LocalBiz Magazine Q4 2021

FOLLOW THE LEADERS P. 22 Good business advice from 13 successful entrepreneurs

MAKE THE BEST OF IT P. 32

Strategies for overcoming common business setbacks

BE A BETTER BOSS P. 76

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

Reach your full potential by following the seven golden rules

G.O.A.T. STEP UP YOUR GAME

MAKE YOUR BUSINESS THE GREATEST OF ALL TIME

Q4  2021

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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

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

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

ADMINISTRATION & MANAGEMENT Finance Leah Ortega

“I feel the most important requirement in success is learning to overcome failure. You must learn to tolerate it but never accept it.”

— REGGIE JACKSON, MAJOR LEAGUE BASEBALL HALL OF FAME PLAYER

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

The ball is in your court KNOCK IT OUT OF THE PARK IN Q4 WITH SKILL, FOCUS AND DETERMINATION. The phrase “Greatest of All Time” (G.O.A.T.) conjures up images of Michael Jordan hitting a game-winning shot, Wayne Gretzky hoisting the Stanley Cup, and Tom Brady tossing the coveted Lombardi Trophy off the back of his boat.

Not many people can claim to be the G.O.A.T., not only the best of their era, but of every era before and after them.

While performed in a vastly different environment, the business world has G.O.A.T.s, too — Warren Buffet, Jeff Bezos, arguably Elon Musk. As in in sports, winning is everything in business. It takes discipline, skill and constant learning to be the best.

In this issue we share ideas and best practices to help elevate your business to G.O.A.T. status.

Learn from the pros with advice for finding future funders, strategies for overcoming setbacks and ways to make the most of your work-fromhome model. Discover secrets for email marketing and getting good ratings on Google Reviews. Find fantastic business-building ideas, tips for organizing your taxes, small business trends and helpful transactional tidbits. Learn the ABCs of CRM, the art of networking, how to ace performance reviews and ways to transact a seamless termination.

What do the G.O.A.T.s of business read? Find the favorites of Jamie Dimon, Mark Cuban, Mark Zuckerberg and more in this issue. Listen to the best business podcasts, visit the best business websites and forecast the future with Mama Odie’s Q4 BusinessScope.

As a business, we know you want practical and tactical information you can act on now. We hope this sporty issue of LOCAL Biz helps make Q4 your “Greatest of All Time.” Send your feedback to info@localbizsc.com.

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“It’s not the will to win, but the will to prepare to win that makes the difference.”

— BEAR BRYANT

LANCE HANLIN Editor-in-Chief

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INSIDE

Q4  2021 G.O.A.T.

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Start. Grow. Lead.

Inspiring stories for the three most important stages of your business.

Roundup P. 22

Top picks and news you can use

Marketing P. 40

Learn strategies and tactics that work

Sales P. 42

Best advice for choosing a CRM

HR P. 52

What recruiters really hear when hiring

Inspiration & Innovation

Money Matters P. 62

Learn strategies for overcoming business setbacks, making the most of your remote work model and steps for a successful rebranding.

Grow your bottom line with these high-ROI ideas

Ask the Experts P. 74 Three reasons to hire a professional IT firm

34

Smart Stuff P. 84

Tactical tools, tips and resources

Links P. 91 Faces Meet three hospitality professionals whose attention to detail, special offerings and passion for customer service truly set their businesses apart.

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Bonus content at LocalBizSC.com

After Hours P. 92

Unwind with a twist on an after-work classic

Resource Directory P. 94 Good contacts for doing local business

Last Word P. 96

Do you remember the best advice you ever got?

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Get your ducks in a row.

If buying or selling a business has ever crossed your mind, now may be the time to take the next steps: evaluate and prepare. Transworld Business Advisors of Hilton Head represents many businesses in the Lowcountry who are considering selling and we have a number of potential buyers looking for that business that is ‘just right.’

As a full-service and IBBA accredited broker with years of experience, I help both business buyers and sellers prepare their strategies for when the time is ‘just right.’ — Michael Kabiri

Transworld of Hilton Head is a full-service business advisor with over 40 years of experience in: Selling Existing Businesses • Business Valuations Mergers and Aquisitions • Franchise Development Franchise Sales • Commercial Real Estate.

BUSINESS SALES | FRANCHISES | MERGERS AND ACQUISITIONS

Michael Kabiri, CBI

Managing Member

No-obligation consultations are always complimentary.

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

843.671.4200 www.lowcountrybusinessbrokers.com

CONTRIBUTORS

LOCAL BIZ WRITERS

BEHIND THE SCENES Charlie Clark VP of communications, Hilton Head Island-Bluffton Chamber of Commerce Where do you work now and why do you love it? I’m lucky to work with the organization that promotes business and the Lowcountry, the Hilton Head Island-Bluffton Chamber. Handling PR for the destination, I get to tell the world about how special Hilton Head Island and Bluffton really are, and support a thriving business community. There’s nothing better. I love where I live and love to share this place with visitors from all over the world.

What is the best advice anyone ever gave you? It’s a tie: Never get so busy raising good kids that you forget you already have them. And from that wise sage Dr. Seuss — be who you are and say what you feel because those who mind don’t matter and those who matter don’t mind.

What is the most common ‘best advice’ you give to business people? That good communication is a result, not an action. You tell others so much about yourself and your business by the way you communicate in writing, in conversation and non-verbally. Whether we know it or not, we all have a brand that we communicate to the world every day.

What business person do you admire and why? I most admire small business owners who have the guts to follow a dream and bet on themselves to be successful. Whether it’s the woman who opens the gourmet shop or the one who owns a multimillion-dollar organization, they’re both feeding families, providing jobs, and helping their communities thrive.

Richard Ellis Founder, Ellis Strategy Group Where do you work now and why do you love it? I’m lucky to split my time between Toronto, Canada, and Naples, Florida. After taking early retirement from corporate life, I launched my own executive coaching and business consulting practice. I love being a coach – I learn something new from my clients every day.

What is the best advice anyone ever gave you? A friend and mentor once told me, “It doesn’t matter where you’re going as long as you know how to get there.” This really rang true for me — it’s about the journey and the experience along the way, not just reaching the final destination.

What is the most common ‘best advice’ you give to business people? Follow your gut, not your mind. Your mind can hold you back by over-thinking things. Your gut will always lead you to what you REALLY want.

What business person do you admire and why? Don Thompson. Don was the first African American global CEO of McDonald’s Corporation (and my boss). He taught me the social and strategic value of true inclusivity by living it each and every day.

Leslie T. Snadowsky Contributor/editorial fellow for LOCAL Biz and LOCAL Life Where do you work now and why do you love it? I work for myself, which allows me to contribute to and collaborate with multiple media outlets. Writing for LOCAL Biz and LOCAL Life has been a blast, especially since I lived in the Lowcountry and worked as an on-air TV reporter at WCSC-TV, Live 5 News in Charleston.

What is the best advice anyone ever gave you? My dad lived by the William Makepeace Thackeray passage in Vanity Fair, “The world is a looking glass, and gives back to every man the reflection of his own face. Frown at it, and it will in turn look sourly upon you; laugh at it and with it, and it is a jolly kind companion; and so let all young persons take their choice.”

What is the most common ‘best advice’ you give to business people? Every challenge can be an opportunity.

What business person do you admire and why? Ted Turner. By creating CNN, the first 24-hour cable news channel, he gave people something they didn’t even know they wanted. Turner changed the world with his enterprising vision, and today we live by the 24-hour news cycle.

What piece of business advice do you wish someone had given you when you were younger?

Don’t try to do so much that you lose your focus. Focus on one thing you enjoy and learn to do it very well.

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START GROW LEAD

Get involved

The South Carolina Nurse Retention Scholarship, administered by the Community Foundation of the Lowcountry, is actively looking for committee members and assistance in fundraising. Learn more at scnurseretention.org

Community first A NEW SCHOLARSHIP COMBATS THE NURSING SHORTAGE IN BEAUFORT COUNTY.

BY HANNAH MASSEN The Covid pandemic proved a lot of things, including how much we need nurses. But Beaufort County is on the verge of another healthcare crisis: a critical nursing shortage.

By 2030, the number of registered nurses needed in the United States is estimated to skyrocket 28.4 percent from 2.8 million to 3.6 million. South Carolina currently has the lowest nurse-to-population ratio of any other state at 7.9 nurses per 1,000 population. The entire state of South Carolina is designated as a Health Professional Shortage area (HPSA), and Beaufort County has one of the poorest nurse-to-patient ratios in the state.

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These predictions don’t bode well for the health of Beaufort County residents, but co-founders Dr. Will Fuller and Bob Elliott are looking to change them with a one-of-a-kind scholarship fund.

The South Carolina Nurse Retention Scholarship (SCNRS), which is administered by the Community Foundation of the Lowcountry, is the only scholarship in existence dedicated to not just attracting but retaining local nurses. The scholarship awards recent BSN graduates with up to $24,000 over a four-year period, so long as they’re employed in primary health care in Beaufort County.

“The retention of nurses in the Lowcountry is one key to keeping a healthy number of nurses available for the medical community,” Dr. Fuller said. “An adequate number of nurses affects the quality of medical care for me and all of the citizens of our immediate community.”

Fuller has had a 40-year career in veterinary medicine, and has called Bluffton home for the last 16 years.

After retiring from a 38-year business career, Elliott put his love of giving back to work by joining the Hilton Head Hospital Auxiliary golf fundraiser committee. The event raises money for the hospital’s auxiliary programs, including scholarships for nursing students attending the University of South Carolina Beaufort and the Technical College of the Lowcountry. Although this program helps nursing students enter the profession, Elliott realized there was little incentive for local BSN grads to stay in the area.

“It has been rewarding to work with Dr. Fuller and members of our committee in the creation of this unique and groundbreaking program that addresses the severe shortage of nurses we face in the Lowcountry,” Elliott said.

The SCNRS wasn’t founded a moment too soon. According to Dr. Kimberly Dudas, associate professor of nursing at the University of South Carolina Beaufort, the impact of the current nursing shortage is twofold.

“One, people with chronic health conditions are living longer and need high-quality healthcare services, and two, the Lowcountry region is experiencing rapid population growth and is among the fastest-growing regions in the state,” Dr. Dudas said. “When one considers current needs and predictions that South Carolina is predicted to have the fourth-worst nursing shortage in the United States by 2030, the [South Carolina Nurse Retention Scholarship] is critical to meet current and future need for bachelor-prepared registered nurses.”

The official SCNRS application period will be announced later, but Elliott expects the application will open May 6 to coincide with National Nurse Appreciation Week. Final selection will be made in July 2022 and recipients will be notified that September.

While the application will be awarded to candidates based on merit, dedication to the nursing profession, and financial need, special consideration will be given to minority applicants to address the persistent lack of diversity among American healthcare providers.

Elliott hopes to see enough interest from applicants and donors to eventually expand the program.

“In the future, I will work to make the program sustainable in Beaufort County, with the goal of broadening the scope within the state of South Carolina,” Elliott said. ■

Two men and a dog

From left: Bob Elliott, his dog Bunker and Dr. Will Fuller.

Key takeaways Bob Elliott and Dr. Will Fuller's best advice for future funders:

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Think about the pros and cons of forming your own charitable foundation versus being under the umbrella of an established foundation, such as Community Foundation of the Lowcountry.

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Form and nurture relationships with as many people as possible. It takes “people power” to be successful. Be sure to include those who will directly benefit from your foundation.

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Recognize that fundraising is critical to your organization’s success, and it’s one of the most difficult roles to fill on a committee. Learn how to ask for money.

Q4 2021 + LocalBizSC.com

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START GROW LEAD

Mental health for all

The mission of NAMI Lowcountry is to provide free education and support to those affected by mental health conditions. You can help by attending one of its events, such as the NAMI Walk or the Mardi Gras event. Learn more at namilowcountry.org.

Company growth can cause pressure cracks MENTAL HEALTH IS NOT MIND OVER MATTER. NAMI HELPS ERASE THE STIGMA.

BY HANNAH MASSEN

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After the most challenging 20 months of many people’s lives and careers, it may be unsurprising that cases of mental illness are on the rise. It’s been estimated that one in five Americans will struggle with a mental illness at some point in their lifetime, but only about 44 percent of those people will receive treatment. But the National Alliance for the Mentally Ill (NAMI) Lowcountry wants residents to know that their mental health shouldn’t be a “mind over matter” situation.

NAMI Lowcountry, which serves Beaufort, Jasper, Allendale, Hampton, and Colleton counties, is the only nonprofit mental health organization offering free mental health services in the region.

The organization was founded in 1989

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as the Alliance for the Mentally Ill of Beaufort County SC (DBA NAMI Beaufort County) and received its nonprofit status from the IRS in 1991. In 2012, it was named NAMI Affiliate of the Year from over 1,000 affiliates nationwide, and in 2015, the organization changed its name to NAMI Lowcountry to reflect its goal of expanding its service area to the surrounding counties. But according to Michelle Casey, NAMI Lowcountry’s board president, it wasn’t always smooth sailing.

“We have been impacted over the years with the 2008 financial crash (which was a slow recovery for all), followed by Hurricane Matthew in 2016, causing an even slower recovery,” said Executive Director Sarah Eliasoph. ”We have moved twice during the past 24 months, enduring tight spac-

Key takeaways NAMI Lowcountry’s advice for growing businesses.

1 es and uncomfortable surroundings to further advance our mission.

We have been reduced at times to one part-time director of operations to offset costs, but eventually hired our beloved executive director, Sarah Eliasoph, who is retiring this fall.”

Casey said that Eliasoph was the only paid employee at NAMI Lowcountry and “took less than she deserved” for over 10 years, sacrificing her time and energy to expand NAMI Lowcountry into five counties and increase access to its outreach programs. Casey credit’s NAMI Lowcountry’s strong client relationships and cutting-edge programming to Eliasoph’s care and dedication.

NAMI Lowcountry serves a variety of populations with specific mental

health concerns, including teens and young adults, caregivers, people of color, military members, and frontline professionals. From a high school-based teen depression awareness program to support groups for veterans, the organization has an impressive list of services – which is still growing.

Casey says she and her team strive to devise creative solutions for today’s most pressing mental health concerns.

“We are no stranger to the stigma that mental illness has carried over the years and have faith that we will prevail in breaking the barriers that people living with mental illness have had to endure,” Casey said. “We will continue to press forward by increasing awareness and understanding with our educational and support programs.” ■

Have a strong board and even stronger group of supporters.

They say it takes a village to raise a child, but it also takes a village to run a business. You need a group of people on which you can rely when times get tough.

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Every little bit helps. We don’t just go after big donors. We find that local fundraising is more than an effective financial strategy, it’s a great way to build stronger relationships and gives people a chance to get involved in an important cause closer to home.

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Be creative in your outreach.

The more original your outreach strategies are, the more likely it is you’ll get people’s attention. It’s that simple. One of our favorite outreach examples is our Makers Program, which features some of the most talented individuals in our community that also happen to have mental health conditions and those that support mental health in our community as advocates.

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START GROW LEAD

She picked up her hammer and “saw” MEG JAMES IS CREATING OPPORTUNITIES FOR WOMEN IN THE BUILDING INDUSTRY

BY HANNAH MASSEN From the “fairy houses” she made as a child, to her position as executive officer of the Hilton Head Area Home Builders Association (HBA), Meg James always has had a passion for building things.

Under her leadership, the local Professional Women in Building Council (PWB) chapter has grown from James and a group of her coworkers to a coalition of women builders that’s almost 100 members strong.

James spent years attending HBA events with her mother, Patricia Strimpfel, COO of well-known custom home builder, Reclamation By Design, who was on the board of directors. James ended up filling the member relations position for the HBA at the end of April 2013 and taking over as executive officer in August 2015.

The building industry is a primarily male-dominated field, but James is break-

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Key takeaways Meg James' advice for women in the building industry:

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Build yourself up. Many women in business struggle with self-confidence, especially if they work in male-dominated fields. But remember, you’ve made it this far for a reason, and you deserve to be proud of your achievements. Don’t let anyone tell you otherwise.

Keep an “Atta Girl” file of complimentary emails, reference letters, and thank you cards.

If you don’t file them, you will forget all you’ve accomplished.

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Don’t take it on all by yourself. It’s OK to get by with a little help from your friends. We had an amazing group of women that were a part of bringing PWB to the Lowcountry – and I couldn’t have done this alone. They all stepped up and worked hard to make this happen.

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Join a professional group. This is sort of a shameless plug, but seriously, join a professional group. The PWB has given me mentors, peers, and provided the sometimes not-so-easy-to-take reality checks and the understanding that sometimes an outside perspective can remove the blinders that come from being too close to a situation or issue.

Why go it alone when you could surround yourself with people who are ready to cheer you on?

ing barriers by putting her expertise and enthusiasm to work at the HBA. As executive director, she is responsible for managing the organization and its membership of nearly 500 (and counting) industry companies operating in and around Beaufort, Hampton and Jasper counties.

Now, she’s giving other women in the building industry seats at the table, too.

James saw a lack of opportunities for local women in the building industry to connect with each other, and in 2020, she started her chapter of the PWB as a way to bring them together. The PWB is meant to “provide them with a newfound support system, education, recognition, and the ability to build relationships with folks they may have only ever spoken to on the phone,” James said.

“When our Professional Women In Building of the Lowcountry charter was ratified in June 2020, it truly felt like we’d made history,” James said. “We are the first and only PWB chapter in the state of South Carolina. We’re trailblazers in our own right and we are growing every month. We have nearly 100 members and if you caught a glimpse of our first anniversary celebration, you would have seen we welcomed US Representative Nancy Mace, who is a woman that evokes all of the aspects of what our chapter of PWB wants to be: Strong women supporting women in a heavily male-dominated industry. We also stand shoulder to shoulder

with our male counterparts, who encourage and inspire us to be and do our best. It’s an #AllTheFeels kind of council and I can’t wait to see where we grow from here.”

Her positions at the HBA and PWB aren’t the only roles James holds in the community. She has been a board member for the Greater Bluffton Chamber of Commerce since 2018 and a board liaison for the Bluffton Chamber Golden Oyster Awards Committee. She strives to partner on local and state regulatory issues as they relate to the organizations’ respective memberships, as well as continue to champion their community leadership efforts and help promote their members.

