LocalBiz Magazine Q3 2021 by LocalLife

SMART SPENDING P. 26

Avoid the 5 biggest money mistakes new businesses make

SOMETHING BORROWED P. 66 What you need to know about taking out a business loan

H I LTO N H E A D  B LU FF TO N  B E AU FO RT

EXPERT ADVICE P. 83

Stop underearning and start creating the money you want

WHY MONEY IS YOUR BUSINESS...

MAKE IT. KEEP IT. GIVE IT. YOUR CHOICE.

Q3  2021

Lowcountry business is our business. Your local Hargray business representative will ensure you're benefiting from all the collaboration tools and savings opportunities at your disposal. Call today at 877.HARGRAY or visit hargray.com

When local businesses succeed, the whole region benefits. That's why Hargray has always been here for Lowcountry businesses, investing to bring you the fastest Internet in town, and working throughout the year to keep your employees seamlessly connected to each other and to the world.

MAKERS

THE TEAM EDITORIAL & DESIGN Editor-in-Chief Lance Hanlin Editors Lucy Rosen, Laurie Laykish Art Director Jeremy Swartz Vice President Sales Lori Goodridge-Cribb Graphic Designer Charles Grace

ADVERTISING & AUDIENCE Digital and Social Ashlan Saeger Audience Curation Bruce Wolf Sales Melissa Page, Rebecca Kerns

ADMINISTRATION & MANAGEMENT Finance Leah Ortega

“A big part of financial freedom is having your heart and mind free from worry about the what-ifs of life.” — SUZIE ORMAN

LOCAL Biz and LOCAL Life are publications of Momentum Media Group Inc. The cover and contents may not be reproduced, in whole or in part, without the written consent of LOCAL Biz. Send any correspondence regarding editorial or subscriptions to info@localbizsc.com

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EDITOR'S NOTE

HANLIN

Money talks EARN MORE, SPEND MORE, SAVE MORE, GIVE MORE AND ENJOY MORE OF IT IN Q3.

“Money is not the most important thing in the world. Love is. Fortunately, I love money.” — JACKIE MASON, COMEDIAN

Time is money. Money is power. Money makes the world go round. Take the money and run. There is no shortage of campy aphorisms when it comes to the almighty dollar. For small businesses, the importance of money cannot be overstated. According to the Bureau of Labor Statistics, a whopping 65 percent of businesses fail in their first 10 years. The biggest reason behind those failures? Not burnout or workforce issues; it’s low cash flow. Money may not be able to buy happiness, but without it, a business hasn’t got much at all. In this issue, we examine all facets of money and how it impacts small businesses here in the Lowcountry. Local experts share their knowledge and secrets for earning more, spending more, saving more, giving more and enjoying more for yourself and your team in Q3. Learn what you need to know about purchasing an existing company, selling a business, writing a perfect business plan, choosing the right financial partner, taking out business loans, improving your ROMI and investing in today’s volatile market. Discover the five biggest money mistakes new business owners make and learn how to avoid them. Weigh the pros and cons of employees versus freelancers. Educate yourself on Bitcoin and cryptocurrency and how you can use them to your advantage. Protect your money and investments by better understanding immigration laws and cybersecurity. Find tips for divorcing a business partner and be inspired by three locals who make giving back part of why they are in business. We appreciate the overwhelming support we received for our first two issues of 2021. We used the same informational and fun recipe to build this Q3 issue. We know our business-minded readers want practical and tactical information they can act on now, and we hope this installment focused on finances delivers. We hope you keep LOCAL Biz on your desk and refer to it often. Use sticky notes, fold down corners and tear out pages. That's how important and helpful we hope the information herein is. Send your feedback to info@localbizsc.com.

LANCE HANLIN Editor-in-Chief

Q3 2021 + LocalBizSC.com

INSIDE

Q3  2021 MONEY Start. Grow. Lead. Inspiring stories for the three most important stages of your business.

Roundup P. 24

Top picks and news you can use

Sales P. 44

Learn strategies and tactics that work

Marketing P. 48

How to improve Return On Marketing Investment Three Dollars, John Burrack

HR P. 64

Weighing the options of employees vs. freelancers

Inspiration & Innovation

Money Matters P. 66

Come up with the perfect business plan, get your idea funded and take steps to operate in an organized and profitable manner.

Tips for taking out a business loan

Ask the Experts P. 78 Money advice from local professionals

34 History Learn the facsinating details of Warren Buffett's "Hilton Head Group" of the 1970s.

Smart Stuff P. 86

Tactical tools, tips and resources

Links P. 91

Bonus content at LocalBizSC.com

After Hours P. 92

Happiest hours: Time to stop and drink the rosés

Resource Directory P. 94 Good contacts for doing local business

Last Word P. 96

See if your business wants exceed your needs

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From business brokerage to mergers and acquisitions; we are the business sale specialists. In today’s economy, more people are looking to buy and sell businesses than ever before. When a company owner needs to sell their business, putting a sign in the window will not suﬃce. They need the assistance of a business broker who conﬁdentially locates and vet potential buyers. On the other side, buyers rely on the broker to help facilitate the process of evaluating likely businesses and franchises for sale. A Transworld Business Advisor is the solution for both scenarios. Please visit our website at lowcountrybusinessbrokers.com for more information.

Over 40 Years Experience in: Selling Existing Businesses Business Valuations Franchise Development Franchise Sales Mergers and Acquisitions Commercial Real Estate

Contact Michael Kabiri

800 Main Street Suite 201, Hilton Head Island, South Carolina 29928 843.671.4200 www.lowcountrybusinessbrokers.com

CONTRIBUTORS

LOCAL BIZ WRITERS

BEHIND THE SCENES Randi Busse, writer What is your profession? “Customer Service Trainer/Real Estate Investor” Greatest claim to fame? “Wrote a book: ‘Turning Rants Into Raves: Turn Your Customers On Before They Turn On YOU!’” Best business advice you’ve ever received. “Never leave a meeting or end a call with a prospect without scheduling the next meeting or call.” Book/podcast/ website you can’t live without. “Brene Brown, Unlocking Us” Favorite part of business. “When attendees of my presentations ‘get it.’” What do you wish someone would have told you when you were just starting out? “Everyone has the same fears of not being good enough as you do.”

John Burrack, photographer How long have you been here? “Almost 17 years.” Work history. “I started out teaching mathematics to 7th graders then spent almost 30 years in Information Technology at a packaging machinery manufacturing plant for a large paper company. The last four years before retiring was managing the sales and worldwide distribution of replacement parts for the packaging machinery that our plant produced.” Best business advice. “Accept the things you cannot change; have courage to change the things you can and seek the wisdom to know the difference.” What’s next? "Enjoy the lifestyle we have as long as possible and taking more pictures.”

Hannah Massen, writer What is the best piece of business advice you have ever received? "If you don’t build your dream, someone else will hire you to help build theirs. You’re never going to be 100 percent ready and it’s never going to be just the right time, so you might as well start going after your goals now.” Business goals. “In five years, I hope to have gotten my master’s degree and hold a leadership position at a public relations or marketing agency. In 20 years, I would like to own my own firm, be a mom, and have traveled to at least 10 different countries. In 40 years, I hope I’ll have gained enough professional and personal life experience to inspire other young women in business to chase their dreams as well.” Favorite business quote. “Work hard in silence. Let success be your noise.” – Frank Ocean Business person you would most like to meet. “I would love to meet Sara Blakely, the founder of Spanx. Her idea was rejected numerous times by potential investors, but with a lot of perseverance (and some great public relations), her company now has a net worth of $1 billion. Sara’s story is a great example of why you should aim to fall forward and not give up.”

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2 Westbury Park Way Suite 100, Bluffton, SC 29910 (843) 715-9800 | kmlcs.com

START GROW LEAD

Building on a legacy FOURTH-GENERATION RESIDENTIAL HOMEBUILDER LEAH ENGLAND BRINGS TOGETHER A PASSION FOR HOMEBUILDING AND A LIFETIME IN THE INDUSTRY AS SHE HANGS HER OWN SHINGLE.

BY ELLEN LINNEMANN As a third-generation contractor’s daughter, Leah England has been in the building business her whole life. Officially entering the construction industry in 2012 (first working for a land planning and landscape architecture firm and then transitioning over to custom homebuilding in 2014) she notes that she’s felt a “nudge” to hang her own shingle for quite some time. With the pandemic, Leah noted, “that nudge became a shove” – and in October 2020 she launched Bellwether Design + Build – a homebuilding company promoting quality of life and human connection through thoughtfully designed and constructed homes in the Lowcountry.

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Connecting people

In addition to her commitment to building spectacular homes, Leah England is committed to building meaningful connections that positively impact lives and the community.

“The pandemic forced me to slow down, “What impacted and gave me the bandwidth to think me the most proactively about what my business would look and feel like, how it would function was watching and be structured so my employees and my family use I could enjoy a more even swing of the the construction pendulum between rewarding work and a life well lived with our families,” says Leah, company as a way who is known in the local building industo meet needs.” try for her attention to detail, thoughtful planning, clear communication and sincerity. She has guided more than seventy families through design and construction in the area’s finest communities. “After a few weeks ruminating, I decided it’s now or never.” Jumping to the other side of the glass in a historically male-dominated sector, Leah launched Bellwether Design + Build in order to build homes that reflect the unique lives of her clients. She founded the company with Randy Bachman, who she notes is a “wonderful builder, mentor, and friend” – providing a new experience in homebuilding with unique floor plans, designer-curated finish collections, full customization, and transparent communication and advice to help clients create homes they love. By launching Bellwether Design + Build, Leah has been able to offer clients a unique blend of generational experience that translates into a unique perspective in design and construction processes, as well as relatable expertise and what she has been told is an emotional intelligence that you don’t often find in the building industry. As a woman business owner in the male-dominated construction industry, she says she has rarely experienced discrimination – further noting that since women readily enjoy their own agency in buying homes, designing spaces, planning a build and managing the build from the client’s side, it seems natural to consider a female-owned construction company as a collaborative partner in that process – and is happy to serve in that space for those planning to build in the Lowcountry. In addition to the opportunity for her to build spectacular homes through her company, Leah also stresses that what’s important to her is also being known for building meaningful connections that positively impact lives and the community. “I grew up in Ft. Smith, Arkansas, where my father, grandfather, and great-grandfather (along with their wives) built homes, commercial buildings, churches, even bridges,” she says. “As impressive as those buildings are, and as special as it is to drive around town and see the tangible results of their careers, what impacted me the most was watching my family use the construction company as a way to meet needs.” As Leah takes Bellwether Design + Build into the future, she’s excited to bring her longtime building experience, and lessons learned from her father and other builders in the Lowcountry. She envisions being an important resource for clients, trades and vendors alike, all while meeting the needs of all those she works with – and continuing to build on, and grow, her family’s legacy in the construction industry. ■

Key takeaways Leah offers the following insights for those considering building and designing a custom home:

Stress less about the floor plan, and concern yourself more with finding the right partners to execute your vision: architect, builder, designer, landscape architect, etc.

2 3 4

Your home should show and support the way you live, with enough flexibility to change and grow. Design and budget for as many windows as you can afford. Something will go wrong or not go as expected. Remember: the obstacle is the way.

Q3 2021 + LocalBizSC.com

START GROW LEAD

Room to grow SIX STRATEGIES FOR GROWING A FINANCIALLY HEALTHY BUSINESS BY HANNAH MASSEN

Back in black

Turning a profit isn’t the only indicator of a financially healthy business. Some simple strategies can keep revenue high, costs low and the bottom line in the black.

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People start businesses for all kinds of reasons – but a love for crunching numbers usually isn’t one of them. The last thing you want is to be scrolling through spreadsheets at 4:45 p.m., so you assume that as long as your numbers are in the black every month, there’s no need to question your company’s financial health. Setting your business up for financial success is about more than paying your annual expenses. You might be able to turn a small profit in the short run, but without a firm understanding of your income and expenses, your growth options may be limited. Use these tips to build a financially healthy business.

2. TRIM DOWN YOUR EXPENSES There’s no way around paying for rent, inventory, or your insurance plan. But do you really need that monthly subscription to video editing software? And are you sure your suppliers are offering you the best deals? Take a good look at your last billing statements and notice if you’re overpaying for products and services. Cancel subscriptions you no longer use, switch to more affordable services, and don’t be afraid to negotiate with your long-time product merchants.

3. KEEP UP WITH YOUR BILLING It’s tempting to leave billing for the last minute, but waiting until the last day of the month to send out invoices or pay for services is asking for trouble. If clients owe you money, the faster you send out invoices, the sooner those payments hit your bank account. You can automate the process by sending invoices through Quickbooks or Chargebee mid-month, giving clients plenty of time to respond. If your business is the one being billed, remember that late payments and balances mean late charges and interest, which can drain your reserves quickly – and trigger a hefty IRS bill. Pay your taxes on time, keep up with your bills, and consider setting up automatic payment plans from your business’ bank account.

4. TRACK EXPENSES IN REAL TIME If you toss receipts in a literal or figurative shoebox, it’s time to break that habit now. As soon as you spend money – whether it’s on office supplies, shipping, or display items – record it. Use a system that works well for you and your team (such as an app like Concur or a simple spreadsheet) that lists dates, what you bought, the amount, and expense categories. This will help you keep track of exactly how much is in your bank account at all times.

5. BUILD BUSINESS CREDIT According to the U.S. Small Business Administration, 45 percent of small business owners don’t know they have a business credit score. Their businesses actually have 10 to 100 times greater credit capacity compared to personal credit. Being able to access business credit can be a make-or-break moment for your business, especially in a crisis. Having good business credit means you won’t have to rely on personal credit alone when seeking funding, making you eligible for better loans from the bank.

1. LOOK FOR TRENDS It’s never too early or late in the year to review past balance sheets. Look for revenue trends between months, seasons, and years so you know what’s working for your business. For example, if sales spiked last September because you invested in new signage and advertising, you’ll know to spend more money on marketing next quarter.

6. CREATE AN EMERGENCY FUND Business income isn’t always predictable, as we all know all too well. Even so, nearly half of small businesses in the United States have a cash buffer of less than one month. Having an emergency fund can give you the breathing room to make good business decisions – not just decisions made out of panic. And even if your fears are never realized, that money could be used to invest in a growth opportunity or hire new talent. It may feel counterproductive to put money away if you’re just scraping by, but it’s worth it. ■

Q3 2021 + LocalBizSC.com

START GROW LEAD

Divorcing your business partner TIPS FOR SUCCESSFULLY DISSOLVING A BUSINESS PARTNERSHIP – AND PROTECTING YOUR INVESTMENT BY MARK M. BILLION Just like marriages, business partnerships can end for a variety of reasons. Although some business partnerships come to a close on amicable terms, there are a number of situations where severing a business relationship can lead to an unhappy split between business partners – which can not only be incredibly destructive for both the partners themselves, but can have a negative impact on all employees. During a bad “breakup,” routine decisions become tests of will, and the strife is felt by all employees – often encouraging them to start making other career plans. Business divorces have, unfortunately, ruined many companies. However, if handled properly, and quickly, they don’t have to mean the end, but can be a step towards a new beginning for you.

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As with many key business law issues, the key to successfully navigating the challenges of dissolving a business partnership is timing – so it’s critical to find an attorney who handles business divorce right away. The longer it drags on without direction, the worse it is for all involved. And as a word to the wise, this attorney that you find probably should not be the company’s regular attorney. Before meeting your new attorney, give serious thought to where you want to be in a year. Do you want to be running this business without your partner(s)? Do you want to start

A billion reasons

Mark M. Billion is an attorney in the Lowcountry. A transplant from Wilmington, Delaware, he graduated from Columbia University Law School with its highest academic honors and has been representing entrepreneurs in litigation and in transactions carrying substantial risks of insolvency or litigation for the better part of two decades. www.billionlawgroup.com.

“The key to successfully navigating the challenges of dissolving a business partnership is timing – so it’s critical to find an attorney who handles business divorce right away.” another business doing something similar? Work for someone else? It’s different for everyone. But if you tell your attorney what you want, they can work backwards to formulate a plan. Now, hopefully you’re not in the midst of anything like this and with some planning, you can eliminate much of the damage and uncertainty beforehand. The goal is to figure out what you need to protect, and to update these protective measures as the company evolves. Figuring out what to protect can be a complex question, but you can start by imagining that you are leaving the company. What are you worried about? Most likely, it’s about keeping your investment in the company safe. Many people also worry about what they would do next. Some worry about using what they learned elsewhere. It all depends. But I encourage you to consider it. Then imagine your partner(s) leaving. Are you worried about your customers or employees going with them? What about buyouts? Or supplier relationships? Again, different businesses have different concerns. But the point is to think about what would worry you. Knowing that, an experienced attorney can craft trade restraints, options, buyouts and other docu-

ments that will help protect you and the business should things sour between the partners. We often couple this process with discussions about how the company is supposed to run on a day-to-day basis, so that everyone understands how decisions are made. This goes a long way toward keeping everyone satisfied with the business arrangement. And we repeat this process as the business grows. Although nobody plans to dissolve their business partnership when first starting out in a business venture or company together, there are many cases where severing a business partnership is the right move for all involved. If you do find yourself thinking about ending your business partnership, it’s critical to seek legal counsel from an attorney, experienced in this complex area who can help you navigate through the specific stages of a business divorce – and can help you not only successfully, and seamlessly, end your partnership but set you on the right path as you move forward in your future business ventures. ■ Editor’s note: This article isn’t legal advice and does not form any attorney-client relationship with LOCAL Biz or Billion Law.

Q3 2021 + LocalBizSC.com

START GROW LEAD

Good neighbors CHARTER ONE REALTY LEADS BY EXAMPLE IN SUPPORTING THE LOWCOUNTRY COMMUNITY BY HANNAH MASSEN When it comes to real estate here in the Lowcountry, Charter One Realty has been an established leader for more than three decades. The agency’s depth of market knowledge, negotiation skills and years of experience has inspired trust and confidence from their many clients. However, along with the team’s passion for real estate, the agents at Charter One Realty also are driven by another passion that is helping them lead the way, and truly “lead by example” here in the Lowcountry: their passion for giving back — and for being a good neighbor by giving their time, energy and donations to those less fortunate in the community. “All of us here in Charter One Realty recognize that we have been blessed with success due to the support for our business from our community,” said Tom Reed, broker-in-charge, who among other philanthropic activities serves as chairman of the board of Osprey Village, a nonprofit organization developing affordable housing options and support services for local adults with developmental disabilities. “Giving back to our community as a way of saying ‘thank you’ is in our company's DNA. Every year, we donate a set portion of our profits to support area nonprofit organizations whose missions align with our goals for benefiting the community. We recognize that these organizations are enriching the lives along with the quality of life for all of the citizens in our community. The way that we look at it, we are simply doing our part. We view it as both a privilege and a responsibility. Our community supports us and we owe it to the community to reciprocate.”

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3 takeaways for creating a company culture that gives back.

Attract those whose personal values align with your company's values. "At Charter One Realty, our vision and mission statements are founded on the principles of Integrity, Professional Service and Leadership, with leadership in the communities in which we work and live a key factor for our charitable arm."

Foster a culture that lends itself to a desire to serve — and hold each other accountable to deliver when needed.

