1
Off BeatBusiness Contents
7 Defining the Entrepreneurial Spirit By Tim Marvel
8 Engaging Donors or Just Satisfying Them? By John Gilchrist
11 Rockin’ Travel Log By Tim Gillette
14 A Return to Powerful Male Role Models By Susan Hamilton
18 An Eye on Health But a Focus on Business By Luke Arnett
20 What You Need to Know About Water This Summer By Julie Williams
21 Everyome Is In Sales By Butch Bellah
23 Simplify By Dorothy Skinner
24 Publicity Made Simple By Jack Bick
26 10 Ways to Stay Out of Trouble w/ the IRS By John DiLucci
29 Wait Training By Clint Fuqua
30 Change Priorities, Change Your Life By Brenda Wakefield
33 The Way of a Bam ByDean Lindsay
37 We Love Our Dads By Dorothy Skinner
38 Tenacity Pays Off! By Taylor Stephens
39 It’s ON Like Donkey Kong By Susan Hamilton
2
ssMagazine offbeat Business
Susan Hamilton
susan@offbeatbusiness.com
Show & Magazine
editor’s Note Friends,
Summer is here! And that means that while your routine changes slightly, you don’t quite get to enjoy a summer break the way the kiddos do. That’s alright, because inside you’ll find plenty of inspiration, how-to’s and advice to make the most of your life in business. Our June issue of The OffBeat Business Magazine is our salute to The Best of Dads in Business. These guys are working actively on your behalf every day, and they’ve grown to where they are now while parenting, going to games and pageants, and courageously knocking down doors to make sure they could provide for their families. Yeah, just like YOU. Here at OffBeat Business Media, we don’t take your efforts lightly because we know what it costs. Each one of the Dads we’re featuring is getting a re-print of their most popular articles over the last year. They’ve all had their challenges, and made decisions you need to hear about to overcome them. Make sure you share them with your social media contacts.
Off BeatBusinessMagazine
Editor
Susan Hamilton
Art Director
Jonathan Bodnar
Manager
Susan Hamilton
Marketing
The OffBeat Business Show
Designer
Jonathan Bodnar
Publisher
Robin Roberson
Producer
Roberson Squared
In addition, our regular columnists share on health, organization, and philanthropic success. Guests of The OffBeat Business Show this month are local celebrities for what they’ve accomplished with their businesses, so don’t miss a single show! As always, I invite you to send your suggestions, comments and questions to info@OffBeatBusiness.com so we can continue to serve you the very best. ~ Susan
3
We’re Showcasing The BEST of Dads in Business All Month Long! June 7th & 10th - John Carroll, Tres Coaching Services, talks about the challenges he’s faced as a young man and as a father as he pursued his passion in business. DON’T MISS!! June 14th & 17th - Terry Hill, Terry Hill & Associates, talks with Susan Hamilton about the real meaning of happiness in our lives and how to pass it down to our kids. June 21st & 24th - Terry Minke and Harry Gardner of Advantage Marketing talk with Susan about how their families and desire to positively influence was a critical part of their success. June 28th & July 1st - Emmy Award winning journalist, Jeff Crilley, shares highlights from his book, Free Publicity. Discover how he runs a successful PR firm with his family on board! 4
Off BeatBusinessMagazine
Business & Lifestyle Success Information B4B | Sales | Veterans | Family Health | Money | Fashion | Coaching Redefining B2B For American Business Owners!
214-714-0495 Ads | Digital Content | Media
OffBeatBusiness.com
5
6
Off BeatBusinessMagazine
Off BeatBusinessMagazine
Defining the
Entrepreneurial Spirit By Tim Marvel
that provides them with My first thought on being the leverage to create, approached about writing an maintain, and expand article about the ‘entrepreneurial successful businesses spirit’ was “How exciting! It would throughout the world.” be a new adventure for me writing an article like this!” and without giving it much thought, agreed to Just to be clear, my first thought was about attitude. There are the task. many people who have great ideas As I sat down to draft my ideas, that were never acted upon, why? I began to realize how unclear Could it be they are paralyzed by the task was to me. It was at that the thought of stepping out of moment I began to realize that their normal daily routine? Could was the ‘entrepreneurial spirit’. it be they are comfortable with the Who in their right mind hears an present or unwilling to change? idea and jumps on the task before Could they limit themselves by they understand what all it entails? their own thinking? (An entrepreneur, of course.) They assume it is something they can Zig Ziglar once said, complete. “Doubt kills more deals than failure ever will.” From my phone, it was easy to connect to the internet and research. According to Google Could this initial attitude be a big here is the definition: part of the ‘entrepreneurial spirit’? “Entrepreneurial Spirit is one of the most successful perspectives you can embrace as a business professional. Entrepreneurs think and behave in a way
You see, we all have a dominant attitude. These amazing people control their thoughts and decisions and it all comes from their underlying attitude. They understand that the decisions of today determine the outcomes of
tomorrow. They then take action on their decisions. What makes up the entrepreneur? Entrepreneurs have the right attitude, challenge themselves, visualize a clear path, make decisions, and take actions. They are persistent, consistent, and complete tasks on a timely manner. So how about you, are you a business owner, or an entrepreneur? Tim has conducted training and workshops both one-on-one and large groups of up to 250 attendees. Tim’s goal is to support businesses with positive Attitude and Communications and selling Skills. He believes with effective feedback and continuous improvement, you can drive profits and reduce turnover. Go to 10SecondsDaily.com to discover how you can change your life in only 10 seconds every single day.
7
Off BeatBusinessMagazine
Engaging Donors, or Just Satisfying Them? By John Gilchrist
Charities across the country have success stories. Your prime directive is to draw a donor’s attention to the good work done by your nonprofit, show the outcomes philanthropy makes possible, and ask the donor to partner with your agency to make these results a reality. Our prime directive as development professionals can be distilled to this: making the donor so enthralled and enthusiastic about the real changes philanthropic gifts are creating that he/she becomes part of the mission of the agency and has a sense of ownership. Some call the process ‘donor satisfaction,’ but that only scratches the surface – after all, who wants to be just satisfied when one can be energized? Others call the process ‘donor engagement,’ which is a great place to start. An energized donor, however, is not only excited to support the non-profit, but shares the opportunity wherever possible. The Chronicle of Philanthropy reported in its feed that in 2014, charities lost 103 donors for every 100 gained – a disturbing net loss! Even more disturbing, this trend has held true since 2012. The Center on Nonprofits and Philanthropy at the Urban Institute conducted this study as part of the Fundraising Effectiveness Project, in collaboration with the Association of Fundraising Professionals.
8
Another finding from the study is the median retention rate – those donors who make repeat gifts – stands at 43%. We could discuss the reasons all day, but perhaps it boils down to we are not as focused on stewarding our present donors as we are chasing down new donors. Empirical evidence demonstrates that the simple and timely thank you call leads 85% of donors to give again and 84% of these donors would likely increase their gift. Perhaps this one finding would spur everyone in the development office to rethink their procedure on donor acknowledgement and thanks! According to
Penelope Burk, president of Cygnus Applied Research, which conducts the annual Burk Donor Survey, research
shows the importance of board involvement in thanking donors: 40% larger gifts from these donors and 39% more renewed their gifts.
Case in Point The John Templeton Foundation reports, in a study conducted by Edelman Berland, the consumer mentality takes over the Thanksgiving holiday. 93% of Americans are familiar with Black Friday – the biggest shopping day of the year in terms of activity (Cyber Monday, first coined in 2005 by Shop.org, may have overtaken Black Friday in dollars spent – but that is
Off BeatBusinessMagazine
another conversation). Yet only 18% of Americans are We all want to solve problems and make a difference familiar with Giving Tuesday. with our lives - whether it’s a business endeavor or a non profit meeting a specific need, or a business that was built on the premiss that it would be part of the The study revealed fascinating results on the solution. The reality is that we absolutely CAN. relationship between giving and happiness. People who classify as generous (donating time or money) are happier and more satisfied with their lives than John Gilchrist, FAHP, people who are not generous – 49% vs. 33%. Good CFRE For over 15 years, news for charities: the Templeton study also revealed John has successfully those who daily expressed their gratitude give more guided non-profit than those who do not – $468 vs. $319. organizations to deepen
donor relationships, strengthen governing The Reality of An Energized, boards and staff and enthusiastically helping Engaged, and Grateful Donor them raise over $100 million to enhance their Actively partner with your donors. Make sure they are service to the community. very aware of what your organization is accomplishing, and thank them for sharing the journey with them. He also held responsibilities in strategic areas such as Encourage them to continue to share the mission with physician recruitment and contracting, managed care network development, administration of a physician their friends, families and associates when possible. hospital organization, hospital and health network Encourage donors to dream and envision the end marketing and business development, outpatient clinic game. Use social media, email and contact calls to management, and hospital operations. help them see the world with the mission solved. John can be reached at 469-215-1651 Make it personal. Keep famous or inspirational quotes or John@FundraiserStrategies.com. by famous people in front of them.
9
Is It Possible To Be Pain Free?
YES.
Open Late - Call NOW!!
