Small Business Today Magazine- March 2015 by SHARECA VALLAIRE

PUBLISHER SCOLUMN

SBT Houston Staff MARCH 2015 Chairman John Cruise

President/Executive Publisher Steve Levine

From the Publisher

Steve Levine

Vice President /Associate Publisher/ Creative Director/Editor Barbara Davis-Levine Business Development/PR Aaron Kaplan Lisa Lopez Shir Maxfield Graphic Designer Lavinia Menchaca Photographers Gwen Juarez Contributing Writers Don Brown Barbara Davis Dr. John Demartini Paul Franzetti Heather Green Warner Mila Golovine Jeff Jones Bruce Hurta Hank Moore

Mike Muhney Mayor Annise Parker Howard Partridge Christi Ruiz Rita Santamaria Gail Stolzenburg Holly Uverity Aimee Woodall

Chief Advisor Hank Moore Publisher’s Advisory Board Shah Ardalan Helen Callier Sonia Clayton Donna Cole John Cruise Dirk Cummins April Day Dr. John Demartini Maya Durnovo Kathie Edwards Mila Golovine Dory Gordon Greg Grant David Holt Richard Huebner Jeffrey Jones Darryl King Sandy Lawrence Craig Klein

Wea Lee Hank Moore Lisa M. Morton Mike Muhney Leisa Holland Nelson Tony Noun Mayor Annise Parker Page Parkes Howard Partridge Susan Repka Maria Rios Grant Sadler Rita Santamaria William Sherrill Pam Terry Linda Toyota Jack Warkenthien Carlecia D. Wright Aaron Young

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Your One Thing A Business Lesson from the Movie “City Slickers” love the scene in the movie “City Slickers” where Billy Crystal’s character, Mitch, is alone with Curly who is played by Jack Palance. Curly is giving Mitch some worldly advice that may just prove to be the greatest advice ever given for one’s self and business.

Curly asks, “Do you know what the secret of life is?” Holding up one finger, Curly then answers, “This.” With a puzzled look on his face, Mitch asks, “Your finger?” Curly responds, “One thing; just one thing. You stick to that and the rest don’t mean s**t.” Mitch again asks, “But, what is the one thing?” Curly replies, “That’s what you have to find out.” What’s your one thing regarding you and your business? Let me go ahead and give you the answer. - It’s your WHY. Why did you start your business?

Most of us started our business because we wanted that business to work for us versus the other way around. We started that business with a dream and a belief that our business could get us to that dream as we serve others. Zig Ziglar often said,“You can have everything in life you want if you will just help other people get what they want.” But somehow on our way to that dream we lost focus on the WHY. A business plan doesn’t mean a thing unless it is tied to our dreams. So get out a piece of paper and write down your WHY and post it in as many places as possible so that it will serve as a constant reminder of why you started that business in the first place. That is your one thing! Our cover honorees this month are the Reyna-Lara-Torres families that make up the leadership of Impact Stone. Joel Reyna started Impact Stone with a WHY that others thought would be impossible for him to ever achieve. After working for several years for a granite fabricator and doing jobs on the side, Joel had saved up enough money to buy a small saw and gave his supervisor two weeks notice. His supervisor told him that he didn’t speak English well enough, that he didn’t know enough about the business, and that he was not going to make it. His coworkers also laughed at him when he told them that one day he would buy a machine like they had at his job that cost about $130,000. Four years later, the company that Joel had worked for had gone out of business. Not only did he buy their machine at auction, he took over the location where the company had been, and also hired some of their employees! Joel’s WHY has continued on to include the next generation in his family who have taken the helm. They work alongside each other in harmony as they build a legacy for generations to come, all the while making an “impact” on so many lives. It is time to let you get started on this month’s inspiring and informative issue, Good Reading, Good Sales, & Success to You,

Steve Levine

President/Executive Publisher, Small Business Today Magazine

[ MARCH 2015 ] www.SBTMagazine.net 3

INSIDE MARCH 2015 EDITION HOUSTON

Publisher’s Column

The 4 Keys to Success - Marketing, Planning, Prospecting, and Implementation

The City of Houston Receives National Recognition for Its Summer Jobs Program

Doing Business with the Israelis

Professional Development Necessary for Corporate Success

19 Impact Stone Design, Inc. A Rock-Solid Family Business Carved Out of Unwavering Principles and Dreams

The Pros and Cons of Using Psychometric Tests 20 Getting Organized: Are You Organized or Neat?