When it comes to volunteering, do it together. Working together, celebrating the big wins together and laughing together as often as you can makes it fun — and it's awesome to be part of such a great work family.

Since its inception, Charter One Realty (which has nine offices throughout the Lowcountry) has supported the Hilton Head Symphony Orchestra and watched it grow into one of the most renowned small-town symphonies in the world. They also support the Arts Center of Coastal Carolina as it elevates the Lowcountry’s thriving arts scene through producing plays, hosting art classes, and holding gallery shows for local artists. The real estate firm doesn’t only support arts and culture organizations – they are proud to lead efforts to help support a number of other established and important community organizations throughout the Lowcountry, including Deep Well, Hilton Head Heroes, First Presbyterian Day School, and the RBC Heritage Presented by Boeing. Charter One was named a Diamond Sponsor by Volunteers in Medicine and was proud to present VIM with a check for $18,000 earlier this year. The firm is also leading the way and setting an example for others by providing financial support to help local organizations make much-needed purchases, helping to purchase two box trucks for Osprey Village and three box trucks for Hilton Head Regional Habitat for Humanity. In addition, not only do the agents at Charter One Realty lead the way in helping people buy and sell their homes, but they are leaders in giving their time and talents to build homes for an important cause, as well. Many of the agency’s volunteers help Hilton Head Regional Habitat for Humanity build houses for families in need on and off the island. A proven leader in so many ways, the charitable arm of Charter One Realty donates a significant portion of its profits to local organizations every year – but notes that its dedication to helping the Lowcountry thrive, and love for its community, goes far beyond the numbers. “The Lowcountry is our home and the people behind these organizations, and those they serve, are our neighbors,” said Reed. “We value the strength of the relationships we have built with those neighbors, and the community we are all building together.” That’s what leadership and being a good neighbor is all about. ■

Helping hands

Charter One works with many charity and non-profit groups, including Toys for Tots and Habitat for Humanity. They have also hosted many thoughtful events, such as a cookout for hurricane first responders.

Looking for a Sign? Take advantage of the opportunity to be part of one of our Business Growth Programs!

To see which of our programs can help you, call us today 843-540-0405 Or Visit: www.donryancenter.com

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FACES

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Surprising faces of money WHAT MOTIVATES THESE BUSINESS OWNERS IS NOT WHAT YOU EXPECT BY MARY PATTERSON These three “faces of money” may surprise you because they are not bankers, wealth managers or accountants. They are not former executives who retired to enjoy more golf or people who grew insanely profitable companies. Susan Stone, Mike Treschitta and Jennifer Smith are three local business owners who have made giving back as important as making money. Yes, they are in business to make money, but that does not mean their profits are their riches. Anything but. You will meet, Susan Stone who feels richest when her clients and the environment are healthier. You will get to know Mike Treschitta, who helps people achieve wellness with his personal training company, but he sees that as “the day job” to enable him to give back after hours. And you will enter Fetch Market, Jennifer Smith’s store of which she is a self-described “volunteer owner.” These three faces of money show us that business and personal success don’t have to be measured by how much money is made; success can be measured by how much happiness is felt by helping others. They epitomize Ben Franklin’s expression, “You can do well by doing good.” ■

Q3 2021 + LocalBizSC.com

FACES

Susan Stone

CHOOSING HER HAPPINESS AND FINDING HER ZEN BY ELLEN LINNEMANN When Susan Stone couldn’t find the crystals, sage, palo santo and fresh incense she needed for her spiritual practice here in the Lowcountry, she found herself making trips to North Carolina every few months to stock up on supplies. After numerous trips, she came to the realization that she probably wasn’t the only one here in the Lowcountry who couldn’t find these basic supplies. She also realized that not only was there a definite hole in the market for these types of products, but that she was the perfect person to fill it. An intuitive healer for more than two decades and a Reiki master who has lived in Beaufort County for the past 26 years, Susan, 62, started her practice making house calls for the first ten years, later joining a chiropractic office and then securing her own office location – where she has based her practice for the past six years. When the store building next door with a garden space became available, she decided to follow her heart and further expand her dreams -- finding her Zen, and helping others do the same, through the launch of ZenDen – a place where the community members can come to escape the world and heal their body, mind and spirit. ZenDen technically opened in November of 2017, and officially opened their new store in their current building in March of 2018. ZenDen's store is located at 707 Paris Avenue, and the Healing House is at 709 Paris Avenue, in historic Port Royal. “When I decided to open ZenDen, I had $700 to merchandise the store after I paid the first month's rent,” she recalls. “So I dug up all the crystals in my yard, called all my artist friends to put their work in on commission, made a small investment in some incense and we opened.” Today, ZenDen is a thriving tribute to sustainable living. ZenDen has grown to over 70 local contributors from those in the healing arts to those who create art, soap, jewelry, textiles, handmade furniture and more. In addition, the Healing House offers classes, meditation and private sessions with various practi-

LocalBizSC.com + Q3 2021

Money won't buy happiness

Susan Stone is happiest when she is surrounded by beauty and helping her community. A fabulous garden with benches, chairs and artwork await visitors at the Zen Den.

Three takeaways

1 2 3

Susan offers these tips for others interested in starting their own businesses.

Ask yourself the question “If not now, when? There is a reason you have a passion for something – if you have an idea or see a gap that needs to be filled, trust that you will be guided.” Trust the timing of the universe. There is a rhythm, and a season for everything. Don't worry about what you DON'T have. Place all your attention on what you DO have and then allow life to unfold. If you make money the most important reason to open a business, don't do it. You might make some money, but you won't enjoy your work. When you love what you do and do what you love, you will “play for profit” and laugh all the way to the bank.

©SAM GAIR

Help make dreams come true.

tioners. ZenDen also expanded into hosting festivals, as well, with Susan noting that “we’ve had three so far and the community has supported us and all of the vendors in the most beautiful way.” In finding her Zen, and the launching of ZenDen, Susan--who spent more than 30 years working primarily as a gardener and landscape designer until severe heat stroke at age 55 drove her to reinvent herself--stresses the importance of friends and mentors who showed up to help her run her business – and her strong belief in the importance of choosing happiness over money when it comes to living your passion. “I felt completely unqualified to run a business, but the people who showed up in my life to contribute to ZenDen were amazing,” she says. “People have shown up out of nowhere to help me with social media, taxes and in general, managing people” – further noting that her personal journey has been one of miracles. She was struck by lightning and became a shaman at age 50, became an ordained minister at 51 – and in that same year being adopted by the Cherokee Nation as a clan mother and given her name Great Bear Medicine Woman (which explains all the bear references.) In reflecting on her decision to choose happiness over money, Susan is equally as passionate about the steps she has taken on her journey as a business owner here in the Lowcountry. “Money doesn't motivate me,” she stresses, noting that she strives to keep her store as local as possible, and is thrilled to support more than 70 artists, artisans, authors and makers. “Beauty, community involvement, feeding treats to passing dogs, giving away crystals to kids, having real conversations, helping people feel better and contributing to the health of our planet, those are the things that motivate me.” Choosing happiness over money, and finding her zen. Not only has this combination proven to support Susan’s success as a business owner, but it’s proven to be the key to her success in helping to support the bodies, minds and spirits of the Lowcountry community, as well. ■

Share your expertise in: Entrepreneurship • Accounting IT • Marketing Operations • HR Non-profit • Sales SCORE is the nation’s largest network of volunteer business mentors, with more than 10,000 volunteers in 270 chapters. Entrepreneurs who work with a mentor are 5X more likely to start a business. Small business owners who have three plus hours of mentoring report higher revenue.

LOCAL BUSINESS OWNERS NEED YOUR EXPERTISE.

VOLUNTEER TODAY!

www.sclowcountry.score.org FOR THE LIFE OF YOUR BUSINESS

Q3 2021 + LocalBizSC.com

FACES

Jennifer Smith WORKING LIKE A DOG FOR THE DOGS, AND LOVING EVERY MINUTE OF IT BY MARY PATTERSON Q: What do fine chocolates, French linens and a twolegged dog have in common? A: Jennifer Smith, founder of Fetch Mkt. and Noah’s Arks Rescue Smith moved to Spring Island to (unsuccessfully) retire from a career in the restaurant industry. She quickly realized that there is only so much golf and relaxing she could do and yearned to get back to giving back. In 2009, she re-entered the business world as a volunteer. Yes, she volunteers for her own business as she doesn’t pay herself or the entire Fetch staff, who also choose to give their time at the store. They all do it for the dogs. When you enter Fetch Mkt. you will forget that you are in Ridgeland, South Carolina, and think you have been transported to a fine European market. As you browse through 2,000 square feet of unique items curated from around the globe, don’t be surprised if you are offered an espresso or glass of Champagne. And don’t be surprised if you leave with items ranging from the finest European chocolates to Beekman 1802 natural skin care to Juliska dinnerware. Jennifer Smith didn’t build Fetch Mkt. to be the destination store it has become. She built it as a funding source for her true passion and she donates 100 percent of the profits from Fetch Mkt. to Noah’s Arks Rescue. Noah’s Arks Rescue is not a typical rescue as they only accept dogs that are critically injured or ill and about to be euthanized. Its team of medical professionals and technicians rehabilitate the dogs and provide hospice care, giving them comfort in their remaining days, months and hopefully years. Behind the

Blinded by love The love between Jennifer and Sammy is obvious in their smiles.

Words to live by

LocalBizSC.com + Q3 2021

EXPRESSIONS THAT JENNIFER SMITH LIVES BY... “When given so much, you have so much to give.” “Be the hero your dog thinks you are.” “When you grow up in the country, you barter and help, there’s no other option.”

The gang’s all here

Front Row: Gracie Lou, Riley, Maggie and Hannah Back Row: Jasper, Sammy and Daisy

Let ForeShore Manage Your Rental Property. Enjoy Fetch Mkt.

Fetch Mkt. features unique items curated from around the world. 100 percent of the proceeds go to Noah’s Arks Rescue. Open 11 a.m.-4 p.m., Wednesday-Saturday.

HOW TO HELP

• Donate to Noah’s Arks Rescue at Noahs-arks.net • Buy a gift or personal treat at Fetch-Mkt.com • Volunteer for a shift each week at Fetch Mkt. in Ridgeland

unassuming walls of a "strip plaza" in Ridgeland lies this dog oasis where classical music is played in doggy living rooms while the dogs receive love and medical care. Dogs come from across North America and if a dog can’t get to Noah’s Arks Rescue, Jennifer will travel to get the dog herself. It is passion, not money, that fuels Jennifer. When asked where her passion for giving comes from, Jennifer had a long pause, as if it was a silly question. She then replied “Well, why wouldn’t I give so much? I grew up on a farm where bartering and giving were just how we lived – there was no other option.” The business skills that made Jennifer successful in the restaurant industry, including design and operations, are obvious in the impeccable interior design and merchandising of Fetch Mkt. and the logistics and orchestration required to operate a 24/7/365 dog rescue. Unfortunately, the demand for her services is never-ending – she receives thousands of emails for help, sleeps four to five hours a night and is tethered to her phone to respond to emergencies from three time zones. And she wouldn’t have it any other way. Donating 100 percent of the profits from Fetch Mkt. and not drawing any salary isn’t the only way Jennifer pays it forward. For example, she doesn’t put merchandise on sale – if there is a surplus of an item or something is expiring, it is donated to the community. If there is too much facial cleanser in inventory, Jennifer donates it to a women’s shelter. If the gourmet cheeses are getting close to expiring, they are dropped at a homeless shelter. While the dogs at Noah’s Arks Rescue are the ultimate beneficiary and reason-for-being for Fetch Mkt., the entire community benefits from Fetch Mkt. As Jennifer states, “We have built a community for critically injured and ill dogs but we want to help the community we live and do business in.” Business success is usually measured with a P&L statement. In the case of Fetch Mkt., Jennifer Smith has changed that L to stand for Love. ■

ForeShore is committed to helping local and out-of-area owners manage their property and get the best return on their investment. MAXIMIZE RENTAL REVENUE THROUGH RENTAL MANAGEMENT AND PREVENTATIVE MAINTENANCE. Property management is perfect for busy business owners searching for qualified tenants and professional oversight of your property. Residential rentals mean dependable revenue, efficient rent collection, shorter vacancies, reliable maintenance repairs and less headaches for the property owner.

COMMERCIAL SERVICE ForeShore focuses on delivering tailored management and leasing solutions to help our clients create optimum and measurable outcomes. ForeShore’s boutique commercial business includes: • Commercial rental property marketing & leasing • Negotiating lease terms • Small Commercial Association Management • Commercial Space Management

843.815.2838

www.foreshorerentals.com Brian J. Tierney, PropertyQ3Manager in Charge 2021 + LocalBizSC.com

FACES

Job Satisfaction

No one said working out can’t be fun; isn’t laughter the best medicine?

Mike Treschitta HOW A FITNESS GUY WITH HEART IS BECOMING AN ENTREPRENEUR WITH SOUL

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If you believe the Axios survey confirming that there is a perception that millennials are “lazy, pampered and entitled,’ Mike Treschitta will shatter that belief, starting with his 30th birthday party. A Connecticut native, Mike moved to Hilton Head in 2014 after graduating from the University of Maine. He pursued his passion for fitness by taking a role at the Island Rec Center where he could earn an income doing what he loves and become connected to the community. One of his first community connections made at the Rec Center was with Kathy Cramer, executive director at SOAR Special Recreation. Mike was so awestruck by all that Kathy does to help people with special needs that he had to think of a way to help her. His 30th birthday was around the corner and instead of planning a night out at The Triangle with his buddies, he chose to organize a party to help Kathy Cramer’s Special Olympics athletes and SOAR Special Recreation. He tapped into like-minded

generous people like Guy Ruley with Deep Eddy to contribute to the event. “I often have people tell me they want to help us, but I never hear back. I guess life gets in the way,” said Kathy Cramer. “So when Mike came to me with the offer to help, I was appreciative, but didn’t get my hopes up too much. I knew he was a young guy and busy with his job and friends. But when he organized his birthday party as a fundraiser for our special needs people and donated $3,000 from the party to SOAR Special Recreation, I was brought to tears.” As the fitness and athletic coordinator at the Island Rec Center, a nonprofit organization dedicated to improving the quality of people’s lives, Mike meets many people in need and many generous people who help. It is a perfect environment for him as he is able to work in the fitness field and help people as part of his job. But he doesn’t stop his giving there. Mike is a volunteer youth soccer coach, Deep Well Pantry team member, a parishioner at Saint Francis By The Sea, and now a fundraising party planner.

He always will continue to give back because, in Mike’s words, “Giving to the community is my civic duty and my Catholic faith has taught me to do that without asking for anything back.” The entrepreneurial side of Mike is emerging with the launch of his personal training company, Lowcountry Elite Training, for which he has a very strategic business plan. His personal training business will be an intersection of community and commerce. As with everything else he does, Mike is taking on his new business with passion and compassion. The genesis for Lowcountry Elite Training was an 83-year-old personal training client with whom Mike saw firsthand the impact that mobility and balance have on longevity. He has defined the target market as the 55-plus-year-old who wants to build and maintain strength and overall wellness. His mission is to “help people enjoy a vibrant life through functional fitness.” With that target and mission in mind, he launched a semi-private, 12-week progressive strength training program that leaves participants with a workout they can do for life. “Clients leave stronger, more mobile and with better balance, which are foundational as people age. If someone over 65 years old falls, they have a 25 percent greater chance of breaking a bone. This program will help reduce that risk.” If Mike helps just one person avoid injury, his mission is accomplished, which is a far cry from the goal of a ‘lazy, pampered and entitled millennial.’ Mike would not let us tell this story unless we mention the people who have inspired him: Al Olivetti of Hilton Head Running Company, Laura Fromdahl of Tri Strong Coaching and last but not least, his biggest inspiration, his mom. ■

Lessons learned Here are three lessons Mike Treschitta learned early and still lives by...

Birds of a feather. Surround yourself with people who inspire you, you can’t go wrong.

Stay true to your faith. This is what will ground you and help guide your decisions.

Do what is right. If you do the right thing for the right people, money will follow.

Personal Touch Regardless of how big his company becomes, Mike is committed to working closely with his clients.

Terry has been in the insurance business since 1979. He joined the Correll Insurance Group of agencies as the President of Correll Insurance Group of Hilton Head (CIGHH) and South East Coastal Underwriters (SECU). Prior to joining CIGHH/SECU Terry was the owner of a business consulting and education firm in Florida specializing in coastal insurance for businesses as well as designing one of the very first programs for insuring affluent coastal homeowners. Terry accepts national speaking engagements on a variety of insurance industry topics. In addition, he is recognized by Federal and State Courts as an expert witness on insurance contracts.

MEET OUR PRESIDENT Terry L. Tadlock

Terry holds the following professional designations, Certified Insurance Counselor (CIC), Chartered Property and Casualty Underwriter (CPCU), Construction Risk and Insurance Specialist (CRIS) and is also an approved Coverholder with Lloyds of London.

EXPERIENCE THE DIFFERENCE Member of Correll Insurance Group

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Let our experience, education and innovation work for you.

Our Culture is what sets us apart. Four words make a difference.

We are… Independent . Local Educated . Connected International Reputation National Support Locally Delivered

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1.888.668.8082 www.correllhhi.com “Insuring the Carolinas since 1931” Q3 2021 + LocalBizSC.com

ROUNDUP

Bitcoin WHAT IT IS, WHY IT MATTERS & WHAT IT MEANS TO YOU.

BY HANNAH MASSEN BITCOIN: a shady form of payment or the future of finance? We’re answering all of your questions about this cryptocurrency below. FIRST THINGS FIRST: WHAT IS BITCOIN? Bitcoin is a digital currency that was created by the mysterious and pseudonymous Satoshi Nakamoto in January 2009. Bitcoin offers the promise of lower transaction fees than traditional online payment methods and, unlike government-issued currencies, is not monitored by a centralized authority. Like other cryptocurrencies, there are no physical Bitcoins, only balances kept on a public ledger that everyone has access to. Because they are not issued or backed by any banks or government, Bitcoin transactions are verified using a massive amount of computing power.

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A 'bit' of a risk With the promise of lower transaction fees than traditional online payment methods, many people today are being attracted to Bitcoin; however, before investing in cryptocurrencies, it’s important to weigh the pros and cons.