5930 LBJ Fwy Suite 380 | Dallas, TX | 75240
Experience Non-Surgical Pain Relief From Migraines | Back Pain | Sports Injury |Carpal Tunnel
Dallas Wellness Care (214) 351-2299 ➢ ➢ ➢ ➢ ➢
Chiropractic / Muscle Testing Applied Kinesiology / Physical Therapy Thermography Nutritional Therapy / Allergy Relief No X- Rays
Dr. Luke Arnett D.C., FAAIM, DCBCN Board Certified In Clinical Nutrition Certified in Acupuncture Certified in Herbal Prescribing
DallasWellnessCare.com 10
By Tim Gillette
I
even below zero, and snow and ice on the roads. I t seemed like the winter was never going to end also had to deal with things that are part of everyday this year. My business has me on the road more than life there, but that I had moved to Texas to get away half the year, and the toughest part each year seems from. to be the winter. So what does this have to do with business? Having It seems that those years we have a tough winter to deal with things this winter reminded me of the my travel takes me back to the state where I grew many clients I have helped over the years. Accidents up - Pennsylvania. And all too often it is not for my happen; life gives setbacks that affect our businesses, business; it’s for family business. that may even make us question our real reason for doing this. In 2011 I had to spend the first month of the year up in the Pocono Mountains of Pennsylvania after the I thought of three great tips from the road to help loss of my father. I had to go home to help my mom build your business when the unexpected happens: clean things up. That was a cold month for me, but I was able to get used to it. 1. No matter where you are, you must first count your blessings. The last thing Jim And this year again I faced more family needs. At remembered was stopping for a drink at a bar. Our the end of February, I received a troubling call from initial fear was that maybe he had drank too much. my brother, Ken, in California. Earlier that day he Was he drinking and driving? Was anyone else had found out our other brother, Jim, had been in involved? Was anyone hurt? The blessings are Jim an accident. He had been found unconscious in his had a solo accident. No one else was involved; no truck, wrecked against a tree. He had been in the one else was harmed in this. Jim was alive and would hospital several days already and it was only after he get better – and, no, we learned he was not under the awoke that they were able to get information from influence. When tough times happen, learn to start him so they could let us know what happened. with the good things and build from them. Life will be filled with the junk that goes with whatever you Well, this led me to another unplanned trip to the are facing. Find those blessings and learn to build Poconos. Someone had to get up there to find out from them. what shape Jim was in, what had happened, what was going to happen now and how was Jim going to 2. Make sure you have an emergency plan. take care of himself? What would happen to your business if one day you did not show up? Along with nights of only three or four hours of sleep, I had to deal with temperatures in single digits or
11
Off BeatBusinessMagazine
Rockin’ Travel Log
Off BeatBusinessMagazine
Too often people who are building a business do not on the positive and appreciate your blessings when have any idea of planning for those things that are bad things happen. But, most of all, learn from out of their control. When Jim was in the accident, everything. they could not find contact information because he was unconscious for several days. He was not expecting this to happen, just like the many other things we never expect to happen in our businesses. Tim Gillette is a Speaker, As entrepreneurs ,we often experience accidents, Author, Radio Show setbacks, tough times. host and creator of “The Rock n Roll Keys to In the motorcycle world we have a system we use: Business Success”. Using in our phones we have the word “ICE.” it stands for music, motorcycles, “In Case of Emergency.” You have that as a contact on and mentorship to lead your phone so if you are found, like my brother was, masterminds, and personal the medical staff knows whom to contact. Let’s also coaching entrepreneurs to apply this to business. Do you have a plan for your become business leaders. staff to complete their work if you are not there? What about your company bills? Will they be paid if you are Catch Tim’s radio show Tuesday mornings not there to do it? Who will contact your clients to www.TimGilletteRadio.com, or visit his website reschedule things if needed? Make sure you have a www.TimGillette.com basic outline of who handles what in an emergency situation.
3. Learn from anything that happens. Nothing is a failure in life or business if you can learn from it. I’ve traveled many miles and done many things wrong. But I was able to learn from those mistakes and turn that lesson into a success. The only difference between a failure and a success is that the successful person got up one more time than he or she was knocked down. Lessons need to be learned from every setback. Yes, we all wish we could learn from the mistakes of others. But for those entrepreneurs who are like me, we have to learn from our own mistakes and setbacks. So, as I finished the writing of this article, my brother is back at home. We found out more about what happened. Jim had just been driving on a back road at night, he hit a patch of black ice and hit a tree. When he was finally found, they guessed he had been there for more than an hour or two. Jim is up moving around and will be able to continue with his life. He is thankful that he was found and is alive. He was looking for a way to transition his life to a new line of work; this just gave him the boost he needed to get started on his path of writing. I made it back home from this trip to get back to business. Be prepared the best you can for the setbacks. Focus
12
“No matter where you are, you must first count your blessings”
Shape Up Your Wardrobe Discover How To
“Dress WITH Success!” ~ Radio Host Susan Hamilton’s Professional Style Consultant ~ “Save time AND money! I invite you to invest in yourself.” Award Winning Fashion Stylist
Deborah Viapiana-Ricci Call TODAY For YOUR Personal Style Session
972-632-8925
Look Great, Feel Better!
ah Debor g n i v “... Ha clothes for or shop f been a s me ha me saver!” ti HUGE nner ki ~ M. S
“... Sin ce wor k Debor ah, my ing with o shopp ing for verto wrong things o many ha stoppe d. All I s can sa WOW! y is ” ~ K. G lass
13
Off BeatBusinessMagazine
A Return to
Powerful Male Role Models in Life and Business
By Susan Hamilton
gap between men of the current three generations and their ability to communicate I have always been an independent thinker. and influence to the degree our nation It’s not always popular to think outside the requires if this is not addressed. realm of popular ‘reason’ or resist the trendy for the significant. I hope one day that will be We’ve devoted The OffBeat Business Magazine the legacy I leave as a strong and powerful June 2016 issue to Dads in Business, reaching woman in business. Right now, women are back as far as 2014 to rehash the best of the realizing the strength we have in numbers best advice from the men in our circles who are to make a bigger difference in this world by taking a stand in their families and businesses, banning together, joining forces and truly and I think it should be applauded. Far too working differently in the marketplace. often, as a woman actively working within It works, and I love to see it in action. Big the business sector - not merely watching things will come of this, including better from a distance - I see both genders wrestle compensation and the elimination of sexism with many of the same things: in the workplace. Necessary and impossible if Insecurity - “What will happen if I do that and we did not recognize our strength. it tanks?” “What if I offend someone?” Quite frankly, although I align myself with most of the issues women are facing today, Lack of focus - No protocols or written I have all the confidence in the world that standards of process, and following several women can get it done. My largest concern different business coaches at the same time. with life in business today is the generation Aversion to financial risk - Inability to see the 14
Off BeatBusinessMagazine
future eating bologna long enough to make tackling the issues of their gender in life and in an investment into a new, possibly costly, business, because we need men to do even approach to branding, marketing, sales, PR or more heavy lifting today - not less. advertising. Business is less about being the breadwinner, Lack of promotion, lack of focus and lack of and more about how we lead, train and aggression are swamps we all swim in, and for empower the next generation of business those of us willing to take those HUGE steps, owners to think for themselves, walk it out we swim in them regularly. We have learned relentlessly and do a BETTER job than we that the other side doesn’t come to us; we have done for the survival of our schools, must aggressively pursue a positive outcome communities and nation. And we do that swimming through alligators, currents and best by example. swampgrass to get there. But men and I’m not sure when it happened, but somewhere women often take different approaches. during the last 10 year timeline we got the Men bring something special to the idea that certain people ‘make it’ and others marketplace. I don’t feel any need to be simply survive. At some point we got so busy in adversarial about that. If it weren’t so, women our hamster wheel businesses that we forgot wouldn’t be learning how to think like men to life in business has seasons also, and we’ve get things done. No, women have learned to been hanging out in ‘fall’ waiting for a dismal adapt within men’s environments, are willing ‘winter’ for far too long. The result? Men afraid to learn how to think like men, and bring to take chances because those chances take their own special nuances to the table. It’s a too long to initiate and cost more than we’re powerful mix, but I do wonder how men are willing to appropriate. Will women step up in 15
Off BeatBusinessMagazine
that space? Darn tootin’. Don’t get me wrong, we’re guilty of it, too, but in my opinion, we’re advancing here. And that’s important for our young women to see. But did you know that 75% of families in the United States are fatherless? How does that impact our lives? In the absence of male leadership in the most important role they will ever serve, only a few will get the attention they so desperately need to harness their strengths. Many, many more will succumb to wilful behavior and apathy. As men of older generations become increasingly despondent over their lack of influence, a virtually unmanned generation becomes much more dangerous than mere chaos suggests. Each and every one of us is born with a God-given desire to shine through abilities and talent-driven skill sets that independently meet the needs of the whole. When this need isn’t met, the result is destructive. Unfortunately, without male role models exhibiting non-violent leadership and persuasive instruction, our communities will begin to reflect that lack as opposed to the abundance we are capable of.