James is also an active member of the Town of Bluffton's Affordable Housing Committee, past chair of the Home Builders Association of South Carolina Executive Officers Council, and a community partner on the Town of Hilton Head's Our Plan Inclusive Work Group, "Fostering an Inclusive Multi-Dimensional Community.”

“I enjoy having a seat at the table, and the opportunity to work on behalf of our HBA membership in this capacity,” James said.

“When we all work together, great things can happen. All of this work on various boards and committees has truly expanded my knowledge and ability to represent the local building industry. I appreciate all of the individuals I work alongside and that represent our unique Lowcountry.” ■

Confidence builder

Meg James has been with the Hilton Head Area Home Builders Association since May 2013. As Executive Officer, she is responsible for the management of the professional organization and its membership of nearly 500 local companies.

Designing women Professional Women in the Building of the Lowcountry strives to promote, enhance and support professional women in today's building industry.

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FACES

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Faces of hospitality MEET THREE PROFESSIONALS WHOSE ATTENTION TO DETAIL, SPECIAL OFFERINGS AND PASSION FOR CUSTOMER SERVICE TRULY SETS THEIR BUSINESSES APART. Visitors come to the Lowcountry for our beautiful beaches, historic buildings and sites, and the very best in local seafood (just to name the short list). But if you ask regular vacationers why they return with their friends and families year after year, they’ll tell you they come back for something that just can’t be outdone anywhere else: Southern Hospitality. The region is generally known for its residents’ down-home politeness, but Southern hospitality isn’t just a catch phrase for local business owners: it’s the principle their businesses are founded on.

Our Faces of Hospitality, Leslie Rohland, owner of The Cottage Cafe, Bakery & Tea Room, The Juice Hive, SideCar Catering, and May River Coffee Roasters; Connie and Ed Binot, owners of Cuthbert House Inn; and Jen Moret, Director of Concierge Services at Island Time Hilton Head, are all dedicated to creating exceptional experiences for their guests. Their attention to detail, special offerings, and passion for customer service truly sets their businesses apart. People say no one does hospitality quite like Southerners, but we say that few are as invested in their guests’ comfort and happiness as these Lowcountry business owners. ■

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FACES

More than a good night’s sleep ED AND CONNIE BINOT SAY THE SECRET TO INNKEEPING IS ATTENTION TO DETAIL

BY HANNAH MASSEN A whitewashed, historic mansion. Swaying Spanish Moss. Spa beauty products and plush microfiber sheets. The Cuthbert House Inn sounds like a daydream we’d have during our 2 o’clock meetings, but Ed and Connie Binot have personally welcomed guests to the Beaufort B&B for the last five years.

The Binots became innkeepers by choice, but they found Cuthbert House by chance. Before buying Cuthbert House in 2016, Connie was a teacher, and Ed worked in sales and marketing at an international firm. They were looking for a career change where they could work together as a couple, and decided to turn their idea of renting out the spare room in their house into a much larger business.

Ed and Connie traveled across the country, taking innkeeping courses and scouting potential B&B destinations.

A consultant they were working with suggested they go to Beaufort to take a look at Cuthbert House, and the rest, as Ed said, was history.

Ed says it would have been helpful for him to know about the “unlevel playing field” between professional lodging business’ taxes and shortterm rental’s taxes, but he now sits on the Beaufort City Accommodations Tax board. Both he and Connie are members of the Beaufort Area Hospitality Association and the Association of Lodging Professionals.

From the moment they walk through the inn’s oak doors, guests are treated to all the amenities and hospitality they could expect from a large resort.

“The moment a guest reserves a room, we send them access to our digital welcome book, which contains a wealth of information for planning their trip to Beaufort,” Ed said. “We encourage our guests to ask us questions and remain always available to help them put an itinerary together, including making reservations for tours and restaurants.”

Cuthbert House also offers a variety of customized packages and experiences, like the Honeymoon Package, It’s Picnic Time!, and The Perfect Group Getaway. Depending on the package, reservations may include romantic carriage rides, flowers and champagne upon arrival, a walking tour of the Beaufort Historic District, or a $100 gift card and reservations to a local restaurant.

Micro-Weddings and elopements have become the inn’s specialty, perfect for couples who are looking to host an intimate affair against a

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Social Hour

The Binots host a wine and hors d'oeuvrres mixer from 5 to 6 p.m. each evening for their guests.

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).

Lessons learned

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.

Ed and Connie Binot’s advice for hospitality professionals.

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Make a good first impression. It’s been said that you only have 30 seconds to make an impression on someone, so it better be a positive one. Guests will start assessing your business as soon as they click on your website or step up to your front door. Your website should be full of professional photography, your porch should be tidy, and it helps to greet guests by name at check-in.

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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.

It’s all in the details. Many of our returning guests come back to Cuthbert House because of its attention to detail.

From concierge-booked tours and spa appointments to recognizing special occasions, going the extra mile to make your guests’ stays that much more special pays off in the long run.

Get to know your guests. Social Hour is our favorite part of our day for a reason: our guests come from all over the world, and we love hearing the unique stories that brought them to Cuthbert house. Talk to your guests – you’ll be surprised by who you meet!

backdrop of live oak trees and salt marshes.

Ed and Connie’s favorite part of running Cuthbert House is getting to know their guests personally. They continued – and prioritized – one of the inn’s signature events, the Social Hour, a daily wine and hors d'oeuvres mixer held between 5 to 6 p.m., as a way to connect with their guests on a deeper level.

“Since purchasing the Cuthbert House Inn, our focus has been on the guest experience and customer service,” Ed said. “The time we spend with our guests at the Social Hour is the one thing that we offer that is unique in our area and that is often mentioned by returning guests in their reviews as a differentiating factor. We have met people from all over the world who have shared interesting stories about their lives and travels. We enjoy the time we spend with them as much as they enjoy hearing about the history of the house and town and all there is to see and do in Beaufort.”

Visit cuthberthouseinn.com for more information about the inn. ■

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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FACES

Leslie Rohland FAST TALKING AND EVEN FASTER MOVING …

GET OUTTA HER WAY!

BY LUCY ROSEN A charming Southern restaurant. A trendy smoothie bar. An artisanal coffee company, and a personal-chef catering service. What do they all have in common? One of Bluffton’s most inspiring entrepreneurs, Leslie Rohland.

Rohland, a self-proclaimed “foodie,” is the owner and founder of The Cottage Cafe, Bakery, and Tea Room; The Juice Hive; May River Coffee Roasters; and SideCar Catering. While May River Coffee and SideCar are Rohland’s newest ventures, The Cottage and The Juice Hive have grown a loyal fanbase of locals and tourists alike over the years. The restaurants have won more than 40 awards, including Good Food Awards, HH Reader’s Choice Awards, and Best of Bluffton Awards. In 2020, South Magazine named The Cottage a “must destination” spot while Restaurant Guru bestowed Best Vegetarian Restaurant Award to The Juice Hive.

Just like Rohland has a sense for winning recipes – whether it be the Pimento Shrimp and Grits at The Cottage, the Shrimp Tango Buddha Bowl at The Juice Hive, or the Blueberry Cream coffee from May River – her knack for staying ahead of culinary trends is primarily based on intuition.

“Mostly staying ahead of the curve and the trends is me listening to my own body and tastebuds,” Rohland said. “In looking at the demographic of Bluffton.

I think a Southern restaurant will always have a home, and a juice bar will always be welcome.

Feeding the body in a natural way, along with other good practices mentally and spiritually, allows for one to live a good life.”

Her secret to “living a good life” doesn’t just lie in cooking for her customers. Rohland is an avid philanthropist, almost never saying no when a nonprofit asks for a donation. She is on the board of the Bluffton Merchants Association, The Carson Cottage and Bluffton Village. She is also the founder of the Chocolate Coffee Fest, a winter street market that invites hundreds of local coffee roasters, bakers, and chocolate lovers to Calhoun Street every year.

The inaugural event drew close to 1,500 people

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Leslie Rohland’s 3 tips for aspiring restaurateurs

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Know the business. “It will behoove you, as the restaurant owner, to know inside and out how a restaurant runs. This means that you need to work every position, more than one shift.

You need to be the dishwasher, the hostess, the chef, the runner, the server, the cleaning crew, the manager, and the customer. You must understand the ordering process, the hiring process, the accounting process, the tax laws, the legal repercussions, logistical strategy, crisis management, human resources, and the day-to-day protocol. And if you fail, you will sleep well at night knowing that you did everything in your power to really understand this potentially difficult, stressful, repetitive business.”

2 3

Be patient. “Growth takes time. This is a guarantee, just like death and taxes. Give it a minimum of five years.”

Choose your staff wisely. “Invest in your business by hiring the right people. A restaurant is only as good as its staff (and its chef), so be strategic during the hiring process.”

in 2018 and even more in 2019. Rohland hopes to bring the event back this year.

Rohland worked at The Jazz Corner, a premiere jazz supper club on Hilton Head Island, from 1999 to 2008 when she decided to break into the Lowcountry food scene herself.

“I was drawn to Southern cuisine because the [restaurant] epitomizes that, as does Calhoun Street,” Rohland said. “And I also loved the idea that it was in Bluffton, as I felt Hilton Head was built up and there was a lack of good eateries in Bluffton at the time.”

The Cottage, a favorite Bluffton breakfast, lunch, and brunch spot with a cozy, old-world atmosphere, was born out of several ideas. Rohland first wanted to open a bakery, then a cafe, then decided to turn the business into a combination of those. The Cottage also began serving the largest selection of tea in the South – with over 200 varieties – after Rohland fell in love with the idea of hosting afternoon tea on the restaurant’s sunny patio.

The Juice Hive and May River Coffee Roasters came from Rohland’s cravings for fresh, unique finds, and possibly her need to continue creating. When she isn’t in the kitchen, Rohland can be found in her studio, painting, drawing, and creating mosaic pieces of art.

She treats food much the same way.

The Juice Hive specializes in cold-pressed juices and fresh, raw foods, something that Rohland says is difficult to make well, but she was happy to offer local restaurant-goers a healthier alternative. May River Coffee Roasters, on the other hand, was created to fill a personal gap in Rohland’s life: the need for a good cup of coffee.

“I consider myself a little bit of a coffee snob, and I was buying coffee but was always discontent with what the product was,” Rohland said. “If I ordered a dark roast, it never really came as a dark roast. Same thing with medium. I was always fascinated with the process of coffee roasting, and after putting myself through coffee school, I realized that it's very much a culinary tradition.”

While the Covid pandemic forced some restaurant owners to close their doors permanently, Rohland saw an opportunity to open her fourth business. People were unable to eat at restaurants for most of last year, so Rohland started SideCar Catering as a way to bring restaurant-quality meals to them.

Rohland travels to her SideCar clients’ houses to prepare meals in their home kitchens. She enjoys the variety and creativity that the catering business has brought to her life, as she might be prepping food for a birthday party one night then serving a seven-course dinner for two the next.

Rohland doesn’t plan to stop at just four businesses.

She says she has several more ideas in the works – at least one of which will be revealed in the next year. ■

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FACES

Personal touches make a difference HOW JEN MORET MAKES GUESTS FEEL SPECIAL

BY HANNAH MASSEN Everything runs on your time when you’re on Island Time – literally.

Island Time Hilton Head, a vacation rental company with properties across Hilton Head Island, takes an ultra-personalized approach to hospitality – beyond clean sheets and working stove burners.

“Most companies just provide properties and rentals, not avenues for unique experiences to make those lasting memories on vacation,” said Jen Moret, Island Time’s director of concierge services. “Guests come to Island Time because they can get more out of their vacations with our level of service and attention, and they can vacation better, knowing any and all of their wants and needs are taken care of.”

In addition to the gorgeous beachfront properties that Island Time is known for in some of Hilton Head’s most popular locations, like Palmetto Dunes, Sea Pines, and Shipyard, Island Time guests can request concierge services that aren’t typically part of rental home packages. Whether they’re in need of airport transportation, grocery delivery, babysitting, chartered boats, a beach photographer or

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Words to live by

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Jen Moret’s advice for hospitality professionals

1

Be a resource. Understand what people are asking and, more importantly, what they are expecting. We’ve found that guests appreciate having someone to turn to for the inside scoop on the best restaurants, tours, and attractions. Stay up-to-date on local news and events so you can best advise your guests.

2

Stay on your toes. Realize that this is a 24/7 job that requires availability, responsiveness, connections/resources, and a lot of creativity.

Put yourself in your guests’ shoes: what would make your vacation extra special? Whatever you’re picturing, do that, then take it one step further.

3

Be a people person. You must have a passion for pleasing people and curating exceptional experiences for your guests.

Don’t be shy about asking them for feedback – the best way to know how your hotel or rentals stand up to the competition is by talking to people who have stayed at both.

“Guests come to Island Time because they can get more out of their vacations with our level of service and attention.”

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Home cooking Entertaining comes naturally to Moret, who loves to host friends and family at home with her husband and son.

an in-home chef, guests can enjoy a variety of five-star quality services usually only found in major resorts.

Moret says she hasn’t fielded many outlandish requests, but has taken on some urgent projects: she once had to orchestrate a next-day birthday party for 20 people at the height of Island Time’s summer season, and it went off without a hitch.

According to Moret, Island Time’s concierge philosophy stems from the company’s business model.

“We also think about Island Time as an agency made up of consultants with the best qualifications,” Moret said. “The skills are integrated into the company and the tasks are done in-house.”

While Island Time Hilton Head already has an impressive portfolio of 106 properties, its expansion plans include acquiring 44 new beach houses to meet its critical size of 150 properties.

Learn more at islandtimehhi.com. ■

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ROUNDUP

The path to success

Use this advice from proven business leaders to finish 2021 with a bang.

#SmallBusinessTrends TRADITIONAL BUSINESS MANAGEMENT PRACTICES ARE STILL IN STYLE

BY LUCY ROSEN 1. Setting team expectations “Setting proper team expectations and accountability has become one of the most impactful things to my business. Twice a month we bring all managers and executives together for a big meeting to discuss each department and its accomplishments and challenges. It is also a time for other departments to give feedback to management. At the end of these meetings, everyone leaves with follow-up tasks.”

— David Schwartz, EMMDeavor (DBA Qruber) & Wireless Watchdogs

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2. Managing without ego “Many CEOs, COOs and executive level staff have various methods that they swear are the best ways of doing things. But what many people don’t take into account is that there are other variables at work, such as the dynamics of the company and the people within it. Solid operations come from managers that can admit when their systems are failing and are willing to change to improve.”

— Travis Steffen, Cyber Superpowers

3. Having a clear process “Having a clear process that every team member understands is extremely important. When a task needs to be completed, there is a clear funnel and order of operations that must be followed.

This improves efficiency and reduces the chance of fumbling information and having things slip through the cracks.”

— Michael Quinn, Yellow Bridge Interactive 4. Creating a foolproof foundation “You have to start at the very base of your business in order to build a successful enterprise from it — and for me that is having a solid core team. I try to look at the first couple of people I hire when assembling a new business as a new family of people that will take me to the next chapter of an awesome life. They need to share my ambition and drive to accomplish it.”

— Rob Fulton, Matikis

5. Soliciting feedback from your team “To build a solid set of processes for your business, a lot has to align. But the bigger you scale, the more you’ll likely need to delegate.

So how does a business owner stay efficient when the day-to-day may be further away from the core operations? It’s important to gather feedback from your team often to make sure you’re addressing inefficiencies and constantly improving as you grow.”

— Doreen Bloch, Poshly Inc.

6. Keeping everything transparent “Yeah, I know it’s a buzzword. But I truly believe in the power of transparency to build solid operations.

Cross-checks, social collaboration tools and breaking down silos are all ways to ensure that each operation is optimal for my unique business needs.

Across levels and departments, operations should be communicated, tested and approved.”

— Maren Hogan, Red Branch Media 7. Documenting your processes “If you are able to provide clear and concise documentation for your team, it leaves very little room for things to be miscommunicated. It also leaves little room for your team to not know what to do or for them to be confused. These are the biggest time wasters in an organization.

Documentation makes it easier to onboard new employees and saves your business from being reliant on any one person.”

— Dave Nevogt, Hubstaff.com 8. Building for the future “Although it’s important that systems and processes address today’s pain points for your business, it’s imperative that they are built to handle changes that could be coming years down the road.

You have to look ahead and plan for all plausible changes in your business to ensure the operations you’re building do not become quickly outdated.”

— Brittany Hodak, ZinePak

9. Keeping the 3 Ps in mind “Marcus Lemonis of CNBCs show “The Profit” always says it, and it’s on point. Building a solid operation is all about the three P’s: Process, people and product. Build your operation to flow and operate well with that and you’ll have a successful business.”

— Pablo Palatnik, ShadesDaddy.com 10. Using data-driven decision-making “Typically, operations are complex initiatives and involve various stakeholders. Additionally, there are various external conditions affecting outcomes. It is very important to maintain an objective view into how efficient your operations are. And the place to start is data collection.

Data-driven decision-making should not be an afterthought.”

— Ashish Rangnekar, BenchPrep

11. Choosing the right people “No one person is going to be the best at everything. It all comes down to choosing the right person and personality type for each role so that no one is doing tasks that they resent. Forget coaching weaknesses and focus on leveraging strengths and passions. Then watch everything fall into place.”

— Amanda Aitken, Girl’s Guide Courses with Amanda Aitken

12. Providing excellent customer service “Provide the best customer service you can. That is the most important thing you can do. You will at some point have a dissatisfied customer, but how you handle it will give you a solid reputation in your industry.”

— Amanda Barbara, Pubslush

13. Owning the operation from start to finish “Hire someone to own the operation from start to finish. This person should be obsessed with the details, the metrics, and the numbers.

They should be elated when they hit their goal and inspired to do better when they miss it. They need to eat, sleep and breathe it.” ■ — Phil Dumontet, DASHED

Q4 2021 + LocalBizSC.com

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ROUNDUP

Just about DONE? BEEN THERE AND IT’S NO FUN

BY SAM GAIR For anyone who has worked in an office, or just with people in general, we all know about those days when we either want to cry, write a very angry email, or just quit our jobs altogether.

Before it gets to that point, change the things you can and use these tips to help to decompress at your desk — wherever that may be.

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1. EFT Tapping Emotional Freedom Technique Tapping (EFT) is like acupuncture, but without the needles. Tapping different parts of your body while consciously taking deep breaths will help to relieve pain and emotional discomfort. Check out https://www. healthline.com/health/eft-tapping

Triceps stretch

Raise your arm and bend it so that your hand reaches toward the opposite side.