HOW DOES BITCOIN WORK? Each Bitcoin (or BTC) is a file stored in a digital wallet on a computer or smartphone and is powered through a combination of peer-to-peer technology and software-driven cryptography. To understand how this works, it helps to know the following terms: • Blockchain: Bitcoin is powered by an open-source code known as blockchain. Picture a collection of blocks (transactions) that are chained together using computer code, creating a permanent record of each transaction. Because this transaction record is public and is updated in real time, no one can cheat the system. • Private and public keys: Remember how we said Bitcoins are stored in digital wallets? Each wallet contains a public key and a private key. The owner uses the private key to initiate and digitally sign transactions, while the public key is used to receive funds. • Bitcoin miners: Miners are members of the peer-to-peer technology platform that Bitcoin is run on. Think of this community like the multiple writers who contribute to Wikipedia. Miners independently confirm transactions and are paid in Bitcoin for their efforts. WAIT – WHAT WAS THAT ABOUT DIGITAL WALLETS? A digital wallet is a secure storage system for online currencies. There are two types of digital wallets: • Hot wallets: Digital currency is stored on a cloud-based system and is accessed through a computer browser. • Cold wallets: An encrypted portable device (like a hard drive) that allows you to download and carry Bitcoins. HOW CAN I BUY BITCOINS, AND HOW MUCH DO THEY COST? Digital marketplaces called “Bitcoin exchanges” allow people to buy and sell Bitcoins using different currencies. Coinbase, Bitstamp, and Bitfinex are considered leading marketplaces, but they are able to be hacked. If you do decide to buy Bitcoin, don’t make the mistake of assuming that one Bitcoin is worth one American dollar. The value of one Bitcoin has been over $57,000 and changes by the hour. SO, SHOULD I INVEST IN BITCOIN? Just like any investment, backing cryptocurrencies comes with pros and cons. Bitcoin offers the promise of secure financial transactions anytime, anywhere, with fewer fees. It also has high-growth potential, similar to that of stocks, and allows you to avoid financial or government intermediaries. But, also like stocks, Bitcoin is subject to price volatility. Digital wallets and marketplaces also are vulnerable to hackers, which is particularly concerning because Bitcoin is not protected by The Securities Investor Protection Corporation (SIPC). If your money is stolen, there’s a good chance you won’t get it back. ■

Q3 2021 + LocalBizSC.com

ROUNDUP

Get your money's worth THE 5 BIGGEST MONEY MISTAKES NEW BUSINESS OWNERS MAKE, AND HOW TO AVOID THEM BY HANNAH MASSEN The American dream of opening a small business is still alive and well – but the key is to not become a statistic. Data from the Bureau of Labor Statistics shows that 20 percent of businesses fail within their first two years of being open, 45 percent during the first five years, and 65 percent during the first 10 years. Why? Most business owners cited low cash flow as the reason why they were forced to close their doors. Every business owner is bound to make one bad purchase when they’re getting up and running (did you really need to install that LED-light “selfie wall” display?), but small financial mistakes can quickly become standard practice. That’s why it’s never too late – or too early – to reevaluate your money management habits. Here are the five most common financial mistakes new business owners make and how to avoid them:

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Start smart

Some lessons can’t be learned any way but the hard way, but that doesn’t have to be the case when it comes to managing your money. Preventing these five financial mistakes can help your business thrive well beyond the first five years.

1. Not having a budget. Budgeting is critical – period. Setting clear limits on how much you can spend and when will keep you from overestimating your business’ limits. Overspending when business is slow could cause you to take out a loan or run up credit card debt. Instead of guessing how much you will have spent by the end of the month, reserve enough money to cover your ongoing expenses with a little extra to pay for last-minute needs. Whatever’s left over could be put towards a savings fund for big-ticket items or a growth opportunity.

2. Mixing business and personal bank accounts. “I’m just a freelancer,” or “I’m not even making a profit right now” are not excuses to keep your personal and business bank accounts combined. Freelancer, entrepreneur, solopreneur, and consultant are titles we use to distinguish our roles, not our worth. And when you’ve got income you’re declaring on a 1099, you need a separate bank account. Using personal accounts or funds for business transactions (or vice versa) can create major issues with balancing accounts, measuring profit, filing taxes, and setting clear financial goals. You want to keep track of every penny your business is making and spending, which is why you don’t want to confuse the new sofa you bought with the cost of equipment. You should also apply for a business credit card to help you stay on top of expenses. 3. Neglecting business insurance. Just like purchasing a home or car insurance plan, having business insurance protects your company from being hit with a steep bill when disaster strikes. Some new business owners make the mistake of canceling their coverage before having a new policy in place, or not choosing a policy that fits their business’ needs. Carefully review your options so you sign onto an affordable plan that will keep you and your company covered.

4. Not planning for tax obligations. Ah, taxes. You may have shuddered at the amount of taxes deducted from your paycheck at the desk job you left, but when you’re self-employed, you are fully responsible for your tax liability. You will have different state and federal tax obligations depending on your business’ size, location, and industry, but a good rule of thumb is to make estimated quarterly payments to the IRS to avoid facing a huge tax bill at the end of the fiscal year.

Top tax software

South Carolina offers several options for filing and paying your taxes online. Filing electronically is still the fastest and easiest way to complete your return. What tax software is right for your business? Partnerships: TaxAct Self-employed: TaxSlayer Virtual assistance: TurboTax Value: FreeTaxUSA Overall: H&R Block

5. Forgetting an emergency fund. No matter how well you plan, there will come a time when you encounter expenses you hadn’t anticipated. Whether you come up against a legal issue, your property was damaged or stolen, or you need a way to pay your employees during a series of slow months, an emergency fund can allow you to cover the costs and keep your business afloat. Business owners should save at least three months worth of expenses as a contingency fund. ■

Q3 2021 + LocalBizSC.com

ROUNDUP

Enjoy the fruits of your labor AS THE SAYING GOES, YOU CAN’T TAKE IT WITH YOU. BY MARY PATTERSON As we emerge from the shackles of Covid, many of us see that there is more to life than working hard to make money. The confinement of Covid may have even inspired a change in attitude from spending less money to enjoying money more. There is a world of possible ways to enjoy the fruits of your labor. Here are just three.

1. A luxury home that travels the world If Covid taught us nothing else, we learned that many of us can work (and be educated) from home. That was proven by the surge in home sales and prices as people moved to our beautiful Lowcountry for a new lifestyle. But if you already live in the Lowcountry, is there an even better place to be? Maybe, at least some of the time, there is. Storylines is building a luxury ocean liner that is a residential community that continuously travels the world aboard. Literally, you can travel the world from your own home. 627 fully furnished residences range from 237 square feet to 2411 square feet and price points range from $297,000 to more than $8 million for a premium two-level penthouse suite. Owners and invited guests will have the opportunity to live a sustainable life of luxury and freedom while at sea. When not in residence, owners have the option to make their unit available through the Storylines rental management program.

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Just like home Large suites include 2-3 bedrooms, living and dining rooms and a billion-dollar view from large terraces.

2. Take the hassle out of flying Long gone are the days when flying was a pleasure with complimentary beverages, hot meal service and even a deck of airline playing cards to take home. Security and sanitation protocols continue to make flying more onerous, unless you fly private. What was once only for the uber-wealthy, private aviation is becoming more accessible with a variety of options.

Fly like a rock star or CEO

Private aviation is more accessible with fractional ownership and charter options. While not ‘cheap’, the convenience can justify some of the price.

Option 1. Purchase a private plane. Depending on the make and model, expect to pay $2 million to $100 million , and set aside $500,000 to $1 million for annual operations costs.

Option 2. Fractional ownership. In layman’s terms, think of this as a timeshare where you purchase ‘blocks of time’ on a private plane. According to sherpareport. com, expect to pay: • Initiation fee of $17,500 with annual dues in year two and beyond priced at $8,500 for individuals. • Members pay a fixed hourly rate only for occupied flights: $4,295 on the King Air and $7,495 on the Citation Exel/XLS. Option 3. Charter a plane. For example, professional broker Eric Drugge, founder of Aloft Aviation in Hilton Head, has parlayed his 30 years experience and thousands of hours flying dozens of different types of aircraft to help him match a client’s needs and budget with the best private options. Prices depend on destination, duration and dates. A Quick Quote is available at www.aloftaviationmgt.com.

3. Bring the Barefoot Contessa to you Ok, we don’t mean that you have to host celebrity chef Ina Garten in your own home, but you can indulge in her gourmet ingredients and cookware and other fine kitchen essentials. After all, if you have to cook, why not use only the finest? These delicacies are available at Cassandra’s Kitchen in Bluffton or online at www.cassandraskitchen.com. • Nielsen Massey Madagascar Pure Vanilla Extract has a creamy, sweet, velvety flavor that is perfectly suited for a range of products from baked goods to ice creams, salad dressings to barbeque sauces. • HÔTEL Silver 'Iced Water' Pitcher lets you serve in style. This cold drink pitcher was inspired by vintage pieces made for deluxe European hotels, steamship lines, and fine restaurants. Handmade and triple-plated in pure silver, it is hefty in weight, made of the highest quality materials. • Sancerre Dinnerware pattern by Pillivuyt is timeless and suitable for every day or for special occasions. This coordinates easily with any patterned pieces to create a table-setting of which the Barefoot Contessa would approve. It’s dishwasher safe and who can resist a name like Sancerre? ■

You Never Get a Second Chance to Make a Good First Impression.

2 Marshland Road, Unit 3, Hilton Head Island, SC 29926 843.682.4247 terrashairstudio.com Q3 2021 + LocalBizSC.com

ROUNDUP

Why travel is good for the entrepreneurial soul

BY MARIJA BUMGARNER My guess is you started your journey into business because you were inspired and passionate. So what do you do when you are tired and nearing depletion? What happens when your creativity is low and you simply aren’t inspired anymore?

traordinary founder of Ex garner is the helping um ny B pa ija m ar M local travel co a , el av ople take Tr pe ts Momen s and curious , adventurou the soul ng en vi ie ak ch aw -a at high e ordinary th th es they nd iti yo un be m vacations e to the com ut rib nt co . lly fu tstravel.com and meaning inarymomen visit. extraord

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TRAVEL! I know, that sounds counterintuitive. After all, you have a long list of projects, to-dos, and deadlines. So, why travel versus rest at home? Whether a quick getaway to a new place or a trip that you’ve been dreaming of for years, travel is good for your soul and your business. Travel can help:

Swim with the fishes

Jellyfish Lake is a ma rine lake located on Eil Malk island. Eil Malk is par t of the Rock Islands, a group of small, rocky, mostly uninhabited islands .

Avoid burnout Making the time to rest and recharge your mind and body is crucial - not just for yourself, but also for family, friends, and the business. While “self-care” at home is beneficial, there is nothing that can replace getting away from the daily distractions — especially if your office is your home. Recharge by having fun Part of the beauty of having a business is creating a life you love, right? On your next trip tune into and incorporate passions, be open to new experiences and have fun! Imagine a trip that will make you feel alive, happy, and fulfilled.

Go island hopping

Palau is an archipelago of over 500 islands, part of the Micronesia region in the western Pacific Ocean.

Get creative juices flowing Sometimes stepping away is what we need in order to see ahead. Taking in new surroundings, trying new experiences, relaxing, and having fun is a great way to reignite your passion and find inspiration. Closing the inbox and powering off your phone doesn’t have to be hard. Think of travel as your mind, body, and soul recharge! ■

Q3 2021 + LocalBizSC.com

ROUNDUP

What books do two of the richest people in the world recommend? ADD THESE TO YOUR LIST, BUT WE CAN’T PROMISE ENSUING MILLIONS. According to Blinkest, one common factor among the wealthiest people is that they read, a lot. In the words of Warren Buffett, “Read 500 pages … every day. That’s how knowledge works. It builds up, like compound interest. All of you can do it, but I guarantee not many of you will do it.” ■

BILL GATES Bill Gates is reported to read at least 50 books a year and has a long list of recommendations on his blog GatesNotes.com. Even before he pivoted to spending more time on philanthropy, if you watched "Inside Bill’s Brain" on Netflix, you learned that Gates sequesters himself for a week each year to read and learn.

The Ride of a Lifetime Former Disney CEO Robert Igner shows the reader the inner workings of a massive media company and talks about building on its strengths and shoring up its weaknesses and finishes with his list of ‘Lessons to Lead by’.

Range: Why Generalists Triumph in a Specialized World What does Roger Federer have to do with specialization compared to generalization? Roger’s experience as his opening example of the underappreciated benefits of delaying specialization and accumulating a breadth of different experiences. Gates applauds this appreciation for generalists as he is a self-proclaimed generalist.

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Why We Sleep Like every other tech start-up genius, Gates pulled allnighters and had he convinced himself that he didn’t need eight hours of sleep. This book proved him wrong and gave him a list of ways to improve sleep hygiene.

WARREN BUFFETT According to Buffett biography "The Snowball" – Warren Buffett and the Business of Life the first two of these three books were (and are) influential in his financial success and the author of the third contributed to his success. The Intelligent Investor Buffett wrote the preface to the book's fourth edition, "I read the first edition of this book early in 1950, when I was nineteen. I thought then that it was by far the best book about investing ever written. I still think it is." One Thousand Ways to Make $1,000 Though written in 1936, there are still words of wisdom throughout the book that Warren read when he was seven years old. It may have been the inspiration for Buffett’s paper route, used golf ball company but probably not for selling his sister’s bike. Poor Charlie's Almanack: The Wit and Wisdom of Charles T. Munger Buffett has been known to recommend this book by his partner and vice chairman of Berkshire Hathaway at annual shareholders’ meetings. Charlie Munger shares his own wisdom in speeches, stories, lessons, and writings.

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Visit your local branch or coastalstatesbank.com to learn more. Bow Circle

5 Bow Circle Hilton Head, SC 29928 T / (843) 341-9958

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INSPIRATION & INNOVATION

A well-written business plan can help you scale-up operations, raise revenue, and meet your biggest business goals.

Plan on it A GUIDE TO WRITING THE PERFECT BUSINESS PLAN BY HANNAH MASSEN

There are times in life when it’s OK to “wing it” or “fake it ‘till you make it.” Starting a business is not one of them. Writing a business plan is the first step in turning your business idea into something tangible. A business plan is a document that details your company’s goals, finances, services, strategies, and direction for the next 3-5 years. While it should be a blueprint that guides you and your team through the business-building process, a great business plan can convince investors that your mission is worth supporting.

If you’re a new entrepreneur, it should absolutely include information about funding sources, product development, and initial sales strategies. But business plans aren’t limited to the realm of startups; established companies also can benefit from reviewing and revising their marketing tactics, financial documentation, market research, and competitor analysis. As you navigate uncertainties, obstacles, or new opportunities, this comprehensive document can keep you on track to meet your biggest business goals.

No matter your industry or the size of your company, writing such an extensive report can be daunting. But don’t let that stop you. We’ve broken down the essential sections of a business plan so you can roll up your sleeves and get everything down on paper.

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EXECUTIVE SUMMARY The first section of your business plan is a brief description of your company’s purpose and goals. We emphasize brief, as the executive summary should be no more than half a page long. The key is to cram as much essential information into this section as you can – like a snapshot of growth potential, funding requirements, or high-priority goals – so that the reader doesn’t find the facts and stats they’re looking for buried on page eight.

BUSINESS DESCRIPTION Think back to writing an old-school essay or research article: if the executive summary is like an abstract, then your business description would be your introduction. Begin with a description of your industry, especially if it’s something investors may not be familiar with. What is the state of your industry? Are there market trends you should keep an eye on? How will this affect your business’ success? Remember to back up your claims and include the full gamut of information – positive and negative. Next, introduce your business. Are you an established company or a startup? What does your leadership structure look like and how many employees do you have? What value do your products and services bring to customers? Who are your customers? This is where you contextualize your company, demonstrate competitive advantage, or break down your mission statement.

MARKET ANALYSIS Spoiler alert: writing a business plan involves a lot of research. In fact, you might spend more time researching and analyzing than writing the plan itself. But it’s important to understand the history, current risks, and future potential of your market, which is where this section comes in. The market analysis is where you define your target market (or primary audience). This can be done through demographic research, customer feedback, or fictional buyer personas. While the research you do should be objective, this section is a good place to reiterate your competitive advantage and how your business captures customers’ attention.

EXECUTION PLAN Now that you know where your business is, it’s time to take a look at where it’s going. This section should restate your most pressing business goals, then detail how you’re going to achieve them. For startups, the execution plan should discuss the time, talent, and resources you need to start turning a profit. Established business owners should outline the steps they need to take to meet specific objectives and explain how those objectives will benefit their business. This is also a good place to go over the roles your employees play in furthering your business’ mission. Consider adding information about your company’s organization and a detailed overview of your leadership team. You also could include your hiring strategy or positions you’ll need to fill in the coming years.

MARKETING PLAN

COMPETITIVE ANALYSIS While the market analysis is all about your customers, the competitive analysis is all about your competition. Rather than explaining what makes your business special, this is where you provide an in-depth look at competitors themselves. Delve into the operations, financials, history, leadership, and sales strategies of your direct and indirect competitors, then explain ways you can compete with – or exploit – their strengths and weaknesses.

A marketing plan is often referred to as a separate document, but it has a place in your business plan. It’s essential that you have marketing strategies in place as you scale-up operations or break into the industry. This section of your business plan should show how you’re going to promote your business, attract and retain customers, or launch new products and services. It should also mention brand messaging and style guidelines, marketing channels or assets, event details, or budget information. You can also include a SWOT analysis of your business’ strengths, weaknesses, opportunities, and threats, or evaluate the ways your competitors market themselves.

FINANCIAL PROJECTIONS If there’s one part of your business plan that you just can’t skip, it’s the financial projections. You have to disclose your business’ finances so stakeholders know how your company is expected to perform moving forward. You should include an income statement (which outlines annual net profits and losses), a cash flow statement (which shows how much money you will need to launch or scale operations), and a balance sheet (which lists financial liabilities or assets). If you’re asking for funding, outline exactly how much money you need, where this money will go, and how you plan to pay it back. ■

Q3 2021 + LocalBizSC.com

INSPIRATION & INNOVATION

How to fund your business BY DAVID NELEMS When you have a business idea, funding is always one of the first issues you have to deal with. You’ve got THE GREAT IDEA but how can you raise the money to get it started? Here are the most common ways to get the money flowing.

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DAVID NELEMS is vice president of innovation for the Don Ryan Center for Innovation. Founded in 2012, the center is a nonprofit organization dedicated to helping entrepreneurs succeed and innovative companies grow. It provides innovators with the space, the resources, the experienced guidance and the contacts to successfully launch and grow their businesses. donryancenter.com

■ Bootstrapping This is the most common ways to get a business going. You finance it yourself. The money may come from personal savings, credit cards, or mortgages and lines of credit on your home. Watch out for: If your business doesn’t succeed, you may have a substantial amount of debt that you now need to manage. ■ Friends and family Borrowing money from friends and family is another common way to fund a startup as your family and friends often believe in your dream. Watch out for: Borrowing money is a quick way to lose friends and sour family relationships. Be careful if you decide to proceed this way. ■ Trade equity or services Looking to get some help? See if you can barter with your neighbor or friend who does some freelancing on the side. Watch out for: Not everyone is willing to do it.

■ Small business grants The SBA and other organizations sometimes offer grants to small businesses that are run by women, minorities, or veterans. If you fit into one of these categories, you definitely should look at this option Watch out for: Check carefully to make sure you won’t need to pay the money back or agree to certain conditions down the road. ■ Small business loans Some banks offer loans to startups, but it’s rare and can be difficult to qualify. There are alternative lending companies, however, that may be better equipped to help you get your business off the ground. Watch out for: Make sure you know from whom you’re borrowing from before you sign on the dotted line. ■ Crowdfunding If you have an idea and you’re good at marketing, crowdfunding might be an option. When websites like Kickstarter and Indiegogo first started, there were a number of businesses that had great success pulling together funding. Watch out for: Lots of companies aim for crowdfunding, so you have to generate a lot of buzz to make it through the overall signal noise. Make sure you do not overpromise to potential backers. ■

Q3 2021 + LocalBizSC.com

INSPIRATION & INNOVATION

BECOME A VIRTUAL ASSISTANT Virtual assistants are in high demand now that more companies are moving their operations online for good. A virtual assistant provides administrative or support services to businesses remotely, including project management, internal or external communications, business operations consultation, or research assistance. While responsibilities vary from client to client, they typically have the same responsibilities as an in-house assistant but are able to work from anywhere (be it at the beach, in a hotel room, or from the back of a converted van). All you need is internet access, a computer, and an agenda to keep you organized.