This disrupts both reasonable aggression and response mechanisms, two very necessary abilities that left without guidance, can be extremely destructive. As a business owner AND parent, this is disturbing to say the least. We need strong men willing to discuss their weaknesses and challenges, who don’t see women or young people as threats to their genius, but rather allies and accomplices for expanded reach and extreme vision. We do work differently, and there is nothing wrong with that. Endowing our co-workers, family members and future generations of business owners with that perspective will shape the world of tomorrow, and begin to amplify production in all areas for a hungry world.
Not everyone can be a Zig Ziglar or a John C. Maxwell, but we can all aspire to leadership in a more provocative and effective manner because of their influence in their personal and business lives. To all the great men in American business, it’s our pleasure to salute you this month, and thank you for your boldness and persistence in your journey. May you continue to ignite our nation with passion as you lead and direct those alongside We need bold men of integrity willing to lead you - and those who are looking on from afar. a resistant culture in the ways of process and communication standards - both on and off Susan Hamilton is the owner, line. Younger generations are deployment editor-in-chief and talk show host of The OffBeat Business Show & savvy, but struggle to articulate and follow Magazine, a business to business through. What would happen if this gap was media company spotlighting closed? In my opinion, it would put money what’s working right in American back in the hands of the middle class faster business today. To learn how audio, video, digital magazine than any politician could promise. As business coach, regular contributor and returning guest on The OffBeat Business Show, John Carroll, points out, our current and up-and-coming generations are at a disadvantage without soft skills like reading facial expressions, spelling or correct grammar - making it difficult to truly understand situational awareness and personal influence. 16
articles and ads can help you build a strong, influential brand, contact Susan@OffBeatBusiness.com or call 214-714-0495.
972-444-9934
Broad Range Of Services To Help You Secure A Sound Financial Future Small Enough To Know And Appreciate ALL Our Clients! “Enrolled agents are the ONLY professionals that are specifically licensed by the U.S. Department of the Treasury to represent taxpayers before the IRS.” ~ John DiLucci
National Services - Large or Small, We Take Them All Call TODAY ❏ ❏ ❏ ❏ ❏ ❏
Payroll Cash Flow Management Bank Financing Business Valuation Strategic Planning Tax Prep, Tax Planning, Tax Problems
Masters-Of-Tax.com 17
Off BeatBusinessMagazine
Dr. Luke Arnett After an injury I experienced years ago, and limited options for repair and recovery, I left my construction company and began to pursue alternative solutions. I had always had an interest in chiropractic methods and an unusual understanding of physical energy, and after receiving two Diplomates from the Chiropractic Board of Clinical Nutrition and several other certifications, I have learned many things about our bodies and how they work optimally. This journey has been a successful one, but it hasn’t been without its trials and pitfalls. Successful businesses are bred out of a passion to make a difference, but just having a passion, qualifications and the means to do business does not make success a guarantee. That might sound ridiculous to some who wish just 2 out of those 3 things were working in their favor! After all, we’re forever comparing ourselves with the guy down the street who looks like he’s making more money or has more credentials than we do.
Each Decision Counts
An Eye on Health therapist are both well-trained in many of the alternative therapies our office uses to alleviate pain and suffering our patients come in with. They know the language of pain and discomfort - but it’s more than understanding our new and returning patients or understanding me - they understand our practice and treat it like it belongs to them. That was not a small investment, but it’s one that has paid for itself over and over again. In today’s marketplace, the risk of a high employee turnover rate is high. It’s not uncommon to see a doctor, dentist or therapist for years and watch them go through several employees. As I’ve grown in my understanding of nutrition and physiology over the years, I realized I could make a larger impact in the lives of more people if I could help them with digestion and energy - the two biggest complaints we see. Since the majority of my patients are business owners themselves, I relate to their struggle! It’s hard work to bring your A-game to everything and everyone you live and work with.
Everyone can make that decision. I knew I had an I’ve found that the single best decision I’ve made answer, but I had to decide to employ it. I had to for myself in business, besides determining to live invest in the research, I had to invest in the labs, and I a healthy life, is to focus on my highly trained staff. had to invest in the training - it was not inexpensive. At this point, my office manager and my physical
18
Off BeatBusinessMagazine
but a Focus on Business There were times when our family had personal struggles, too. As I raise my granddaughter today at 5 months old, I understand that personal struggles are not over by a long shot. Even the best of plans can get sidelined when the unexpected happens. But it has not stopped me or kept me from raising the bar. I think that’s what we have to do when faced with a necessary growth opportunity and a necessary, challenging responsibility at the same time. We’ll be unveiling a new technology over the next couple of months that will help millions of people in cities all over America - and businesses, too. Why, you ask, would I put myself in this situation during such a busy time of my life? Because the alternative is to not move forward.
might not be in your general line of business. If you find yourself saying internally, “I bet I could fix that,” then maybe you should. I’m a lifelong learner. I don’t ever want that to go away. Part of what makes me tick is loving a challenge I can attempt to solve, and when I do, it makes my life and all the struggles I’ve experienced worth the energy I’ve expended. It’s a gratifying way to live this life, and I’m not done.
Dr. Luke Arnett is a practicing chiropractor, Doctor of Functional Medicine, Board Certified In Clinical Nutrition, Fellow of the American Association of Integrative Medicine, and holds Diplomate status with the Chiropractic Board of Clinical Nutrition. Dr. Arnett has extensive I’ve had to continue to invest in my own professional practical knowledge of Applied development in areas I thought I would never have to Kinesiology, acupuncture deal with - understanding how social media impacts and thermography, and has my business, networking mixers and exhibits, costs successfully formulated 14 associated with production. If I had ever decided that my chiropractic practice was a set it and forget products to promote overall health. Contact Dr. Luke it proposition, I don’t know if I would have the same Arnett and Dallas Wellness Care at 214-351-2299, and level of satisfaction in life and business as I do because start feeling better today. I choose to pursue my interests. Look around yourself for needs you can meet that
19
Off BeatBusinessMagazine
What You Need to Know About Water This Summer By Julie Williams
Summer! We love it! Our kids want to play in the pool, and our pets can’t wait to run in the spray. In Texas, it doesn’t take much to work up a sweat most of the year. You’ve probably heard there’s a difference between hard and soft water, and depending on where you live, your water behaves one way or the other. Softer water makes you feel like you haven’t washed all the soap off, but it wouldn’t matter how long you rinse - it still feels that way until you grow used to it. Harder water feels like it rinses easier, but it has a high concentration of magnesium and calcium. These are very important macro minerals, but calcium has a reputation for scale deposits and build ups. Water softeners replace those minerals with sodium to reduce or eliminate the scaling. That’s a shame, because we need magnesium in our diets and magnesium, by itself, does not contribute to scaling at all. Calcium, on the other hand, behaves differently when it appears in different forms. Calcium carbonate - or calcite - is reactive to heat, and likes to collect on the nearest metal it can find. Calcium aragonite attracts more calcium to itself and remains suspended in the water. When temps rise, calcium is no longer dissolved in water. That’s why it builds up in your hot water heater and humidifiers. In cold untreated hard water systems, the pH rises each time a nosal is opened and carbon dioxide is
20
released. This chemical reaction also causes scaling, though needs no hot water to do so.
alternatives every time, and share them with others every chance I get.
Most people believe that without highly expensive water filtration devices, they can’t do anything about the water they consume or bathe in. The truth of the matter is that minerals in water react chemically based on what they are exposed to. It is entirely possible today to treat an entire home water supply with no electricity, chemicals or even salt or magnets, simply by causing one form of calcium to convert to the other. Minerals are necessary for the nervous system and immunity, so getting rid of them isn’t a very great choice. If you are using a water softening system, consider getting your family on a mineral supplement and a diet high in healthy fats so that they can be used by the body. The images on the right are examples of treated and untreated water supplies and the way both forms of calcium behave. The bottom image shows the calcium in its soluble form after being treated. The difference is interesting, isn’t it? I’m looking forward to enjoying the water all summer long. I’ll drink plenty of it and play in it as often as I can! For me, the choices I make are as much about my health as they are for my convenience. I don’t want to spend playtime replacing corroded valves and doing the hard work involved with removing scale so my plumbing and fixtures stay nice. Nope, I choose natural
Julie Williams, The Accidental Nutritionist, educates the public about the necessities of proper omega balance and issues surrounding our public water supplies, including consumption and external use of those supplies. Julie clarifies health issues commonly misunderstood, and helps business owners improve their quality of life with simple adjustments made to their daily routine. To work with Julie, call 817-894-5311 or email her at TheHealthDepot@Yahoo.com.
by Butch Bellah
No matter what your business card says, in today’s world - you’re in sales. I don’t care what role you play at your job, you can either help grow sales or you can drive business away, it’s just that simple.
So, what do you do?
From the receptionist to the owner, everyone has to sell every day. You’re either moving forward or backward. There is no standing still.
Forget the business card and the title on the door. You’re in sales. Learn what you need in order to be successful at it and watch your business grow.