Use your other hand and pull the elbow toward your head and hold for 30 seconds. Repeat on the other side.

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2. Meditation The ultimate way to make everything copasetic. If you aren’t familiar with how to meditate, there are dozens of meditation apps to download directly to your phone to help you get started. Headspace, YogaGlo and Calm are just a few.

3. Desk stretches Taking a little time to yourself to stretch will help with your mood too. Sit towards the edge of your chair and reach your arms all the way up past your head, palms facing out and stretch your heart out. Favorite saying, “Move a muscle, change a thought.”

4. Listen to a podcast Turning to a soothing voice can help to calm down those endless workdays. Elizabeth Gilbert’s ‘Magic Lessons,’ or Cheryl Strayed in ‘Dear Sugars’ are both great listens. When you’re feeling frustrated with your business, ‘How I Built This’ or anyone’s founder story. Or when you just need to tune out for a little bit, the audiobook ‘Quick Wit’ but Brene Brown is a must. Take some time to explore some creative podcasts to help you get through the days ahead.

5. Get a Cubii Burning off energy while at your desk will release endorphins, and endorphins make us happy. Plus, you get all the benefits of toning your legs while also sitting down.

6. Talk to someone There’s nothing worse than being so stressed out and trying to explain why you’re stressed to someone who doesn’t understand, or really just doesn’t care. Invest in yourself and look into getting a life coach, or a licensed therapist. Not only will they listen to your concerns, but they’ll provide feedback to help you regain balance in your life, and release stress about the future. ■

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ROUNDUP

Practice makes perfect A putting practice routine will help improve accuracy, technique, consistency and your ability to judge distances.

Par for the course WHY GOLF IS GOOD BUSINESS

BY LESLIE T. SNADOWSKY

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What pro athlete doesn’t want to be a GOAT (Greatest Of All Time)? Former PGA Tour Pro Doug Weaver, 61, and director of instruction at Palmetto Dunes Golf Academy at Palmetto Dunes Oceanfront Resort, says taking a page out of a business playbook will get you there.

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LOVE WHAT YOU DO “If you’re passionate about what you do, you’re going to beat the odds,” Weaver says about competing against the best golf players in the world during the 1989 and 1993 U.S. Opens. “I love golf, I wanted to play in the U.S. Open, the odds were against me and 5,000 people were vying for 60 spots. In business, you have to go for it. If you fail, you try again. I tried five times, and I made it twice. When you make it, it’s incredible.”

Golf for business

The golf course has been the backdrop for business deals and networking for decades. It's a good way to get to know your colleagues and meet new business partners.

LEARN FROM THE PROS

Hilton Head golf pro Doug Weaver has volunteered with the Boys & Girls Club and the Special Olympics, leading young duffers through the rough to build their skills and confidence. He’s also inspired by golf pro Webb Simpson’s triumph over career handicaps and admires golf legend Jack Nicklaus for being a wellbalanced athlete, family man and businessman.

Weaver, whose motto is “let’s score low together,” said if you want to keep improving your game, swing with the pros.

“You need to be receptive if you want to grow,” says Weaver, reflecting on his 2019 “Player of the Year” designation for the Carolina PGA’s Lowcountry Area. “So I take lessons from other pros and it took my game to the next level. Pros can be competitors, but they love teaching people.”

STICK TO THE FUNDAMENTALS Weaver was inducted into the Lowcountry Golf Hall of Fame in 2017 and chants this fundamental mantra: “Build my game from the hole to the tee and find victory.”

“People want to do the

reverse,” says Weaver. “They want to hit their driver and putt later. The best players know to do it the other way.

You learn to putt first, chip and pitch and so forth. The best system is to stay in that order and that’s the way you practice every day, too.”

BE A VISIONARY. KEEP YOUR EYES ON THE PRIZE The five Ps, “prior preparation prevents poor performance,” is another ace approach Weaver banks on.

“You should always prepare for the future,” he says. “You always should be thinking where am I today and where do I want to be tomorrow?”

Weaver’s lessons on the Robert Trent Jones Golf Course angle to deliver lower scores, excellent swing habits, proper game management strategies and

an understanding of the secrets of the game.

“When someone comes to me and says I want to play better golf, I give them a vision for how good they can be, and they have to buy into it and follow my process,” he says. “If they do, excellent things happen.”

PLAY MORE GOLF Consistently ranked among the Top 10 PGA teachers in South Carolina

by Golf Digest magazine (No. 2 in 2015), Weaver says golf, like business, breeds fellowship and opportunities to network. Whether you’re green or a GOAT, he says take clients and business associates to join the club.

“Golf opens doors,” says Weaver, the 2017 Carolina’s PGA Palmer Maples Teacher of the Year. “It’s a fun way to build relationships.” ■

Q4 2021 + LocalBizSC.com

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ROUNDUP

Possible unicorn sighting in South Carolina BECOMING A MYTHICAL BUSINESS BEAST

BY LESLIE T. SNADOWSKY

Centarro.io CEO Ryan Szrama says his company is “not far off” from developing a multi-milliondollar a year business idea to enable it to continue giving away its open-source software codes for free.

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If you recognize Airbnb, Blockchain, Pinterest, SpaceX, Uber and WeWork, you must believe in unicorns – privately owned startup companies with valuations of a billion bucks or more. Ryan Szrama, co-founder of Commerce Guys based in Greenville, South Carolina, says his former company soon will be joining the herd.

“You need to solve a problem that hundreds of thousands of people have and you have to do it well enough to convince tens of thousands of people to buy your solutions.”

“A startup is an experiment in finding a scalable, repeatable business model around some kind of application of technology,” says Szrama. “When we first started Commerce Guys, we provided professional Drupal-based eCommerce consulting and development services for the eCommerce platform we developed. Once we saw real traction with our enterprise hosting program, we realized it needed to be backed by venture capitalists and scaled. We separated the companies so Platform.sh would not be coupled with or tied to our eCommerce consulting firm.”

Szrama, 38, is still a minor shareholder in Platform.sh, a provider of an ideato-cloud application platform simplifying cloud infrastructures, and according to CBInsights, the company’s $34 million in Series C funding makes it the most well-funded startup in South Carolina.

Self-taught eCommerce developer Szrama says Platform.sh is worth hundreds of millions of dollars today and soon will give other unicorns a run for their money.

“You need to solve a problem that hundreds of thousands of people have and you have to do it well enough to convince tens of thousands of people to buy your solutions,” says Szrama of the first step in becoming a coveted unicorn.

Szrama says Platform.sh decreases human resources costs of managing web servers and offloads all the risk and management to their platform built on open-source software, in which they give the code away for free.

“We did the digital equivalent of equipping the prospector with a new shiny pickaxe to go out and be successful,” says Szrama of the cloud markets’ gold rush. “Whether or not that prospector ever strikes gold, we sold the pickaxe.”

The ability to build alliances and a network is also a unicorn trait.

“One of the biggest breakthroughs for Platform.sh is when it became the vendor behind the cloud versions of other enterprise software applications,” says Szrama. “Any business-to-business startup that becomes a unicorn or approaches that status needs to sell through a variety of channels. You’re building out a digital supply chain.”

Access to capital and where you’re based may also impact your valuation.

“It’s not that you can’t develop a unicorn outside the Bay Area, but if you’re trying to do it in South Carolina, you’re still going to need those connections to those companies swimming in bigger waters. There are not many investors in South Carolina who are going to drop $30 million on your Series C, and that’s just the reality of the business and relevant for South Carolina businesses.”

When Commerce Guys separated its companies in 2016, Szrama became CEO of eCommerce consulting division Centarro.io and started following that elusive unicorn trail.

“The more you focus, the more successful you are,” he says. “People think to become a billion-dollar business you must have to do a lot of things, but the reality is you just have to do one thing really well. The success of this hobby project turned open-source software powering global commerce is something I never could have imagined.” ■

Q4 2021 + LocalBizSC.com

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ROUNDUP

What do the GOATs of business read?

READ THIS FOR THEIR MUST-READS

BY MARY PATTERSON

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Sam Walton Made in America Jeff Bezos, Jamie Dimon

Most business leaders and CEOs read.

A lot. According to The Financial Post, they read four or five books a month for many reasons:

• Stay ahead of the curve and keep up with the most up-to-date and important information. Knowing trends and developments will help them make educated decisions that can drive a company forward.

• Encourage imagination,, thereby cultivating creativity.

Authors keep readers on their toes by introducing new worlds, offering challenging opinions, or proposing alternative world views.

• Improve writing because the more a person reads, the more their vocabulary and grasp of language will improve, improving the ability to speak more confidently.

According to mostrecommendedbooks.com, these are the books that Jeff Bezos (and other great business leaders have read).

“It's not a faith in technology. It's faith in people.”

— STEVE JOBS

The Blind Watchmaker Jeff Bezos, Charlie Munger, Steven Pinker

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Rework Jeff Bezos, Mark Cuban, Seth Godin, Tim Ferriss

The Black Swan Jeff Bezos, Bill Gates, Edward Norton

The Innovator’s Dilemma Jeff Bezos, Steve Jobs, Mark Cuban

The Player of Games Jeff Bezos, Mark Zuckerberg, Elon Musk

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INSPIRATION & INNOVATION

Entrepreneurs know that there is no straight shot to success.

The road to starting or growing your own business is rocky at the best of time and downright unpredictable at the worst.

Making the best of it STRATEGIES FOR OVERCOMING BUSINESS SETBACKS

BY HANNAH MASSEN

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We’ve all been there: one of your best clients leaves you for one of your competitors. The new product you thought everyone would love falls flat. Your sales fall short of your goals for the quarter, or you signed a contract and realize you made a mistake too late.

Entrepreneurs know that there is no straight shot to success.

The road to starting or growing your own business is rocky at the best of time and downright unpredictable at the worst. Even when you make the best decisions you can with the information you have, you might find yourself at a dead end. But a creative flop or unexpected expense doesn’t mean your business is doomed (no matter how defeated you feel). Use these strategies to approach – and overcome – business setbacks. ■

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■ Acknowledge the situation Any time a human is involved in a project, there’s the potential for human error. Going into denial or letting your pride keep you from owning up to a mistake will only make a bad situation worse. The first step in overcoming a business setback is to take a critical – while not criticizing – look at what really happened. Take responsibility where needed, then hold your head high and get to work on a solution.

■ Find the deeper meaning In the words of Jennifer Aniston, “There are no regrets in life, just lessons.” As devastating as setbacks may feel in the moment, there’s usually something to be gained from even the most difficult situations. Maybe a financial setback points to a pattern of over-giving and undercharging, or a fight with a coworker clarifies your need to set boundaries at work. Whether you call it a “silver lining” or a “teachable moment,” treat the experience as a lesson learned or experience gained.

■ Revisit your goals When you’re barreling down the track, it’s easy for things to fly off the rails. Slow down after a setback and take a moment to revisit your goals. Are you any closer to where you wanted your business to be five years ago? If not, why not? When was the last time you updated your products, services, or infrastructure to meet current demands? Does your brand still accurately reflect your business? Taking a good, long look at your company goals may be the key to solving your current problem and preventing similar situations in the future.

■ Reach out to your support system You don’t have to go it alone when the going gets tough.

Leaning on trusted advisors, coworkers, or friends in your industry won’t only benefit your mental health, but it could benefit your business, too. Chances are, your mentors have been in similar situations before, which means they have years of experience to share. Don’t waste time experimenting with solutions if someone you know can guide you out of the woods.

■ Don’t dwell When the worst of the setback is over, it’s tempting to wallow in fear and anxiety that the same thing will happen again. When you stop treating setbacks as failures, you’ll be able to move on more easily and help your business recover faster.

The First... and The Best

“Being first doesn’t guarantee being the best. That’s a title earned through day to day excellence. I am proud to join other members of the team in giving my best to help my company remain the best at the services we provide.”

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Resident Services Technician

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INSPIRATION & INNOVATION

The best of both worlds ARE YOU HEADING BACK TO THE OFFICE, OR IS YOUR REMOTE WORK MODEL HERE TO STAY?

BY HANNAH MASSEN

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It’s no secret that the pandemic forced thousands of businesses across countries to close their doors, but as companies reopen at full capacity, their owners and employees seem to have landed in one of two camps: those who miss their morning commute, in-person meetings, and communal coffee maker at the office, and those who are reluctant to leave behind the comfort and flexibility of working from home.

Now, business owners aren’t wondering when they’ll go back to the office, but if they’ll go back to the office at all.

Leaders at large corporations also have been grappling with the to-go-or-not-to-go back to the office dilemma. Netflix co-founder and co-CEO Reed Hastings has emerged as one of working from home’s most vocal opponents. “I don’t see any positives,” he said in an interview with the Wall Street Journal. “Not being able to get together in person, particularly internationally, is a pure negative.” Microsoft, on the other hand, is allowing employees to decide where they’d prefer to work.

The tech giant recently adopted a new policy which includes allowing employees to work from home full time with approval or move to a new location with salaries adjusted based on geography. Facebook also is allowing certain employees to work remotely full time, and Twitter said employees can continue working from home “forever” if they wish.

Even if you’ve desperately missed your workday routine or have started calling the beach your “home office,” the decision to transition back to in-person or to continue working remotely is about more than personal preference. We’ve made a list of factors for you to consider while finalizing your post-pandemic business model. ■

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COMMUNICATION As we’ve all learned in the last year, communication still happens when working remotely, it’s just different. Face-to-face meetings become video calls, quick questions are asked over Slack, and emails – well, they’re still emails. No one can escape those.

One of the most common cases for working from home is the ability to take calls and send messages from anywhere. But nothing can quite replace the connections coworkers create when they share an office or bump into each other in the break room. It can be difficult to build meaningful work relationships through a screen – especially when most people have their cameras turned off or are clearly checking their texts.

FLEXIBILITY When you head to the office on workdays, it’s likely you have a set schedule. Your alarm goes off at 7, you swing through Starbucks at 8:15, and you’re at your desk by 9. But when you’re working from home, every day could look a little different. You might not start work until after your morning yoga class, but you might be on your laptop through dinner, too. Some people enjoy having the flexibility to work and take breaks when it suits them, while others are tempted to wake up two minutes before their first meeting, making for a chaotic start to the day.

Working remotely takes a good deal of discipline if you want to meet deadlines on time, but it also requires intention when it comes to maintaining a work-life balance.

Your team members might know that their workday is done when they see their coworkers pack up for the day, but at home, those cues don’t exist. It can be all too tempting to tweak a presentation during your “personal time,” which can lead to a serious case of burnout.

FINANCE There’s a big difference between working from home and at the office where finances are concerned – and we’re not talking about how much money you make.

First, there’s the obvious advantage of saving on rent if you’re not paying for an office space, allowing you to allocate the money that would normally go towards your workspace, utilities, and insurance to other areas of your business. But working from home can help you and your team cut personal, day-to-day costs, too. You’ll most likely save on gas money if you’re not commuting to work every day, and may not be as tempted to get lunch or coffee out. However, working from home may come with its own monthly fees for you and your employees, like a high-speed internet bill, personal software plans, and at-home office equipment.

PRODUCTIVITY A study conducted by UC Irvine found that a typical office worker is interrupted every 11 minutes. If that wasn't bad enough, it takes 25 minutes to get back on task.

It might be easier to focus at home if you have a quiet space to yourself, but that isn’t the case for every worker. Many people found it tough to hold down the fort at home while trying to concentrate on work during the pandemic. But for those who are tempted to chat with coworkers while they’re on the clock or linger by the vending machine, working from home may be the way to go.

Business owners now have a unique opportunity to create an environment that truly works for them and their employees. It may take some time and energy to adopt a new business model, but if we’ve learned anything in the last year, it’s that anything is possible.

Q4 2021 + LocalBizSC.com

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INSPIRATION & INNOVATION

The best is yet to come JAKE HIGGINS’ JOURNEY AS A SERIAL ENTREPRENEUR STORY + PHOTOS BY LUCY ROSEN People start businesses for all kinds of reasons.

Some are in it for the money, some are in it for the thrill, and others have dreams of making it big. But Jake Higgins, former detective sergeant of narcotics at the Jasper County Sheriff's Office and serial entrepreneur, is in it for the people.

Higgins doesn’t remember the moment he realized that helping people was the driving force behind most of his career choices, but it’s been a common theme throughout his life, from his time as a law enforcement officer to his current position as CEO and owner of eight local businesses. He says it’s gratifying to know that he’s making a difference in the lives of his employees, especially when he can give them their first job or a fresh start.

“Being a part of those memories is sobering and I view it as an awesome responsibility,” Higgins said. “We all have had terrible bosses and I know that I am not one.

Investing in my staff and giving them a fun place to work are really the drivers to starting more businesses. We really are a big family and everyone in my companies know each other and cares for each other.”

Higgins started his first business when he was a teenager in Baltimore, Maryland, detailing cars so he “could make a few bucks.” He took a job as a police officer in Ohio where he was named Resource Officer of the Year and received the Top Gun Award. Even so, Higgins says he lived paycheck to paycheck, and after purchasing a house and a car at 22 years old, Higgins lost it all to bankruptcy and knew it was time for a change.

“I walked out of the bankruptcy court and thought to myself, I'll never be poor again,” he said.

While holding down a full-time job working as a school resource officer in Ohio, Higgins started a security company, SecurityNow USA, that catered to pop-up clubs, strip clubs, and inner-city bars.

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The major fights, shootings, and gang-related activity he encountered motivated him to grow his company so he wouldn’t have to work at those venues anymore. Higgins secured a contract with a local school system and has provided security for them now over a decade.

Then he jumped on the opportunity to work with a restaurant chain that had experienced multiple robberies. Ten years later, the restaurant chain is still one of his biggest clients – which is saying something. Higgins’ security company expanded to all 50 states and now has thousands of employees, contractors, and accounts servicing major brands in the restaurant industry.

He took a job at the Bluffton Police Department and spent six years working as a narcotics detective, community police liaison, and US Marshals Fugitive Task Force officer. Higgins was named Town Employee of the Year in 2017 and Bluffton Cop of the Year in 2018 before taking his position as detective sergeant in Jasper County. But he didn’t stop there.