Low-cost businesses you can launch this weekend Many times, starting a business takes more than a great idea – it takes cash. While it’s true that most entrepreneurs have to “pay to play,” it’s not impossible to become a business owner on a budget. The key is breaking into a low-cost, highgrowth industry. Consider these low-cost business ideas you can launch this weekend. ■

LAUNCH AN ONLINE COURSE Are you an expert in Excel? Do you have a passion for event planning or extensive experience in interior design? If your skillset is in demand, there’s probably an audience that would be willing to pay for an accelerated learning experience that'll get them up to your level of expertise. Once you have a topic to teach, online course platforms like Teachable or Udemy can get your business off the ground in a matter of hours. This is also a great opportunity to sell additional downloads like e-books, worksheets, or templates.

LocalBizSC.com + Q3 2021

ORGANIZE HOMES After spending too much time at home this year, people are ready to refresh their spaces. It’s no wonder that reality shows like “Get Organized With The Home Edit” and “The Minimalists: Less Is More” have taken off on Netflix. If you live for decluttering, color coordination, and streamlining systems, then you could be highly successful as a home organization expert.

START A CONCIERGE SERVICE

TAKE PEOPLE ON TOURS

People have gotten used to having everything delivered straight to their doors. Concierge services allow people to hire someone who will pick up their prescriptions at the pharmacy or run to the post office for them, saving busy professionals hours they would otherwise spend running errands. Account for travel expenses when determining your rates, which can be hourly or by the task.

If you live in a tourist hotspot (like Savannah, Charleston, or Hilton Head) and have an in-depth knowledge of the area, then starting a tour business could be a great opportunity that requires little more than a clean car, local connections, and friendly demeanor. Be sure to plan multiple routes depending on your clients’ interests (like a food tour or historic excursion) and purchase any tickets in advance.

It’s the difference in energy and synergy. John Harris (left) and Brian DeChirico (right) are part of the team at Hilton Head Exterminators that works together efficiently and effectively as they continue to be the most trusted pest control provider in the Lowcountry. It’s teamwork like theirs that earns trust and maintains relationships over decades. Hilton Head Exterminators is into its sixth decade of trustworthy customer service.

Q3 2021 + LocalBizSC.com

INSPIRATION & INNOVATION

During 2020, while many areas in the Northeast struggled with residents exiting, South Carolina saw an increase in people moving to the area – with a positive net in-migration (a leading indicator of a region’s economic vitality) of 1.17. With Beaufort County averaging over 275 new residents every month over the last nine years, and estimates indicating Beaufort County has grown by more than 33,000 residents since the 2010 US Census, it’s clear that people are being drawn here for many reasons. They are quickly finding out that the Lowcountry has even more to offer than our picture-perfect weather, beautiful beaches and quality of life. Along with this steady growth in residents to our area comes another type of exciting growth: a significant growth in businesses here in Beaufort County. As these new South Carolinians are moving to Beaufort County in record numbers, they are moving their businesses with them — enjoying the ability to live in an exhilarating environment while also running their businesses. It’s not only great for them, but great for our region as well with more products being manufactured in the state, more real estate on the tax rolls, more jobs for residents and a healthier and more diverse economy for Beaufort County. In addition to Beaufort County offering the perfect environment to attract both residents and businesses, another strength is its unique solution to workforce challenges. Over 2,000 Marines exit the military annually within Beaufort County, providing a built-in workforce with the skills, discipline and leadership that growing businesses are looking for. Lockheed Martin is a great example of a company that is the beneficiary of Beaufort County’s continuous flow of exiting U.S. Marines. Over the last two years, Lockheed Martin has added 70 employees. In one hiring tranche, Lockheed interviewed 30 applicants of which they were able to make offers to 28 qualified individuals.

A great place for good business: Why doing business in the Lowcountry makes sense BY JOHN O’TOOLE JOHN O’TOOLE is the executive director of the Beaufort County Economic Development Corporation.

LocalBizSC.com + Q3 2021

Over the past three years, the Beaufort County Economic Development Corporation (BCEDC) has seen over $189 million in capital investment and over 925 new and retained jobs from these projects. These positive trends can be attributed to a regulatory environment that promotes business growth and unparalleled support from local partners and the South Carolina Department of Commerce. Some recent Beaufort County investments feature a glass manufacturer out of New Jersey, dry food distributors out of California, and a significant healthcare group with a presence in other parts of the Southeast. As companies from across the US continue to identify and seek the Beaufort County advantage and the work-life balance our region offers, it’s clear that people are discovering that Beaufort offers the right environment for both themselves and their businesses. “The best leads for our organization are closely held firms that have an interest in the county and a low environmental impact,” says John O’Toole, executive director of the BCEDC. “At the Beaufort County Economic Development Corporation, we like to say this area is ‘good for your business and good for your soul’ – and the individuals moving their businesses here agree.” ■

[ The Three Pillars ]

You Bank It, We’ll Book It. Great financial roots start with great financial records. With more than 15 years of experience in the accounting and customer service industries, we offer remote and onsite local bookkeeping and business management services.

• We assist small businesses with the set up their accounting file and educate them on streamlined workflows, reconciliations and reviews. • We offer one on one classes as well as small group seminars. • We have support and trouble-shooting services when you just need a one-time or couple of times answer as you’re going through your day to day operations. • We offer clean up and catch up services.

I have lived in Bluffton and the surrounding area for over 30 years and have watched my small town grow into an eclectic, vibrant community of entrepreneurs. I started this business because so many small businesses needed an option that fit their budget and many of the accounting firms were an all or nothing service.

Lisa Peacock

We ALL need help and this is my way of serving my community. Our continuous education on leveraging technology to assist us in running our businesses is what we specialize in. Utilizing the tools in the fintech ecosystem to make an owner’s life more balanced is what we aspire to achieve.

A Local Expert in the QuickBooks™ ONLINE Platform you can depend on.

Exhilarating Environment Ready & Skilled Workforce Unparalleled Support Bluffton, SC 29910 | 843.505.3612 blufftonbookkeeper.com Q3 2021 + LocalBizSC.com 41

INSPIRATION & INNOVATION

Does money Y make the world go round? HOW TO MAKE SURE YOU ARE PAYING YOURSELF ENOUGH BY KAREN A. CASEY

You know the song, “Money,” from Cabaret that Liza Minelli made famous? But does money make the world go around? Well, it depends. Yes, money makes things easier and maybe less stressful but from a business perspective, it is one of the key reasons you are a business owner. Beyond the satisfaction of people appreciating your skills and being able to offer products and/services people need, you should be earning an appropriate income. Are you? As a business mentor, I find it interesting when my clients do not focus on the financial side of their businesses and then wonder why, at the end of the day, that they cannot pay themselves what they expected. If your business is your primary source of income, you need to make sure you earn what you need to comfortably pay your personal expenses and savings. How do you do that?

[ Questions you need to answer ] ■ Are you pricing your product/service appropriately? Have you looked at your competitors and is your pricing comparable? If you are offering a better product/service, does it warrant a higher price? ■ Have your costs increased? Costs have increased due to the shortages from the pandemic. Have you passed on those cost increases to your customer?

LocalBizSC.com + Q3 2021

■ Have you looked at your expenses and potentially other distributers that may give you better pricing or alternative vendors for your expenses like your website, marketing, etc? ■ How do you increase your volume? The general rule is 20 percent of your customers provide 80 percent of your income. If you can double that 20 percent, you may be able to increase your income by 80 percent. Do you know who that 20 percent is?

I w

These may be difficult questions to answer if you are not focusing on the financial side of your business. Consider seeking help from the various organizations that offer mentoring services or a friend or family member. It may make all the difference to you and your business. ■

"But does it?"

KAREN A. CASEY is a CPA, CFP and Certified SCORE Business Mentor. Learn more at sclowcountry.score.org.

Digital Signage allows you to update content on the fly, so your message can stay relevant. It’s also useful for connecting employees for collaboration and remote sales. With Custom Audio Video’s quality technology and easy to use controls, Digital Signage helps your office run efficiently. To learn more about all of our digital business solutions,

Call. Click. Or Come In.

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(843) 815-5130

Q3 2021 + LocalBizSC.com

SALES & MARKETING

LMK what all S these new acronyms stand for. TY

Some of these have been around a while and are just ‘hot’ now and others are new, but either way, you probably have heard these terms and may be wondering what they stand for. Or you are familiar with them, in which case you aren’t reading this and you are out buying more crypto!

LocalBizSC.com + Q3 2021

SPAC

Special Purpose Acquisition Company that is formed to raise money through an initial public offering to buy another company. At the time of their IPOs, SPACs have no existing business operations or even stated targets for acquisition.

NFT

Non-Fungible Token is a unit of data stored on a digital ledger, called a blockchain, that certifies a digital asset to be unique and therefore not interchangeable and can be used to represent items such as photos, videos, audio and other types of digital files.

FAMGA

A popular groupings of Big Tech companies. Facebook, Apple, Microsoft, Google, and Amazon.

FAANG

is more consumer-facing grouping of Big Tech companies with Netflix subbing in for Microsoft.

ESG

Environmental, Social and Governance is a framework that measures corporations' positions on issues like human rights, diversity, employee welfare, and climate impacts. Companies can receive an ESG score, but as of yet there aren't universal ESG standards.

DEI

Diversity, Equity, and Inclusion initiatives foster representation and participation of traditionally underrepresented groups, particularly people with disabilities, members of racial and ethnic minorities, people who identify as LGBTQ+, and women.

Now you can add these to your repertoire and weave them in when you ask your CFO for the P&L so you can decide on an SBL or the M&A route. Do you have a good acronym-filled sentence? If so, send it to info@ localbizsc.com. TIA ■

Q3 2021 + LocalBizSC.com

SALES & MARKETING

HOW MANY CALLS SHOULD A SALES PERSON MAKE? BY MARY PATTERSON

Sales call math F

First, look at the mind-blowing stats, according to the National Sales Executive Association:

48% of salespeople never follow up with a prospect 25% of salespeople make a second contact and stop 12% of salespeople make only three contacts and stop Only 10% of salespeople make more than three contacts 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to twelfth contact Sure, top salespeople are highly skilled – they know how to manage their time effectively, how to find the best prospects, how to handle objections and how to close. Most of all, they know the math:

LocalBizSC.com + Q3 2021

Call-to-close ratio example (fill in your numbers) Example Your Goal

$50,000

Rolled over or recurring

$20,000

New Goal

$30,000

Average Sale

$3,000

Deals Neede

Meetings needed

Your Numbers

WE BRING YOUR IIDEAS DEAS TO LIFE!

(Based on how many attempts it takes to get a meeting Three attempts)

AUFORT CO BE

TY UN

Calls Needed

KEEP

(Based on your close ratio - 50%)

KEEP AMERICA BEAUTIFUL AFFILIATE

BEAUFORT • BLUFFTON • HILTON HEAD ISLAND BEAUFORT • BLUFFTON • HILTON HEAD ISLAND

Q3 2021 + LocalBizSC.com

SALES & MARKETING

Measure what matters BY BARRY WILSON

HOW TO IMPROVE ROMI (RETURN ON MARKETING INVESTMENT) If you are unable to attribute sales to specific marketing tactics, you have no way of knowing what is working as an effective marketing tactic and what is not. When you can attribute sales to specific marketing tactics or marketing mix, you can calculate Return-On-Marketing-Investment (ROMI) and make intelligent decisions about how to better allocate your marketing dollars. For instance, if you concurrently run a direct mail campaign, search-engine marketing and ads in local magazines without some method to discern results, you will not know which effort generates the lion’s share of any new business. If you don't know that your direct mail campaign yielded 90 percent of your sales with a 2 percent response rate, you are powerless to make the wise decision to reinvest in the direct-mail campaign and make changes to or drop other tactics. What's more, if you can double the response rate of your direct mail campaign by fine-tuning your offer, creative or media mix, you could nearly double the revenue of your marketing campaign without spending more.

LocalBizSC.com + Q3 2021

INFORMATION DRIVES SMARTER MARKETING DECISIONS Here are four tips for gathering the information you need to make wise marketing investment decisions:

Use a database Start by designing a database to keep track of individual marketing efforts and the sales they generate. Include fields to track campaign dates and descriptions, the number of leads or sales generated. With this information you will be able to make queries to glean the information you need to make wise marketing decisions. Ask questions When you speak with a prospect/customer, make sure you ask how they heard of your business; was it a referral or an ad in the local magazine? It's such a simple way to gather valuable directional information many small business owners overlook it. But do be aware that they may say ‘my neighbor told me about you’ but they actually saw your mail piece and then asked their neighbor who originally signed up due to one of your mail campaigns. Make it easy to link your customer to specific marketing tactics Use unique phone numbers, web landing pages, promotional codes, tracking pixels in digital ads, each associated with specific tactics. Data entry should be easy, too Once you have the information you seek from your customer, make it as easy as possible to have this information entered into your database. Make certain your staff is up to speed on your method. Gather as much information as you can about which marketing tactics and media mix generates the best (and worst) response. Then you will be better able to put your marketing dollars where you’ll get the greatest return and less waste. ■

HOW TO CALCULATE RETURN-ONMARKETING-INVESTMENT When you can attribute sales to a specific marketing tactic, you can more accurately determine Return-OnMarketing-Investment (ROMI). For example: You mailed 20,000 targeted direct mail pieces at a $10,400 Cost-ofMarketing-Investment (includes postage, list, printing, mail services). The response rate is 2 percent, leading to an average sale of $140 for a total of $56,000 — not bad for only a 2 percent response rate. Then you apply this formula to measure your ROMI:

See and be seen on Hilton Head.

FOR SALE

Prime Commercial Building ery attracti e restaurant ast ood retail oﬃce with access oints ro e

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a busy bike ath tra eled by locals and isitors.

One of the few properties on Hilton Head Island and Bluffton zoned for Drive-Thru. The calculation using the scenario above is:

JUST THE FACTS

$56,000 - $10,400 = $45,600 $45,600 / $10,400 = $4.38

• 15 Park Lane Circle

That’s a return of $4.38 for each $1 spent on this marketing tactic. It’s easy to see that that piece worked and is worth doing again.

BARRY WILSON is co-owner with his wife Rita of AlphaGraphics, serving Hilton HeadBluffton-Beaufort.

he building or erly known as o eye s .

acres accessible ro

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ilton arkway

t building in e cellent condition and

o e in ready

acious arking lot acco odates electric ehicles and bicycles including a charging station le ation certiﬁcate is at

eet and clean

Contact Michael Kabiri

800 Main Street Suite 201, Hilton Head Island, South Carolina 29928

843.671.4200

Q3 2021 + LocalBizSC.com

SALES & MARKETING

Digital communications and the role that it plays BY LINDSAY HOUSAMAN Public relationships are just like our private relationships. We talk to each other when, how and where we are. That’s why communicating on social media is so important to government agencies, corporations and companies.

EVERYONE IS ON SOCIAL MEDIA. THAT’S WHERE THE CONVERSATIONS ARE. Hootsuite, a platform used for managing digital marketing, reports 4.33 billion active social media users who spend an average of two hours, 22 minutes a day on platforms. Everyone is guilty of scrolling the time away, however, within those times, messages, ideas, and opinions are shared and conversations are happening. It is how any organization introduces itself, its staff, products, and services to you. Like any relationship, some days, we discuss serious issues, other times we just want to wish you a happy Friday. The key is to keep the conversation going.

LocalBizSC.com + Q3 2021

With that in mind, governmental agencies are getting better at “talking” the way we speak, in plain language. What is so natural for us isn’t so natural for agencies. In 2010, President Barack Obama signed the Plain Writing Act. Change is tough for those who are used to speaking in more formal language, however, please know governments and corporations are doing their best to trend towards everyday language. Those who don’t speak in “plain language” will miss reaching their audience and customers on an emotional level. One of the main missions of social media communications is to allow your organization, agency, or businesses to allow its “personality” to shine on social media. Allow the tone and tenor of your organization be known. As with our personal relationships, the more people communicate, the more a personality comes forth. The key is consistent communication. Consistency can be accomplished by using several small campaigns at once. For example, the Town of Bluffton and Bluffton Police Department have campaigns such

Tips for social media managers in 2021: ■ Be sensitive to what’s going on in the world to ensure you post content that is not only timely, but strikes the right tone. This past year in particular has shown the importance of “reading the room” in order to post meaningful content – think about how your company’s tone will be perceived in everything that you do/post. as “Meet Us Monday,” a weekly introduction to town staff. The police department has a “9 PM Routine,” a campaign to remind people to lock all vehicle and house doors at 9 p.m. The objective is to deliver safety or other messages wrapped in the personality of the town while caring for its citizens.

PEOPLE LISTEN WHEN THEY KNOW YOU CARE. Social media managers usually have multiple skills, such as graphic design, photography and videography skills. Additionally, this position also requires research, creativity and marketing. Social media platforms change daily, and managers must keep abreast of those changes. It is not a nine to five job, it’s around the clock. ■

■ Make sure that in addition to specific information about your company, your posts also educate and provide value. The 80/20 rule (with 80 percent of posts serving to educate, inform and/or entertain and only 20 percent of posts directly promoting your business) is still a good formula to follow – and ensures that your audience will seek out your social media for added value. ■ Above all, encourage engagement. Social media that engages your audience through eye-catching photos, catchy wording, thought-provoking questions and contests is a great way to build relationships – and make sure to encourage your staff, clients and volunteers to engage with your posts, too.

LINDSAY HOUSAMAN is the digital communications manager for the Town of Bluffton. She oversees all facets of the Town’s digital content and strategy for Bluffton and its police department, including all social media platforms and its website.

Q3 2021 + LocalBizSC.com

SALES & MARKETING

When work’s a beach PEOPLE THAT WORK TOGETHER AND PLAY TOGETHER STAY TOGETHER. BY HANNAH MASSEN

Imagine what it would be like if your “workday” was spent at the beach. Instead of skipping lunch to cram in one more meeting or spending hours staring at a screen, your afternoon would be spent playing Frisbee, acting out skits, or building sandcastles with your coworkers. And that’s not even the best part: your entire team would come away with a renewed sense of trust and improved communication skills. This might sound like a daydream you’d have during your third Zoom meeting of the day, but Ken Weisner, chief playmaker at Beach Play Company, makes it his mission to help local businesses and businesses here on retreats from other places improve their staff’s trust, communication, and cooperation through experiential learning activities. Weisner said the goal of his company and the activities he brings to companies is to bring people together over things they have in common. He typically begins sessions with an icebreaker or activity that gets participants to see things from a new perspective. For example, he’ll ask a participant to cover their eyes while he tosses a rubber snake by their feet. When the participant opens their eyes, they’ll have one of three reactions: run and scream, try to kill the snake, or act indifferent. “It gets everybody to agree that that's a snake, yes, but we all have different reactions to that snake,” Weisner said. “People think a little differently and come from different places. All I want them to do is think for themselves.” Weisner doesn’t just encourage his participants to think for themselves, but to take pride in their individual achievements, too. He says that being able to share opinions and be heard by senior leadership is the hallmark of a great company culture. When employees aren’t listened to, they leave, costing the business a “salary-and-a-half” to find another employee and leaving other staff members wondering if they should leave, too. “A happy employee is a productive employee,” Weisner said. “It doesn't matter about the money – if you're not heard, you're going to find somewhere else to go.” ■

LocalBizSC.com + Q3 2021

Three pieces of advice for building a great company culture

“A happy employee is a productive employee,” Weisner said. “It doesn't matter about the money – if you're not heard, you're going to find somewhere else to go.”