Train your people. Don’t worry about the cost of training, it is a part of doing business. Zig Ziglar once said, “The only thing worse than training someone and losing them is For most small business owners, sales are not training them and keeping them”. Think the last thing they want to think about. I about that as it relates to sales. hear it all the time: “I’m not good at it” or “That’s the part of the business that scares Does your receptionist know why your me” or my favorite, “I don’t have to sell, customers should do business with you? Do that’s for other people”. they know the benefits for your customers in using your products or services? I hate to be the bearer of bad news, but if you don’t sell - you will sell: your store or Does your delivery person know your inventory or your house or your car. the advantages you have over your You’ll sell something, it might as well be competition? Why not? your products or services. Do you take every opportunity to sell Sadly, many small businesses today yourself, your company and what you can fail because nobody sold anything; not do for potential customers? If not, why? If because the business didn’t provide a you truly believe you are the best at what good product or service, but today that’s you do (and you should) then you’re doing not enough. Someone has to sell it, and everyone a disservice by NOT sharing that that someone is you. information with them.
Yes, you’ve got a great pizza recipe or you’re the best dry cleaner or monogrammer or CPA in town, but if you don’t sell and market you’re going to be hanging the dreaded ‘Going Out Of Business’ sign on the building one day.
Butch Bellah is a Speaker, Sales Trainer and Author of The 10 Essential Habits of Sales Superstars: Plugging into The Power of Ten. He owns B2 Training & Development where he works with individuals and companies to help them I’m not trying to be a fear monger, just a gain more appointments, win more business realist. Sales are the most critical part of and retain more customers all while focused on your business and the only part to contribute bottom line profits. You can email him at to revenue. Everything else is an expense. butch@butchbellah.com, visit his website at butchbellah.com call him at 337-384-9204
21
Off BeatBusinessMagazine
Everyone Is In Sales
Off BeatBusinessMagazine
Julie Williams Went From Pain to Gain When She Discovered Health Secrets NOT Being Shared In Mainstream America NOW, She’s Teaching What She’s Learned To THOUSANDS Of People Just Like YOU And Traveling All Over The World!
Picture Yourself HERE!
Julie Williams, ‘The Accidental Nutritionist’ is an internationally acclaimed superstar in the health sciences networking arena. Work with Julie, call 817-894-5311 NOW
Financial Freedom | Wellness | Independence
TheHealthDepot.us 22
I hate the bad storms, but I love this time of year with new beginnings and all the flowering trees and plants. And the bluebonnets and Indian paintbrushes - aren’t they gorgeous? All this newness makes me want to organize the administration of my plumbing business and make it new, too. I have been looking over my financials, as have most of you reading this now. It is too late to do much with our 2015, but this is the time of new beginnings so we have plenty of time to make corrections for 2016.
By Dorothy Skinner
information that I have on my calendar with a folder number listed. This system works well for me and I rarely have something that I can’t find very quickly. Files that I don’t need as often are in my tall file cabinets - such as vehicle info, insurance, taxes, etc. I tried going paperless, but all that scanning took extra time and to be totally truthful, I still kept the paper copy - just in case! How many times have you had a computer lock up and you had to go through the whole process of safe start? I am just more comfortable when I can touch the paper. This is also when my insurances renew so I send out the information needed by the insurance companies and ask for quotes so I can make a decision to keep what I have or go with a company that can offer me a lower price for the coverage I need. I have been able to save a considerable amount over the years with this method.
My bookkeeping is pretty simple, and I use a popular software which makes recording all income and expense a breeze. But I realized while getting my tax info together that I can make a few changes and make the upcoming year easier. The problem is when I started using this software I jumped in on my own and did not set it up in the best way. It works, but I would like it to be as useful as possible. I know it can do more. So one of my new I hope you can use a small part of this beginnings is going to be to learn the best information to help with your venture. way to use the program for my business. Keep things as simple as you can while still accomplishing your goals. Ah … all new! Have you made any plans to help you grow your business skills? This time of year is excellent for cleaning out those file drawers too. Mine were bulging at the seams! I just took a few folders at a time and sat by my shredder. Amazing the extra stuff I had filed away just to have a clean desk! So my 2015 folders are lean and clean and moved down a drawer. I always keep my working files for the month in my desk file drawer, next to my numbered tickler file that holds bills filed according to the date due, and
Dorothy Skinner is the owner of Gary’s Quality Plumbing, serving the north Dallas area, Wylie, McKinney, and Allen, Texas. Dorothy and her husband, Gary, raised six children in the plumbing service industry and have built their company of almost 50 years on customer service and fair pricing. Find their ad in The OffBeat Business Magazine.
23
Off BeatBusinessMagazine
Simplify
Off BeatBusinessMagazine
Publicity Made Simple By Jack Bick
Getting publicity is an effective way to promote your product or service. By following these three simple principles you can be quoted frequently and your company can have headlines when it really counts.
has real news value and is not generally known already.
Second, stay in touch with reporters who are important to you. That way you are top-of-mind when they are doing stories concerning your Many business people think that publicity, or industry or community. public relations, is free. This is not true. The commitment is time and time is expensive. The reporter will be more open to a story about However, the credibility connected to having you and your company if you are not asking for a news outlet cover your business makes it coverage every time you call. worthwhile to invest the time. Third, when there is a legitimate news story PR should be part of the mix for any business large about your company, target the one most or small. The reason: it extends the reach of your important news outlet and let them ‘break’ the message and it reinforces the paid advertising story. They will give it more prominence if they message. This is in addition to the credibility are first. It is better to have great coverage from one publication than small exposure in ten. factor mentioned above. Here are the three simple basics of good PR:
Work on these principles on a consistent basis every week, every month and every year and we First, become a source or a resource for media will be seeing you in the headlines. that reaches your target audience. Consider getting Jeff Crilley’s book, Free Publicity on Jack Bick is a Certified Career Amazon. You can become a resource by providing background information about your industry to a reporter. After all, reporters are primarily writers. They need background information to understand and report on an industry. You can be a source by providing information about your industry. Be sure the information
24
Coach who mentored people throughout his career in journalism which put him in touch with many businesses, people and experiences.Over the past five years he led the team at Career Alliance where he helped people find jobs in an adverse job environment. He has been successful coaching recently graduated, people in the prime of their careers, and unemployed over 50.
Off BeatBusinessMagazine
When You Own A Business, Family Law Issues Can Get Out Of Hand Don’t Wait Another Minute Call 214-387-9056 TODAY Lisa Zahn, Family Attorney, is on your side, helping you to see the risks BEFORE they hurt your business or destroy relationships.
Dallas | Denton | Collin ● ● ●
Divorce Mediation / Collaborative Law Child Custody / Support Modifications HQAttorneys.com/Lisa-Zahn
●
Board Certified By The Texas Board of Legal Specialization
Corporate Event Planning And Management “Our expertise and strategic partnerships save you thousands of dollars and hours of time. Call us FIRST!” ~ Robin Dahms, Event Planning Expert
713-222-1177 ➢ ➢ ➢ ➢ ➢ ➢ ➢
Design The Vision Budget Creation & Management Maintaining Milestones Site Selection Vendor & Hotel Negotiation On-site Event Management Staging & Production
1st Class Customer Service!
EventsofSignificance.com
25
Off BeatBusinessMagazine
10
Ways to Stay Out of Trouble With the
According to the July-August 2014 issue of AARP magazine, the average hair-stylist has 1,500 hours of training, just to cut hair. No matter how poorly a haircut is done, the impact of a job poorly done only lasts a few weeks for guys - and a few more for gals. You would think that something that would have potential criminal implications for a client/customer would require at least as much training as a hairdresser. However, it currently requires zero hours training to become a tax professional!! And there are over 400,000 of these people doing tax returns for a living that do not necessarily have any training at all in tax law. Carelessly choosing any old CPA or enrolled agent does not guarantee a good result either, but at least you would be picking someone who has passed some sort of certification/licensing exam.
IRS
When you are in business, you must have a business bank account and a personal bank account, and a business credit card and a personal credit card. Otherwise, if you have one account for everything, there are a couple of bad things that could happen: (1) An audit of your business tax returns could easily be expanded to an audit of your personal tax returns as well, (2) If your business owes money to the IRS, you may find that Alter Ego Liens have been filed against your personal assets as well because, after all, everything is one big combination of stuff anyway.
3. Keep your business transactions divorced from your personal transactions.
1. Choose a Tax Professional who has Making the IRS agent’s job easier is just what we more training than your hairdresser. all want to do, right? Actually, it is. IRS agents H&R Block may disagree, but there is really no reason to try to use the IRS as a type of forced saving plan for a number of reasons: (1) they do not pay you any interest on your money, (2) If they disagree with your deductions, they may just keep the money, (3) if you have an outstanding tax liability, then they will definitely keep the money. That situation is even more frustrating when they keep the money regarding an outstanding tax liability that you did not know about because they are mailing the notices to the last known address they have on file (their only legal obligation) which is wrong! It is much better to use the IRS Withholdings Calculator to predict how much money you owe them at the end of the year and have your company set your withholdings correctly. Then at the end of the year, it may be off by a few hundred dollars one way or the other, but it you will not get a $6,000 surprise like I saw one taxpayer get.