The Only 3 Ways to Increase Sales – Part 2

Dealing with Landlords…The Good, The Bad, & The Ugly - Part 4

Small Business Loan Success Story - Zoom Car Wash

You Need an Army Mobilizing Others to Action 32 My 5 Wishes

HOUSTON MINORITY SUPPLIER DEVELOPMENT COUNCIL

KOSHER CHILI SUNDAY MARCH 8th

Smartcuts vs. Shortcuts; Micro vs. Macro Relationship Management

Networking Blunders That Cost You Money

Financial Astrology for March 2015

Overtime Issues and Salaried Employees – Do You Have a Problem?

[ MARCH 2015 ] www.SBTMagazine.net 5

COVERSTORY

Impact Stone Design, Inc. A Rock-Solid Family Business Carved Out of Unwavering Principles and Dreams

By Barbara R. Davis and Heather Green Warner

In 1979, Joel, who had grown up in Hioel and Irma Reyna, along with their fabrication; family matriarch Irma Reyna is the Company President; daughter Verondalgo, Mexico, was attending the university close-knit family, have carved out a there and decided to vacation in the United ica Reyna is the Chief Estimator and Projrock-solid business, Impact Stone States. He wanted to visit his father who ect Manager; daughter Victoria Lara is over Design, based on unwavering prinhad come to the U.S. as part of the BraceBusiness Development; and daughter Irma is ciples, integrity, a strong faith in the Lord, and care for others. As a young man, the Office Administrator. In addition, oth- ro Program. Joel’s brother was also living Joel dreamt of running his own business. er family members are actively involved in in Houston and was married. 21-year-old He would frequently gaze in awe at the different areas of the business including son Joel had intended to return to Mexico and large stone-cutting machine worth nearly Joel, Jr. who is in charge of Technical Support continue his education but after meeting $130,000 at the granite and marble plant and son Eduardo who is in charge of Safety. Irma, the sister of his brother’s wife, his plans where he worked and say out loud, “One day I’ll have one of my own machines like Irma and Joel Reyna founded Impact Stone Design, Inc, in 1989. It was their combined dream to create that!” His coworkers would laugh at him a legacy for their children and future generations. Photo by Gwen Juarez Photography. and tell him he was crazy because it would be impossible for him to ever achieve such a lofty dream. After working very hard for years doing jobs on the side along with the help of his wife, Irma, Joel saved up enough money to buy a small saw and gave his supervisor two weeks notice. His supervisor tried to discourage him by telling him that he didn’t speak English well enough, he didn’t know enough about the business, and he was not going to make it. Four years later, the company Joel had worked for went out of business and not only did Joel buy the stone-cutting machine at an auction, he took over the location where the company had been and hired some of their employees! Today, Impact Stone Design is a leader in the fabrication and installation of natural stone. Quality work in residential, commercial, and government projects have earned them respect and admiration around the country. In addition, they are also known for the service they do throughout the community. Joel focuses on the assurance of quality 6 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

Irma and her beautiful and hardworking daughters prove that women in construction can be a “family affair!” Photo by Gwen Juarez.