■ Clarify expectations: It is impossible to build mutually clear expectations with others if you haven’t defined your expectations. If you can’t clearly articulate them verbally or on paper, you aren’t ready to share them with employees. Once you have a job description or employee guidelines on paper, meet with employees one-on-one or in small groups to go through the document and answer any questions they may have. ■ Be a good listener: It’s not enough to say you’re open to suggestions – as a leader, you must make active listening a priority. Create opportunities for your employees to speak up in meetings, on an internal group chat, or through an anonymous suggestions box. Address their comments or concerns directly and be prepared to take action on their suggestions.

©SAM GAIR

■ Have fun: You know what they say about “all work and no play.” The words “work” and “fun” shouldn’t be antithetical – if you and your employees enjoy what you’re doing, you won’t be counting down the hours till the clock strikes 5. If you’ve got a little extra room in your budget, ditch the grey cubicles and make it into a space you’d actually want to spend time in. Encourage employee bonding through after-work activities or coordinated service days. But most importantly, foster a company culture that encourages employees to embrace their unique personalities and creative thinking.

Q3 2021 + LocalBizSC.com

SALES & MARKETING

Why the Apple OS privacy update should cause you to rethink your entire marketing plan IT CAUSED US TO BUST THESE 3 MYTHS ONCE AND FOR ALL At the time of writing this article, the Apple iOS14.5 update was hot news because it included major privacy enhancements. In layman’s terms, the big news means that iPhone users can choose to not be tracked and consequently, Facebook can’t use their personal information for ad targeting. Contrary to Facebook’s hopes and dreams, according to the App analytics firm Flurry Analytics (owned by Verizon), only 4 percent of iPhone users allowed in-app targeting. That is a big blow for Facebook but also a cause for reflection for advertisers in general. We are using the iOS update as a catalyst to bust three common myths about ad-spend in general.

LocalBizSC.com + Q3 2021

■ MYTH 1: Facebook is free so it’s not even necessary to spend on advertising. Mark Zuckerberg busted this myth himself when he changed the Facebook algorithm to only serve posts to people who have “meaningful engagement” with a user. That means fewer of your friends and followers see your posts than ever before. According to the experts at Hootsuite, the average reach for an organic Facebook post is down to 5.2 percent. In other words, if you have 100 “friends,” five may see your post. “May” see is because Mr. Z chooses to serve it to them if they have engaged with you, but it doesn’t mean they will ever see it. Key takeaway: If you are not spending money on Facebook for paid advertising, don’t expect anyone but your closest couple of friends to see your message. ■ MYTH 2: Paid Facebook advertising is cheap and easy Yes and no. When done right, Facebook advertising can be a very effective and efficient advertising medium, but it is not easy. Over the years, Facebook has changed its targeting capabilities and with the recent iOS14.5 Apple privacy update, it will be even harder to find the right prospect on Facebook. The expression ‘You get what you pay for’ is especially true when it comes to advertising. Unless an advertising medium can verify what it delivers for you (for example, Facebook provides very detailed reports on ad delivery and some print and broadcast media use a third-party auditor to verify delivery), you have no idea if you got what you paid for. Key takeaway: Unless you are extremely analytical and have extra time on your hands, hire a professional to handle your social and digital marketing. Also, you should request that your web, social and print vendors provide you an actual audit or results report. When something is cheap, there is usually a reason and that’s not better quality!

■ MYTH 3: Digital advertising is the best because it is trackable to ROI Be careful with this one. Digital and social are very trackable, BUT that tracking does not tell the whole story. For example, and this is a common situation, say a person is updating their home with some renovations. They notice an ad in a magazine or newspaper for ABC Blind Company and think “Hmmm, we do need to change our blinds. I better add blinds to our to-do list.” Then they carry on with life and may have even forget to add “blinds” to their list. • Then, they get a postcard from ABC Blinds in their mailbox and think, “Oh yeah, that’s the company I meant to put on the list,” so they leave that postcard on the counter to remind them. • That then postcard sparks them to visit the ABCBlinds.com website to learn more about the company and product. Unbeknownst to them, the ABC website drops a “cookie” on them which tracks them when they leave the site and follows them around the web to serve up ABC digital and social ads. When you ask “how did you hear about us?,” the customer will usually respond that they saw you online or on Facebook. They aren’t lying because they did! You may see lots of clicks on your digital ads. But... • Your digital or social ad would not have been served to them had they not visited your website. • And they would not have visited your website had they not been reminded with that postcard. • And they may not have kept the postcard had they not recognized your company from a credible magazine or newspaper.

"Unless you are extremely analytical and have extra time on your hands, hire a professional to handle your social and digital marketing."

Key takeaway: No single medium works as well on its own as when in a multi-media mix. It’s like riding a unicycle versus a car. Sure, a unicycle will get you to your destination, but a car will get your there faster and with a more stable ride, thanks to four wheels. True human motivation and behavior cannot be boiled down to a single marketing impetus, unfortunately. ■

Q3 2021 + LocalBizSC.com

HUMAN RESOURCES

Working with a Community Foundation makes corporate philanthropy easy BY SCOTT WIERMAN

Community Foundation of the Lowcountry’s mission is to strengthen our community by connecting people, resources and needs. Learn more at cf-lowcountry.org. I’ve noticed that times of crisis invite introspection, spurring us to examine what’s truly important in our lives. I think a positive outcome of the Covid-19 pandemic has been a greater focus on others. Perhaps this has increased our desire to become more philanthropic, for both individuals and businesses. During the past year we saw an outpouring of community support for our Covid-19 response fund. Additionally, several local businesses contacted us, either to start or to augment an existing corporate philanthropy program. We couldn’t be more excited about that. Corporate philanthropy programs can reap rewards for your business – increasing employee engagement and productivity, improving brand awareness and reputation, attracting top talent, retaining good workers and even improving a company’s bottom line. A study conducted by Cone/Porter Novelli, a communications consultancy, found that when choosing between two brands of equal value, 90 percent of consumers are likely to switch to the cause-branded product. Even more importantly, a well-administered corporate philanthropy programs benefits people in the community. If your business is interested in exploring a corporate giving program, here’s why working with a community foundation makes sense. ■

LocalBizSC.com + Q3 2021

We have a host of different customized tools and can streamline your charitable giving through options like donor-advised funds, grantmaking programs, or even scholarship funds. We work closely with you to determine the impact you want to make and how to best accomplish it.

Community foundations have an in-depth knowledge of their communities. We collaborate with many partners, including governmental entities, educational institutions, faith-based organizations and businesses. We work with nonprofit organizations every day, so we’re familiar with their missions and their impact in our community. And we’re aware of the most pressing community needs to help you determine funding priorities.

Working with us is cost effective and efficient. There are no startup fees or additional legal or accounting fees. Since the charitable giving is conducted under our federal tax ID, there are no tax returns for you to file, no excise taxes to be paid, no minimum payout requirement and no upfront legal fees. There is, however, an administrative fee that varies based on variables such as the type of fund or program you establish.

You receive personalized services and administrative support. We guide you through the creation and implementation of strategies to transform your corporate values and culture into community impact. We can provide research and analysis, create reports, distribute grants, create funding statements, manage your investment and ensure compliance with IRS requirements.

SCOTT WIERMAN is president and CEO of Community Foundation of the Lowcountry. He has more than 30 years of experience in fundraising and nonprofit management and has worked with both individual and corporate donors to help them achieve their philanthropic goals.

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HUMAN RESOURCES

How to be the leader that people follow MOTIVATING YOUR TEAM IS NOT ABOUT THE MONEY BY RICHARD ELLIS

We live in times of unprecedented societal and business change. As we enter the “new normal” work environment, it’s important to understand today’s teams approach work with a new motivational mindset – and it’s NOT about money. Today’s professional is looking for the intersection between their personal and professional lives. Are your personal values aligned with organizational ones? What is your individual purpose? How can embracing your purpose create more balance and fulfillment? As an executive coach, I work closely with business leaders and teams. Here are 10 key lessons I’ve learned from global business leaders related to motivating today’s teams: ■ Winning leaders unlock true team potential. A strong, cohesive team leads to more timely, efficient and effective business decision-making. Empower your people and they will power your business. ■ Being a more purpose-driven leader means moving from traditional forms of leadership to FOLLOWERSHIP. Command and control-style leadership no longer cuts it. Followership means people choose to be led by you. ■ Team members are craving interaction again. Leaders need to create more collaborative, less hierarchical environments. The office water cooler – whether in person or virtual — is more important than ever. ■ People are looking for new levels of connection at work. They want to feel included, heard and respected. There’s a whole new set of motivations out there and leaders need to understand how to respond to these changing needs.

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■ Ambiguous times are not time for ambiguous leaders. Ambiguous times are not time for ambiguous leaders. Leaders must empower their teams like never before. Today’s professional wants to feel empowered to make an individual impact. When the individual succeeds, the team succeeds. ■ A cohesive team is a strong team. Today’s teams need to embrace change. It’s about following your team gut – that collective business intuition – that allows your team to thrive. ■ Leaders need to build more trust. When there’s a high level of team trust, anything is possible. Leaders build trust through frequent, two-way communications that allow all voices to be heard. ■ Individuals and teams need to have the courage to reinvent. As a leader, you’re a role model. The shadow of today’s leader must demonstrate a courageous, strategic approach to business reinvention. ■ Teams want empathetic leadership. Open and flexible leadership means you give your team permission to be open and flexible, too. You need to create a team that doesn’t just survive — but one that truly thrives. ■ Leaders need to listen deeply. Listening for understanding, for meaning. When people feel truly heard, they bring forward their best thinking and they work harder to achieve team goals. Today’s leaders understand it’s not business as usual -- it’s business as UNusual. Everything’s changed. So what are you afraid of? Now is the time to invite change into your team environment. As Franklin Roosevelt said: “There’s nothing to fear but fear itself.” ■

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Matthew Mastrorocco, DMD Dentist | Owner University of Pittsburgh School of Dental Medicine

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RICHARD ELLIS is the founder of Ellis Strategy Group, a global leadership consultancy. With more than 30 years of international business experience, he is an accomplished executive coach, high impact business strategist and noted communications expert. Find out more about Richard at www. ellisstrategygroup.com

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HUMAN RESOURCES

The gift of giving (even when there’s little to give) BY CRISTIN HEYNS-BOUSLIMAN In an issue about money, the likely focus is going to be “how to make more,” “how to save more,” and “how to grow.” So, of course, I am here to tell you how to give it away. In 2019, Americans gave more than $440 billion to charity. Of that, 29 percent went to religious institutions, and 55 percent went to a combination of education, human services, foundations, and health nonprofits. Arts and culture and the environment came in at 5 percent and 3% percent, respectively. (Source: Giving USA 2020) We all know that corporations and foundations make up a fair amount of annual giving, but individual donations are actually on the rise. The great news is that this is not only a favorable development for deserving nonprofits, but it is also wonderful for the health and wellbeing of the individual. As it turns out, giving makes us feel happier than spending the same money on ourselves. It gives us a feeling of social connection, releases endorphins, and has even been shown to improve the health of individuals with chronic illnesses and the longevity of senior citizens. (Source: 5 Ways Giving Is Good for You, Jason Marsh & Jill Suttie, December 13, 2010, Greater Good Magazine, The Greater Good Science Center at the University of California Berkeley). In my prior role as VP of human resources for a chain of quick service restaurants, I was given the fun, yet challenging, opportunity to find ways for entry-level wage earners to give back to their communities. As one might suspect, a majority of our team members did not feel that they had anything to give. That year, we issued a challenge to our stores, allowing them to compete against each other in designing and executing a community service project. We offered a small investment for supplies as well as the opportunity to win a fabulous prize, then got out of their way. The results were magnificent – among other incredible projects, our teams orchestrated a picnic for the moms and kids staying at a domestic violence shelter, a library cleanup, a sensory course at an equine therapy nonprofit, and one team planted over 800 trees! Ultimately, it wasn’t that our teams didn’t have anything to give, they just needed inspiration to think outside of the box on how to make it happen. ■

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Here are some easy ways to encourage entrylevel team members to jump on the giving train without breaking the bank:

Participate in Workplace Campaign through United Way. A $20 per paycheck automatic deduction (i.e. one less trip to Starbucks per week) adds up to nearly $500 per year of giving with no effort at all.

Set an example in your purchasing habits. Purchase office and breakroom supplies from companies who give back, and encourage your team members to do the same. Consider coffee companies like Blk & Bold which gives 5 percent of its profits to supporting at-risk youth through more than ten organizations nationwide. (https://blkandbold.com/ pages/a-little-about-us)

Issue a giving challenge. Entry-level wage earners may not have as much cash to give, but their time is just as valuable. Throw down your own giving gauntlet and heartily reward volunteerism.

Encourage nonprofit board participation. Nonprofit boards are always searching for engaged young professionals to sit on ad hoc committees, help out with fundraising events, or even join the board. Employers should not only allow this type of community involvement, but should encourage it and reward team members for their participation.

Double down. Employers can offer to double donations to nonprofits up to a certain annual amount per employee, giving each team member motivation to give knowing that their gift, no matter how small, with go farther. Plus, corporate giving typically comes with tax perks, so it’s a win/win!

CRISTIN HEYNSBOUSLIMAN, Esq., is department head of REDW Human Resources Consulting practice. Her team consults with businesses of all sizes nationwide, assisting in building strong cultures while facing employeerelations matters with a proactive, legal mindset.

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HUMAN RESOURCES

How better performance reviews can inspire better employee performance BY FRANKLIN BUCHANAN

It’s human nature to want to know how you’re doing, especially in business when you may expect to find out only during the performance evaluation and review process. Sadly though, it’s a time that’s often ineffective and counterproductive. According to a SHRM study, 87 percent of managers and employees found the review process to be ineffective. Perhaps more concerning, one survey of 13,000 employees found that 65 percent thought performance evaluations weren’t even relevant to their jobs. If done correctly, employee reviews can be a strategically helpful exercise to build trust, cohesion, and accountability within your team. ■

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There are several keys to successful employee reviews: ■ Set goals on the front end. It’s impossible to fairly evaluate someone if you haven’t established expectations up front. We recommend setting several clear, SMART goals. That is, goals that are Specific, Measurable, Attainable, Relevant, and Time-bound. ■ Engage your employees early and often. Performance reviews cannot be effective without having the employee’s and the manager’s buy-in. That means you should engage your employee in goal setting upfront and give them an opportunity to provide feedback on how they think they’ve performed at review time. ■ Evaluations shouldn’t only happen annually. Make it a habit to have more frequent conversations with your employees. That frequency may be driven by your schedule, but we recommend quarterly or semiannual check-ins to ensure you’re continually engaging your employees and giving regular feedback on how they’re performing.

■ Document these conversations to reference for future reviews. Reviews should be informed by prior reviews. Was there something your employee needed to work on, perhaps some continuing education for them to advance? How did that go? What steps did they take? Document that and the next steps you expect they’ll take so you’ll be ready for the next conversation. ■ It can’t be a one-way street. Accountability goes both ways, so be prepared to ask for - and get - feedback from your employees. Seek their feedback on what you can do differently to better support them. You’ll build trust and become a better leader by getting their input. If you make it a priority to make employee reviews both fair and actually mean something, you’ll be delighted at how much happier, appreciative, and productive your staff will be.

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One of the biggest keys to successfully evaluating an employee is setting SMART goals: goals that are Specific, Measurable, Attainable, Relevant and Time-bound.

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FRANKLIN BUCHANAN is the founder of Post Up Careers, which offers personalized career management services for professionals at every stage of their careers. These services, which range from professional resume writing and LinkedIn profile optimization to career coaching, are designed to ensure his clients make it past the applicant tracking systems and, ultimately, get hired. postupcareers.com

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HUMAN RESOURCES

Employees vs freelancers WEIGHING THE OPTIONS AND DECIDING WHICH IS BEST FOR YOUR BUSINESS BY SAM GAIR

To hire or to outsource? It’s a question many business owners ask themselves in all phases of their business, but particularly by many startups and entrepreneurial ventures. Deciding whether to hire a full-time employee or outsource work to a freelancer is something that can have a significant impact on your growing company’s productivity and profitability. In addition, there are important differences when it comes to job classification and the aspects of employment arrangements – including taxes, job benefits, and legal/financial implications for both you as a business owner, and the person you are considering for the job or the work. So how do you know which route to take as you consider the needs of your specific business? It all starts with truly understanding the differences between the two – and identifying which type of worker is best suited for your particular needs. One of the major benefits of using freelance workers is cost efficiency. Even with paying a higher fee, you could expect to save because you’re not required to pay for benefits like health insurance and retirement, as well as social security. The Affordable Care Act cites that having fifty or more full-time employees requires your business to provide health insurance. Using freelance workers who aren’t considered employees can get work done without adding actual employees. However, be cautious that just because someone calls themselves an independent contractor does not mean they are one according to the IRS. An employer handles all aspects of taxes and withholds the correct amount owed before

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issuing paychecks to their employees to give to the IRS whereas freelance workers are responsible for paying their own income taxes as well as self-employment taxes. Make sure you consult with your accountant or tax expert regarding who is, or should be, an employee and who is, or should be, a freelancer. Hiring a freelancer, and someone who works remotely, also reduces the need for an office space and supply costs. So while hiring a freelancer isn’t the right call for all positions in your business, a freelancer can be the perfect solution for short-term projects, infrequent work or work that doesn’t need to be performed during a normal workday or onsite. Another major advantage of working with freelancers is that freelancers run their own businesses – which thrive on continuous work with repeat customers, and therefore strive to turn in their best work in a timely manner to maintain their work relationships. While employees may have changing performance while on the job but also maintain their work duties, freelancers know that their contract is not as permanent. Employees can still expect a paycheck at the end of the work week if they show up, regardless of performance. However, since freelancers’ careers depend on keeping steady income, their goals need to be on future projects while also finishing their tasks. One other thing to keep in mind when deciding between hiring an employee or freelancer is that your company’s success is often of greater value to employees within your organization than those who are hired by contract; while freelancers want to keep you as a client, the overall success of your company may not be their priority.

While there are no hard and fast rules when it comes to hiring either an employee or a freelancer, there are a number of indications that one job type might be better for your particular needs. In general, freelancers are mostly suitable for shortterm projects, one-off tasks and infrequent work. However, if you have a consistent workload and are interested in building a strong team as well as benefit from good company culture, full-time employees are often the best choice. ■

SAM GAIR is a recent transplant from New Mexico and is a writer and social media photographer.