2. Don’t try to have a tax refund. 26
want to close their cases as fast as possible. The easier we make it for them to do so, the more likely we are to get a positive result. However, this comment is with regards to how organized you want to be when dealing with an IRS Agent. It does not mean that you should necessarily share more information with them than you have to. Just be very organized about what you do share. Do not show up at an auditor’s office with a big box of receipts. The harder you make it on them, the harder they will likely make it on you.
4. Keep up with your paperwork, so you can make the IRS Agent’s job easy. Many people believe that if they can’t pay any of their taxes, then they shouldn’t file them, when actually the reverse is true. The Failure to Pay Penalty is only 0.5% per month. However, the Failure to File Penalty is 5% per month, 15% if they think it is willful! The message is clear; always file on time.
8. Read mail from the IRS, before you Payroll tax is a trust fund tax, and the IRS considers do anything else and respond with people who do not pay it to be embezzling money. Certified Mail. If you see people who are wearing those stylish orange pajamas due to non-payment of taxes, it is usually related to payroll tax. Payroll tax is not dischargeable in bankruptcy like income tax can be. Therefore you will pay it. Your only opportunity to get out of paying payroll tax is to file for an offer in compromise, which is historically accepted only 30% of the time and must be backed up by a thorough financial analysis and a long list of corroborating documents to prove that you are totally unable to pay.
6. If you can’t fund the payroll tax, fire your employees. If the IRS does not know where you live, then they are sending your mail to the last known address they have, which actually is the end of their legal obligation. They are only legally obligated to send their notices to the last known address they have for you. Whether or not you receive it doe not matter. So if your legal rights are expiring because they sent your mail to an outdated address (because you did not give them the new on), that is not their problem. It is yours!
7. Make sure the IRS always knows where you live. Always open the letters the IRS sends to you and read them in detail. If you do not understand them, then find someone who reads them for a living and ask that person to let you know what you should be doing. By all means, do not let them sit in the post office or in your house unopened. All of those letters have response dates, and if you do not respond, then your legal rights are expiring. When you send mail to the IRS, always use certified mail with return receipt. Certified mail proves that you sent it, and return receipt proves that they got it. If you can’t prove that you sent it, then you may have a problem similar to an unfortunate client of ours who mailed in his 2006 tax return, but had no proof. When it did not arrive at the IRS after a year, his $100,000 tax liability
Audits are about two things: (1) Do you have the tax law on your side? If your tax professional says that you do, then you should not worry about taking those deductions; (2) Do you have the proof? If you have saved the proof that you were following the tax law, then by all means take as many deductions as you can prove. Do not worry about getting audited. If you are audited, you will very likely pass through without a hitch. However, I would recommend that you scan all of your proof in an organized fashion and use an automated on-line backup service similar to Carbonite.com.
9. Be very aggressive about taking deductions, but only when your Tax Professional says you have the law on your side, and you have saved the proof. I remember mentioning to one Appeals Officer I was meeting that I bet she has the tee-shirt to prove it too. She told me that she did not have a T-shirt, but in her cubicle she does have a poster about it! (See #10)
10. When interacting directly with the IRS, be very care what you say to them and what you send to them, because they record EVERYTHING. Furthermore, don’t forget that these are the guys who took down Al Capone. John DiLucci is an Enrolled Agent and Certified Tax Resolution Specialist at Masters of Taxation, LLC. Serving business tax interests, John is wellversed with tax law and representation nationwide. Contact John@Masters-of-Tax.com to reach him directly with your questions and concerns. See their ad in The OffBeat Business Magazine.
27
Off BeatBusinessMagazine
5. Always file your tax return on time, even if you cannot pay any of it.
became $125,000 as he was assessed a $25,000 Failure to File Penalty!
"Never felt so relaxed before ... Brenda is very knowledg eable about the body and its natural rhythms" Joel D.
Cranial Sacral Therapy * Lymph Drainage Therapy * Massage & MORE
Call Brenda Wakefield, LMT - 214-380- 9700 Licensed Massage Instructor | Continuing Education Provider |MS
Every Body Needs Body Work - Infants, Children, Teens, Adults … Every Body!
The Big BLUE Building!! 5930 LBJ FRWY, STE 380 Dallas, TX 75240
Discounts Available For Active Military, Veterans, Seniors, Teachers, Police, Fire & Emergency
HandsOfChoice.com 28
I want it all… I want it ALL… I want IT ALL… AND I WANT IT NOOOWWW! But WAIT, there’s more. These are the mantras of the day and it is killing us quickly at a slow rate. The New York Times recently published an article about the impossible task of losing large amounts of weight successfully. The article covered a study that followed season 8 contestants of “The Biggest Loser” and the fact that they had all gained much of the weight back and destroyed their metabolism, potentially for life. The reality is that any “get fit quick program” will leave you broken just like any “get rich quick scheme” will leave you broke. The difference is that you can always make more money, but you only get one body and maybe only one (1) second chance at health. Everyone wants to get on the “fast track to the elevator of easy success”. The reality is that there is only a long staircase of many steps with long waits at the bottom and a heavy load of everything weighing you down. You can either start taking each step carefully and slowly so you don’t stumble and fall, or sit and get crushed under the never ending weight and the people stumbling over you. Start with these steps and realize that it never gets easier; you just get better, lighter, stronger, and have less crowds the higher you climb. Life is what you make it and many today are satisfied with 140 character hashtag and emoticon filled picture on a digital wall. I like posting the occasional meme and edited selfie as well, but only with the purpose of fulfilling my lifetime goal. It’s not about the number of “likes”, it’s about that one like that gets a person to improve their life day after day. Forget about the abs and the size four pants until you set a REAL goal for your life. Writing a book is an event, teaching children to think is a goal. Getting first place in a competition is an event, helping people achieve greatness in life or business is a goal. Buying a nice house is an event, helping people get into homes is a goal. Selling out a concert is an event, inspiring the world is a goal. Look at the world and create a goal so big it will improve the world IF ONLY you are healthy enough to achieve that goal. Then you can start working on that six pack and fitting into those jeans so you can look good on the cover of Success Magazine. Moderation in all things is the key to long term sustained success in anything including losing weight, gaining muscle, making billions, and watching “Game of Thrones” (seriously, how many seasons are there). The best way and the best program for getting healthy is to know where you want to go, know where you are, and start there with a LONG TERM plan to get there and SUSTAIN that level of health. Running before you can crawl makes for a great Youtube baby video, but is the very thing that can ruin an entire life and kill a dream before it can even start to be lived.
By Clint Fuqua
Flying with the eagles is impossible for a fish unless it’s dinner and that my fishy friend makes you chopped sushi unless you focus on swimming deep and fast. The opposite is true for the eagle, so know who you are and what will help you live better or suffer the fate of extreme insanity in exercise and in life. If waiting is for the birds, then why does the early bird catch the worm? The reason comes down to the fact that the “early bird” just waited for the other birds to leave during the long dark hours of night. It worked the wait and had enough patience to stick around until the worm came out of the hole at first light. The lesson here is that persistence and patience during the long dark hours will pay off when the light comes to shine on your success. Work the wait with calm confidence that success will be found. Be willing and ready to do the tedious and boring things others will not do in order to achieve the things they can’t or won’t. The best 10 second highlight videos all come down to years of continuously working the waits and never giving up faith. Work the wait and keep faith in your ability to do the “Im(ake)possible”. Action Steps: 1. Know Your REAL Goal. Forget about getting that perfect body or fitting in the “right size”. Make a real goal for your life. Make a goal so incredible that you MUST be healthy to achieve it. Write that goal down and make your health a part of achieving it. 2. Make A SANE Plan. In a world of programs called “Insanity” and “Extreme …” everyone has lost all sense of reason. The reality is that it is extremely insane to think that you can beat yourself into shape. Make a plan that starts where you are and builds to enable you ability meet that life goal you just created. 3. Work the Waits. The time you grow and improve is that dreaded time between activities. Use the waiting time to improve yourself and to focus on other tasks that need to be done. Rest and waiting are both under utilized and are the reason many never grow or become better.
Visit me at www.ClintFuqua.com and contact me with any questions, comments, request, recommendation, proposals, fan mail, or hate mail at Clint@ClintFuqua.com.
29
Off BeatBusinessMagazine
Wait Training
Off BeatBusinessMagazine
Change Priorities, Brenda Wakefield, MS, LMT, LMTI, CEP Everyone has their priorities, yet we all get one shot at taking care of our body. What is important to one, perhaps isn’t important to another? The path to move health towards optimal levels of comfort requires attention to detail to a mix of nutrition, exercise, body maintenance, meditation and other stress reducing options. Living well should be a top priority to enjoy each moment of each day. From research and personal experience, I truly want to shout to all who will listen, “Your health is your wealth!”
complements related to my skin as amazing reflect the effort I take to care of the largest organ of the body. Daily choices using the 80/20 is a mindset to eat to live which impacts my whole being. The skin is the wrapping which tells a story immediately of life.
