes, Twitter followers, and email open rates — while numbers don’t lie, they can certainly be deceiving. So before you post your next tweet, tune up
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your marketing and check out these five metrics that you should likely ignore. ■
■
Facebook likes. Liking a Facebook post involves just a single mouse click. The motivating factor behind that click can be virtually anything. That means there’s no way to know how relevant your Facebook community really is. Add to that the fact that organic reach is now less than 1%, and you might find yourself reaching out to no one. Twitter followers. The number of followers you have says very little about your reach or influence. In fact, many of them may not even be real people. Like Facebook, it’s impossible to know what motivates someone to follow you. And unless you’re an avid tweeter, you’ll likely get lost in the feed. And even then, they may place you in a list that rarely gets seen.
“No matter what the end goal, there is no doubt that the rise of online influencers impacts how consumers choose products.” Continued on page 47
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SUCCESS STORIES
From Delivering Pizzas to Owning a Franchise Man Moves to America with a Dream and Becomes his Own Boss By Sherilyn Henderson
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ebanese-American Bassam Safi came to America years ago without a college degree and with little understanding of the English language. He worked excruciatingly long hours making and delivering pizzas for a small Domino’s Pizza location just to make ends meet. However, he knew he was destined for more and his persistence has more than paid off. He has realized his dreams of business ownership with Our Town America, the nation’s premiere new mover marketing company. Safi worked his way up the Domino’s corporate ladder for more than 15 years, eventually managing several locations as a district manager and area supervisor. When he began exploring franchise opportunities for himself, he knew that brick and mortar businesses come with restrictions, such as a limited ability to dictate his own schedule and balance personal and career goals. That’s why flexibility, as well as convenience and low overhead,
were the key catalysts that inspired Safi to start his own home-based Our Town America franchise in North Carolina. For Safi, the ability to manage his time, as well as tend to his family’s priorities when needed, are primary advantages of working from home. Plus, it gives him the opportunity to involve his family in the business and help his kids develop the same kind of insatiable drive and determination that has made him successful. As the owner of a new mover direct mail marketing company, Safi’s primary clients are businesses looking to gain new, loyal customers by welcoming and connecting with new movers in their community. In order to promote his franchise’s unique value proposition to these business owners, Safi attends networking events, offers incentives for referrals, markets his services online, sells directly with his own sales team and corporate appointment setters, and delivers offers to prospects
Bassam Safi advanced from delivering pizzas to starting an Our Town America franchise, a mover direct mail marketing company.
via direct mail. Safi loves working as the local Our Town America franchisee because it allows him to show his commitment to the community that has fueled his own success. He makes a difference in the community by replenishing the sense of belonging for new families and helping local businesses grow and acquire new customers each and every month. A few years from now, Safi hopes to be helping others accomplish their goals of having a home-based business of their own. Visit http://www.ourtownamerica.com/.
“Service” In The Home-Based Business Arena Entrepreneur’s 1-on-1 Coaching Helps People Become Successful By Home Business Magazine
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eter Vlahos previously owned three restaurants and had also been a district manager of multiple store locations in 3 different industries. By age 37, his life was good, but he wanted it to be extraordinary. He and his wife were working very long hours and not spending the time they wanted to with their kids. The anxiety of raising three children and the determination to create the life he wanted, pushed Peter to build a unique coaching business for home business folks that quadrupled his prior income and allowed his wife to stay at home with the kids full-time. Peter quickly saw a need for “service” in the home-based business arena, and he made a decision to be a home business owner and help others adapt multi-level marketing (MLM) models to today’s 46
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Peter Vlahos (pictured with his wife, Maria) built a 1-on-1 coaching business for home business folks.
simple, but effective, marketing techniques. “People are just more confused in a society of the Internet with all of these business opportunities. Unfortunately, nobody really provides any ‘real’ help,” he said. Peter is now using this unique business model and his love for helping people, to teach others through 1-on-1 coaching sessions how to be successful. To learn more, visit: www.petescoaching.com.
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Hurricane Katrina Inspires Giving Initiative By Sherilyn Henderson
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or home-based business owners Mike and Debbie Rabidoux, it was a storm that started it all. When they saw the devastating effects of Hurricane Katrina in 2005, the couple was inspired to donate a portion of the holiday card sales from their promotional marketing business to benefit those whose lives were ripped apart by the storm. “We received an overwhelmingly positive response,” says Mike Rabidoux. “We thought, why not start a business solely based on offering high quality greeting cards that also allows customers to select a charity that will benefit from their order?” In 2006, the home-based greeting card business Cards for Causes was born. Through Cards for Causes, Mike and Debbie give 20% of the price of every card sold to the charity of the customer’s choice. At checkout, customers can select from more than 500 deserving non-profits of all types and sizes. What started a decade ago as the couple’s
small way of giving back has since grown into a massive giving initiative; Cards for Causes is on track to surpass $1 million in charitable donations by 2016. The Rabidouxs come from a long line of business expertise — Mike in the hotel management field and Debbie in nursing — but they say Cards for Causes is by far their biggest business achievement. “We’ve been able to make a difference in the lives of millions of people through the nearly 600 charitable organizations that have benefitted from our donations,” says Debbie Rabidoux.