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MONEY MATTERS

What you need to know about taking out a business loan BY HANNAH MASSEN

They say you have to spend money to make money – but those initial funds have to come from somewhere. A business loan, a lump sum of capital that you’ll pay back at a fixed interest rate over time, can help you achieve the big goals you have for your small business. Before you pitch to banks or online lenders, here’s what you need to know about taking out a loan.

Decide what type of loan you need. Lenders will ask why you need outside financing, and your answer likely will fall into one of four categories: to start your business, to manage ongoing expenses, to grow your business, or to create a safety net. The most common types of loans are: ■ Bank loans: These installments are repaid in fixed monthly payments, and usually offer lower interest rates than alternative options. ■ Small Business Administration (SBA) Loans: The SBA doesn’t provide loans itself. Instead, it partners with banks, credit unions, and nonprofit organizations that are willing to take a chance on small businesses to provide funding. ■ Microloans. If you need less money than what a bank is willing to provide, consider working with a microlender. SBA-guaranteed microlenders typically will provide up to $50,000 in loans. ■ Equipment loans: As the name suggests, this is the right loan to take out when you’re in need of equipment or machinery. These loans use the equipment itself as collateral (similar to a car loan) and are paid in fixed monthly installments. ■ Business line of credit: Similar to a home equity line of credit, a business line of credit lets you borrow up to a set credit limit. As you repay the loan, the funds become available to borrow again. If your clients take a long time to pay you, this loan will ensure your bank account stays in the black while you wait for those payments to come in. ■ Accounts receivable funding: Also known as invoice financing, this loan is extended to businesses based on unpaid invoices. You get the money right away without waiting for clients to pay you, but once those payments hit your bank account, you'll get the remaining percentage of the invoice, minus the lender’s fees and interest.

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The proceeds from a business loan can help your business survive a slow season, buy essential equipment, or expand to new markets. Researching the right loan for your business increases your odds of getting the money you need. Determine if you qualify. Once you know what type of loan to take out, the next step is to determine if you qualify for a business loan. Consider these four factors: ■ Your credit score. Banks prefer to offer their low-rate business loans to borrowers with credit scores above 680. If your score falls below that threshold, look into loans from a nonprofit or microlender. ■ How long you have been in business. Most small business owners have a tough time securing loans before their first year of being open because they lack collateral. But startup loans are an exception to the rule. Seed funding is often granted based on the business’ owner’s credit history, so if this is a loan you’re interested in, you may want to pay off your personal debt in advance. ■ How much money you make. Many online lenders require a minimum annual revenue, which can range anywhere from

$50,000 to $250,000. Always calculate your annual revenue before you apply for a loan. ■ The payments you can afford. To comfortably repay your loan each month, your total income should be at least 1.25 times your total expenses, including your new repayment amount. Look carefully at your business’ financials and make sure you’re not taking out more than you can afford. Apply for the loan. Once you’ve qualified for a loan, move quickly! Depending on the lender, it can take weeks or even months to get a loan approved. Missing documents can delay your approval, too, so ask your lender what information you’ll need to provide in advance. Banks generally have the most stringent requirements: they may ask for your business’ financial statements, tax returns, legal documents, bank statements, and business plan. While other lenders may not need to see as much documentation, you have this information on-hand anyway. ■

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MONEY MATTERS

The Covid pandemic has had a major impact on many aspects of our lives, there is no doubt about this. But, when it comes to its effect on our investments, that is not such a clear and easy answer. Because of lockdowns, our daily routines have been disrupted. Vacations and travel declined, dry cleaning declined, and eating out declined. As a result, we have seen the savings rate in the country grow dramatically. The savings rate, as a percentage of personal disposable income, jumped from 7.2 percent in December 2019, to 33.7 percent in April 2020. As of February 2021, it was still at 13.7 percent. With the savings rate where it is, we believe that an economic recovery has the fuel it needs to evolve. The need to withdraw from investments also declined. Clients were not forced to take IRA Required Minimum Distributions (RMD) in 2020, allowing those funds to remain invested. And with reduced outlets for consumption, many added to investments, rather than increasing withdrawal.

Has the pandemic impacted investing? THE ANSWER IS NOT CLEAR, YET BY W. CREIGHTON STUCKART

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DOES YOUR INVESTMENT STRATEGY Concerns beginning to surface are centered around inflation and taxation. Because the government acted aggressively to blunt the impact of the shutdown, the United States has incurred a great deal of additional debt. In addition, it’s possible that even more government debt will be needed to repair infrastructure. This increased debt will need to be paid for. There is a strong consensus that our tax code will need to be changed. But how will it be changed and will those changes have an impact on the financial markets is a big question. Capital gains tax rates, stepped-up cost basis at death and estate tax rates are but a few of the possible changes being discussed. It is much too early to focus on a clear path regarding taxes, but it is of great concern and bears focus. Additionally, there is renewed concern about inflation. On one hand, rising interest rates can benefit savers and those on a fixed income. But rising rates can hamper economic growth and corporate earnings. Increased rates also cost the government more to service the increased debt levels. As is typically the case, the economic markets are never static. There are always several factors to consider when dealing with your finances. Because of this, many see the value of having a financial advisor help with their decisions. ■

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MONEY MATTERS

3 must-dos when choosing the right financial partner BY BRUCE WOOD

When it comes to selecting a professional partner (e.g., attorney, CPA, physician, financial advisor), there is no simple strategy. Diligence and thoroughness are critical when selecting your partner. Why is this important? These types of relationships tend to be long-term, trusted relationships with individuals who share some of your most personal and private information. Here are a few thoughts to consider when searching for an investment advisor:

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BIG OR SMALL Traditionally, large firms have dominated the wealth management arena. However, over the last decade, there has been a monumental shift towards the independent model. Advisors have learned that while there are many advantages and resources that come with working with a big firm, being an independent advisor allows them to customize their practices and provide unbiased advice to their clients. As an investor, you should ask yourself, do I want the name recognition of one of the major Wall Street firms? Or a customized, personalized relationship with a local independent office? It is important to note that being independent does not mean a lack of support. In fact, most independent firms have direct relationships with many of the same Wall Street firms and all their resources.

DO YOUR HOMEWORK Once you have your ‘short list,’ it is time to dig a little deeper. There is plenty of information on the internet, and starting with the company website is a great way to get to know the firm and what is offered. Additionally, there is a tool available to the public called ‘BrokerCheck.’ With this tool, investors can search firms and individuals, with access to detailed information on the firm’s structure, offering and fees. SET AN INTERVIEW The last step in selecting your partner is to schedule an interview with your finalists. There is no better way to get to know someone than face-to-face. Treat this like an interview, or even a first date, asking many open-ended questions. The idea is to get to know them, what they offer, what they charge, whether your personalities match and if you would enjoy working with them. Most firms and advisors would be happy to have a complimentary meeting. ■

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MONEY MATTERS

Business Buying 101 WHAT YOU NEED TO KNOW ABOUT PURCHASING AN EXISTING COMPANY

Contrary to popular belief, not everyone starts their businesses from scratch. While many of the most popular success stories feature a young, eager entrepreneur going door to door until someone discovers their product, buying a business is an equally ambitious – and lucrative – option. While buying a business typically involves a bigger upfront cost, it also presents less risk than launching a startup. You’ll have years of financial statements, media analytics, and an existing customer base to help you make more informed decisions regarding your company’s trajectory. More people are realizing the value of buying an existing company. Roughly 500,000 businesses change hands every year, and that number is only expected to grow as more baby boomers retire. But in order to buy a business, someone has to be selling. It’s a common misconception (if not a cultural stigma) that if a founder decides to sell a business, there must be something wrong with it. Either it’s about to go under, there’s no market for the services, or the founder knows something you don’t, right? Wrong. Founders sell their businesses for a variety of reasons: they might be ready to retire, about to move out of state, or are excited about a new opportunity in a different market. No matter their reason for moving on, they’ll be looking for a buyer who’s ready to usher their business into a new era of success. Buying a business is a big decision, but we’ve laid out the steps you should take to ease the transition and avoid buyer’s remorse.

BY HANNAH MASSEN

"Not all entrepreneurs start their businesses from scratch. Many people are discovering the value of buying an existing company, which presents less risk than launching a startup."

Narrow down your options. If you’re set to inherit the family company, continue to step two. But if you don’t have your eyes on a particular business to buy – or aren’t even sure what industry you’re interested in – consider the following factors: ■ Location: Are you open to moving, commuting, or do you need something close to home? Your answer will affect more than just daily wake-up time. Taxes, labor costs, and financials can vary by location, all of which will impact a business’ bottom line. ■ Size: Can you see yourself running a small, local business or a high-growth company? While taking over a large corporation could mean more profits, it could also present a steep initial cost and a stressful transition. ■ Experience: What interests, passions, or experiences have you had that would help you in your new career? You’ll learn something new no matter what type of business you buy, but it may be beneficial to have some familiarity with the industry.

Start searching. There are plenty of places to find businesses for sale that fit the criteria you’ve decided on. Check ads on Craigslist, BizBuySell.com, or your local newspaper to keep tabs on what’s going up for sale. Networking with other professionals or attending meetups and conferences might connect you with someone who’s looking for a potential buyer. If you’ve done your research and still haven’t found what you’re looking for, consider working with a business broker. They’ll be able to prescreen businesses for you, negotiate terms of purchase, and help you pinpoint your interests.

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Do your due diligence. When you find the business you want to buy, it’s time to gather as much information on the company as you can before signing on the dotted line. As the buyer, you’ll want to have an accountant on your side to renew the business’ financials. It’s also helpful to have a business attorney to represent you in negotiations. There are plenty of documents, files, and agreements you’ll want to analyze, but be on the lookout for business licenses and permits, trademark registration information, contracts and leases, and financial statements.

Find your funding. Once you and the seller agree on a purchase price, you have a few options for sources of finance:

■ Seller financing: This is where the seller allows you to make payments over time, usually for the purchase price plus interest. ■ Venture capital: In this instance, you would work with an investor to purchase the business. If the business succeeds, you would owe the investor a significant portion of the profits. But if it fails, you won’t have to worry about paying back debts. ■ Business loan: You also can take out a loan to purchase the business through a traditional bank or online lender. While your personal finances will play a role in determining the types of loans you qualify for, lenders are usually more open to loans for purchasing existing businesses.

Draft a sales agreement. You’ve found your business, negotiated the terms, and made a payment plan. Now, all that’s left is to put it in writing. Your sales agreement should list everything you’re purchasing in detail, including tangible and intangible assets, customer lists, and intellectual property. Have a lawyer help you write this document, or at the very least, help you review it carefully before you sign.

Whether you’re looking to change industries or acquire another company for your existing brand, buying a business can be a smart move – and a win/win for all involved. When you’re finally at the helm, you’ll be able to revitalize what might have been a stale company with fresh ideas and insight. ■

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MONEY MATTERS

Build your business as if you plan to sell it EVEN IF YOU THINK YOU NEVER WILL BY MIKE KABIRI

Most people don’t start a company with a plan for how they will exit it. Sometimes business owners expect that their children or partners will continue to run the company, so they don’t give selling a second thought. Most often, selling or exiting a company they just started is the last thing on their minds. However, since Covid, many people are rethinking their long-term ownership plans as the perfect storm has landed: more business owners are ready to sell earlier than they expected; more people are moving to the area looking for jobs or businesses to buy; and SBA loans are making business ownership affordable. Now may be the time to sell. Now may be the time to buy. Now is always the time to plan. When you adopt a ‘build it to sell it’ approach for your business, you will make decisions that are not based on emotion, hope or habit. Your decisions will be based on how to maximize value and minimize problems down the road, regardless of whether you ever plan to sell. In addition to helping someone sell their business, as a Certified Business Intermediary one of my most important roles is to help owners prepare their businesses for sale, which often includes advising on decisions they make long before selling. Here are two seemingly basic examples that led to different decisions for the owners after I put them through the ‘Build to Sell’ filters. These are actual questions two different clients asked me.

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Q1: “Hey Mike. I’m not going to sell my business until next year, but should I wrap my vehicle now because it will give me a write-off this year?” A: No. That expense will add zero value to the purchase price of your business. The owner would be better off to save or invest that money in something purchasers always value – more profit. Q2: “Hey Mike. Our restaurant is doing a booming business — our customers come to us because they love both me and my wife and they line up for her “secret recipe” scratch biscuits that only she can bake. But we’re getting older and it’s too hard for us to keep it running. How much is it worth if we sell it?” A: Not as much as it could be. In this case, the customers loved the owners who would be exiting and loved the “secret recipe” that was so secret only the wife could make it from memory. Not to mention, their space was leased and in need of repairs. A prospective purchaser always asks, “what am I buying” and the answer in this case would have been “not as much as it could be.” ■

‘Build-to-sell’ tips that always make good business sense: ■ What may seem like good tax-saving strategies today, like maximizing expenses to minimize revenue, could result in a poor valuation down the road. Keep good, accurate records that show a profit. ■ Be the CEO, not the manager. Build a strong team to operate the business so it is not dependent on you. A potential buyer will place a value on your bench strength and de-value an overdependency on one person (you) who will be exiting. ■ Early bird catches the worm. Don’t wait to develop your exit strategy. A good business broker (Business Intermediary) will not charge for a consultation because they care about building a relationship versus executing a transaction. They can help with succession planning, valuation and identifying the best buyer for your business.

Business is always personal.

At Finance of America Mortgage, we don’t see customers as numbers and paperwork. For us, doing business is about making human connections. We listen to the people we serve. We find the right mortgage solution for their specific needs. And we help them achieve their dreams of homeownership. You’ll see it in everything we do.

Products & Services

PRO TIP When naming your company, resist the temptation to name it after yourself. In some professions like law firms, personal names can work, but it is usually wiser to choose a name that will have value if you are not involved.

FHA Loan • VA Loan USDA Loan • Jumbo Loan Fixed Rate Loan Adjustable Loan

JIM ATKINS NC, SC, & VA Regional Manager Mortgage Advisor NMLS-133206 O: 843.837.5626 C: 610.212.5390 jatkins@financeofamerica.com

MARIELENA DIMATTEO Mortgage Advisor NMLS-1981464 O: 843.949.4027 marielena.dimatteo@financeofamerica.com

MICHAEL KABIRI of Transworld Business Advisors

1 Promenade Street | Suite 203 | Bluffton, SC 29910 ©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 ( www.nmlsconsumeraccess.org) | 1 West Elm Street, First Floor, Conshohocken, PA 19428 This is not a commitment to lend. Prices, guidelines and minimum requirements are subject to change without notice. This document is provided by Finance of America Mortgage. Any materials were not provided by HUD or FHA. It has not been approved by FHA or any Government Agency. Q3 2021 + LocalBizSC.com 75

HISTORY

Hot Read

Read more about Warren Buffett in the biography “The Snowball: Warren Buffett and the Business of Life” by Alice Schroeder. The Los Angeles Times wrote that it was "the most authoritative portrait of one of the most important American investors of our time.”

Warren Buffett goes to Hilton Head THE 1975 GATHERING THAT BECAME KNOWN AS BUFFETT’S ‘HILTON HEAD GROUP.’ BY LAURIE LAYKISH

“Mastermind Group” is the trending term used to describe a gathering of like-minded people that come together to learn, network, share ideas and solve problems. The original concept was coined in 1925 by author Napoleon Hill (Think and Grow Rich) and over the years, these groups have been called many things, like Think Tanks, Peer Advisory Groups or Networking Forums. But did you know that Warren Buffett had such a group called “The Hilton Head Group?” In 1968, Warren Buffett hosted the first meeting of a group he coined the “Graham Group,” named for his one-time boss and investing mentor, Ben Graham. Bi-annually, Buffett gathered dozens of his friends and business associates for a weekend of lectures, opinion and idea-sharing as well as some fun. Over the years, locations varied from San Diego, to the Queen Elizabeth cruise ship to Vancouver, Canada. In late September 1975, Buffett hosted the Graham Group in Hilton Head where a few notable events occurred. Hilton Head was the first of these gatherings that included Kay Graham, CEO of the Washington Post, and the first female CEO of a Fortune 500 company. It was also the first gathering that his wife, Suzie Buffett, sang to the group after which she sang publicly, including annual Berkshire

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shareholder meetings. Perhaps most notably, it was immediately following this Hilton Head meeting that the Washington Post press operators union held an infamous strike, lighting the presses on fire in the basement of The Post. Fortunately, the strike happened after the Hilton Head meeting as there were no direct flights to Washington from the island, much less an airport, for Ms. Graham to return. It was after this “Graham Group” meeting that, for a few years, the group became known as “The Hilton Head Group” to which Warren Buffett typed a letter the following year (shown at right). Eventually, the group has become known as ‘The Buffett Group’, but we want Hilton Head to bask in the glory of hosting such an elite group of thinkers and philanthropists.

THE MORAL OF THE STORY

If the smartest, richest and busiest people in the world take time to gather to continuously learn, share ideas and share knowledge, couldn’t other business leaders? There are a number of excellent groups to join locally or you can start your own group. Just don’t call it “The Hilton Head Group” or it could get confusing. ■

CONSIDERATIONS FOR STARTING YOUR OWN GROUP

1 2 3

Choose the right people. Choose members whose opinions you respect, whose work you admire, and whom you trust. Plan logistics. How often will you meet? Where? For how long? How many members? How are costs paid? Develop a formal agenda. Select a variety of topics that are relevant to the group and include some members in leading some discussions or presenting.

Make it fun. While learning and networking is the purpose of the gathering, participants will be more engaged and more likely to return if they have fun.

The Hilton Head Group

In 1976 Warren Buffett typed this letter (yes, typed with no liquid paper) to the attendees of his 1975 meeting on Hilton Head Island.

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You can’t ring in sales if you can’t process payments WHY EVERY BUSINESS SHOULD HAVE A PAYMENTS PROFESSIONAL/PROVIDER BY TAMI BREAM In today’s world, acceptance of electronic payments (merchant processing) has become one of the most significant business functions, while remaining the least understood and confusing. A payments professional/provider should be part of your trusted business team and provide a level of professional service to the same degree as your lawyer, CPA or insurance broker. Payments professionals/providers should have experience in the payments industry along with fundamental business knowledge. Most importantly, they should respect that they have a fiduciary duty. While many businesses take a “if it ain't broke, don't fix it” attitude with their processing, having a trusted payments professional/provider can positively impact an owner’s bottom line in several ways.

Tami Bream, COO, Equity Payment Merchant Service Provider. Equity Payment Merchant Services is South Carolina based, offering essential credit card payment solutions with fair pricing and fully transparent practices for businesses and individuals on Hilton Head Island.

What can an effective qualified person do for the business? • The professional/provider can help streamline the flow of electronic funds, in some cases increasing sales by expanding avenues to accept payments. • Introduce new technologies such as Point of Sale (POS) systems to lower costs of handling funds. • Analyze and optimize pricing/rates for the business type. • Be the business’s advocate, especially when deposits are missing or have been held by the bank. • Provide guidance to “win” more charge-backs. • Know the PCI DSS (security standards) and educate the business on how to prevent fraud or at least mitigate it. What is the top skill required of a payments professional/provider? • Effective support of a business is the most important skill a payments professional/provider can provide. • Great support should offer live humans answering the phone without having to navigate endless menus or being directed to YouTube videos or online chats for resolution. • Being available 24/7 with a response time within 24 hours. • Knowing there is a sense of urgency when a problem arises that impacts the business’s money and responding with that same sense of urgency. • Under promising and over delivering in the support provided.