No one is perfect and a moment of indulgence isn’t the end of a great lifestyle. Actually, there are awesome opportunities when eating, exercising, getting bodywork and more to give the body ample fuel to stay on track towards wellness. The decision to do better is an individual choice A combined approach to health and to commit to a better lifestyle. See things wellness sets the tempo for a return on differently, grateful and thankful to make investment with substantial dividends. wiser choices. Decreasing dis-ease and dis-comfort requires the commitment to a lifestyle of A positive mindset gives an inner peace living well, I recommend the 80/20 rule. which flows deeply psychologically to Eighty percent healthy, 20 percent of create a feeling of accomplishment. When absolute it just tastes/feel good. you’re feeling good about yourself, you are more likely to get more done. Many take The society we live in really requires a care of others before themselves, and concentrated effort to not give into fast truth be told, when the body is out of sync food, eating out and go, go, go. So many your resources are limited. You won’t have activities for the kids - shuttle here, shuttle enough to give. So, again your health is there, oh my, when there is more than one your wealth. child involved in extra-curricular activities, what gives? Usually we skip a meal, first Concentrate on activities that assist breakfast, then lunch, and go to bed on the body with nutrition, exercise, body empty, not a good idea. maintenance, and decrease stress. They are all vital to a lifestyle of wellness. Make Think about energy, sleep, exercise and a list and prioritize the importance of good feeling awesome as achievable and doable health. How important is it to feel well upon on a daily basis. Nothing is guaranteed, but rising in the morning, throughout the day, the odds of better health increase when and when you go to bed at night? What the choice is made for healthier options. does it take to commit to a lifestyle of good Frequent comments like, “it tastes so health and wellness? good,” “I can’t eat like a rabbit,” “I need my beef, pasta, bread and dessert,” visually Let’s start fresh; eat to live. Review the show around the midline, temperament, standard American diet (sad) as it relates skin appearance and so much more. Often to healthy choices for proper nutrients for 30
consumption. Empty calories or a rainbow Therapist of colors in the food selection are the ● Chiropractor’s Office choices you have to make. Are options ● Functional Medicine Wellness we choose natural, or modified? Organic Centers, and others “grown or made without the use of artificial chemicals; of, relating or obtained from Bodywork includes: living things” http://www.merriam-webster. ● CranioSacral Therapy com/dictionary/organic or non-organic, ● Cupping Genetically Modified Organism (GMO), ● Lymphatic Drainage Therapy “foods produced from organisms that have ● Massage had changes introduced into their DNA ● Visceral Manipulation and others. using the methods of genetic engineering. Some type of hands-on work is beneficial Genetic engineering techniques allow for to assist the body to self-correct and relax. the introduction of new traits as well as Bodywork is the best way to increase greater control over all traits in general circulation, decrease pain, enhance than previous methods, such as selective the immune system, improve sleep, breeding and mutation breeding. “ https:// increase energy and more. A choice of e n . m . w i k i p e d i . o r g / w i k i / G e n e t i c a l l y. being undressed or dressed is available modified.food or non-gmo. The choice is with many modalities to pick from. As a ours to decide what we put into the body Licensed Massage Therapist, I encourage that impacts the core of our being. A CranioSacral Therapy or Lymphatic combination of proper nutrition as a priority Drainage Therapy www.iahp.com/ can literally change your life. Know what alternativehealing which address full body goes into your body to maintain optimal maintenance. health and wellness. With nutrition, exercise and bodywork Proper nutrition provides the energy these efforts can create a lifestyle change for exercise. Movement is essential to worth the investment to better health and enhance circulation and decrease stiffness wellness. Prioritize your life to create a and pain. A sedentary lifestyle leads to lifestyle change and live better. Take steps increased weight, pain and immobility. It’s to a happy, healthier you! important to get up and move to give the body systems adjustments throughout the Brenda Wakefield, MS, LMT, LMTI, day. We get caught up in the flow of time; CEP offers proactive massage and touch therapies and initiates be selfish and take a timeout with a walk the body’s natural healing ability around the office/house, take the stairs, after injury. Start feeling better park further and walking more overall for today, call her office at 214-380health is recommended. 9700, or her mobile phone at Inclusive in the effort of self-care is body maintenance. You have several options for finding the care you need: ● Independent Licensed Massage
469-955-6530. Learn more about the therapies she provides at www.handsofchoice.abmp.com. Schedule an appointment in the DFW area at http://styleseat.com/brendawakefield
31
Off BeatBusinessMagazine
Change Your Life
Off BeatBusinessMagazine
Discover the Secrets to Unlocking Your Potential Using MEDIA to its Fullest Extent!
Russ Johns Marian LaSalle T. Allen Hanes Tonya Hoffman Dr. Joe Vitale Susan Hamilton Alicia White Chris N. West Melinda Cooper Robin Dahms Maylon Hargrove Malisia Garcia Pam Terry Pablo Valle
Now YOU can see how elite professionals are paving the way for the largest influx of digital awareness the world has ever seen.
Click HERE To BUY NOW!
Get YOUR Kindle Copy For Only .99 TODAY!
32
Book Beat
Off BeatBusinessMagazine
The Way of a Seven Keys to Becoming a Business Attraction Magnet By Dean Lindsay, Sales Leadership Speaker and Author of THE PROGRESS CHALLENGE
The business of sales is the business of attraction. We are attracted to products, services, ideas, and people that we trust can help us progress. Everyone profits when sales professionals focus on being progress, and being progress turns sales professionals into Business Attraction Magnets. The great Dottie Walters, one of the founders of the National Speakers Association, shared with me many years ago that the word sales comes from the Scandinavian root word meaning to serve. Soak that in…to serve.
Seven Keys to Being a BAM 1. Become Buzz-worthy. Business Attraction Magnets provide so much value, so much heat, and so much enthusiasm that customers are inspired to talk about them. A BAM is worthy of attention, worthy of the spotlight, worthy of wattage, and worthy of referrals. As Progress Agents, we must not only show enthusiasm for our work – we must HAVE enthusiasm for our work. If we want prospects to get excited about our products and services, we need to have that excitement first. Likewise, if we want others to believe in our products and services, we must believe in our products and services first.
If we just made that little shift in our own thinking about that word sales, think of how many more people we could serve with our products, services, ideas, and contacts. (Not to mention our smiles and To win the prize, we must be the prize. Enthusiasm shows solid listening skills.) To sell is to serve. To serve is to in the way we hold ourselves and in the passion we have for our jobs and our lives. If we want loyal customers and Be Progress. The days of the “Surefire Closing Statement” and the “Glad-handing Slick Salesman” are long gone. Today it is imperative for Progress Agents to truly get to know their prospects and help prospects get to know them. Selling is therefore a state of mind more than a series of steps. It is a dance, a buzz, a willingness to be involved, to connect, to attract. Those of us who make our careers selling are, by and large, outgoing, caring, and driven. We want to help others progress. We believe we can make a difference, that we can help. Being progress puts wind in our sails and in our sales. Becoming a Business Attraction Magnet is about trust. The customer has a need, or a step they desire to take. They must trust we can meet that need and help them take that step. Customers and prospects need to trust our belief in ourselves, in our companies, and in our products and services.
referrals (and we do), then we need to feel worthy of loyal customers and referrals. I am sure you have sensed by now that, whenever possible, people do business with people they like. Passion for our lives and belief in our work make us attractive and likable. They draw people to us. In sales, we have got to be on. Have game. Bring heat. Same is true for customer-service professionals and those in leadership. Buzz. Buzz. 2. Ask Progress-Based, Open-Ended Questions. In the medical profession, it is known that prescription without diagnosis is malpractice. The same is true for Business Attraction Magnets. We must ask a variety of open-ended questions to diagnose the situation, so our recommendation (prescription) will meet the need. “The art and science of asking questions is the source of all knowledge.” -- Thomas Berger There is a classic story, told in sales circles, of the inept salesman trying to explain to his boss why he closed only one sale per month. “You know, you can lead a horse to
33
Off BeatBusinessMagazine
water, but you can’t make him drink,” the salesman says, shrugging his shoulders. “Make him drink?” the manager replies. “Your job is to make him thirsty.” That sounds good enough, but there’s a fundamental oversight here: Clients and prospects are already “thirsty.” They are thirsty for peace of mind, pleasure, profit, prestige, pain avoidance, and power. They are thirsty for progress. We must uncover others’ particular parameters for progress if we hope to make them thirsty for the progress we offer. The most powerful way to uncover the prospect’s parameters for progress is to ask open-ended questions. These questions commonly include the basics of: - Who - What - Where - Why - When How A BAM Dozen: 12 Solid Open-Ended Questions Please find your own voice when asking these questions. We must be truly interested in finding a way to help. 1. How did you get interested in your line of work? 2. If a journalist were to write about what’s been happening in your industry over the past six months, what might they write? 3. I connect with new people all the time; how would I know if someone qualified as a solid contact for you? 4. How would you define progress for you/your business? 5. What major shifts do you foresee in your industry? 6. Where do you see your greatest challenges? 7. Why do these challenges persist? 8. What difficulties will you face if you don’t meet these challenges? 9. What actions are you taking to overcome these challenges? 10. What results are you expecting? 11. Who is involved in the decision-making process? 12. If you could solve these challenges, what kind of progress would you make? Also, encourage prospects and clients to expand on their answers by asking: Would you tell me more about that? Could you please elaborate? Could you clarify…? How so? What did you mean when you said…? Do not ask too many questions or ask them at a rocket-fire clip. People should not feel they are being interrogated. Being interrogated is neither attractive nor enjoyable. 3. Listen as if your lifestyle depended on it… It Does!