In addition to running his national security firm and working for the Sheriff’s Office, Higgins bought and opened a series of local businesses, beginning with Coastal Sunset Property Services of HHI in 2019. In 2020, Higgins purchased Which Wich of Bluffton, Kilwins of Bluffton, and Coastal Sunset Carwash of Bluffton. This year, he purchased Coastal Sunset Carwash Express of Bluffton and Dairy Queen of Bluffton and opened Bluffton Pizza Company and Coastal Sunset Car Wash of Beaufort.

Higgins receives calls and emails daily from people looking to sell their businesses, but he’s especially interested in buying establishments that improve our Lowcountry community. Higgins didn’t buy the local Dairy Queen just because of the possibility of endless Blizzards – he did it because the business is a Bluffton institution.

“I do like all of the DQ products, but I bought the DQ because it is a staple in the Bluffton community,” Higgins said. “Historically, it has suffered and been neglected but now we have almost 20 people with jobs, teens with their first jobs and people who needed a second chance in life now with a job. That's why I’ve gotten into so many businesses here, just to help my community.”

Higgins says that there’s no “secret sauce” when it comes to starting a successful business, but he emphasizes the importance of cultivating a strong company culture. Higgins plays an active role in each of his companies, taking the time to get to know each of his employees on a personal level. He knows every aspect of his businesses, from bottom to top, so he can jump in and support the managers whenever the need arises.

Higgins knows that he could just work his full-time job in law enforcement or his position as CEO of SecurityNow USA alone, but his dedication to community and customer service is what motivated him to grow his portfolio. He is now finishing the process to be a state trooper with the South Carolina Highway Patrol, a career goal he is most passionate about. He spends time with his three daughters and is excited to one day give them the keys to the enterprise.

He says that when entrepreneurs harness their own drive to succeed, they can be sure the best is yet to come.

“Success isn't found in someone else's book about themselves or even this article about my success,” Higgins said. “It is found in your heart. When that indescribable drive fuels you, success is soon approaching.” ■

Jake Higgins’ best advice for entrepreneurs BUILD STRONG STAFF RELATIONSHIPS Early on in his career, Higgins was told that “You reap a harvest where you place an emphasis.”

He places an emphasis on getting to know each of his employees personally and creating a company culture of mutual respect. “I could have started these businesses alone, but they never would have grown,” Higgins said. “The most valuable asset I have is my staff.”

TAKE ADVICE WISELY Everyone loves to offer business owners advice, even when they have no stake in the success of their companies.

Higgins recommends taking advice from fellow entrepreneurs who have a proven track record of success. “Don't always listen to those with all of the degrees and education,” Higgins said. “Listen to the business owners who have put the time in and have proven results for years. Take the advice of the lady or gentleman who has put everything they have into a successful business and someone who knows if they don't work that day, they don't get paid.”

FIND YOUR DRIVE "Successful people will do things that unsuccessful people won't," Higgins said. That’s because they’re intrinsically motivated to improve their businesses, industries, and communities. Figure out what motivates you to succeed, then use it to your advantage.

Q4 2021 + LocalBizSC.com

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INSPIRATION & INNOVATION

[LOCAL Biz] Dr. Mastrorocco, you have had a very successful dental practice for over 17 years. Why did you decide to make such a transformational change?

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[Matt Mastrorocco] In the winter of 2019, my team and I began a rebranding initiative that extended well beyond the creation of a new practice name, logo, and colors. We took a hard look at our business model and messaging that had placed me, the dentist/owner, at its center. While this is a common, traditional approach for a private dental practice, it didn’t do the very thing it should: tell the story of who we are and where we want to go (and grow).

[LB] What was the first step in your brand transformation?

How one dental practice aligned its brand with its altruistic goals REBRANDING Q&A WITH DR. MATT MASTROROCCO, DMD, THAT WILL MAKE YOU SMILE

[MM] After building my practice on Hilton Head for 17-plus years, we wanted to continue to flourish so that it could have a larger, positive impact on my team and community. It started with new vision and mission statements homing in on our core values, placing this idea firmly at our center and clearly in black and white. “The mission of ROC Dental Group is to continually improve and enhance our practice so that we may offer the best quality of life to our team, patients, and Lowcountry neighbors.”

[LB] Mission and visions statements often get put in a binder and are forgotten about. How is it different at ROC? [MM] For me, putting this mission into action means making sure my team members love to come to work and are supported in their personal lives so they can provide an exceptional patient experience, and support local nonprofits financially and in our advertising. For example, recently my staff voted on a roster of “ROC star charities” that receive recognition in our print ads, social media promotions, and patient newsletter as well as a $1,000 donation. When my employees feel empowered, it contributes to the incredible care they give our patients from that first phone call until they depart our office.

[LB] Would you say your rebranding has been successful?

[MM] Absolutely. Our rebranding was a catalyst for continued growth. While we added two new amazing dentists and are growing our financial results, most importantly, we are making a difference in the lives of our team, patients and community. ■

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"Our rebranding was a catalyst for continued growth."

Tips for a successful rebranding: Start with your mission (‘your reason for being’) A clearly defined mission will lead to a well-articulated brand.

Engage employees, customers and community A brand isn’t something to ‘push as’ employees and customers. Your audiences should feel a part of the brand.

Be clear, consistent and concise Colors, fonts, logo and imagery should be consistent everywhere, including uniforms, signs, collateral, advertising and website. Details matter.

On brand

ROC’s advertising reflects the new brand strategy by featuring team members and local charities.

Q4 2021 + LocalBizSC.com

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Beware of the new marketing disease called Instant Gratification Syndrome ‘I NEED TO MEASURE ROI’ IS A SYMPTOM

OM ADAPTED FR RN DOH RYAN

RYAN DOHRN is an Emmy Award winner, Fortune 500 advisor and globally recognized sales consultant and unlike other trainers, Ryan actually sells EVERY day! Since 1994, he has trained and coached over 20,000 sales reps to date and speaks over 60 times per year.

In total Ryan has been a part of over $500 million in ad sales to date. Ryan loves teaching sales reps his simple and effective way to achieve sales success. He has clients in Australia, Spain, UK, Holland and the USA. Ryan is the CEO and founder of Brain Swell Media LLC, a corporate training and revenue strategy firm. He is also the Publisher and Owner of the corporate sales training web portal SalesTrainingWorld.com .

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Instant Gratification Syndrome, or IGS, is a debilitating disease characterized by emotional servitude to the Now. In fact, IGS and ROI seem to be universal terms for “results.” But, what does the term “results” really mean? That is a question that, when answered, could be worth a million dollars.

Can I be brutally honest for a moment? The reason that many marketers and business owners do not like traditional media is because they don’t receive a report to show they did the right thing. I work with many smart marketers who understand that marketing is a strategic process and not just an IGS feel-good show. Consumers buy when they are ready to buy, not when a company wants them to buy.

Wait. Ryan, do you hate digital marketing? No, I love it. I just know that serious marketers use multi-channel or omni-channel marketing because it works. The Association of Magazine Media tells us that as much as a 14 percent lift in ad effectiveness comes with you combine media in marketing.

All-digital is not the answer and here is why. I predict that Generation Z, those born between 1996-2010, according to Forbes, will click less than our grandparents. Why? Because they know that a click starts the tracking of them and they hate being tracked! Here are five points to consider. ■

You Bank It, We’ll Book It. ■ Marketing is a strategic process that truly cannot be managed like a day trader on the stock market looking for quick cash.

The simple fact is that potential customers are not ready to buy right now. Sad, but true. According to Steve Richard of sales consulting firm Vorsight, at any given time, only 3 percent of a market is actively buying, 56 percent is not ready to buy, 40 percent is poised to begin and 1 percent is indifferent. This means that 56 percent of your potential customer base is set to give you NO on immediate ROI of your marketing efforts. Another 40 percent of your potential customer base is set to give you minimal ROI on your marketing efforts and only 3 percent of your potential customer base is set to give you immediate ROI on your marketing efforts.

■ Consumers love content.

New findings from B2B research, ratings and review company Clutch reveals that 82 percent of people admit to having purchased a product or service from a company as a result of consuming content. They like content that is relevant and important to them. TV shows. Blogs. Magazines. Videos. The 56 percent of buyers that are NOT set to give you any immediate ROI are very critical to a company’s revenue success. That 56 percent will move to buyers at some point. The other 40 percent is pretty darn close to being a buyer, too. Yet, neither group is going to immediately engage with your company, and so you will not see ROI on that marketing effort.

It’s not that the marketing is not working. The marketing just has not worked yet. When you marry your marketing message to quality content, you are engraining your brand into the potential buyer’s mind using frequency in a format that is not intrusive and does not require a click or ROI type of action.

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.

■ Google gets credit for everything.

John Wanamaker, the founder of what would become Macy’s, is famous for his marketing quote, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” Fast forward 100 years and, in my opinion, we are still facing a similar dilemma because Google gets credit for almost all the marketing that occurs. We run a quality ad campaign with print ads, e-newsletter marketing, retargeting and social. Then we start looking at reports.

Wait, there is not a report from the magazine or newspaper or radio station. OMG! So, that advertising must not be working. Not true!

But wait. Your customers say that everyone they “ask” says they found you on Google. That is because when customers see a print ad or hear a radio ad they immediately search on their phone for more information.

■ You are not a direct response company unless you offer Ginsu knives.

Many companies expect immediate ROI on products that are not priced at $19.99. But wait, there’s more. Direct response marketing is all about making things happen now. If your company is not selling a product or service that can be sold fast and by showcasing massive perceived value, you should not be expecting immediate ROI, as if you were running a late-night TV ad for a set of Ginsu knives.

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.

■ Traditional media is not dead. Stop allowing the lie to spread.

The marketing mix has evolved so if you find yourself believing that no one reads the paper, a magazine or watches TV, it may be because you do not engage with that exact media. Your “survey of one” is deadly and, if left unchecked, spreads like wildfire. I recommend to remember your marketing should not be about what you or I like or dislike. It should be about engaging with your customers in whatever media they consume and enjoy.

Bluffton, SC 29910 | 843.505.3612 blufftonbookkeeper.com Q4 2021 + LocalBizSC.com 41

SALES & MARKETING

The ABCs of CRM HOW CALVULUS’ CRM DRIVES BUSINESS

BY LESLIE T. SNADOWSKY Have a great product to sell?

Take your success to the next level with CRM, a customer relationship management firm and/or technology.

According to CRM giant Salesforce, CRM is the largest and fastest-growing enterprise application software category, projected to reach $114 billion in sales by 2027. Growing companies think it’s a necessity because CRM is designed to manage outreach to customers and future customers and increase revenue. ■

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Calvulus’ Mark Kriscunas’ experience spans every aspect of Medicare Advantage operations, from filing new MA plans with Centers for Medicare & Medicaid Services (CMS) to the complexities of health plan finance.

FIND A CRM THAT ADAPTS TO AND INTEGRATES WITH YOUR BUSINESS. Hilton Head-based CRM firm Calvulus offers its customer relations management software to health insurance giants like Blue Cross and Kaiser to attract and retain Medicare-eligible prospects. “We’re really the only CRM tool specifically tailored to the Medicare Advantage space,” says Calvulus’ Operations Chief Mark Kriscunas. “You have generic CRMs that try to compete with us, but since our product was built from the ground up to serve this highly regulated government offering from a consumer direct to health plan perspective, we’re purpose-built for that.”

CRM SHOULD BE USER-FRIENDLY AND OFFER FREE SUPPORT. “We have 40 individual health plans that utilize our product and the brokers say it allows them to easily and actively manage their business,” says Kriscunas. “We ensure leads are going to the sales agents and brokers, who are converting prospects into members. Our product’s lead logarithm moves prospects toward the agents most likely to make the sale. That prioritization is very important.” Kriscunas says their free CRM support is provided by in-house employees, and they offer a ticketing system that allows clients to post questions and problems. “It’s all part of the service we offer,” he says. “We don't charge for each time a client asks us a question.”

CRM SHOULD PROVIDE VALUE TO CLIENTS. Look for CRM tools that offer mobile apps, sales team communication strategies, contact syncing and sales process tools. Kriscunas says Calvulus’ value rests in its software technology that enables brokers and sales agents to manage their relationships with Medicare-eligible prospects from the time a prospect shows interest until they enroll in any private health plan. Calvulus’ products are based on fixed infrastructure fees and it charges based on the number of members brought on to the plans facilitated through its systems. Kriscunas says each new Medicare Advantage plan member brings in a significant amount of money to a health insurer and Calvulus’ platform costs a “ridiculous fraction” of that amount in terms of return of investment.

Invest in Your Hair. It’s The Crown You Never Take Off.

2 Marshland Road, Unit 3, Hilton Head Island, SC 29926 843.682.4247 terrashairstudio.com Q4 2021 + LocalBizSC.com

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How to get 295 Google Reviews and a 4.9-star Google rating IT IS SIMPLE BUT IT IS NOT EASY

Star Stuff

A common phrase Hilton Head Exterminators hears from customers is its technicians are like family members.

Pictured are branch managers John Harris and Brian DiChirico.

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Hilton Head Exterminators opened its doors in 1968 as the first pest control company on Hilton Head Island. There was no internet, no cell phones, but there were a lot of pests. Hilton Head Exterminators knew other companies would follow and that if it wanted to build the largest and best pest control company in the area, it would need to deliver more than pest control. Over 50 years and almost 300 Google reviews later, the company attributes its tradition and solid reputation to one word: Commitment.

That strategy is so simple, it can be expressed in one word.

But that one word, commitment, is not easy to deliver consistently, especially for over five decades and through many ups and downs in the economy, hurricanes and even a pandemic. So how has this family-owned business built a tradition and reputation on their commitment to the

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community, employees, and customers?

Commitment is ingrained in what they describe as its ‘above and beyond’ culture, starting with the employees. So much so, that Hilton Head Exterminators doesn’t feature its owners or customers in its advertisements, it features its employees.

“Our employees are proud when they appear in our ads and they appreciate that we truly care about them. We understand that what we say about ourselves in our ads is not as important as what our customers say about us to their friends and how our employees feel about our customers and the jobs they do,” said John Harris, Bluffton branch manager.

“As a family-owned company, we work hard to ensure all our employees know how much they are valued – from featuring them in ads to providing thorough and ongoing training,” said Brian DeChirico, Hilton Head branch manager. “We treat everyone like family, and that treatment trickles down to our customers.”

5-Star Review Checklist Give good service.

Make it easy for customers to give a review. Pro tip: Send a link to your Google review page right after a service call.

Recognize and thank employees for positive reviews.

Thank customers for positive reviews.

Be proud because a positive review is a big deal.

Your best customers are right here.

Every business is unique so we will work with you to design a marketing plan that reaches your customers and prospects with the right mix of print, digital, social and online advertising.

THE MORE THINGS CHANGE, THE MORE THEY STAY THE SAME

OCTOBER 2021 + VOL 5 • ISSUE 10 + TITLE HERE

NOVEMBER 2021 + VOL 5 • ISSUE 11 + TITLE HERE

DECEMBER 2021 + VOL 5 • ISSUE 12 + TITLE HERE

LOCALLIFESC.COM

LOCALLIFESC.COM

LOCALLIFESC.COM

SEPTEMBER 2021 + VOL 5 • ISSUE 9 + TITLE HERE AUGUST 2021 + VOL 5 • ISSUE 8 + TITLE HERE JULY 2021 + VOL 5 • ISSUE 7 + TITLE HERE

JUNE 2021 + VOL 5 • ISSUE 6 + ROAD TRIPS

Over the years, Hilton Head Exterminators’ staff has received hundreds of hand-written letters expressing high satisfaction with their service. Fast forward to 2021 and most of what used to come in the form of letters now comes in the form of online reviews, all of which credit employees for providing above-and-beyond service. A five-star review, like a letter, is the highest possible endorsement because a customer is so happy that they take the time to tell you. For Hilton Head Exterminators, reviews and referrals motivate its team to work even harder to maintain “above and beyond” ratings and internal pride.

Reach Business Owners, Influencers and decision-makers in the Q4 issue of LOCAL Biz. Space and editorial considerations are limited so please let us know if you are interested in a complimentary consultation.

H I LT O N H E A D • B L U F F T O N • B E AU F O RT

June 2021

a d vent ure a w a it s

THE SECRET SAUCE FOR FIVE-STAR REVIEWS IS …

LOCALLIFESC.COM

LOCALLIFESC.COM LOCALLIFESC.COM

LOCALLIFESC.COM

Drumroll — give five-star service. The secret sauce for five-star service is to commit to it at every level, every day, starting with your employees. At Hilton Head Exterminators, living up to its commitment to a culture of “above and beyond” service means that five-star reviews take care of themselves.

Check out 297 5-star reviews by Googling Hilton Head Exterminators. ■

Reach Upscale Homeowners in LOCAL Life. The only independently audited print publication that is verified to reach 23,000 mailboxes in addition to premium display stands every month.

ROA D T R I P P I N ' + H OT & C O O L TO U RS + B U C K E T- L I ST LO CAT I O N S

Call: 843.802.2258 Email: info@localbizsc.com Visit: localbizsc.com/advertise/ Q4 2021 + LocalBizSC.com

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Who you know is ‘almost’ as important as what you know

THE SECRET SAUCE IN NETWORKING IS YOU!

BY HANNAH MASSEN,

A NETWORKING SUPERSTAR IN THE MAKING.

The word “networking” has taken on an almost mythical status in our society. After attending dozens of awkward cocktail parties and never hearing back from that friend of a friend in your industry, it might feel like professionals who claim to have a strong network might as well be in the Illuminati – a secret organization of savvy business people that you just can’t seem to tap into.

Networking is something we all know we should be doing, but it’s often unclear why, what the benefit will be, or where to start. We get it – when your calendar is already overcrowded with meetings, appointments, and family obligations, the last thing you want to do is make small talk with strangers.

But there’s a reason why networking always comes up in business discussions: it works! Connecting with other professionals can open the door to new business opportunities, generate ideas, and bring in new business.

Don’t give up on networking just yet, because we’re here to help. These tried-and-true networking tips will help you make critical connections faster (and make the process much less groan-inducing).

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HAVE A (LOOSE) PLAN Most people’s anxiety about networking stems from a fear of the unknown. Having a strategy in place when you pull up to your next networking event can help you feel more confident. Create a few goals you want to accomplish with each interaction, like learning about the other person’s latest project or swapping business cards. This will help you stay focused and on-task instead of stuck wondering what to say next.