changed. For Joel, it was love at first sight but Irma had a boyfriend and didn’t like Joel at all! Little by little, as Irma got to know Joel, her feelings changed and in 1980, Joel and Irma were married. Irma had also grown up in Mexico, in Valle Hermoso,Tamaulipas. When she was 14, her mother discovered they had family in Texas. In addition, Irma’s mother learned that their family was originally from the U.S. but had moved to Mexico during the Great Depression, affording Irma’s mother a U.S. citizenship. Little did anyone know that this was to be the beginning of a successful large family whose talents, hard work, and integrity would bring them to where they are today. In 1981, daughter Irma was born. Then, one by one, over the next four years, a new sibling followed in order - Joel Jr., Veronica, Victoria, and then Eduardo. For several years, patriarch Joel had driven a produce truck in Houston. After Joel was involved in a motor vehicle accident, a series of additional setbacks would follow. After there was an economic recession, Joel was laid off. He was determined to find another job so that he could support his family. Fortunately, during the interim of his unemployment,

Irma, who was no stranger to hard work, maintained a positive attitude and did what she could to help make ends meet. Irma’s indomitable spirit was a result of her own mother who was a role model for all of the women in the Reyna family. She had inspired them to move forward no matter what obstacles might be thrown in their path. When Irma was growing up in Mexico, her older brother, who was 17, died in a tragic accident. He had been working at a gas station in Mexico and was helping support the family. After he died, Irma’s mother had to find a way to support her family. Alone, she moved from Mexico to Texas where she was able to find work and then send money back home. Although tragic, the death of Irma’s brother was the stimulus that led her mother to Texas where eventually they all relocated. Ultimately, Houston would become the birthplace of Impact Stone Design. Throughout Joel’s life, he had been exposed to relatives that worked in quarries and stone. A job was opening at a marble and granite quarry called Cold Spring Granite (now known as Texas Granite) and was in Marble Falls, Texas, a small town located 48 miles northeast of Austin. The Reyna

family packed up their worldly possessions and moved there in 1984 when Irma was pregnant with Victoria, child number four. Little did she know that she was on her way to being a partner in a new business venture. At first, Joel started by learning about working with large machinery, cranes, salt machines, and other important skills. He was quickly promoted to fabrication and well on his way. Unfortunately, the town of Marble Falls was very small and when new owners took over the plant, everyone was laid off. Once again, Joel and Irma were back to square one. Regardless, they did not see this is as a defeat. Armed with new skills and Irma’s innate business sense, the family came back to Houston in 1987. Surprisingly, Joel saw that the homes in Houston were architecturally simpler and less ornate than those he had been trained to work on. He began to feel even more confident that his dream to run his own business someday was within his reach. With Irma’s encouragement and assistance, Joel worked side jobs to save money for the planned business. Even though she was raising their five children, Irma found time to handle the administrative part of [ MARCH 2015 ] www.SBTMagazine.net 7

EDITORIALFEATURE

Truly custom artisan stonework is produced on a daily basis at Impact Stone Design, Inc. Photo courtesy of Impact Stone Design, Inc.

where the previous company had been to look at receipts and bills. He decided to charge less than they had and went around to residential contractors outbidding everyone else! Irma officially became in charge of all the billing, invoices, and even ideas on how to expand. Marketing at that time was strictly by word of mouth. Offers from contractors grew as people heard about Joel and his work. If Joel told someone a job would take two weeks, then he would work day and night fourteen days in a row to be sure it was done. If a customer wanted a project done too quickly, Joel would be honest and say that he could not do it if it meant he would be compromising quality.