34
Solid listening goes hand in hand with asking powerful questions. I don’t mean “listen” as in taking in sounds and passively processing them. As BAMs, we must LISTEN with all we’ve got. This is a basic but sometimes challenging principle to consistently put into practice. It means that, for the duration of our contact, we step outside of ourselves – our own needs, our every preconception – and attend entirely to someone else. Everyone has a need to talk and be heard. Listening helps us treat others as if they were the most important people on the planet because – in their minds – they are. Many professionals forget to involve the prospect and drone on about how great their ideas or their company is, forgetting to ask probing questions and listening for ways to show how they can be progress for the other person. Sometimes our motivation to actively listen is not all that high. We think we can get by without really focusing. This is a huge mistake. The ability to understand and value what others say is critical to being a BAM. So be determined to focus on and understand completely what others are trying to communicate. It is close to impossible to uncover someone’s parameters of progress when you’re preoccupied with previous conversations, unfinished tasks, or the impression you’re making. Good listeners absorb and reflect on what they hear. They are active in the listening process. This requires energy and motivation, because listening is more than just hearing. We must become active listeners rather than passive hearers. Repeating back (as questions or tentative statements) what you think you’ve heard the other person say helps avoid mind-misreading errors. Good clarifying questions offer the person a chance to rephrase their thoughts and say precisely what they mean. 4. Respect Time and Structure. Structure is vital for becoming a Business Attraction Magnet. Solid self-management (formerly known as time management: Tips on p. 145) leads to higher productivity and reduced stress. Our desks need to be workstations, not storage space. We must be able to quickly locate important information. Being well organized shows a respect for time (ours and our customers’). Looking sharp is also part of solid organization. If we can’t get ourselves together well enough to look presentable, how are we going to be able to help someone else see us as together enough to handle their challenges? Plus, how we present ourselves shouts volumes about how we feel about ourselves and our work. Becoming a Business Attraction Magnet takes preparation. Unfortunately, far too many of us invest more energy in planning our weekends, or even what we’ll have for dinner, than we do our opportunities to be progress for prospects and customers.
Ponder & Progress: Sales & Organization Consider your three most recent sales presentations or sales phone calls:
• Did you check your attitude before making contact? • Did you have a specific objective for the contact? • Did you have some ideas to offer on how you could Be Progress? • What was your plan? • Did you know what you were going to say? • Did you do enough research? • Did you set an appointment? • Were your materials in order? • Were your questions relevant and helpful? • Was the person inspired to positive action? Bonus Question: Did you make a sale or start a progress-based relationship? Prepare, keep your enthusiasm, and be persistent. Eighty percent of new sales are made on the fifth contact, yet the majority of salespeople give up after the second contact. Give full attention to every relationship opportunity. Being well organized makes it easier to build trust and offer progress. 5. Build Priceless Business Relationships I wrote a whole book on building priceless business relationships so I’m not going to rewrite it here. But I will say this: Building priceless business relationships does NOT hinge on who we know, or even who knows us. The key to building priceless business relationships is to proactively use what we know about who we know so that we can position ourselves as progress in the minds of those we wish to build priceless business relationships with.
I know I rolled through that rather quickly and wordily. For more information on building priceless business relationships, I strongly encourage you to check out Cracking the Networking CODE: 4 Steps to Priceless Business Relationships by Dean Lindsay. I could not recommend this gentleman’s work more highly (and he is so humble). But I digress… 6. Practice Empathy. Empathy is knowing and feeling where the other person is coming from, walking a mile in their shoes, seeing things from their point of view. Empathy involves understanding that people make decisions for their own reasons, not ours. There are always reasons. Customers have reasons, prospects have reasons, employees have reasons, coworkers have reasons. They might not be our reasons. To enhance our level of empathy, it is paramount to focus on understanding others’ parameters for progress. We may never fully uncover where another person’s motivation, their “motives for actions,” are coming from, but those motives, along with their parameters for progress, are uniquely theirs. To be a Business Attraction Magnet, always think, and say: “What that means to you, Mrs./Mr. Prospect, is…” Commit to doing what is best for the customer, ever striving to help provide the right product or service to meet their needs. Sure, we want to profit, but the customer’s profit is key to ours. Practicing empathy includes understanding that customers do not want our products and services – they want what they think our products and services can do for them. One of my client companies is among the largest trade show booth manufacturers in the USA. They design, build, and transport the huge trade show booths you see at the big conferences around the country and world. At the very beginning of a program I was conducting for their sales teams, I stated bluntly, “No one wants a trade booth.” The room went silent. The reps looked at the Vice President of Sales and each other as if to say, “What?” Finally, one of the sales managers in the back raised his hand and said, “No, Dean. They actually call us up and order trade show booths.” I said, “You bet. They order trade show booths, but a trade show booth is not really what they want.” Again more silence. Then the Vice President of Sales spoke. “You’re right, Dean. Our customers don’t want trade show booths – they want profit. We must be able to show them how investing in our trade show booths will help them to profit.” Business Attraction Magnets know it is not the goal of having the product or service itself that creates the
35
Off BeatBusinessMagazine
Don’t believe anyone who says sales is “just a numbers game.” Sales is a Progress-based Impressions Game – a Proof-of-Progress Game – The Ultimate Game of Trust. Sure, the more contacts you make the better your odds – but you may also be blowing your chances for many potential relationships, not to mention time (yours and the prospect’s), by rushing through the process halfcocked with an indifferent attitude. The worst time to think of what you’re going to say is as it’s coming out of your mouth.
Off BeatBusinessMagazine
momentum. It is the perceived benefits (feelings realized) behind having or utilizing the product or service that creates the momentum. 7. Focus on Value and Cost, Not Price. Sure, it is easy for prospects, as well as sales professionals, to focus on price because it’s right there in black and white. And true, our products and services do come with
is the best value option and therefore means progress. If prospects have a strong enough why, they will figure out the how. If employees have a strong enough why, they too will figure out the how. When things get tough, reminding coworkers, employees, and ourselves of the progress behind the desired actions is paramount. Become a Business Attraction Magnet. Be Progress.
“Sometimes our motivation to actively listen is not all that high. We think we can get by without really focusing.” a price. But the price of a product or service isn’t what the product or service actually costs. We must show that every penny of the price is necessary, because it offers the best value and avoids the cost of alternative purchases and situations. Cost and value are hard to nail down but are far more important figures to relate – because they include not only the price, but also the value-added service, technical support, our expertise, and all the other progress-based aspects that go along with a relationship with us and our company. There are often ramifications from purchasing-decisions that are eventually felt within other departments. True value shows itself over time. The challenge and responsibility of a sales professional is to relay the true costs of other choices upfront. Buyers must see that they profit by investing their time and money with us. “Our prices are too high” is often the excuse heard from sales professionals as they explain their less-than-stellar sales performance. Sometimes it’s true. Most of the time, however, the issue is not our price; it’s articulating the true cost, and how working with us and agreeing to our price
36
Dean Lindsay can be reached at: Dean@DeanLindsay.com and 214-457-5656 and video clips of him in action are available at DeanLindsay.com and Linkedin.com/in/DeanLindsay. Get your copy of Seven Keys to Becoming a Business Attraction Magnet on Amazon today!
WeLOVE Our Dads! By Dorothy Skinner In my opinion, our society doesn’t give enough emphasis on fathers. Being a father is an awesome responsibility. Television has made fathers the idiot in the family, someone that can never say or do the right thing. Someone to be ridiculed and not respected. There are lots of dads out there that do a wonderful job. You see them everywhere you are - spending time with their sons and daughters at ballgames, school events, church, and shopping to name a few things.
My father and my children’s father are no longer with us but their legacy lives on. My 3 sons and 3 son-inlaws make me so proud when I see how they deal with their own kids. It is not easy to make the right decisions, take feelings into account, and be patient so Happy Father’s Day to all the dads out there. Keep up the good work - we love you!
Dorothy Skinner is the owner of Gary’s Quality Plumbing, serving the north Dallas It will help these kids so much to see Dad involved in area, Wylie, McKinney, and their lives. Allen, Texas. Dorothy and her husband, Gary, raised And you know what? The chances are high that they six children in the plumbing will do the same with their own kids later. service industry and have built Do you remember “Cats in the Cradle” from years back? Sad but true commentary. What goes around their company of almost 50 years on customer service and fair pricing. Find their ad in The OffBeat Business comes around. Magazine. I was blessed to have a father that let me know he loved and cared about me and worked hard to provide for me. My husband, on the other hand, was deserted by his dad at a very young age. When we met, my dad became the dad he never had - so when we married and had our family he still had a father figure guide. Our children had a dad that loved, provided for and taught them Godly values.