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Card tricks

Debit cards remain the preferred method of payment, though credit cards are closing the gap. Cash usage continues to decline.

What tools should be in the payments professional/provider’s tool bag? • Ability to scale payment acceptance for any size business by using Point of Sale (POS) systems, standalone terminals, cash registers, mobile, contactless, etc. • Recommend to a business other avenues of revenue that are congruous, whether brick and mortar, e-commerce, mobile, etc. • Navigate and remain current with the everchanging Visa, MasterCard, Discover and American Express Card brand regulations. • Help navigate acceptance of cryptocurrency and cash apps that are disrupting traditional banking. • Improve your consumer’s payment experience. • Respect the financial position of the business and do not sell equipment that is not needed. • Provide individual payment terms whether purchase or lease. Keeping all of these in mind, use a professional “to fix what ain’t broke” and put money back into your pocket. ■

Contactless, online and in-store payments

No business wants to lose a sale, which means you need to be able to transact anywhere, and you need to offer your customers a safe and secure way to do business with you. There are a number of payment systems that a payments professional/provider can present to you, and explain the benefits and fit for your business and industry. One of the most popular point-ofsale systems is the Clover system, an all-in-one management tool that takes care of business from accepting payments, to increasing sales to offering gift cards to managing inventory.

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What you need to know about immigration law AVOID THESE FIVE COMMONS IMMIGRATION MISTAKES WHEN HIRING EMPLOYEES BY MELISSA AZALLION KENNY When a company wants to hire a new employee, it is important to follow the applicable federal and state immigration laws. All new hires are required to complete Form I-9 (Employment Eligibility Verification Form) at the time of hire. Form I-9 was created when the Immigration Reform and Control Act of 1986 (IRCA) was enacted and confirms an employee’s identity and eligibility to work in the United States. US employers must comply with IRCA and avoid errors on Form I-9, since a violation can result in hefty fines and penalties. Penalties assessed by Immigration and Customs Enforcement (ICE) for first-time violations for substantive and uncorrected I-9 errors range from $234 to $2,332 per violation, while penalties for knowingly hiring or continuing to employ an unauthorized worker range from $583 to $4,667 per violation. Subsequent audits can result in higher fines. ICE routinely conducts I-9 audits, and the number of ICE audits have significantly increased in recent years. To comply with the I-9 rules and minimize penalties, employers should aim to avoid these five common I-9 errors:

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1. Proper and timely completion/retention. I-9 forms must be maintained for all employees hired on or after November 6, 1986. While employers have three days to complete Section 2 of Form I-9, employees must complete Section 1 on the first day of employment. I-9 forms must be kept for three years from the date of hire or one year from the date of termination, whichever is later. 2. Monitoring expiration dates. Employers may have to re-verify certain documents on or before the expiration date listed on Form I-9. However, some documents should not be re-verified. Doing so can result in fines by the U.S. Department of Justice on discrimination grounds. For example, employers do not need to re-verify US passports, Permanent Resident Cards (green cards) and/or any document in List B (i.e. driver’s license, school ID). 3. Examining original documents. The employee must always present original documents for examination and verification in Section 2 by the employer. Photocopies of documents are not generally acceptable. Currently, there are special remote I-9 verification rules in light of COVID-19 but these do not apply to all employers. This temporary policy only applies to employers operating fully remotely and expired on May 31, 2021. 4. Correcting errors. It is important to routinely conduct I-9 internal audits and make appropriate corrections. Be sure to not conceal any changes made on Form I-9 and follow an appropriate correction method. For example, the correction should clearly identify the error on the face of the original Form I-9, and the corrector should initial and date the correction. 5. Use E-Verify. South Carolina immigration law requires employers to run an E-Verify query within three days of hire and maintain the results with the file. Only information listed on the I-9 Form should be used to run the E-Verify query. The South Carolina Department of Labor, Licensing and Regulation regularly conducts E-Verify audits to confirm employer compliance. Conclusion. Immigration laws are constantly changing. With the number of ICE audits potentially on the rise under the Biden administration, it is important to complete and maintain I-9 Forms to minimize penalties and avoid fines. Good faith immigration compliance goes a long way in the event of an audit. ■

Melissa Azallion Kenny, Esq. is partner at Burr & Forman. For questions about immigration matters, reach her at makenny@ burr.com or 843 785-2171.

Tech tips for small businesses THREE WEEKLY SUGGESTIONS FROM A LOCAL TECH EXPERT BY MARK ROSSI

These 3 items listed below should be performed on a weekly basis. We suggest putting an automated reminder in your calendar for each week to help you remember.

1. Restart your computer. Also, if something isn’t working (internet, etc.) try rebooting. Avoid a hard power down such as the switch on the power strip, or power button on computer. 2. Verify and confirm all of your security software is working. Check that its subscription is not expired, and that is up to date with a valid license(s). Make an initial call or email to tech support and ask them how to do this, as it’s different between software vendors. 3. Make sure you’re backing up your important data often. Use a backup software or cloud storage. This should be done once a week. These are just a few of the helpful tips we share with all of our customers to ensure healthy workstations and data protection. ■

Mark Rossi is president of KML Computer Services. Since 1996, he has been immersed in the technology field, working in various positions, from hardware technician and network manager to network engineer and IT consultant.

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PATRICK WIITA is a child, adolescent, adult and forensic psychiatrist. Due to the pandemic, he is providing services virtually, using state-of-the-art telepsychiatry technology.

Making T money is not a guilty pleasure

The philosopher Christopher Wallace famously observed, “the more money we come across, the more problems we see.” Business owners and entrepreneurs frequently feel ambivalence and other complicated emotions regarding money and growth. Whether you’re inclined to rein in your company’s growth to protect your free time or you can’t stop till you see your name on a blimp, consider these strategies to preserve your sanity and enjoy the rewards of your hard work.

EXPERT ADVICE TO HELP YOU ENJOY THE FRUITS OF YOUR LABOR BY. DR. PATRICK WIITA

Know your product’s worth. Pop biz psychology loves to tell people to “know your worth,” especially as it pertains to setting fees or prices. The problem with that is: what if people don’t want to pay that much? What does that say about your worth? If you don’t convert a customer, it doesn’t have to reflect on your personal value. Maybe they don’t understand the value of your product and you can modify some aspect of your pitch to help them understand. If you can’t articulate the value of your product or service, consider working with a coach or mentor. Conversely, some people may just not be able to afford your value-laden product or service. Accept that has nothing to do with you or your business and move on. Feeling guilty isn’t going to help them afford you, and discounting prices could breed resentment.

Time is money. Fundamental, right? But ask any business owner how much time they spend doing $10

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jobs when they should be spending time on $10,000 jobs and you’ll probably get a lot of guilty-sounding groans. Just knock it off and delegate. They’re $10 jobs because practically anyone can do them. Invest a little more money in hiring more exceptional staff and then not only are you not doing the $10 jobs, but you also don’t have to think about them. Rethink those handcuffs. The concept of “golden handcuffs” originally applied specifically to seductive compensation strategies to retain high-value employees in industries where “job-hopping” is common. The term has become somewhat of an epithet, but using golden handcuffs with your staff isn’t necessarily underhanded if the approach is forthright and it’s a great way to retain hard-to-replace talent. The term is often broadened to include any type of financial or material force that makes it difficult for one to leave their job. Earnestly audit how you feel about your job situation before you slap on your own golden handcuffs with big debt obligations. Be honest with your goals. Entrepreneurial endeavors tend to select for driven, competitive people. It drives innovation and consistently delivers value to the community. You don’t have to compete with everybody. You may not make the cover of Fortune, but if you stick to your realistic goals and don’t burn yourself out getting there, ten years from now you’ll still be on top. ■

Stop underearning START CREATING THE MONEY YOU WANT. BY MEL SAVAGE I remember the moment that changed everything for me. I was working in senior management at McDonald’s and I was chatting with a franchisee who told me he was making about $4 million a year in net profit from his restaurants. That sounded like a lot of money to me, but that wasn’t the kicker. The kicker was he also told me he had a $100 million property portfolio. I’m pretty sure my jaw hit the table and I remember saying “I can’t even imagine making that much money.” And you know what he said to me? He said “Well, if you can’t imagine it, then you’ll never be able to make it.” Boom. It hit me like a ton of bricks. He was so right. It was a blunt reminder that you only achieve what you believe. And this franchisee wasn’t anything special. He was a lovely man but he wasn’t extra smart. He didn’t work the hardest. In fact, he probably worked half the hours I did. The biggest difference between him and so many “The reason you other people is that he beor your business lieved in his ability to create the money he wanted. is not making The reason you or your more money business is not making is because you more money is because you have a mental cap on have a mental cap on what you what you think is possible for you to make. think is possible Creating the monfor you to make.” ey you want starts with deciding on a number and believing it’s possible. That’s not always as easy as it sounds, but don’t worry, it gets easier with practice. Here are a few tips to stop under-earning and start believing that you can create the money that you want.

1. Change your story. All under-earners have a story about why they aren’t making more money. Find yours and rewrite it.

The truth is making $10,000 or $10 million a year has nothing to do with how much money you or your parents made in the past. Making more money doesn’t make you greedy. It doesn’t mean you’re not a good partner or parent. And it absolutely doesn’t mean you have to work more hours. Write your story of why you’re underearning and realize it’s just a story. It doesn’t have to be true. And then list all the reasons you think you can make more money and realize you can believe these things instead. 2. Let go of the how. Some underearners think they can’t set their goals until they know exactly how they intend to achieve it. That’s a thought error, my friends. You don’t need to know how to hit your goal before you set it. And even if you had a plan, it never works out the way you thought it would. You don’t need to know all the steps. For now, you simply need to decide on your goal and your next few steps. As long as you’re always planning a few steps ahead, and learning from your mistakes, you’ll figure out the best path for you. 3. Don’t give up too soon. The mistake that most underearners make is they stop asking or trying once they hit the first wall or get the first “no.” But what’s the problem with a “no?” When you’re selling something, most people are going to say “no.” When you’re looking for investors most people will say “no.” When you ask for a raise, they may say “no.” Revenue equals offers minus “no’s.” The way you make more money is to get more “no’s.” You don’t need everyone to say "yes" to have a successful business. Making money doesn’t have to be complicated. There’s enough out there for all of us. It doesn’t matter where you come from. You just need to decide to go out and get it. ■

Rewrite your story

Whether you believe your earnings have peaked or that you can make more, you are correct.

MEL SAVAGE is an executive coach and founder of The Career Reset, specializing in career and business planning. She has 25-plus years of corporate experience working in senior management with McDonald’s Corporation and in partnership with Coca-Cola, Kraft, Ford, General Motors, the NHL and the IOC. She is also the host of The Career Reset podcast. You can find out more at thecareerreset.com.

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CASE STUDY

How Custom Audio Video is meeting changing customer needs THE NEED FOR SPEED AND SECURITY IS NOW ON STEROIDS Custom Audio Video has seen consumers’ needs and trends evolve since 1996, but since the onset of Covid, that evolution has become a revolution as people realize that ‘off the shelf’ and DIY tech solutions can’t meet their needs.

THE SOLUTION

THE CHALLENGE SURGE IN CUSTOMER DEMAND. Prior to 2020, a slow connection was tolerable when work, school and life didn’t depend on a fast and secure network all operating in the same location. A decent television in the great room was good enough for watching ‘a show or two’ each evening. Then, BAM; movies launched ‘straight to streaming,’ Zoom meetings were running throughout the house simultaneously, and cyber hacks dominated evening-news headlines. According to Sean Stewart, sales and marketing manager at Custom Audio Video, “We are finding that homeowners and businesses owners who were thinking about one day maybe upgrading their networks and systems now need to do it and do it quickly. Network speed and security are no longer a ‘nice to have.’”

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CUSTOMIZED SOLUTIONS TO MEET UNIQUE NEEDS. Custom Audio Video works closely with Hargray to ensure that internet connectivity Hargray installs is maximized throughout a home or office. As Sean Stewart puts it “Hargray installs the fastest pipe, usually fiber optics, and we design and build the fastest network on top of that, including best-in-class modems, routers and strategically placed access points depending on the layout and structure of each home or office.” The power of this solution is the agility the local partnership brings to the customer as both companies can respond quickly and work together rather than ‘blame the other guy’ for issues. As Jose Vargas of Hargray states, “Hargray is a local company and as such, we live in the communities we serve so we understand the heightened importance of connectivity and security for our neighbors. Working with a hands-on partner like locally owned and operated Custom Audio Video helps us resolve issues quickly for both our residential and enterprise customers.”

THE RESULTS DIDN’T MISS A BEAT. Maintained high client satisfaction: Despite a surge in demand during the pandemic, Hargray and Custom Audio Video were able to meet the rise in installations, upgrades and home networking demands. Clients appreciated the fast service and Covid procedures that were followed at the time. Ability to adapt and scale: The ability for both companies to offer remote diagnostics and to collaborate eliminated downtime. As streaming, home theaters and home office demand surged, Hargray and Custom Audio Video were able to expand their offerings and deploy the latest technology to meet the need for speed and security. What were once two different customers, a home and a business customer, are often now one and the same.

KEY TAKEAWAY GOOD IS NO LONGER GOOD ENOUGH. Off-the-shelf and traditional technology solutions are not fast, stable or secure enough for the ‘new normal.’ Even as people return to the office, managers now face the cry from employees to make the office as fast as their home connection. This means both Hargray and Custom Audio Video will continue to partner to meet customers’ ongoing and changing demands. 1. Coverage is critical: Multiple devices must run at the same time at home, the office and the home office. So make sure you have strong access from every room, especially as you move room to room.

For ideas and inspo, follow us on: Facebook @localbizsc Instagram @localbizsc Linked In @localbiz-b2b-media-group

2. Invest intelligently: No longer is a fast and safe internet connection a monthly expense. Think of it as an investment in your productivity and sanity. 3. Plan and prepare: Experts agree, unfortunately, that it is not a matter of if there will be another pandemic-like event, but when. Don’t wait to prepare – load up on toilet paper now and make sure your home and offices are running on the fastest possible, most reliable service and network. ■

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SMART STUFF

Would you believe?

You can scan this QR code to get a printout for social media sizes. Now, how smart is that?

We’re not sure how smart or practical Maxwell Smart’s little spy cam is, but he still serves as our inspiration for digging up tactical and practical tips and tools that will help make order out of KAOS. Financial apps, newsletters curated by business pros and even an indispensable printable version that you can download.

Financial apps ACCOUNTING SOFTWARE WORTH TRYING Zoho Books is online accounting software that manages your finances, automates business workflows and helps you work collectively across departments. Right from negotiating deals, to raising sales orders, to invoicing, it handles mundane accounting tasks so you can focus on your business. The 14-day free trial is worth exploring.

FreshBooks helps small business owners make everyday accounting tasks easy, fast and hassle-free. The accounting software is primarily for small and medium-sized businesses. It is a web-based software that can be accessed through a desktop or mobile device. FreshBooks was ranked #1 for accounting software and they are offering 60 percent off for six months.

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Trovata is a great open banking platform that lets companies instantly know how much cash they have, forecast more quickly and manage cash flow with precision. The combination of cost, forecast capability, API connectivity (for bank connection), onboard time and interaction with sales/tech people makes the free demo worth trying. It does not link with Bank of America as easily as other banks.

BEST SMALL BUSINESS LINKEDIN PAGES

MONEY AND BUSINESS BOOKS WORTH READING A World Without Email: Reimagining Work in an Age of Communication Overload By Cal Newport From New York Times bestselling author Cal Newport comes a bold vision for liberating workers from the tyranny of the inbox — and unleashing a new era of productivity. Believe IT: How to Go from Underestimated to Unstoppable By Jamie Kern Lima Jamie Kern Lima, founder of IT Cosmetics, shares the wild but true story of how a once struggling waitress turned her against-the-grain idea into an international bestselling sensation, eventually selling the company for over a billion dollars and becoming the first female CEO of a brand in L’Oréal’s 100-plus year history.

Greenhouse Software HackerEarth Ripple Gong.io Akkroo Bynder Skybridge Capital ePac Flexible Packaging Lemondade Devex

Get Good with Money: Ten Simple Steps to Becoming Financially Whole By Tiffany the Budgetmista Aliche A 10-step plan for finding peace, safety, and harmony with your money — no matter how big or small your goals and no matter how rocky the market might be — by the inspiring and savvy “Budgetnista.” Stick Together: A Simple Lesson to Build a Stronger Team By Jon Gordon and Kate Leavell This book delivers a crucial message about the power of belief, ownership, connection, love, inclusion, consistency and hope. The authors guide individuals and teams on an inspiring journey to show them how to persevere through challenges, overcome obstacles and create success together. Procrastinating: First Steps to Change - Why You Do It, What to Do About It Now By William Richards One in five people are chronic procrastinators. Are you one of them? Put a stop to your constant suffering and find out how you can turn your habits around. The Psychology of Money: Timeless lessons on wealth, greed, and happiness By Morgan Housel Author Morgan Housel shares 19 short stories exploring the strange ways people think about money and teaches you how to make better sense of one of life’s most important topics.

Reinvest your profits

Be different

Get off your butt

Spell out the deal

Watch the pennies

Take advantage of compound growth.

Going against the herd can pay off.

Don’t talk about it, do it.

Get details in writing before you start.

The little savings add up.

Define your success

Limit debt

Know when to hold them

Persistence pays off

Manage risks

Money can’t buy happiness. Really, it can’t.

Debt can be a tool when used wisely.

Know when to run.

If at first you don’t succeed, try, try again.

Assess the pros and cons before you start.

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SMART STUFF

FANTASTIC FREE TOOLS PROJECT MANAGEMENT Trello Asana Slack SCHEDULING, MEETINGS, CONFERENCE CALLS AND WEBINARS Calendly Zoom Google Hangouts Skype

TOP BUSINESS INSTAGRAM PAGES @Finshots Financial and business news made simple; An approach that involves building an active community of like-minded people, shares business news of what is going on in the entire world and how things are changing. @millionairesteacher Motivational posts that are easy to read. Snapshots of how you should manage your life to become more successful in life as well as your business. @Moeassist Project management tool for influencers, allowing them to better manage collaborations and contracts from mega-influencer Danielle Bernstein. @Entrepreneur Entrepreneur uses its Instagram account to inspire, inform and celebrate entrepreneurs. They share pictures of business owners in their element, as well as providing images that link to other useful information and videos. @girlboss This Instagram account delivers humor and confidence boosts to its audience. Highly motivational and inspires women to pursue their dreams. @TonyRobbins One of the most followed motivational speakers of modern times. He offers inspiring life tips to his followers, and shares that Instagram is an amazing social media platform to communicate with people and share his thoughts. @Jasminestar Business strategist and photographer. Her Instagram feed contains inspiring captions, marketing tips and business options. @Harvard_business_review A popular business magazine both online and offline. Its page is one of the best instagram accounts to follow if you're serious about the latest developments in the corporate world and new research findings. @shane_feldman Founder and CEO of Count Me In. Focuses of maximizing brand impact, and full of ideas and options relevant to any business. @amberlilyestrom A popular brand strategist and business coach.