the side business. “We never kept any money during that time,” explained Irma. “All the money went to the employees, reimbursement, and other expenses.” Little by little, Joel was earning a reputation for his honesty, loyalty, quality of work, and the impact he made on the community. It was during this time, a company in Dallas, Texas approached Joel to work directly for them. Although Joel worked for another factory, the contractor did not want to go through a middleman to hire him. They were offering him a lot of money that could be put towards the growing savings fund he and Irma were planning to invest This beautiful stone design was donated to a local Houston church. Photo courtesy of Impact Stone Design, Inc. in their own business. Their dream was beHigh quality work did not go unnoticed. ing auctioned off that was housed in the coming a reality! same building. Just as Joel had predicted, Soon a day came when Joel was doing inIn 1989, Joel went to his employer and that one day he would own an expensive stallation and caught the attention of none said he was giving his two weeks notice to stone-cutting machine like the one where other than Tilman Fertitta, CEO and sole go out on his own. His supervisor told him he worked, he not only bought the one owner of Landry’s, Inc., one of the nation’s he would never be successful. “You don’t up for auction, he also bought the building largest restaurant corporations! Fertitta speak English well and you know nothing where it was housed! This way, he didn’t personally approached Joel and asked him about business! You won’t make it. You will have to spend money moving the machine! to come sign a contract to work for him! come back here after you fail,” he was told. The best part was that Joel and Irma were Joel asked if the business mogul would mind Undeterred and with his business-minded able to employ some of the workers there stopping by his house because he had to wife at his side, Joel left to use the savings who would have otherwise lost their jobs get back home and check on his family and he had worked so hard for to purchase when the company failed. Renting the pet dogs. Unbelievably, Mr. Fertitta obliged, a building to house his stone-crafting busi- house next door, the Reyna family became following Joel to see his home-based facility. owners of their own business. They had a ness. After working out the details, Joel and new business and a new home! Irma found themselves on a whirlwind of Four years later, the company where Joel One of the first tasks was to determine success! Landry’s had restaurants and subhad worked had gone out of business and the building was up for sale. In addition, how much to charge their new customers. sidiaries in many cities and states. Their the large stone-cutting machine was be- Joel began digging in the trash dumpsters daughters remember their parents travel8 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

ing to Austin, Dallas, San Antonio, Memphis, Colorado, and Mississippi to work. The family also worked on the Polynesian Resort in Orlando, Florida. This was life-changing for them. As more and more jobs and contracts began pouring in including work for ZZ Top Band member Frank Beard and retired NBA player Hakeem Olajuwon, the small home-based family business was able to lease two larger facilities to run their operations and hire more people. At this point, many in the community considered Impact Stone as a company that was making an impact on people’s lives! That was the reason that the name Impact Stone was chosen for the company name. In 1998, feeling it would be in the best interest of the company, Joel and Irma hired a man who was native to Texas and spoke English much more proficiently than either of them. Although he was not the owner, this man would be the voice and face of their company, communicating directly with contractors and collecting payment for the bills. Once he was in the picture, people were misled by him that he was the owner. It was easy for him to do and he readily took advantage of the situation. Soon Joel and Irma began noticing less money coming in, files missing, as well as complaints of projects not being completed. Their hearts sunk as they saw their dream dying in front of their eyes. The business was failing after all the years of hard work and sweat. This man who they had trusted had begun embezzling from them and destroying their reputation. He even stole all the business they had from the Landry’s corporation! Impact Stone Design Chief Estimator and Project Manager, Veronica Reyna reflected, “You are going to have bad times. However, you must keep trying.” Veronica is truly an inspiration to anyone aspiring to succeed in business. She, along with her mother, sisters, and brothers are proud at how far the family business has come since her father’s dream first began. By 2001, the Reyna family started over again as a home-based business but never did their hopes and dreams waiver. As their children reached adulthood, they joined the company and became the core of the business. Joel never wanted to push any of his children into working with him; he want-