DON’T TREAT IT LIKE A JOB INTERVIEW Even if your goal is to switch careers or strike up a new partnership, don’t treat a networking encounter like a job interview. Sure, it’s important to present yourself well and come with an elevator pitch in your back pocket, but no one wants an hour-long explanation of your career. Instead, keep the focus on finding common ground that you can build a stronger relationship on. Ask thoughtful questions and actively listen to the other person’s answers. You might identify a mutual goal or challenge you can work towards solving together.

SURROUND YOURSELF WITH POTENTIAL CONNECTIONS – ONLINE AND OFF They say you are the sum of the people you surround yourself with, so if you have a vision of the kind of person, boss, or community member you want to become, go where those kinds of people are. Whether it’s a professional LinkedIn or Twitter group or a coffee shop that’s frequented by fellow CEOs, you’ll be amazed at how many connections you’ll make – and the ideas you’ll generate – when you place yourself in productive environments.

GIVE A LITTLE Networking is one of the best ways to advance your career, but remember: it’s a two-way street. Your contacts could benefit just as much from your knowledge and expertise as you could benefit from theirs. Offering to help your connections shows you are generous and dependable, and is an excellent opportunity to demonstrate your knowledge and creativity. Networks aren’t linear, so even if you’re looking to them for new connections, don’t be afraid to make referrals or introduce your contacts to people you already know.

ALWAYS FOLLOW UP The golden rule of networking is to follow up with every new connection you make. Laying the foundation for a beneficial relationship doesn’t matter if you don’t bother to connect after the fact. Send a LinkedIn request or email a few hours after meeting someone – but beware of autofilled responses. Even if you came home with a stack of new business cards, every message you send should be personalized. We recommend asking an open-ended question to keep the conversation going, or suggest some concrete dates and times to meet again. And remember: even the most expertly crafted follow up message won’t get you far if you only reach out once. Make a note or set a reminder to check in again soon.

NEVER BE AFRAID TO ASK Congrats – your network is growing! But what’s the point of having these new connections if you don’t use them? Don’t overdo it, but you shouldn’t hesitate to reach out to your contacts when you need them. Want an introduction? Ask. Want a meeting? Ask. Want feedback? Ask. It’s true: when it comes to business, it really is all about who you know.

Use these tips to become a self-assured networker – without having to slam three glasses of the cheap chardonnay at the open bar. ■

Q4 2021 + LocalBizSC.com

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Five digital marketing trends affecting small businesses TO BE THE BEST, ANTICIPATE WHAT LIES AHEAD COMPILED BY COVERWALLET.COM

■ FACEBOOK GROUPS Now that Facebook has brought Groups to the forefront, being active in targeted, high-quality groups help you connect with people who are looking for your services. You just have to make sure you're adding value and not being spammy. Once you connect with people in Groups, it's pretty common to jump over to DMs in Messenger to have a more detailed dialogue.

■ VOICE SEARCH Websites must be optimized for voice search. Voice-user interface allows users to interact with websites through voice commands, so it adds usability and functionality to your site. It makes it accessible to all users, including those with limitations and disabilities. Smart speakers are only getting more popular so being able to optimize for voice search will be key to maximize the marketing and advertising opportunities on Siri, Alexa, Google Home, etc. Are you prepared when customers ask for help like, “Alexa, what is the best Mexican restaurant in Bluffton?” If not, you are missing a big opportunity.

■ PODCASTS Podcasts are ads people actually want to listen to, so being a guest on a podcast is a great marketing strategy for any business. The audience is segmented, so it is easy to find your niche. Getting interviewed can expose you to hundreds and sometimes thousands of listeners. Bonus: every time you are a guest on a podcast you can get Google entries for each podcast you appear on.

■ NEW GOOGLE FEATURES Google is constantly updating search features and opportunities, like the recent changes to the SERP (Search Engine Results Page). With the featured snippets and instant answers appearing ahead of search results, even companies with fantastic SEO are losing clicks to Google because Google presents a lot of information in the search result so there is no need to visit a site.

■ GOOGLE MY BUSINESS This is a trend that keeps giving and is free, as in zero dollars. Among other features, you can read and respond to reviews from your customers. Post photos that show off what you do. Businesses that add photos to their Business Profiles receive 42 percent more requests for directions on Google Maps, and 35 percent more clicks through to their websites than businesses that don’t. ■

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Ways mail privacy protection impacts email marketing ADVICE FROM THE EMAIL PROS AT CONSTANT CONTACT

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While not much is changing in terms of how to use email marketing successfully, there are some things you should be aware of. It’s important to note that these changes aren’t specific to any email marketing provider, but will impact the world of email as a whole, no matter what platform you’re using for your email marketing.

Here are some of the top changes resulting from Apple’s new privacy features that might affect you.

■ Open rates likely will increase but are no longer reliable.

Since Apple will begin pre-loading email data regardless of whether a user actually opens an email, email open rates will become unreliable. You might see your email open rates skyrocket as a result of these changes, but those won’t be actual email opens.

■ Click-to-open rates likely will decrease but are also unreliable.

A click-to-open rate (CTOR) is the number of unique clicks your email receives, divided by the number of unique opens. In the past, this was a favored metric for email marketers to measure how effective their content was at motivating their audience to click. However, since CTOR is a function of your email opens, Apple’s new privacy changes will cause your CTOR to plummet, which makes CTOR a relatively unreliable metric going forward.

But there is some good news. Mail Privacy Protection will not have an impact on your total clicks. Clicks remains a reliable way to measure the success of your email because it simply shows the total number of email recipients who clicked a link in your email. Comparing total clicks across email campaigns with a similar number of recipients is a good way to assess which campaigns are most engaging.

■ Individual user data (like location, time opened, etc.) from Apple Mail users will no longer be available to email marketers.

Since Apple is working to protect Apple Mail users’ individualized data as they beef up its Intelligent Tracking Prevention, it’s likely that marketers will have access to less and less information about an individual subscriber’s online activity.

Here’s some of the individualized subscriber data expected to become less accessible for all marketers: • Time an email was opened • Device used to open an email • Location from which an email was opened ■ Personalization isn’t going away, but it’s changing a little.

Most forms of email personalization— like including names in email subject lines, or personalizing content based on what a subscriber has clicked on — will remain unaffected. The types of personalization you’ll need to be careful about are based on — you guessed it — email opens.

More good news: Email still has the highest return on investment of all forms of marketing and is even more likely to drive sales than other channels, such as social media marketing.

When it comes to email marketing, focus still should be on driving real results, like increasing sales, reaching new customers, and engaging existing customers. The ultimate goal has never been to get the highest possible open rate. ■

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Since Apple is working to protect Apple Mail users’ individualized data as they beef up its Intelligent Tracking Prevention, it’s likely that marketers will have access to less and less information about an individual subscriber’s online activity."

Q4 2021 + LocalBizSC.com

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HUMAN RESOURCES

What recruiters really hear when hiring HOW ONE OF THE LOWCOUNTRY'S TOP RECRUITERS FINDS TOP TALENT

BY LESLIE T. SNADOWSKY

Looking for a job as a kayak nature guide or a stand-up paddleboarder?

At Outside Brands’ Outside Hilton Head, Human Resources Director Susan Edwards, PHR, SHRM-CP, is looking for candidates with hospitable attitudes.

“The skills of the job, in terms of the technical aspects, those can always be taught,” she says, “but an outgoing, friendly personality is not something we can persuade as an employer.”

It’s a refreshing take on a challenging labor market where companies like this outdoor adventure, destination management and specialty retail business aren’t ruling out potential employees for possessing alternate skill sets.

“When hiring, you need to be open-minded, especially in this day and age and with all the change we had to overcome this last year,” says Edwards. “Just remember skills are transferable from one industry to another.”

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SUSAN EDWARDS, PHR, SHRM-CP, director of human resources for Outside Brands, says you can make a good impression on your first interview by showcasing your personality and your hospitality.

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Two tips for making the right hire:

1

“Did the candidate show up 10 minutes prior to the interview?,” asks Edwards. “A candidate who shows up early is proving they are responsible and will be on time for work. Be sure to review their online profile or resume and have interview questions together well before the scheduled interview in case they arrive early.

2

Did the candidate learn about the company before the interview? It may sound like a Job Interview 101 tip, but if you've taken the time to interview them, and they've taken the time to apply, they shoiuld have done their reasearch about the company and position.

“The skills of the job, in terms of the technical aspects, those can always be taught, but an outgoing, friendly personality is not something we can persuade as an employer.”

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Edwards, who manages 120 employees, says the way an interviewee answers standard interview questions really can help her decide who would be an asset to Outside Brands.

“If I ask what accomplishments you are most proud of, and you answer with ‘I did this,’ ‘I did that,’ you’re probably not going to be a team player,” she says. “If you say, ‘me and my team did this,’ or ‘we developed that,’ or ‘I participated on this,’ if you are able to give accolades to other co-workers, that’s going to show me you are someone who is focused on the team versus yourself.”

Edwards says when asked to reveal something that’s not on your resume, she wants to hear about the creative things you do in your spare time. “It shows me if you have ambition or initiative, and if you are active and not someone who is waiting for someone else to call you to go do something.”

How about the dreaded, “Tell me about a difficult work situation and how you overcame it,” question? “Always have one example ready, even if it’s from 20 years ago,” Edwards said. “Something about how you overcame a situation and the lessons you learned from it and how you moved forward from it. That’s what recruiters and hiring managers are looking for. It’s not necessarily hearing about what difficulties arose, but what happened after that difficulty and how you handled it after the fact.” ■

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HUMAN RESOURCES

PRO TIP

“During termination situations, it is helpful to prepare an informal script,” says Azallion Kenny. “Maybe it’s not something that you read word for word from, but it does have the main talking points or bullet points you want to cover during the termination conversation.”

You’re fired!

MELISSA AZALLION KENNY Burr & Forman partner Melissa Azallion Kenny represents clients in multiple industries including manufacturing, technology, health care, quick service/food service, hospitality, government and education

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LETTING SOMEONE GO, LEGALLY

BY LESLIE T. SNADOWSKY

“You’re fired!”

It’s a succinct phrase that packs a lot of punch and possible legal liabilities.

According to business immigration, labor and employment lawyer Melissa Azallion Kenny, a partner at regional law firm Burr & Forman, there are several ways to transact a seamless termination.

POLICIES AND PRACTICES “One of the most important things in termination consideration is documentation,” says Azallion Kenny.

“What documentation does the employer have to support the termination; should the employee challenge the termination?”

She advises to lean on any prior disciplinary warnings or performance evaluations for reasons to fire someone and to consult your company’s handbook for any relevant policies that relate to reasons for termination.

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“If you had a specific termination policy that addressed, for example, somebody who consistently failed to call in and show up for work over a repeated period of time, that would be helpful to point out in support of the termination.”

She also says employers need to reflect on how past situations were handled to ensure company practices are consistent and treat everyone fairly in the disciplinary process.

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“An employer should only consider termination situations for employees, not independent contractors,” says Azallion Kenny. “As long as the termination is not discriminatory or illegal, then the employer has a lot of flexibility to terminate an ‘at will’ employee who is not pursuant to a contract or an employment agreement and can be fired for any reason at any time.”

If you’re trying to terminate a contractual employee, Azallion Kenny says a contractor or an employment agreement may address very specific reasons as to whether somebody can be terminated or not for cause.

“The termination decision where you are applying your handbook policies and your past practices should only be done for a contractual employee,” she says.

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GET TO THE POINT

Do people say it’s a scam?

“In a termination meeting, be simple and straightforward and honest,” says Azallion Kenny. “A lot of times employers, particularly when they don’t have good documentation, don’t want to be candid about the reasons of the termination. But if they need to use that in a subsequent defense, that becomes challenging because the employee can say they never heard about the reason for the termination.”

She also advises employers to keep disciplinary meetings short and professional and to invite a managerial wingman to sit in on the meeting.

“Sometimes it’s helpful to have another person present at the termination meeting,” she says, “so that if someone challenges what was said, there are two people who can attest to the contrary.” ■

Credit card and check are safer.

Watch out for names that only look like well-known charities.

Search the charity name online.

Ask how much of your donation goes to the program you want to support.

Donating online?

Be sure where the money is going.

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Q4 2021 + LocalBizSC.com

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HUMAN RESOURCES

Acing your employee’s performance review YES, YOU HAVE TO DO THEM.

BY LINDA KLINGMAN

Everyone wants to know how they’re doing at work. That’s why performance reviews are important. Although feedback should be a daily and weekly discussion, a formal written review at least once every year will re-emphasize successes and areas for improvement, establish benchmarks, and provide career planning.

In the annual review, employees never should be a surprised because of the ongoing discussions throughout the year. Employees also should know well in advance what they will be evaluated on, based on their job descriptions, and what the format will look like.

Managers often struggle with both the preparation for and delivery of performance reviews. Here are some tips to use to ensure that people managers are successful.

1. Document all year round. Make notes about successful projects, missed deadlines, and any important milestones employees reach (or miss). Also note any behavior issues, like absenteeism or inability to get along with coworkers. Talk about these events as they happen, but discuss them again during the review.

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2. About two weeks before the review, ask your employees to rate their performance and set SMART (Specific, Measurable, Achievable, Relevant, Time-bound) personal goals. Remind them that if they rate themselves as “meeting expectations,” it’s a good thing. Explaining this in advance helps to avoid self-overrating and potential drama during your upcoming meeting.

Complete the same form in advance for your employee’s review. Then compare the employee’s assessment with your own. You’ll see where you agree and where ratings differences can be a discussion point.

3. Prepare. Review your previous documentation to ensure that you cover all important points. If you wing it, you’ll miss opportunities for feedback on areas of improvement like missed deadlines and forget to reinforce successes. Reviewing your notes from throughout the year helps you assess performance fairly, avoiding the error of only looking at recent events.

4. During the review meeting, ask questions such as: ■ What are your most challenging goals?

■ How can the department support you?

■ What do you want to achieve this year?

■ As your manager, how can I be more helpful?

■ How often do you want feedback?

These kinds of questions cement the relationship and build trust that you are collaborating in their success.

5. Avoid the “halo or horns” effect, a bias that causes you to be overly influenced, positively or negatively, by a single quality, personality or physical trait, or experience that you’ve had with the employee. Balance your feedback.

Be fair. However, if performance is “below expectations,” tell them so they have a chance to make it right.

LINDA KLINGMAN is the owner of HRCoastal, a company that delivers HR and organizational development outsourcing, consulting and training for small to medium sized businesses. Learn more at hrcoastal.com.

“A formal written review at least once every year will re-emphasize successes and areas for improvement, establish benchmarks, and provide career planning.”

6. Use the sandwich approach.

Start out the meeting with positive comments about their performance. In the middle, bring up area(s) for improvement, and then end on a high note about how employees’ goals will contribute to the organization.

Using these tips can improve your conversations at performance review time, making it a two-way conversation that builds trust with your employees. If you do a good job, your employees will start fresh in a new performance year. ■

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HUMAN RESOURCES

The best

one

for the job POST-PANDEMIC HIRING PRACTICES TO HAVE ON YOUR RADAR

It’s been repeated ad nauseum that Covid shook nearly every industry to the core, but the pandemic was especially tough on recruiters.

While many companies were forced to let some employees go, those looking to hire new talent faced a particularly tough set of challenges. HR managers had to change their interview strategies, onboard candidates remotely, and pooled applicants from long-distance locations – possibly for the first time ever.

But even now that Covid vaccines are widely available and most businesses have reopened their doors, some of the hiring practices that emerged during the pandemic might be here to stay. If you’re looking to expand your team, these post-pandemic recruiting trends should be on your radar.

KEEP SUPPLY AND DEMAND IN MIND

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The new way

Recruitment has changed significantly during the pandemic with remote work and virtual hiring. Many employers have taken to social media to connect with potential hires.

After nearly 20 million people lost their jobs during the pandemic, the economic pendulum is swinging the other way. Now that companies are reopening, they’re eager to hire new workers that can fill vacant slots at their firms, and are getting creative with their hiring practices to stay ahead of the competition. They’re offering higher wages, signing bonuses, and even cash incentives for candidates just for showing up to interviews in fields where this is an unusual practice. One $7 billion manufacturer has even created a training institute for recent high school graduates because they were unable to find enough skilled workers to staff their automated manufacturing plants. Be prepared to sweeten the deal for candidates if you’re serious about attracting new talent.

VIRTUAL INTERVIEWS ARE HERE TO STAY If you haven’t already, now is the time to brush up on your Zoom interview etiquette. While recruiters have been holding remote interviews for years (mostly for initial conversations), you can expect interviews to take place almost exclusively online for the foreseeable future. Video interviews are much simpler and more cost-effective than flying in candidates for multiple rounds of interviews, and they allow recruiters to quickly switch from one meeting to the next. You might as well hold onto that Zoom Pro subscription if you’re planning to expand your team.

ELEVATE YOUR EMPLOYEE EXPERIENCE After going through a collective crisis, people have changed. They’ve had time to reflect on what’s important in their lives and set new priorities, including maintaining a better work-life balance or working for a business that values them as people. Applicants are weighing opportunities differently, including how companies treat their employees. In fact, a recent Gartner research report found that “65 percent of respondents reported halting the application process because they found some aspects of the job or the company unattractive.” It’s no longer just about the money – it’s about the all-around experience. Consider instituting employee outreach programs or bonding activities, offering a remote or hybrid work option, or extending your business’ paid vacation days. Your employees – and applicants – will thank you.

AUTOMATE YOUR HIRING PROCESS Video conferencing platforms aren’t the only online tools recruiters turned to during the pandemic.

Using automated applicant screenings can improve recruiter efficiency by eliminating repetitive administrative tasks and data entry errors. Narrow down applications to the most qualified candidates by auto-screening applications for keywords or using chatbots to answer quick application questions on your website. Your recruiters won’t have to spend hours weeding through resumes to find someone who’s certified in Excel when they could be looking for a candidate who fits your company culture. ■

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HUMAN RESOURCES

Top seven questions to ask an interviewee for any job NEW SPIN ON OLD INTERVIEW QUESTIONS

1. What makes you the most qualified candidate for this position? This is an important question for several reasons. The first and most obvious reason is that this question gives the interviewee the opportunity to expand on the qualifications they possess that make them best suited for the job. It also allows candidates to identify any qualifications that weren’t listed on their resume that may be important for the position. Additionally, this question ensures that the candidate has a good understanding of what the job entails and the skills they need to be successful in the position. EXAMPLE: “I truly believe I would be a great fit for this position for several reasons, with my extensive experience in the marketing field being number one. I have a track record of success when it comes to marketing projects and have managed marketing teams of 10 or more people at a time. I have honed my communication skills to ensure that no matter with whom I am working, we are all on the same page. My experience and expertise mean that I’ll start contributing to this position from day one and I can’t wait to bring everything I have to offer to the table.”