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VIDEO HOSTING Vimeo YouTube PASSWORD MANAGEMENT LastPass Dashlane RoboForm GRAPHIC DESIGN Canva Stencil Pablo by Buffer Crello COLOR SCHEMES Coolors Colorrrs DOWNLOADABLE FONTS Google Fonts 1001 Free Fonts STOCK PHOTOS Unsplash Pexels Rawpixel IMAGE OPTIMIZATION Smush ShortPixel CLOUD STORAGE Google Drive OneDrive DropBox FORM BUILDERS Google Forms Typeform PRESENTATION SOFTWARE Google Slides Canva Powerpoint Online EMAIL MARKETING Mailerlite Benchmark Moosend

DOMAIN CHECKERS Name Cheap Bluehost PROOFREADING SOFTWARE Grammarly Ginger NOTE TAKING Evernote DropBox Paper SEO PLUGINS Yoast Rankmath KEYWORD RESEARCH Keywords Everywhere Ubersuggest Answer the Public SITE SPEED CHECKERS GTMetrix Pingdom E-COMMERCE PLATFORMS WooCommerce Shoptly Payhip LEARNING MANAGEMENT SYSTEMS Teachable LearnPress PAYMENT GATEWAYS Paypal Stripe Payoneer INVOICING SOFTWARE Slimvoice Waveapp Paypal Stripe SOCIAL MEDIA MANAGEMENT Later Planoly Hootsuite Buffer Tweetdeck SOCIAL SHARING PLUGINS Social Pug Easy Social Sharing Click to Tweet LINK MANAGERS PrettyLinks Thirsty Affiliates

Social media sizes Clip this out Every platform has different image sizes and formats so you can use this handy cheat sheet to look professional on each platform.

LINKEDIN IMAGE SIZES Personal Profile Image: 300 x 300 (Recommended) Personal Background Image: 1584 x 396 Company Logo Image: 300 x 300 Company Cover Image: 1128 x 191 (recommended) Shared Image or Link: 1200 x 627 (Recommended) LIFE TAB – MAIN IMAGE & COMPANY PHOTOS Recommended size for main image: 1128 x 376 Recommended size for company photos: 900 x 600 Image types include: JPNG, JPG or GIF. (The life tab only appears on the mobile app, and not the mobile web version of LinkedIn, so exact display sizes will vary by device. Upload the recommended size for the best experience.)

FACEBOOK IMAGE SIZES Profile Picture: 180 x 180 (Displays 170 x 170 on Desktop) Business Page Profile Picture: 180 x 180 (Displays 170 x 170 on Desktop) Cover Photo: 820 x 312 Shared Image: 1,200 x 630 Shared Link: 1,200 x 628 Event Image: 1920 x 1080 (Recommended) Fundraiser image: 800 x 300 (Recommended)

TWITTER IMAGE SIZES Profile Photo: 400 x 400 (Displays 200 x 200) On Your Page: The largest display of your profile picture is on your homepage and can be viewed by your followers as well as individuals who stumble upon your page. In-Stream: A smaller version of your profile picture appears in a follower’s Twitter stream every time you Tweet. It also appears in the stream of your followers’ followers every time you’re Retweeted. Who to Follow: Your profile picture is also going to appear next to a link to your page in the “Who to follow” box. This is located directly to the right of your twitter stream. Choose a recognizable image here. Square Image: Recommended 400 x 400 pixels Maximum file size: 5 MB Image types include: JPG, GIF or PNG Header Photo: 1,500 x 500 Recommended 1,500 x 500 pixels Maximum file size of 5 MB Image types include: JPG, GIF or PNG IN-STREAM PHOTOS AND SHARED LINKS Recommended sizes for images by types of Tweets: Image from a Tweet with shared link: 1200 x 628 pixels Tweet sharing a single image: 1200 x 675 pixels (Recommended, but most images with standard aspect ratios will not be cropped) Tweet sharing two images: 700 x 800 pixels (both images) Tweet sharing three images: Left image: 700 x 800 pixels Right images: 1200 x 686 pixels Tweet sharing four images: 1200 x 600 pixels (per image) Four is the maximum number of images available on one Tweet. Recommended aspect ratio is 16:9. Can edit images if tweeting from Twitter iOS or Android app. Maximum file size of 5 MB for photos, and 5 MB for animated GIFs on mobile and 15 MB on web.

INSTAGRAM IMAGE SIZES Profile Picture: 110 x 110 Photo Thumbnails: 161 x 161 Photo Size: 1080 x 1080 Instagram Stories: 1080 x 1920

PINTEREST IMAGE SIZES Profile Picture: 165 x 165 It’s recommended to use an image aspect ratio of 2:3 to 1:3.5 Expanded pins have a minimum width 600 pixels, so to maintain aspect ratio, 900 px is the recommended height. BOARD DISPLAY 222 x 150 pixels (large thumbnail) 55 x 55 (smaller thumbnail)

YOUTUBE IMAGE SIZES Channel Profile Image: 800 x 800 Channel Cover Photo: 2,048 x 1,152 Across Different Devices Video Uploads: 1280 x 720 (Minimum HD) Videos must maintain a 16:9 aspect ratio. Smaller videos such as 4:3 will be pillarboxed to fit.

Q3 2021 + LocalBizSC.com

SMART STUFF

Q3 BusinessScope

WHETHER YOU'RE LOOKING FOR WORK, A RAISE OR A PROMOTION, LOOK TO THE STARS TO FIND OUT WHERE YOUR PROFESSIONAL LIFE IS HEADED. BY MAMA ODIE

Aries

It’s time to focus on your finances, Aries. Whether you’re up for a promotion this quarter or find yourself in a prime position to break into a new market, now’s the time to put your doubts aside and say “yes” – you’ll be all the richer for it. But you don’t have to wait for a financial opportunity to arise by chance to boost your bank account. Whatever your comfort level for risk and growth, explore ways to diversify your portfolio.

Taurus

Cleanup time, Taurus! This quarter, you’re bent on getting those nitty-gritty tasks DONE. All the little things that piled up last quarter (like reviewing your inventory or updating your office software) are shouting your name and refusing to be ignored. Make your to-do lists and start crossing things off systematically. When you take care of the nitty-gritty details, you’ll have more bandwidth to dedicate to larger tasks.

Leo

Keep going big – and even BIGGER – this quarter, Leo. You’re seeing things from an expansive angle this quarter, so let yourself explore out-there ideas before dismissing them too quickly. Nothing is too bizarre for you to spend at least five minutes thinking through, so allow yourself to consider business challenges or opportunities from new perspectives. Testing unexpected ideas could pay off in major ways.

Virgo

Two is your magic number this quarter, Virgo. Devote the next few months to forming dynamic duos with fellow professionals who understand your mission and vision. From strategic partnerships to new hires, focus on partnering with people who are willing to “walk their talk” to contribute to your success – so long as the relationship is two-way.

Gemini

As a natural relationship cultivator, you know a lot of people, Libra. But not everyone merits inner-circle status. Sort through your contact list this quarter and notice where you spend the most time. Are your A-list members getting afterthought invitations because you’re spreading yourself too thin? It may be time to prioritize your (many) meetings and coffee dates in favor of the people who matter most.

Cancer

Scorpio

LocalBizSC.com + Q3 2021

Capricorn

Widen your viewfinder, Capricorn! You’re feeling adventurous this quarter, so even if you’re not able to take a summer vacation yet, there are other ways to indulge your urge to explore. From tackling a new topic of study to launching an indie business venture to publishing your ideas, now’s a great time to take your passion projects for a test drive.

Aquarius

Your sign was blessed with “the gift of gab,” Gemini, and it’s time to put your networking abilities to use. It truly is about who you know this quarter, so schedule those coffee dates, reconnect with old contacts, and start spreading the word about your industry-changing ideas. Take inventory of the people in your inner circle and make sure they’re helping to catalyze your goals. Got a few openings on Team Gemini? Use digital and social channels to connect with kindred spirits who share your ambition and drive.

Keep chipping away at those business goals, Cancer. Many entrepreneurs feel pressured to be “overnight successes,” but Rome wasn’t built in a day, and your business won’t be, either. Small moves add up to big wins, so work towards your end goal one email, one phone call, and one client at a time. Just make sure that all the small tasks fit cleanly into the big-picture so you don’t get bogged down or lose direction.

Sagittarius

It’s time to get out your metaphorical megaphone. You’ve got a message to share, and people are listening. Whether you’ve been batting around some advertising ideas or are thinking of starting a podcast, putting your communication skills to the test could earn you record-breaking views (or downloads, retweets, clicks, listens, etc). So shout it from the rooftops or sing it from the top of your actual office building. You never know when a Sagittarius is involved.

Libra

Set your sights high, Scorpio! If you’ve been waiting for the “stars to align” before launching a product, starting a project, or finding a path that’s more true to you, you have the cosmic green light to GO. You might be fired up with newfound momentum, but don’t forget to rest when you need it. Things may be moving full steam ahead now, but you don’t want to be running on empty by September.

You know what they say about “all work and no play,” Aquarius. After a focused quarter where you spent a prodigious amount of time sitting and staring at your computer, it’s time to close the laptop, fire up the group chat, and get something organized! It’s time to ease back into some (safe) mixing and mingling, both socially and professionally. Who knows – you might strike up a game-changing conversation that sparks your next big idea.

Pisces

You’re a natural empath, Pisces, which means that it’s easy for you to put the needs of your team before your own. And while this ability makes you an effective leader, the stars encourage you to lean into your introspective side this quarter. So check in: how are you really? Are you feeling vibrant and inspired? Creatively charged or depleted? Staying attuned to the present moment and your emotional state will improve your mindset.

LINKS

LINKS LocalBizSC.com + Bonus Content + Digital Offerings Job Board Post your open positions and find links to other local job boards.

Social Channels Follow us on Instagram, friend us on Facebook and connect with us on LinkedIn (LocalBizSC).

The Biz Newsletter This weekly newsletter provides Lowcountry business owners with helpful information, tools and tips that are delivered in a style that is easy to read, informative and actionable.

Digital Edition Read the latest issue of LOCAL Biz on your favorite computer, phone or tablet.

Business Directory Find professional services and support for your business.

Events, Webinars & Networking Post and find live and virtual business events (coming soon), training and networking.

Website Resources Find cheat sheets, e-books, infographics, marketing resources, guides and more.

Q3 2021 + LocalBizSC.com

AFTER HOURS

Happiest hours: Time to stop and drink the rosés

CHAMPAGNE RUINART BRUT ROSÉ

Notes of rose and pomegranate with an exotic fruity aroma.

ENJOY OUR PICKS WITH A LOWCOUNTRY LOCAL TWIST BY IWANA BEVVIE Isiah Thomas is no stranger to the Lowcountry, having owned a home in Palmetto Dunes for over 10 years. He also is no stranger to good Champagne. This NBA legend said that while his earliest experience with Champagne was having it poured over his head after a championship, it wasn’t until he retired that he discovered his love for drinking it. In fact, Thomas loved it so much that he formed an alliance with Thomas Cheurlin of the esteemed Cheurlin Vinyards of France to introduce this fine Champagne to the United States. Now that’s love. Nothing is better in the summer than a perfectly chilled rosé so here are three rosés that we ...

Local connection

NBA legend and former Hilton Head Island resident Isiah Thomas is the exclusive importer of the Cheurlin Champagne brand in the United States.

LocalBizSC.com + Q3 2021

MOËT & CHANDON

Flavors of raspberry, fig, tangy cherry and smoke, with wellintegrated acidity.

CHEURLIN ROSÉ DE SAIGNEE

Medium-bodied with a pleasing red berry aroma and palate of red ripe fruit and a delicate aftertaste.

Fun stuff D

YOU'VE WORKED HARD. NOW LAUGH A LITTLE.

Do you have a funnier caption? Now is your chance for 15 minutes of fame. Email your caption to info@localbiz.com and we’ll share the best submissions on social media.

MENSA MONDAYS Lighten up

Start your week off right by correctly answering a fun and challenging question on LOCAL Biz’s Facebook or Instagram pages (LocalBizSC). Questions are similar to those on the Mensa Admission Test, so be sure to have a pen and paper handy. You will definitely need to write down your thoughts to figure out the correct answer.

A Bell leadership study found that the two most desirable traits of leaders were a good work ethic and a healthy sense of humor.

FUNNY BUSINESS

"They aren't drinking. They're hungover from the brainstorming session."

"What if we don't change at all... and something magical just happens?"

"Helen, you're the Team Leader, why don't you jump ﬁrst?"

The 'bored room' Think you have a better punchline? Send it to info@wearelocalbiz.com

Q3 2021 + LocalBizSC.com

RESOURCE DIRECTORY

LOCAL Biz B2B Marketplace Welcome to the LOCAL Biz B2B Marketplace. This section was created to help local businesses do business with each other. We are appreciative and proud of every LOCAL Biz advertiser — they are leaders in their industries and they chose LOCAL Biz as an investment in their growth. These companies and professionals have a lot to offer and we hope you will consider them when making your purchase decisions.

Aloft Aviattion www.AloftAviationmgt.com AlphaGraphics www.alphagraphics.com Atlantic Investment Advisory Group www.atlanticinvestorshhi.com The Bluffton Bookkeeper www.blufftonbookkeeper.com Burr & Forman www.burr.com Chef Lynn Michelle www.cheflynnmichelle.com Coastal States Bank www.coastalstatesbank.com Correll Insurance Group www.correllinsurance.com

Website Resources Find cheat sheets, e-books, infographics, marketing resources, guides and more at localbizsc.com

Couryard Marriott www.Marriott.com/HHHCY Custom Audio Video www.custom-audio-video.com Don Ryan Center for Innovation www.donryancenter.com FastFrame (Port Royal Plaza) www.fastframe.com/hiltonheadisland Finance of America Mortgage www.foahomeimprovement.com/about ForeShore Hilton Head Property Managment and Rentals www.foreshorerentals.com H&R Block www.hrblock.com Hargray www.hargray.com Hilton Head Capital Partners www.hiltonheadcapitalpartners.com Hilton Head Exterminators www.hiltonheadexterminators.com Kelly Caron Designs www.KellyCaronDesigns.com KML Computer Services www.kmlcs.com ROC Dental Group www.rocdentalgroup.com Savannah/Hilton Head International Airport www.savannahairport.com SCORE SC Lowcountry www.sclowcountry.score.org

only at

Smart Marketing Communications www.smartmarketingcommunications.com Terra's Hair Studio www.terrashairstudio.com Transworld Business Advisors of Hilton Head www.lowcountrybusinessbrokers.com

LocalBizSC.com + Q3 2021

Custom Audio Video

Greenscape Services

Turnkey executive office suites from $450/mo. Many include wifi, utilities, cleaning. Parking and close to Main Street Village.

From the boardroom to the ballroom, our outstanding products and services provide solid options for any audio, video or integration your business needs.

Commercial and POA/HOA services include weekly maintenance, irrigation management, seasonal color, pine straw and mulch, irrigation monitoring and landscape design.

400 Main Street, Hilton Head 843-681-6800

84 Pennington Road, Bluffton 843-815-5130

info@greenscapeservicesllc.com 843-304-4397

HiltonHeadLongTermRentals.com

Custom-Audio-Video.com

GreenscapeServicesLLC.com

Reach 15,000 Lowcountry business decision makers by advertising in this magazine. All packages include digital and social media as well as complimentary ad design.

Does your payment system offer contactless transactions, POS, a broad range of payment options, e-commerce and mobile transactions, all with personal service? Equity Payments does.

Info@WeAreLocalBizSC.com 843-802-2258

witkowskiblair@gmail.com 843-473-3680

support@equitypayment.com 877-909-4968

Localbizsc.com

CoastalMarketingStrategies.com

EquityPayment.com

Dodgson Flooring

Lisa Staff Photography

Property Owner Lists

To update your office or commercial space, choose from a wide selection of premium flooring. Top brands are installed and serviced by local experts.

Photographer, content creator and visual storyteller, Lisa Staff is your go-to resource to bring your brand to life in all media.

Your direct mail will reach the right audience with the most accurate and targeted specialty mailing lists and targeting strategy.

14 Palmetto Business Park Rd, HHI 843-842-9854

Instagram @lisastaffphoto lisa@lisastaffphoto.com

bruce@propertyownerlists.com 843-301-3788

dodgsonflooring.com

lisastaffphoto.com

propertyownerlists.com

Q3 2021 + LocalBizSC.com

INSPIRATION

The Last Word ALLOCATING YOUR INCOME: HOW TO YOU STACK UP? A basic planning rule is to divide up after-tax income and allocate it: 50% on needs, 30% on wants and 20% to savings. Fill out your percentages to see if your wants exceed your needs.

“A dollar saved is two dollars earned.” — DAVID CHILTON, AUTHOR, THE WEALTHY BARBER

Housing ____________________%

WANTS

%30

Transportation ______________% NEEDS

%50

Food ______________________% Healthcare _________________% Work Expenses _____________%

SAVINGS

%20

Source: investopia.com

LocalBizSC.com + Q3 2021

Min. Debt payments _________%

Where would you like to go?

Aloft‘s charter providers and aircraft are selected with safety as our utmost concern and only the highest independentlyrated carriers ﬂy our clients. We utilize a small, stable network of quality operators who consistently provide excellent service. Nothing less than your complete satisfaction is the standard to which we hold ourselves. Unlike many other private charter options, at Aloft there is no initiation fee, no monthly membership fee and no annual dues.

Personalized Concierge Services • 30+ Years of Experience in Aviation • Locally Owned & Operated

HYA HPN TTN

Ready to go when you are. Call or visit our website for a free, no obligation quote anytime!

DEN PGA

Hilton Head Island Savannah

ORL EYW

ELH

774.228.3760 aloftaviationmgt.com

Recent trips our clients have taken. Where would you like to go?

Aloft Aviation Management LLC, acting as an authorized agent for its clients contracts for transportation services with only CFR Part 135 Air Carriers in good standing who operate and exercise full operational control over those flights at all times. Aloft Aviation Management LLC is an Air Charter Broker and not a Direct Air Carrier.

Start Your Journey Here 10 AIRLINES • 31 NONSTOP DESTINATIONS Minneapolis

31 Non-Stop Destinations *Seasonal Service

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New Y York ork

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Allentown

ORD / MDW*

Cleveland Clev eland CLE

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St. Louis ouis

DEN

BLV* / STL BL

ABE ABE*

LGA / JFK

PIT*

Newark EWR

Philadelphia

LC LCK* LCK LC LCK* K* K

Louis ouisville ville

Cincinnati

SDF** SDF

BOS

New Y York

Pi sbur Pi sburgh

Columbus

IND*

Boston

SWF*

PHL

Baltimore

CVG CV

BWI

Washington D.C. Washington DCA A / IAD

Nashville Nash

Charlo e Charlo e

BNA

CLT CL T

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DFW / DAL

Houston IAH / HOU

T Tamp a TPA

Fort Lauderdale FLL

Miami MIA

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