Mike and Debbie Rabidoux started Cards for Causes, a company offering high quality greeting cards to businesses and individuals, which gives back a portion of the sales to the charity of the customer’s choice.
The Rabidouxs promote their home-based business through email blasts, catalog mailings and Google search, but say a large portion of their sales come via word of mouth. Businesses of all sizes use Cards for Causes exclusively to send greeting cards to clients and employees, while a number of individuals and families also order from them. Mike and Debbie say the best part of
running a home-based business is the ability to maximize their time. “And our dog Buddy doesn’t have to be alone in the house all day,” Mike jokes.
SUCCESS STORIES
Entrepreneurial Couple Launches Cards for Causes to Support Those Deserving Non-Profits
Over the next 36 months, it’ll be full speed ahead for the growing business, which is on track to double its charitable impact in the coming years. To place an order and give back to the charity of your choice, visit CardsforCauses.com.
Sales and Marketing Tune-Up! Continued from page 45 ■
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Email open rates. In theory, the more people that open your emails, the more people that read them. However depending on their email settings, they may read your email without technically opening it or open it without actually reading it. And even if they read it, you won’t know if they have any interest in what you have to say. Unless they choose to opt out. Share stats. It looks impressive to have big numbers on those little social share icons you may have on your blog posts. But there are two things to keep in mind. First, the number on a share icon only increases if someone clicks on it. That means that if they use a social media browser plug-in to share — or just copy the link, the numbers won’t increase regardless. Second, you won’t know who shared, or how strong their networks are. So that blog post that got shared 36 times on Facebook might have been seen by 2 people. YouTube views. Everyone wants a video that goes viral. However, if you’re using
Marc Gordon is a recognized marketing expert, speaker and strategist. His articles appear in over 200 publications worldwide. Visit marcgordon.ca or fourword.biz for more information or watch his online show at marctv.net for more business tips.
“Facebook likes, Twitter followers, and email open rates — while numbers don’t lie, they can certainly be deceiving.” TIME TO TUNE UP Engaging with bloggers/online influencers allows brands to market to uber-specific audiences that will be more apt to connecting with their product/ service.
video as a targeted marketing tool, then it’s not how many that matters, it’s who. Do you really care to be seen by the same person that religiously shares video’s of singing dogs and trick jugglers? Focus on getting your video in front of those whose attention you most want.
There is no better time than the present to tune up your business’s sales and marketing strategies in preparation for the upcoming year. As elaborated by the sales and marketing experts in this article, your tactics should include personal branding, utilizing the right mix of sales techniques and philosophies, sales team building, cross-selling, millennial marketing, blogger/online influencer marketing, and smart web marketing. With these tactics, you will build consumer trust, have a new and improved sales and marketing program in place, and your business will be positioned for success in 2016.
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F E AT U R E
The Internet Portal for Home-Based Businesses
Interview with Rose Byrne Continued from page 20
Q: Are you comfortable with the idea of making your mark now doing comedies? RB: Yes. Australians, you know, we’ve got
a very healthy sense of humor in us...It’s kind of a cultural trait. As an artist, I just think comedic actors are really underrated. It’s incredibly difficult and the people I’ve been lucky enough to work with like Kristin Wiig, Melissa McCarthy, Russell Brand, and Seth Rogen, they just make it look effortless and that is so hard to do that. So for me, it’s been very exciting to be a part of those comedies... I don’t see it as a barrier to doing dramas, either. For years, I was only playing very serious kinds of women and working in a series like Damages reinforced that image of me. I feel like I can keep doing both comedies and dramas and switch back and forth now because directors and producers know I can do both.
me. I was very shy and withdrawn growing up and acting helped make me more open and sociable. My father loved to work as a clown and entertain kids at parties and things like that, so in my family acting was considered a normal activity. The success I had after doing my first movie (at age 13) only lasted for a year or so and when I went back to school everything returned to normal. I also had my older brothers to keep my ego in check! (Laughs) But that time also taught me a lesson about how fame can be very ephemeral and you shouldn’t get too attached to it because it can disappear very quickly. Q: What’s on the horizon for you now? RB: I want to keep working as much as I can and take advantage of the opportunities that have opened up to me. I’ve spent a lot of
“I feel like I can keep doing both comedies and dramas and switch back and forth now because Q: What was it like for you when you directors and producers know I can became a star in your native country Australia do both.” as a teenager? RB: Acting was a fantastic experience for 48
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– Actress Rose Byrne
November/December 2015
Courtesy of Reuters
confidence in myself and be proud of what I do. Now I feel I’m ready to take on anything.
“I want to keep working as much as I can and take advantage of the opportunities that have opened up to me.” – Actress Rose Byrne
time dealing with the reality that good roles are very hard to find for women and that women are underrepresented in this business. Sometimes I’ve found it frustrating to be offered roles that are limited to being the wife or mother or girlfriend rather than being the character that drives a story forward. I’m glad to be finally getting to do more of those roles. It’s worth the wait if you get to do something you love! (Laughs) www.homebusinessmag.com
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November/December 2015
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