2. Do you work better independently or as part of a team? This question is especially important if the position requires the candidate to work more on their own or more as a team. Depending on the job requirements, the answer the candidate gives can help you determine if they will be a good addition to your team.

EXAMPLE: “I have experience with both independent and team-based work and am comfortable working in either setting. It seems like this position requires a lot of independent work, which I am confident I can complete in a successful manner.”

Indeed.com is the highest-traffic job site in the country, so they know a thing or two about recruiting. According to the experts at indeed.com, these are seven questions you can ask your interviewee to better understand their qualifications, skills and if they’ll be a good cultural fit.

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3. How would your friends and/or coworkers describe you in three words? This question gives the interviewee the chance to highlight their best attributes as well as whether they will be a positive addition to your company’s culture. You can get an idea of the candidate’s personality, as well as how they interact with others, based on their answer. EXAMPLE: “My previous coworkers told me they believed I am exceptionally organized both with my projects and my time. I also have been told that I am a highly motivated individual who gets things done at all costs. My friends would definitely say that I am easy to communicate with, as many of them come to me in confidence to discuss various issues.”

4. What’s one skill you have that sets you apart from other candidates for this job? This is a great way to measure how well the candidate understands the position and what it requires. By asking them to choose only one skill, the candidate must decide which skill is most important for the job. EXAMPLE: “The one skill that sets me apart is my strong communication skills. Whether it’s through email, on the phone or in person, I am an incredibly effective communicator. This position requires effective communication and I believe that this skill is what makes me the ideal candidate.”

“Indeed.com is the highest-traffic job site in the country, so the know a thing or two about recruiting.”

5. What professional accomplishment are you most proud? This is a great way to allow the candidate to expand on their strengths as well as to talk about something they’re proud of in their work history.

This question can help ease tension and boost the candidate’s confidence. EXAMPLE: “I am most proud of my contribution to the new employee handbook in my previous HR position. Prior to my revisions, the handbook was confusing and caused several issues among employees. The edits and changes I made created a streamlined approach to the handbook and greatly improved overall employee understanding and adherence to workplace expectations and regulations.”

6. Why are you leaving (or why did you leave) your current position? This question gives you a chance to better understand what the candidate is looking for in a job. Most candidates will list a few negative aspects of their current position that have led them to seek other employment, and these aspects can inform you as to what the person wants in a new job. It also can uncover any red flags such as excess complaining or negativity that you may not want in a potential employee. EXAMPLE: “The company I currently work for has given me the opportunity to really hone my craft in technical writing and I have enjoyed my time there. However, the company is currently going through several infrastructure changes that are negatively affecting many employees’ positions, including my own.

I am looking for a new position to continue to grow as a technical writer in a more stable environment.”

7. How do you feel your current (or most recent) company could improve its overall operations to be more successful? This question is a great way to get an idea of an interviewee’s ability to assess an organization’s productivity in a big-picture sense. It also can give you more insight as to why they are unhappy or want to leave their position at their current place of work. EXAMPLE: “I feel that if my current company were more proactive about ensuring all employees understood their job expectations, the company would see a higher rate of productivity. I would suggest weekly team meetings to my current company to help employees stay up to date on projects and goals and promote communication between management and employees.” ■

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MONEY MATTERS

Five easy holiday tactics to grab attention for your business

GROW YOUR BOTTOM LINE WITH THESE HIGH-ROI IDEAS

BY BARRY WILSON The holidays are upon us, giving smart business owners the opportunity to raise their businesses’ profiles and attract new customers. No matter what industry you’re in, high-quality, eye-grabbing print materials can go a long way toward a better bottom line. And there’s no time like the holidays to connect with people and create a positive connection with your brand.

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Here are five holiday ideas to help you get attention and kick-start your business for 2022.

PERSONALIZED HOLIDAY CARDS A well-crafted holiday card is a great way to strengthen relationships with customers, as well as reach out to prospects you’d like to do business with. Nothing says “we care” more effectively, and this is the perfect time to make that personal connection with a custom card.

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A holiday-themed brochure or booklet will help associate your product or service offerings with the festivity and joy of the season. Your customers are already primed for holiday excitement, and this is your chance to build that bridge between your brand and the celebration of the season.

DOES YOUR INVESTMENT STRATEGY HOLIDAY SIGNAGE Analytics show that great signage translates to more sales. This is especially true during the holidays, when consumers are more likely to be out and about, gazing into storefront windows as they shop. Holiday signs that advertise your products or services will draw people towards your store, translating to more business and excitement around your brand.

CUSTOM HOLIDAY STICKERS Stickers with branding on them can be a wonderful way to boost your brand recall and advertise your services. For the holidays, a printer can design a holiday-themed sticker line to put on packaging or to hand out to customers. If it’s a great design, people may even put the stickers on their laptops or water bottles, effectively giving you free advertising.

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Holiday marketing for any business, big to small, from restaurants to Realtors, is a wonderful way to celebrate, drive sales and strengthen relationships. ■

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Summit and Cetera are affiliated and under separate ownership from any other named Q4 2021 + LocalBizSC.com 63entity.

MONEY MATTERS

Michael Kabiri’s Transworld Business Advisors focuses on three core concepts: Business Brokerage, Franchise Consulting and Franchise Development.

Buying, selling businesses shouldn’t be taxing TRANSACTIONAL TAX TIDBITS

BY LESLIE T. SNADOWSKY Certified business intermediary Michael Kabiri is the managing member and broker-in-charge of Transworld Business Advisors in the Hilton Head, Bluffton and Beaufort region. He says you shouldn’t feel taxed contending with financials when buying or selling a business.

“One of the most important things buyers look at is your tax returns,” says Kabiri. “People buy existing businesses based on how much income they can earn from it, so tax returns make a huge difference.”

From the listing of the business to the close of the sale, Kabiri’s company specializes in existing business and franchise transactions, valuations, franchising, mergers and acquisitions and commercial real estate.

In his opinion, how you organize and strategize your tax liabilities and opportunities can make or break a successful deal.

PRO TIP “If a business owner wants to buy or sell a business, now is the perfect time for doing just that,” says Kabiri. “The current administration is talking about raising capital gains taxes from 20 to 39 percent. After a business is sold and all expenses are paid, the money left over is subject to capital gains taxes, and at 39 percent that’s a huge impact on the amount of real money a seller is going to collect after the sale is over.”

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MICHAEL KABIRI of Transworld Business Advisors

■ Invest In technology “Keeping accurate tax records is critical for anyone trying to sell a business,” says Kabiri. “Most small businesses that are sold are financed through the SBA because most of the value of a small business is not its hard assets but its goodwill. Banks, as a general rule, do not finance goodwill, so they turn to the SBA as a guarantor. When you go through SBA financing, the SBA wants to see three to five years of tax returns.”

Kabiri says small businesses can DIY when it comes to keeping checks and receipts, but keeping digital backups and investing in technology to keep track of sales and expenses can save time, money and headaches in the long run.

■ Keep expense reports “No matter how big or small the company, employees are usually asked to submit expense reports,” says Kabiri. “Businesses should not reimburse expenses without receipts. You have to keep in mind that once you pay for perks, it has to be taxed.”

Kabiri says companies need to justify expenses, otherwise reimbursements can be considered earnings. And if those earnings are not reported properly, then you are avoiding paying taxes.

■ Plan an exit strategy today “Talk to a certified business intermediary because every company should have an exit strategy with a finite date in mind,” he says. “Take into account how you’re organizing your financing and tax records, how many employees you’re going to have, how you’re planning to grow and what you’ll be investing in.”

Kabiri says if you want to buy or sell a business, start taking action today because it can take a long time to find financing and qualified buyers. ■

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MONEY MATTERS

The Bluffton Bookkeeper shares comforting advice

BY LISA PEACOCK “There’s an app for that” was the go-to phrase every time someone wanted a time-saving solution during the tech revolution. Fast forward to 2021 and our prayers were answered, and then some.

Now there may be too many apps and not enough human experience and knowledge for the apps.

By running headfirst into the digital age, it seems that businesses became more about growing transactions and less about building personal relationships. That was until Covid hit. During and since Covid, there has been no choice but to pause and take stock of where we were not only on a business level but personally as well.

One issue I struggle with is the balance between efficiency derived from technology and automation versus the power derived from strong human relationships. For example, my company, The Bluffton Bookkeeper, specializes in the QuickBooks® Online Accounting platform because technology is great when it works. However, we try to balance that technology benefit with the human contact needed because our clients want to work with people they know, like, and trust as well as locally to assist when they get stuck. Technology and apps alone are not a business panacea.

T

Balancing the books is not just about balancing the numbers

The Bluffton Bookkeeper was born from a technology-advancing mode, and applies this attitude towards helping small-business owners keep up with the times. Start with booking an appointment online at blufftonbookkeeper.com.

The 2021 focus for The Bluffton Bookkeeper has been to take a step back, re-evaluate our life/work balance and transform ourselves into contributors to not only our business obligations, but to our communities and families as well. We learned that, while technology is the answer to many of our needs, we cannot allow it to consume us. We need to ensure we are a community that truly works, lives and helps each other. After all, that is the “Bluffton state of mind.” ■

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BEST ADVICE

The best ways to retain (and gain) customers

BY RANDI BUSSE

As an avid LOCAL Biz reader (and advertiser), I picked up some valuable tips in the most recent Q3 “Money” issue that helped me evolve my approach to balance in business.

Aim to impress. Whether it’s order number one, or order number

■ Leah England said it best, “Build meaningful connections that positively impact lives and the community.”

Never take your customers for granted. Customers are free to buy from another, and believe me, there are plenty of businesses that offer the same products and services that you do, and they’re just waiting to move in on your customer. Let your customers know how much you value them. And tell them often!

TAKEAWAY: We cannot survive this extremely rocky path on our own and must be able to reach out for a helping hand AND be that helping hand when called upon. Be that helping hand.

■ John O’Toole pointed out that Beaufort County has grown by more than 33,000 residents since the 2010 census. For me, as a resident since 1992, that means within all of those people, your tribe awaits.

TAKEAWAY: Speak to lots of business owners and residents, find the personalities that are best suited to yours and make that your circle of helping hands.

twenty-one, make sure the product or service you provide is top quality. Don’t skimp.

Treat them right. Make them feel special, valued and important.

Every single day. Go above and beyond what they expect from you. Giving them what they expect is satisfying your customer. You want to do more than satisfy them, you want to WOW them.

Listen to them. Oftentimes, we think we know what customers are going to say so we listen with only one ear, assuming we know what’s coming out of their mouths next. We have two ears and one mouth for a reason. Do twice as much listening as you do talking and your customers will tell you everything you want to know about them, and then some.

If you make a mistake, own it. Acknowledge it, admit it, and then make it right. You’ll gain more credibility with your customer, and they’ll probably appreciate you for doing so.

Ask them how you’re doing. Feedback is the breakfast of champions. Ask your customers how you’re doing and what you can do to improve. And then do it! When you give your customers what “they” want, instead of what you want to give them, they will love you for it. And tell others about their great experience.

Show interest in them, both professionally and personally. Celebrate their successes with them, and show empathy for their problems. Be their biggest cheerleader, and they will be yours in return.

By following these steps, you will turn your customers from “simply satisfied” to “loyal.”

And loyal customers are your best form of advertising, and it doesn’t cost you anything. ■ LISA PEACOCK is the owner of The Bluffton Bookkeeper, a bookkeeping service based in Bluffton dedicated to helping small businesses succeed and grow.

Lisa Peacock wants to help get a business started on the right foot and offers a helping hand throughout the process.

RANDI BUSSE is a SCORE volunteer, customer service speaker, trainer and author of “Turning Rants Into Raves: Turn Your Customers On Before They Turn On YOU!” workdevgroup.com

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MONEY MATTERS

How to develop a successful business growth strategy

BY DAVID NELEMS

Use these tips to implement an actionable business growth plan.

So you started a business. And after months of late nights, early mornings, long meetings, tough pitches, and bottomless mugs of coffee, you’ve launched a website, secured a customer base, and your bank account is in the black. You’ve made it – but you’re not done yet.

Growth is essential to a business’ survival. Roughly 66 percent of businesses survive their first two years in operation, about half make it to the five-year mark, and just 33 percent will celebrate their tenth anniversaries. These numbers highlight the importance of developing a business growth plan. If you’re not innovating, you’re stagnating, and you risk losing business to competitors.

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■ Target your growth areas. You know you’re ready to scale-up your company, but how exactly do you want your business to grow?

Your industry and target market will influence your business decisions, but new customer acquisition is a priority for most companies.

Your growth plan also may include aspects like: • Adding new locations • Product line expansion • Securing partnerships • Renovating your office • Increasing revenue • Digital presence development You may choose to focus on one of these items at a time, but because business growth doesn’t happen in a vacuum, you need to understand how your goals overlap. For example, expanding your product line likely will raise your revenue, giving you the funds you need to open another location. Knowing how one growth area influences another makes it easier to prioritize.

■ Do your research. You might have an idea of what you want to accomplish in the next two, five, or ten years, but you’ll need to justify your growth goals before you invest in new equipment or add to your team. Conducting research on the state of your industry is the best way to determine if your desired growth is both necessary and feasible. Keep tabs on your competitors, read relevant reports, or conduct surveys and focus groups with new and potential customers. Gauging customer attitudes and digging into industry trends will help you determine a budget, timeline, and tactics for your overall strategy.

■ Set SMART goals. SMART goals – which stands for specific, measurable, attainable, relevant, and time-based – is a method for setting clear objectives and achieving tangible outcomes. You should know whether your goals are attainable and relevant from your research, but they should also be well-defined, have corresponding KPIs, and work with your timeline.

■ Secure your resources. Sometimes, you have to spend money to make money. Some businesses may need a capital investment or internal budget in order to expand. Others may need new tools, software updates, or the help of specialists to successfully scale up.

■ Put your plan into action. With all of your planning, resourcing, and goal-setting complete, you’re now ready to execute a growth plan that delivers meaningful results.

While working through your growth plan, make sure you’re holding stakeholders accountable, keeping lines of communication open, and comparing initial and projected results.

Regularly auditing your growth plan will allow you and your team to pivot if need be. ■

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

LEADING THE NATION IN RESPONSIBLE LENDING Finance of America Mortgage’s mission is to be the nation’s preferred home financier by leading the industry in responsible lending. We make this happen using the knowledge and experience of our local advisors, combined with our national size and reach.

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Finance of America Mortgage’s mission is to be the nation’s preferred home financier by leading the industry CONTACT US TODAY TO LEARN MORE. in responsible Branch lending.

We make this happen using or City Name Here 12345 Streetname Avenue | Suite 100 | Cityname, ST 99999 LEADING THE NATION IN RESPONSIBLE LENDING CUSTOMERS AND PARTNERS the knowledge and experience of our localOUR advisors, EVERYTHING TO US o: (555) 555-5555 c: (555) 555-5555 Finance of America Mortgage’s mission is to be combined withf: (555) our national size and reach.

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Cultivating close relationships with email@financeofamerica.com the nation’s preferred home financier by leading FOAmortgage.com/BranchName and partners is essential to who w the industry in responsible lending. We make this we do. happen using the knowledge and experience of our local advisors, combined our national ARE OUR CUSTOMERS ANDwith PARTNERS size and reach. ©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 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Financial Protection and Innovation under the California Residential Mortgage Lending Act | Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage Banker -- NYS Banking Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

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CONTACT US TODAY TO LEARN MORE. Cultivating close relationships with our clients and City Herewe do. partners is essentialBranch to whoor we areName and what 12345 Streetname Avenue | Suite 100 | Cityname, ST 99999 NMLS#

o: (555) 555-5555 c: (555) 555-5555 f: (555) 555-5555 email@financeofamerica.com JIM ATKINS FOAmortgage.com/BranchName

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

©2021 Finance of America Mortgage LLC is licensed nationwide | Equal Housing Opportunity | NMLS ID #1071 (www.nmlsconsumeraccess.org) | 1 West Elm Street, First F 19428 | (800) 355-5626 | AZ Mortgage Banker License #0910184 | Licensed by the Department of Financial Protection and Innovation under the California Residential Mo Georgia Residential Mortgage Licensee #15499 | Kansas Licensed Mortgage Company | Licensed by the N.J. Department of Banking and Insurance | Licensed Mortgage B Department | Rhode Island Licensed Lender | Massachusetts Lender/Broker License MC1071.

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

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.

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RESOURCES

Resource roundup THE LOWCOUNTRY’S BEST BUSINESS-BUILDING RESOURCES

BY HANNAH MASSEN & LUCY ROSEN There is no shortage of organizations and opportunities to start, launch and grow your business through networking, educational programs, one-on-one mentoring and more – and this doesn’t even include the specialty organizations and associations such as The Hilton Head Area Home Builders Association, Low Country Wedding Professionals, Low Country Human Resource Association and dozens more.

We like to say “You gotta get out in order to get in.” These groups listed below will absolutely help you “get in.” ■

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Hilton Head Island-Bluffton Chamber of Commerce As a 5-star accredited chamber of commerce with over 1,400 members, the Hilton Head Island-Bluffton Chamber of Commerce offers a variety of business-building resources that can boost your bottom line. From its website and social media reach to referrals and ribbon-cutting ceremonies, the chamber offers members plenty of opportunities for enhanced business exposure. The chamber also hosts over 80 events each year that are designed to facilitate learning and networking.

ONGOING EVENTS • Conversations + Cocktails: A monthly networking event open to both members and non-members.

Attendees claim that they’ve never left this event without at least one new contact.

• Executive Connection: An exclusive, quarterly opportunity for business owners and senior leaders to connect. Free for all participants.

• Coffee and Counsel: A variety of topics are covered at this monthly learning event, from developing your social media presence to maximizing your cash flow.

Free for all participants.

• Hilton Head/Bluffton Leadership Program: This prestigious leadership program has been developing leaders in the Lowcountry for the past 25 years.