37
Off BeatBusinessMagazine
Note From Dottie
Off BeatBusinessMagazine
TENACITY PAYS OFF!
By Taylor Kay Stephens
Several years ago, a good friend of mine had a brilliant idea for a “How to” video, so we decided to start a business. Since I had a video camera and computer skills, I was sure we could have this up and running in a few weeks.
beginning what was involved and how much trouble I would have, I never would have started. I was also mad at myself because it was a stupid decision to waste three years learning skills I didn’t need for anything else and would never use.
Self-confidence, tenacity overcoming obstacles and never giving up had always been my strengths. In the past, whenever I’d set my mind to do something, I was able to figure it out and do it. After all, I really believed in this project, had the desire and willingness to do whatever it took.
Little did I know, those “wasted” skills ended up being crucial for parts of my current business. It had also cut down the learning curves, saved me valuable time, money and frustration.
From the start, Murphy moved right in. There were problems with almost everything – even simple skills that I had done easily many times in the past. As soon as I would get one problem solved, there was another – day after day, week after week, month after month!
Many times, real gifts don’t come in a Tiffany’s box!
Taylor Kay Stephens, speaker, author and life coach, is no stranger to tragedy and adversity. She teaches Along with problems there were so many new skills I people how to get out of had to learn and with each new skill there was a huge overwhelm and change their learning curve. Each time I thought about quitting, self-defeating behaviors. things would get better and there was progress. Taylor has developed her own easy, practical techniques, so simple a Three years later, with my sanity and tenacity gone, it was time to call it quits on this project from hell! I child can do them. You may contact her at was very upset with myself for not looking into what resolutionspeaking@sbcglobal.net or discover it would take to do this kind of project, especially more at www.taylorkaystephen.com when I had no experience at all. If I had known in the
38
Off BeatBusinessMagazine
Susan Says
It’s ON Like Donkey Kong By Susan Hamilton I got a fire in my belly and a one-track mind these days, and no, it’s not indigestion! I’m watching this thing grow farther than I could have imagined and it’s exciting beyond comprehension. Over the next month, you’ll see us alter our brand slightly as we become OffBeat Business Media and begin a Saturday morning faith in business half hour program with a reach of 6.5 million people - YOWZA! We’ll continue a talk show format, but include segments to spotlight a veteran business owner, share a business tip, and focus on a financial question each week.
talks about, and learn to navigate the televised arena while we’re at it. This has growth written all over it.
In addition, we’ve begun the process of consulting with Advantage Marketing to get our pretty digital magazine available in a print issue as well.
Susan Hamilton is the owner, host and editor-in-chief of The OffBeat Business Show & Magazine, a business for business digital media resource for strong brand development. Contact Susan at Susan@OffBeatBusiness.com or call 214-714-0495 to discover how digital content can work for you.
This is WORK, people. NOTHING about this growth has been on my short-term radar. While in the back of my mind I realized we were probably headed in those additional directions, the speed we’re operating in is a little ‘overwhelming’ or, as Candy Barone corrects me, “Overflowing.”
Because the way I see it, we’ve got this one life and this one opportunity to encourage the Body of Christ to produce for the good of the world Jesus died to save. Let’s be determined to do it and do it well. This is not a dress rehearsal, this isn’t a warm-up game. We’ve got work to do, and our efforts DO pay off, if we don’t shrink or faint or grow weary as we see the day approaching.
I had to learn to say “Yes” before I had all my ducks in a row. That’s not a comfortable position and it certainly is risky. But the alternative? Shrinking back from an opportunity is not my style. I’ve worked very hard to inspire and promote American business owners so they can make more money and with the excess of time and money - make a difference. Now I see how we can reach further into the American business owner experience, the real one, not the one the SBA
39
Off BeatBusinessMagazine
“Not having the information you need when you need it leaves you wanting. Not knowing where to look for that information leaves you powerless. In a society where information is king, none of us can afford that.” - Lois Horowitz Our nation’s veterans are dying by their own hand at a rate of 22 per day! One of the issues contributing to that factor is the inability to access resources available to assist our military and their families when they are facing a myriad of issues transitioning to civilian life. Our website began as a solution to the problem confronting transitioning military personnel, spouses, and caregivers. Our focus and goal is to “push” out the information on valid and valuable organizations, resources, peer support networks, both locally and nationally, to the community that needs to access them in quick and efficient manner.
What makes Battle-Buddy Info unique among Resource Directories: Battle-Buddy Info resources are prevetted for inclusion into the Directory. Our Users have accessed, and/or researched the organizations and many have received services from the listed providers and consider them to be viable sources providing assistance DIRECTLY to a service member or their families. We provide eligibility information as listed on the Resource’s website (i.e. Branch of Service, Disability level, seasonal, geographical, etc ). From Battle-Buddy Info, once the User has determined they meet the criteria for assistance, they can link
40
to the Application Form from our site, eliminating the need to read through pages of content provided by an organization.
SUICIDE PREVENTION Movement
22
Movement 22 Instagram page is for Veterans in dark places. Call anyone listed on the site 24/7. Committed to being available for ALL before a permanent irreversible step is taken. www.instagram.com/movement22_
#22Kill
22Kill is a global movement bridging the gap between veterans and like-minded individuals to build a community of support and understanding. 22Kill works to raise awareness to the suicide epidemic that is plaguing our country, and educate the public on mental health issues such as PTS. The Virtual Veteran Advocate Map identifies committed individuals willing to talk to veterans in crisis. www.22kill.com
Hidden Wounds advocates to help stop Veteran suicides. The mission of Hidden Wounds is to provide interim and emergency counseling services to ensure the psychological health and well-being to combat veterans and their families. Counseling services through Give an Hour.
our network in various ways. We list all jobs on the Careers page of militarycivilian.com, which is a free job board searchable by location, category/ industry, and keyword. We post the jobs to other external job boards such as the Wounded Warrior Project’s CareerBuilder site, the Marine Corps Executive Association board, etc www.military-civilian.com
www.hiddenwounds.org
Vets for Warriors National Resources Hope for the Warrior
The mission of Hope for the Warriors is to enhance the quality of life for post9/11 service members, their families, and the families of the fallen who have sustained physical and psychological wounds in the line of duty. Hope for the Warriors is dedicated to restoring hope for our service members and military families. Offering a variety of programs of assistance including emergency financial help. www.hopeforthewarriors.org
IAVA
The mission of Iraq and Afghanistan Veterans of America (IAVA) is to improve the lives of Iraq and Afghanistan Veterans and their families. Rapid Response Referral Program assigns a case manager to help IAVA members navigate through a variety of resources available to them. The Career Pathfinder program includes resume builder, military skills translator and career mapping tool. www.iava.org
Military
-Civilian
Connecting military veterans and their spouses looking for work with civilian companies looking to hire. We partner with hiring companies to promote their open jobs throughout
Our mission is to provide 24/7 confidential, stigma free peer support by veterans to Active Duty, National Guard and Reserve service members, Veterans, Retirees, and their families/ caregivers. Share lived experiences to create an environment of trust that demonstrates you are never alone, there is a caring, empathic voice ready to connect and follow up. www.vets4warriors.com
Veteran Artist Program (VAP)
VAP takes artists who are also veteran, and propels their works and careers into the mainstream creative arts community through networking, mentorships, collaborations with professional artists, and original productions. Weekly Podcast features veterans in the arts.
The Mission Continues
The Mission Continues empowers veterans facing the challenge of adjusting to life at home to find new missions. We redeploy veterans in their communities, so that their shared legacy will be one of action and service. Service Platoons offer veterans the opportunity to find a new unit: members work together not only to solve tough challenges, but to also support one another in navigating reintegration into civilian life. www.missioncontinues.org
Team Red White and Blue (Team RWB)
Team Red, White & Blue (Team RWB) is a veteran support nonprofit organization whose vision is to increase the connectivity between America’s combat veterans and people in their communities. We use exercise as a medium to bring people together (running, triathlon, Crossfit, yoga, hiking, etc...) We also provide personal assistance/coaching for veterans who want to get back into shape. www.teamrwb.org
Scout Military Discounts
Team Rubicon Engages Veterans. Hundreds of US military veterans, many returning home after fighting ten years of war, find a renewed sense of purpose for their skills and experiences through TR. Team Rubicon sets itself apart in the nonprofit world. TR pioneered a new paradigm in disaster response while redefining the meaning of veteran reintegration into society.
SCOUT is designed to have every military discount at your fingertips. It also provides useful features such as USO locations, charities that help the military community and much more. Please add any military discounts you know about today so they can be verified and shared with the SCOUT community. The mission is simple: make every military discount easily accessible to those who deserve them (all soldiers, veterans and their families). This awesome group of people should be able to know that they’re getting a discount beforehand...right from their phone.
www.teamrubiconusa.org
www.SCOUTMilitaryDiscounts.com
www.veteranartistprogram.org
Team Rubicon
41
Off BeatBusinessMagazine
Hidden Wounds
42