There is an annual fee to participate, but scholarships are available.

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WAYS TO GET INVOLVED • Business Education Partnership Committee: Perfect for those with a passion for connecting our current business community to up-and-coming professionals.

• Apprenticeship SC: A partnership program designed to build your workforce and train your existing staff as well as youth in our community.

• Public Policy Committee: Take a deep dive into legislation at the local, state and federal level impacting business in the Lowcountry.

• Bluffton Regional Business Council: Join a group of Bluffton business leaders who meet monthly to discuss issues that impact the Bluffton business community.

• The Chamber Young Professionals Program: Provides opportunities for businesspeople under 40 to build connections, make an impact in our Lowcountry community, and participate in opportunities for professional growth.

• Become a SCORE Mentor: See SCORE information..

RESOURCE ROUNDUP • Networking events • In-person and virtual learning opportunities • Mentorship (through SCORE) • Event sponsorship opportunities • Young professionals group • Ribbon-cutting ceremonies Learn more: hiltonheadchamber.org

SCORE SC The Lowcountry is home to an award-winning chapter of SCORE, a nonprofit organization dedicated to helping small businesses get off the ground, grow and achieve their goals through education and mentorship. SCORE provides free and confidential mentoring services to businesspeople in all stages of their professional development journeys, but the many of its clients are business owners who are in their first year of operation. The mentors, who volunteer their time and expertise, work together to provide each client with individualized advice and feedback. All SCORE volunteers receive specialized training offered by the association and are certified in mentoring methodology. Each client is assigned a “lead mentor” who may contact other in-chapter mentors or one of the over 10,000 volunteers (including mentors, subject matter experts, workshop presenters, volunteers) if more than one opinion is needed. SCORE offers various virtual workshops throughout the year, which are recorded for future reference. SCORE is a US Small Business Administration resource partner.

WAYS TO GET INVOLVED

ONGOING EVENTS

RESOURCE ROUNDUP

• Online workshops: SCORE offers dozens of virtual learning seminars and workshops throughout the year. Visit www.sclowcountry.score.org for an updated list of events.

• Mentorship • Networking events • Virtual learning opportunities • Professional development and leadership seminars

• SCORE counseling: For those who want to start a business or grow an existing one, SCORE offers free one-on-one mentorship by seasoned professionals in a variety of fields.

• Become a Mentor: Do you have years of business experience you’d be willing to share? SCORE is looking to grow its network of Lowcountry mentors. Visit www.sclowcountry.score.org/volunteer for application details.

• Lead a Workshop: Whether you have a passion for graphic design or have been in the finance industry for 50 years, there’s an audience for your SCORE workshop.

• Community Outreach: Build meaningful relationships with other organizations in your community that support small business and attract potential SCORE mentors and volunteers.

• Marketing support: Develop marketing plans for the Lowcountry’s SCORE chapter and provide support with content development, website maintenance, social media, email marketing, or other marketing functions.

Learn more: sclowcountry.score.org

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RESOURCES

Greater Bluffton Chamber of Commerce The Greater Bluffton Chamber of Commerce is one of the fastest-growing chambers in the country, probably because Bluffton is one of the fastest-growing areas in the country. Its list of members is constantly growing, giving you more opportunities to connect with fellow businesspeople in the Bluffton area. Grow your contacts list at one of the chamber’s monthly business socials, become a chamber ambassador, meet other new entrepreneurs through the Young Professionals Program, or announce your business’ grand opening with a ribbon cutting ceremony.

WAYS TO GET INVOLVED

ONGOING EVENTS

• Chamber Leadership (Boards and Committees): The Greater Bluffton Chamber of Commerce is a member lead and directed organization. As a chamber member, you can help guide the chamber and strengthen the business community by participating or leading a committee.

• Monthly Business Socials: Network with other Bluffton professionals at the chamber’s monthly Coffee+Connection and Business After Hours mixers.

• Webinars and Lunch & Learns: The Bluffton Chamber partners with its members, local leaders and business professionals to host quarterly lunch & learns and webinars. Visit www.blufftonchamberofcommerce.org/ events for an updated list of events.

• Taste of Bluffton: Sample local cuisine offered by area caterers and restaurants.

• The Golden Oyster Awards: Celebrate and recognize local businesses and their accomplishments by supporting the chamber’s annual Bluffton Business Awards.

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• Chamber Ambassadors: Ambassadors are the ''arms and legs'' of the chamber's activity in the community.

They develop a broad professional network through interacting with local businesses, engaging with members, being involved with local events, and ''plugging people in'' to helpful resources and available opportunities.

• Young Professionals: The Bluffton Chamber Young Professionals program aims to help young, local businesspeople strengthen their networks and develop their personal and professional skill sets.

RESOURCE ROUNDUP • Networking events • In-person and virtual learning opportunities • Mentorship (through SCORE and DRCI) • Young professionals’ group • Ribbon cutting ceremonies and event promotion Learn more: blufftonchamberofcommerce.org

Beaufort Regional Chamber of Commerce The Beaufort Regional Chamber of Commerce provides business growth and learning opportunities to help Beaufort regional businesses be more productive and profitable. The chamber also supports advocacy and community development initiatives to encourage a healthy business climate and community prosperity. Members are eligible to advertise in the chamber’s weekly eblast, and have increased visibility on the chamber’s business directory. They also can request a ribbon-cutting ceremony.

ONGOING EVENTS • Business Socials: Get to know other local professionals at Coffee with Colleagues or Business After Hours, the Beaufort Chamber’s signature networking events.

• Military Appreciation Day: This annual event is the business community’s opportunity to show appreciation for the men and women in uniform at our region’s military installations and thank them

for their service to our country and to our community. The event will be held on Veterans Day, November 11.

• Workshops: The chamber hosts a variety of creative and professional development workshops throughout the year. Visit www. business.beaufortchamber.org/events for an updated list of events.

WAYS TO GET INVOLVED Ambassador program: Chamber Ambassadors actively promote membership in the chamber, facilitate networking among members and encourage meaningful participation and involvement in chamber programs. The Ambassadors meet monthly on the first Tuesday of the month at 9 a.m. in the Chamber’s Conference Room. If you would like to join, applications are accepted at the end of the calendar year.

RESOURCE ROUNDUP • Networking events and ribbon-cutting ceremonies • In-person and virtual learning opportunities • Young professionals’ partnership Learn more: beaufortchamber.org

The Don Ryan Center for Innovation The Don Ryan Center (DRCI) provides entrepreneurs with the resources, support, and guidance they need to start or grow their businesses. In addition to its START and GROWTH educational courses, the DRCI offers its members exclusive business-building resources, admission to in-person and virtual events, and one-on-one mentorship. The offices at the DRCI’s new coworking space, The Hub at Buckwalter, are now open for reservation. Visit www.donryancenter.com/thehub for details and pricing.

WAYS TO GET INVOLVED • Become a member: The DRCI connects its members to the resources and services they need at every stage of their business development process. Visit www.donryancenter.com/ membership to learn more.

• Become a mentor: The DRCI connects members to a network of mentors who have paved the way in their industries. Visit www.donryancenter.com/ mentors to learn more.

• The STARTUP Program: STARTUP Program is designed to help new entrepreneurs advance their early-stage startups and business ideas. They’ll help you navigate the early stages of the business development process, from initial planning to product development.

• The GROWTH Program: The GROWTH Program is designed to help established entrepreneurs raise revenue, break into new markets, or reach their next set of business goals. Participants will receive the guidance, resources, and knowledge they need to take their business to the next level of success.

• The RESILIENCY Program: Have a quick question or just need a bit of advice? The DRCI offers resiliency mentoring to get you the help you need.

RESOURCE ROUNDUP • Networking events • In-person and virtual learning opportunities • Mentorship • Professional development and leadership seminars • Conference Room and Private/co-working space rentals Learn more: donryancenter.com

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ASK THE EXPERT

FUD: Fear, Uncertainty & Doubt THREE REASONS TO HIRE A PROFESSIONAL IT FIRM

BY MARK ROSSI

Even if you have the best IT person in the country, an outside expert will help dispel the dreaded FUD. What if we are hacked?

Will our systems always work? If my IT person leaves, will we be left holding a mess, or worse?

Most small businesses don’t have a budget for a full-time IT department. That’s why so many small businesses turn toward managed IT consulting services.

According to the US Small Business Administration, by “hiring the expertise of subcontractors, independent contractors or freelancers, your business can quickly scale up without the creating of additional overhead.”

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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.

1. Fear hackers: This is not fear mongering but a reality and the threat is growing. If you process payments, if you have client data on your system or if your employees receive and open documents, your business is at risk.

2. WFH uncertainty: While your employees may love the new work-from-home policies, your data doesn’t. Computers need to be protected and you need the confidence that little Johnny won’t jump on the open laptop when mom is out of the room and use an unsecured home network to download some games (and a virus) from a buddy.

3. Looming doubt: The last thing you want to worry about is that your IT person is going to quit, much less get a full-time job. It is critical to plan for a worst-case scenario and make sure you can access all your systems, that you have exit policies and that your data is protected. ■

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843.342.7696 Q4 2021 + LocalBizSC.com

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ASK THE EXPERT

Great leadership demands great communications REACH YOUR FULL POTENTIAL BY FOLLOWING THESE 7 GOLDEN RULES

BY RICHARD ELLIS

“The most important thing in communication is hearing what isn’t said.”

— PETER DRUCKER

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As an executive coach and business strategist, leaders often ask me what will make them most successful.

That’s easy – high-impact communications.

Without strong communication skills, even the most experienced, brightest leaders won’t reach their full potential. Why? Because the strongest leaders are the ones who can motivate their teams to achieve business goals.

Effective communication is critical – I would argue the most vital leadership tool to achieve sustained business success.

You know the old saying “You can’t teach an old dog new tricks?” That may be true but the good news is you can teach business leaders how to become better communicators.

Here are what I call the seven golden rules of leadership communications.

“If you can’t explain it simply, you don’t understand it well enough.”

— ALBERT EINSTEIN

1. Listen deeply: The best communicators listen for understanding and meaning. Then they adjust communications to ensure their key messages are heard.

2. KISS – Keep it short and simple: What are the two or three key messages you want to get across? Whether one-on-one, in a team meeting, or giving a presentation, decide what your most important outcome is and focus on that.

3. Tell a story: Personal storytelling makes your communications more powerful and more memorable. Share engaging, real-life experiences to illustrate your key points.

4. Use humor: Fun is contagious and adds positive energy to your communications. It keeps people listening and increases your chances of achieving successful message delivery.

5. Manage your physical presence: Did you know that up to 90 percent of communication is non-verbal? Leaders project more confidence and get to decision-making more effectively by managing their physical and vocal presence. The simple act of smiling will relax you and make you a more approachable and engaging leader.

6. Take your time: Leaders think they must have immediate answers to every question. You don’t — that’s not optimized communications. Don’t be afraid of a little silence. Take the time you need to think about what you want to say before you say it.

7. No means no: We’re taught the word “no” is impolite. It’s not! Direct language is clear language. Whether it’s verbal or written communications, don’t be afraid to say no when you need to -- just watch your tone so you don’t appear angry.

Remember, being a great communicator isn’t a destination, it’s a journey. So play with your communications style, shamelessly steal best practices from others – and have some fun along the way. ■

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 ellisstrategygroup.com

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ASK THE EXPERT

The talent war is over … talent won FIVE TIPS FOR OUTRUNNING THE OTHER CAMPERS The 'bear' essentials

There has never been a more challenging time to win the hiring game. Hiring and retaining talent is like outrunning a bear — by beating the other people it is chasing.

BY DON HARKEY Let’s cut straight to the chase: It is getting hard to find employees. With 10,000 Boomers retiring every day from now until 2030, it is only going to get harder. It’s a little like you are camping and a bear comes out of the woods and starts chasing you. You won’t outrun the bear, but maybe you can outrun the other campers. Here are some tips.

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1. Put a page on your website about what it’s like to work at your company.

A recent study found that 77 percent of applicants today will do some quick and easy research about your company by going to your website. What are they looking for? Many applicants are looking for clues to help them understand what type of employer you are. If they don’t find anything, many of them never apply. Add a page on your website talking about your mission, vision, and values. Try including some pictures of engaged team members socializing with each other. A little information goes a long way. No information eliminates a lot of potential candidates.

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LISTEN UP! People Centric hosts the More Than Work podcast that will help you learn how to navigate difficulties on your teams, change your culture and help you ultimately know your why. anchor.fm/peoplecentric

2. Be a great place to work The same recent study found that 72 percent of applicants today will reach out to someone who already works at your company to find out what it’s like to work for you. On average in the US, only one out of three employees are engaged. The rest are disengaged or toxic. Put these stats together and you can see what happens. A potential candidate finds one of your employees and asks them what’s like to work for you and you have a two out of three chance that you will not get a good recommendation. If you want to outrun the other campers, you need to start by being a better place to work than the other places.

3. Hire people who are traditionally ‘hard to hire.’

Employment applications are screening devices used to eliminate unsuitable candidates. Unfortunately, they may be eliminating some great candidates who have a history. Would you consider hiring a felon or a recovering drug addict? Many employers are skittish, but there are programs for felons and addicts to help them re-enter the job market successfully. Some of these programs have incredibly high success rates that are significantly better than your odds on a “regular” candidate. With a little research, your company can partner with these programs and open a pipeline of great employees, many of whom will be more loyal and grateful for the chance.

4. Ask your team for referrals.

Too many employers don’t use their greatest potential referral source; their own employees. Let your employees know what you are looking for and encourage them to bring you candidates. Cast the vision for them that you are looking for people they will want to work with. If you have great employees, they will refer other great employees.

5. Do exit interviews (and stay interviews).

When your employees leave, an exit interview is a great way for you to get some frank and honest information to help you become a better employer. However, we recommend that you don’t stop there. Stay interviews--interviews with current employees who are not planning to leave--are an even better way to get information because it shows your employees you care about what type of employer you are.

Becoming a better employer will attract more employees.

Don Harkey Don Harkey’s first responsibility is CEO is to his team. He also spends time speaking at conferences and associations across the country, evangelizing the idea that organizations that create empowerment and alignment end up being much more successful. Don loves it when business owners and organizational leaders learn how they can discover and unleash the talent right under their own nose. He also loves to see employees start to realize their own potential. If you’d like to learn more about what it means to become People Centric, contact Don Harkey at PeopleCentric.com.

The good news in all of this is that if you apply these tips, you will not only attract better employees, you will become a better company. ■

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The secret to doing hard things more often PUT ASIDE THE FEAR AND EAT THE FROG

BY MEL SAVAGE You can’t achieve your goals by only doing the easy things.

This is something I’m sure you intuitively understand and agree with.

Yet, the number one thing that most people complain about on the way to their goals is “it’s so hard.”

I’ve done it too. Guilty!

It’s hard to exercise every day. It’s hard to go live on social media and make offers to people. It’s hard to meet new people and learn new skills. It’s hard to let go of control or be nice to my sister. It’s hard to eat salad for dinner.

People often say things are hard as a reason NOT to do them. But that is exactly the reason TO do them.

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YOU BECOME YOUR BEST SELF BY CONSISTENTLY COMMITTING TO THE HARD THINGS.

MEL SAVAGE My mission is to create a world where everyone loves their job. In my opinion, this is one of the most important skills to have because your career isn’t just about money. It’s also a huge part of your life’s meaning, purpose and enjoyment.

At The Career Reset, I focus on coaching corporate teams and professionals on how to show up at their best for their work and love what they do. I use my 20-plus years in corporate senior management, my life coach certification and cognitive behavioral therapy techniques to empower people in creating any result they want for their career or organization.

I also host the Have the Career You Want podcast which is dedicated to the same mission, and offers weekly insights and inspiration to show up for yourself and your job as the best version of you.

You can learn more about me at thecareerreset.com

So somehow, we need to make it more agreeable to do hard things. How do we do that?

Well, when you really break it down, what makes eating salad for dinner or meeting new people hard?

What’s truly hard about it?

It’s not physically meeting the person, or eating the salad that’s hard.

The thing that’s truly hard is the feeling you might feel when you do that hard thing. The truly hard part is feeling scared or embarrassed or rejected or deprived or judged or nervous, etc.

The truly hard part is feeling the negative emotion.

When we’re committing to a new goal, we think we’re committing to taking the actions to get to the goal, but we’re missing the thing to which we actually need to commit.

What you’re really committing to is feeling the negative emotions that come with doing hard things.

That’s the secret that no one tells you.

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Just do it

The frog is that one thing you have on your to-do list that you have absolutely no motivation to do and that you're most likely to procrastinate on. Eating the frog means to just do it, otherwise you'll end up procrastinating it the whole day.

THE COMMITMENT ISN’T TO DOING STUFF, IT’S TO FEELING STUFF. Being super clear about what you’re committing to upfront is everything. It’s a total game changer.

You’re not committing to learning a new skill. You’re committing to potentially failing as you learn the new skill.

You’re not committing to making offers to people. You’re committing to potentially feeling rejected if they say no.

You’re not committing to eating salad. You’re committing to potentially feeling deprived until you get used to eating the salad.

When you think about it that way, you’re not surprised when you feel that fear or rejection or deprivation. It’s more like, “it’s normal if I feel rejected. That’s part of my commitment to this goal.”

Now I also want to tell you that you don’t have to feel rejected when someone says ‘no’ to you. You also can feel proud that you made the offer, or satisfied that you offered someone support regardless of their decision. It’s not an automatic thing to feel rejected if someone says ‘no.’ It all depends on what you make that ‘no’ mean to you.

It’s the same thing with any other hard thing. You don’t automatically have to feel deprived every time you eat a salad, or scared every time you might fail.

THE TAKEAWAY. The most important thing is that when you allow yourself the space to let it be OK to feel rejected, or deprived or scared, you’re more likely to keep taking the actions you need to take to be your best self.

And being your best self always feels great. ■

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ASK THE EXPERT

CASE STUDY

How Callawassie Island got up to speed RESIDENTIAL COMMUNITY TURNS TO HARGRAY FOR TECH OVERHAUL

BY LESLIE T. SNADOWSKY From phone to internet to video to managed services, Callawassie Island knew if it wanted to keep bringing superlative service to its residents it needed to upgrade its technology.

F

©ALL PHOTOS ARE COURTESY OF THE CALLAWASSIE ISLAND PHOTOGRAPHY CLUB

THE PROBLEM:

Off the grid

Tech savvy Callawassie Island also capitalizes on its alluring Lowcountry views throughout the community and along its three golf courses: The Dogwood, The Palmetto and The Magnolia.

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OUT WITH THE OLD, IN WITH THE NEW When you cross Callawassie Island’s quarter-mile causeway, time slows down a bit inside the upscale gated community. Residents luxuriate in its Lowcountry coastal charm, tee off at its world-class golf courses and commune with nature in front of sweeping water views and under mossy oak trees. But, behind the relaxed scenes, the Island’s amenity infrastructure was searching for ways to get up to speed. “ Our cable system that provided video to our fitness center was outdated and we had a problematic phone system,” says Callawassie Island’s Assistant General Manager David Spivey. “When the phones are down in a community like this, when people can’t get in touch with all the people who work here, that becomes an issue when you’re scheduling group fitness classes, personal training appointments, massages and physical therapy sessions. Our connectivity wasn’t great, we kept having to spend capital funds to replace phone equipment and we couldn’t file share easily.”

Clubhouse 2.0 Renovations to Callawassie Island’s clubhouse were

completed in May 2021. It hosts community events for more than 50 clubs and special interest groups on the island including trivia nights, wine tastings and ecology presentations.

THE RESULTS:

THE SOLUTION:

FIBER OPTIC INFRASTRUCTURE, HARGRAY SMART OFFICE, HMIT Callawassie Island brought in Hargray to build a fiber optic infrastructure connecting all its key commercial amenity locations and to deliver a fiber bulk video full-HD lineup service to its reimagined state-of-the-art Fitness Center. They also incorporated Hargray Smart Office, a cloud-based hosted voice solution, to provide unified communications throughout the community, and HMIT (Hargray Managed IT Services) for Hargray to provide full managed services to all of Callawassie Island’s commercial operations.

“The fiber optic solution will benefit us in many, many ways,” says Spivey, “and with Hargray’s hosted voice solution we have no equipment on site anymore so there is no capital expenditure and no downtime. And if something goes wrong on Hargray’s end, they can service us quickly and remotely from more than one location. Hargray offered two big solutions to our problems and they helped us quite a bit.”

ENHANCED MANAGED SERVICES Callawassie Island’s Spivey says due to Hargray’s solutions, they’re now enjoying higher internet speeds and better fitness equipment video capabilities. Plus, their Welcome Center, Clubhouse, River Club, Golf Pro Shop and other amenity buildings are networked more efficiently enabling his staff of 120 to communicate more effectively.

“We have a lot less downtime because of Hargray’s bandwidth and manpower to respond to us seven days a week,” says Spivey. “They also saved us money.”

“We examined Callawassie Island’s unique challenges and created innovative solutions and a valued partnership with the community,” says Hargray’s Strategic Accounts Manager Jennifer Weidner. “We will continue to deliver the best technology and customer service experience to them.”

KEY TAKEAWAY:

CAPITALIZE ON THE FUTURE Even though fiber optic solutions aren’t available all over the 880-acre private island and first Community Wildlife Habitat in South Carolina, Callawassie Island’s Spivey says they want Hargray to build a fiber optic infrastructure to service all 500+ private residences at the growing community.

“It’s something we’re striving for,” he said. “Hargray has the newest and latest technology solutions to help businesses in the area and they provide excellent customer service, which you don’t hear about phone and internet companies very often.” ■

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SMART STUFF

Get smart

“You know what the happiest animal on Earth is? It’s a goldfish.

You know why? Got a ten-second memory.

Be a goldfish, Sam.” — TED LASSO

HOW TO BE SMARTER THAN A GOLDFISH Reports of the duration of a goldfish’s memory range from seven to ten seconds, but even at the upper end of the range, it is safe to say a goldfish is not very smart.

Ted Lasso on the other hand is brilliant. Ted Lasso is a comedy series on Apple TV in which a small-time American football coach (Ted Lasso) is hired to coach a British soccer (aka football) team. The catch? He knows nothing about soccer. The outcome? Some very funny moments and surprisingly motivational quotes.

In addition to the best business podcasts and other “smart stuff,” check out The Lasso Effect podcast to understand the DNA of a great coach. ■

R

Jason Sudeikis stars as Ted Lasso

Ted Lasso's words of brilliance appear on everything from memes to T-shirts.

On this Sudeikis is wearing a shirt that pays tribute to three English football heroes who faced a barrage of racist online abuse following a UEFA Euro final.

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n

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7 best business websites for learners WHY PAY FOR AN MBA WHEN YOU CAN LEARN AT MIT FOR FREE?

1. Allbusiness.com This is one of the most comprehensive sites on the web for entrepreneurs and growing businesses. Allbusiness.com features articles, advice, forms, agreements, and entrepreneur profiles covering start-up topics, M&A, venture capital, angel financing, sales and marketing, careers, and more.

2. Forbes Forbes has great and comprehensive content across every business category, including the stock market, entrepreneurship, personal finance, innovation, technology, careers, and more. This indispensable business website contains many popular lists including the world's billionaires and the most valuable brands.

3. Codecademy.com This resource offers free interactive programming sessions to help you learn programming languages such as HTML, CSS, JavaScript and PHP. You can save your progress as you go with the free account. Learning to code can help entrepreneurs fix bugs if they don't have a developer, or even go down the road of building their own websites or products.

4. HubSpot Academy The free certification program offers courses on inbound marketing, including website optimization, landing pages and lead nurturing. These skills are a must for business owners as they try to grow their businesses and online presence.

5. MIT Open Courseware These are courses taught at MIT and offered for free for viewing and reading at your discretion. The school put together an entrepreneurship page that lists available courses that are beneficial to new business owners.

6. Coursera Much like MIT's open courseware, this site has 114 educational partners that provide free courses to almost 10 million users. One benefit to courseera is that there are very specific courses that fit perfectly into a particular niche is such as “data management for clinical research” from Vanderbilt University and “innovation for entrepreneurs from idea to marketplace” from the University of Maryland.

7. YouTube It’s probably unsurprising to most users that YouTube is one of the world’s largest search engines, as there are videos on just about anything you can imagine. From TED talks to recorded presentations on building a business, it’s a great free resource on just about any topic.

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SMART STUFF

Social media soundbite TAKE A ‘LESS IS MORE’ POSTING APPROACH Before 2020, brands were focused on making sure that they were constantly in their audience’s minds, which sometimes consisted of posting on social media several times a day. Now with almost every business focusing on the outreach social media can bring their business, consumers are getting overwhelmed with messages from the brands they follow.

If you want your company to stand out, less is definitely more. Posting frequency will depend on your target audience; age, browsing habits and your followers, but rather than posting simply because you “need to,” focus on sending out thoughtful posts that add value to your audience and keeps them engaged.

Also, audience attention span has been slowly decreasing over the years. Today, the average internet user has an attention span of just 8 seconds, down from 12 seconds 20 years ago. ■

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I'm sorry, what were you saying?

12 SECONDS

9 SECONDS

8 SECONDS

The average attention span of a human in the year 2000.

The average attention span of a goldfish. Yes, a goldfish.

The average attention span of a human in the year 2021.

LocalBizSC.com + Q4 2021

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SMART STUFF MAMA ODIE'S

Q4 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.

Aries

This quarter projects a question mark into your most important partnerships, Aries. You’re acutely aware of who’s pulling their weight right now, and if there’s an effort imbalance that’s been zapping your energy, it may be time to re-evaluate who deserves a spot on Team Ram. Move superficial people to the sidelines and put your most trustworthy connections into play. You’ll be better prepared to tackle the holiday rush if you have people you can count on by your side.

Leo

When was the last time you asked yourself what you really want, Leo? Not what’s expected of you, but what you want to get out of your career? Between a wide social network, a mile-long to-do list, and employees who count on you, it’s easy to lose sight of your personal goals. You’re feeling reflective this quarter, so now’s a good time to light a candle, take some deep breaths, and do some good old-fashioned soul searching. Once you remember why you started and know where you want to go from here, make a list of concrete steps you can take to get there.

Sagittarius

Pull it back and let those magic arrows fly, Sagittarius.

You’re aiming for lofty outcomes this quarter – and are on track to hit your target. This is an ambitious window that you don't want to squander. Even if you’re on vacation, you can expect to field a few business calls or bring along your work tote (sorry). Your hard work over the holidays will pay off in a big way next quarter – just be sure to keep your limits in mind.

Capricorn

Taurus

Who says spending time online is a bad thing? For Virgo Time for a siesta, Taurus? The stars are calling you Capricorns, this quarter is all about getting connected All work and no play makes a dull Virgo – and we can’t to escape, rejuvenate, and take life at a slower pace.

– online and off. Update all your profiles and try have that on our cosmic watch. The cosmos is calling you Googling yourself. If you don't like what comes up in With the holiday season on the horizon, this might to break out of your 9-to-5 routine and let loose a little. not seem like the best time to book a weekend away, the search results, use this backspin to get some fresh but keeping white space in your calendar could make Take some classes for a hobby you want to try, get a group content onto the interwebs with your name, flattering some mental room for even better ideas. When you together for an after-hours social, or take a weekend road photos, and recent accomplishments. The stars have stop moving at lightning speed, you’re more likely to trip to reconnect with the muse. Document the fun you’re aligned in your tech-savvy zone, so sit back, relax, and having and post it on social media, and don’t be surprised notice the signs and patterns you missed before. watch your following grow. if your fan base grows just because people want to see what a great time you’re having.

Gemini

The autumn air will be positively buzzing with ideas and witty banter, just the way you like it, Gemini. You’re the CEO of clever ideas this quarter. Your imagination is at an all-time high, so keep a pen and paper on your nightstand, a running “brain dump” list on your phone, or find a buddy to bounce around ideas with. Even if most of them end up getting crumpled up for a slamdunk into the trash can, that’s ok – all it takes is one great idea to totally change the game.

There’s power in numbers, Aquarius. Water Bearers are known for their out-there ideas and big-picture thinking, qualities that will earn you even more committee meeting invitations this quarter. The next three months are prime for collaboration – but remember to share your thoughts wisely. You wouldn’t want to accidentally reveal too much about a potential project at the office cocktail hour only to have someone else pitch it at next week’s meeting.

Scorpio

On your mark, get set, get ready to go, go, GO, Pisces.

After a lackluster holiday season last year (to say the least), this season will be about going big and even bigger – but you’re up to the challenge. You’ll feel a surge of energy this quarter, making this an ideal time to tackle complex projects, host a fundraiser, or learn new skills. But remember to pace yourself – even if you feel like you can do it all right now, you don’t want to be edging into burnout by New Year’s.

Let’s rev up the revenue, Libra. It’s time to turn those Libra season epiphanies into tangible wins – and hopefully profitable ones. The stars are aligned over your bank account now, so when you’re ready to invest some time and effort into a new venture, the money will follow. Libras are known for their generosity, but you can already hear sleigh bells ringing and are feeling particularly giving right now. Pick a cause and share the wealth; remember, what goes around, comes around.

Cancer

Buckle down and get busy, Cancer. You may feel like you’re scuttling between one task and the next, but instead of spreading yourself so thin, now’s the time to prioritize. Can you space out a lengthy to-do list for the rest of the year instead of cramming it into an impossible time frame? More importantly, can you nurture the one initiative that matters most – and bless it with your undivided attention? Trim the sails, streamline your systems and follow a schedule when possible so you can have time to get out and enjoy the cooler weather.

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Aquarius

Libra

Step away from the grind and go mingle, Scorpio. Been working hard on a pioneering project? Bring it to the office holiday mixer and start spreading the news. Are you volunteering at the neighborhood “Fall Fest?”

Start networking with other professionals who are a little closer to home. This quarter delivers multiple chances to connect with kindred spirits (and potential partners) in even the most unexpected places.

Pisces

10 best business podcasts LISTEN AND LEARN WHILE YOU WALK, DRIVE OR CHILL

1. Business Wars Business Wars gives you the downand-dirty and real reasons as to what drives different companies and their leaders, inventors and executives to new achievements in business—or what ruins it. The outcomes of these battles shape what we buy and how we live, and the prize is your wallet or your attention.

2. TED Business For those of you who don’t know what TED Talks is, Ted is a platform of selected talks on just about anything.

They are presented by people who are passionate and knowledgeable about a topic, last no longer than 18 minutes, and are recorded and posted on its website. Anyone around the world has access to these videos for free. TED Business groups offer presentations that are business related.

3. Business Made Simple Donald Miller, the host of Business Made Simple, takes the mystery of growing your business into something that can be sustainable and easily accessed. With guests like Matthew McConaughey, Seth Godin, Rachel Hollis and Auntie Anne, you can access many different opinions and views of how to make your business simpler.

6. Business Movers With every successful business is a story of bold moves, a vision and a leap of faith mixed with tactical business decisions. From Wondery, the makers of the hit series Business Wars, and Lindsey Graham, this weekly podcast brings you stories of the brilliant businesspeople who risked it all to make their dreams come true.

7. COSMIC CEO Kinzie Madsen helps “badass babes build badass brands.”

Marketing, branding, mindset and business are biweekly podcasts that are very colorful and to-thepoint of what you need to achieve your goals and how to do it.

8. The Ramsey Show The Ramsey Show is a straightto-the-point talk show from Dave Ramsey and his team of co-hosts.

Millions of listeners from all walks of life learn how to get out of debt and start building for their businesses.

4. Masters of Business Bloomberg Opinion columnist Barry Ritholtz talks to and about the people and ideas that shape markets, investing and business with this weekly podcast.

9. Planet Money Imagine if you could call up a friend and say, “meet me at the bar and tell me what’s going on with the economy.” Now imagine that’s a fun evening. That’s how this NPR podcast is described by one of its listeners. This podcast answers questions you didn’t even know you had.

5. Business Casual Host Kinsey Grant asks the biggest names in business to answer the biggest questions in business. Shark Tank legend Barbara Corcoran breaks down everything you’ve ever wanted to know about residential and commercial real estate; billionaire hedge-fund manager Ray Dalio explains why studying business equals studying history.

10. WHOA That’s Good Podcast WHOA That’s Good Podcasts hosted by Sadie Robertson, the best-selling author and founder of Live Original, features authors, athletes, speakers, musicians, and television stars in search of the answer to just one question: What is the best advice you have ever been given?

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SMART STUFF

Pen to paper THE LOST ART OF THE HANDWRITTEN NOTE

BY CHARLIE CLARK

CHARLIE CLARK is a local businesswoman and practices what she preaches. She recommends investing in personalized stationery and never underestimate the power of a lined envelope. Crane Stationery is a personal favorite.

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I ran into a marketing colleague at an industry conference in New York. After a group dinner sitting in the hotel lobby, he thanked me for a handwritten note I’d sent to him five years earlier welcoming him to his new role in Savannah. He still had that note in his desk, he said, and was touched that I’d taken the time to send a handwritten note to a guy I’d never met to say welcome. It took me about five minutes to handwrite a note that he’d saved for years.

He reminded me that the top drawer of my desk holds a few handwritten notes I’d received over the years, too. I still review them from time to time for encouragement or to simply brighten my day. They seem too precious to toss in the trash.

In a world filled with hundreds of daily emails and endless text messages, the handwritten note holds more sway now than ever. A well-crafted, handwritten note is as rare as it is powerful. There’s still something special about receiving a handwritten note of encouragement or thanks. It’s a classy move that can make more of a difference than people often realize.

I admittedly judge a job candidate based on whether they recognize the power of writing a handwritten thank-you note following the interview, and I’m not alone. A C-suite executive once told me he had two candidates of almost equal footing vying for an important new role in his company. In the end, the candidate who followed up with the handwritten note got the job over the candidate who didn’t. “If she paid attention to that small, but telling detail with me, I knew she’d treat our clients the same way,” he said.

An investment in personalized stationery is a smart bet in business and in life, too. I’ve never received a handwritten note that didn’t touch me in some way. In a world filled with more than its fair share of communication, putting pen to paper is an art worth preserving. ■

I

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, training and networking.

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

Q4 2021 + LocalBizSC.com

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AFTER HOURS

Happy hour UNWIND WITH A TWIST ON AN AFTER-WORK CLASSIC, THE MARTINI

BY IWANA BEVVIE As the weather starts to cool down and the days get shorter, we're falling for crisp cocktails that'll warm our spirits. Check out these spectacular spiced sippers from the good folks at Tito’s Handmade Vodka.

A

Shaken or stirred?

Tito's is known in some circles for its Mythical Martini, which is simply 1/2 ounce of dry vermouth, 1/2 ounce of olive juice and 3 ounces of vodka.

PUMPKIN PIE MARTINI Tito’s colorful Pumpkin Pie Martini is far beyond basic, but still easy as pie. Just remember to double strain for a silky, smooth texture.

INGREDIENTS • 2 ounces Tito's Handmade Vodka • 1/2 ounce half & half • 1 tablespoon canned pumpkin pie mix (make sure it's canned pumpkin pie mix, and not just canned pumpkin) • 1/8 teaspoon vanilla extract • 1 dash cinnamon DIRECTIONS Add all ingredients to a shaker with ice. Shake and double strain into a graham-cracker-rimmed martini glass. Garnish with a small amount of freshly grated nutmeg.

TITO'S LUCKY APPLE Your luck will never run out with this winning combination of apple, ginger and lime.

INGREDIENTS • 1 1/2 ounces Tito’s Handmade Vodka • 2 ounces cloudy apple juice • 1/2 ounce ginger syrup • 1/2 ounce lime juice • 4 ginger slices, muddled DIRECTIONS Muddle ginger slices in a shaker. Add remaining ingredients and ice. Shake and strain into a glass over fresh ice. Garnish with an orange/lime twist.

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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.

"Of course I can‛t in good conscience condo ne this, so one of you will have to knock me unconscious first."

"Something‛s clicking. I want you to find out what, and click the holy hell out of it!"

THE 'BORED ROOM' Think you have a better punchline? Send it to info@wearelocalbiz.com

Lighten up

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

MENSA MONDAYS 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.

"I‛d take it up with management, but that‛s me, so just ignore it."

Q4 2021 + LocalBizSC.com

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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.

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

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 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

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INSPIRATION

The Last Word WRITING IT DOWN MAKES IT REAL Do you remember the best advice you ever got?

Never forget it by writing it here:

“No one else knows what they are doing either.”

— RICKY GERVAIS, COMEDIAN

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