ed them to come to him and ask. Middle daughter, Veronica explains that at about this time she was working very long hours for little money as a telemarketer. She was about 20 years old and admits she never had an interest in the family business. She complained a lot about her parents’ long and frequent absences. Veronica was tired and unhappy at her job. Although she knew almost nothing about the stone business and had little formal education, she soon approached her father and asked if she could work for him. Joel was thrilled and agreed.Veronica asked, “For money?” “Yes,” exclaimed her parents! Telemarketing, although not Veronica’s dream career, did come in handy as a family salesperson. In addition, she received one hour training sessions from a family friend in estimating and reading blueprints, Meanwhile, married daughter, Victoria was a stay-at-home-mom when her parents asked her to contribute to the business anyway that she could. They needed someone to go out in the field and make connections and the personable Victoria fit the bill. She was a natural and quite comfortable socializing and meeting new people. In addition, Victoria honed her people skills by taking college classes in communications. Her passion to attract more business extended to making every attempt to attend any and all networking events around the city. Keeping in line with the other women of the Reyna family, all of her work was done while simultaneously caring for her own children. After meeting Cynthia Booker with UT Systems, Veronica and Victoria received many introductions through her. As a result, networking invitations came pouring in! While attending one of these events in Galveston, Texas in 2012, both Veronica and her sister Victoria were introduced to Michael Dwight with Hensel Phelps Construction Company. They made a great impression on him and he suggested they bid on the new Jennie Sealy Hospital in Galveston. This was an incredible contact! The new hospital was going to be huge with seventeen floors and many restaurants. Victoria was beyond excited. Veron-

ica cautiously began looking into the offer and recognized that Impact Stone Design was too small for such an overwhelming undertaking. The Reynas have always believed that their reputation for integrity and honesty must be upheld in all circumstances. They know how important it is for them to be realistic when committing to do quality work. Disappointed but integrity in tact, the Reynas chose not to bid on the project. This connection however led to future opportunities including work through Hensel Phelps Construction on the Southwest Airlines International Expansion in Houston Hobby Airport. The sisters were encouraged to get bonded, certified, and take continuing education classes which they advise all business owners to do. They are HUB and WBE certified. Some of the continuing education programs they have taken include the NHPO Leadership Institute Course and the J.E. Dunn Minority Contractor Business Development Program. Right after Victoria and Veronica met Cynthia Booker, a subcontractor who was using Impact Stone Designs as a third tier for countertops introduced them to Rodney Moore, Director of Operations with Vaughn Construction. In conversation, they referenced previous projects they had completed so they could find a way into working directly as a first tier. After realizing who Impact Stone Designs was,Vaughn gave them the opportunity to bid on projects and as a result, the outcome was quite favorable! They were awarded projects with Vaughn at the University of Houston Campuses and also in the Medical Center including the Methodist Hospital, MD Anderson, UT, and Memorial Herman. The Reyna family feels extraordinarily blessed to be able to work together as a family and live their dreams. They also feel blessed for every opportunity that has come their way. They do all that they can to show their appreciation by supporting and giving back to the community. They were sponsors for the City of Houston’s Champions of Diversity Awards. Each year, Impact Stone Design donates custom-made stone plaques for the Hispanic Police Officer of the Year Awards. They were sponsors and donated plaques for the Mayor of Hous[ MARCH 2015 ] www.SBTMagazine.net 9

COVERSTORY ton’s Hispanic Heritage Awards. They also are a sponsor of TBH (Talento Bilingue de Houston). Donations are made as well to the Spanish United Pentecostal Church that was founded by Irma’s mother. The Church serves as a house of worship for members of the community. Repairs, renovations, and remodeling are offered at a discounted service for community healthcare centers such as Shalom Clinic Ministries. Stonework is donated to help areas in need with people with disabilities. The Reyna family is also proud that their company has also been recognized for their accomplishments and was selected as the Emerging Minority Firm of the Year at the Greater Houston Procurement Breakfast. In addition, the family is so proud that Victoria was appointed by the Mayor of Houston to be on the Mayor’s Hispanic Advisory Board. Impact Stone Design has come a long way from the first aspirations of a young man’s dream to a successful, family-owned nationwide recognized business. Their strong faith has seen them through hard times and they give thanks to the Lord for their success. They recently completed a new state-of-the-art facility that they will be moving into shortly. The Reyna’s success is the result of their high standards in honesty, integrity, providing high quality work, and always being fair with their pricing. They never over-promise nor under-deliver. They are humble and always show their appreciation to their clients regardless of the size of their home or business. Providing their customers and community with such reassurance is the utmost priority to the people who own Impact Stone Design. Two parents, five children, and extended relatives have worked hard in carving out their dreams of working together, living together, and giving back to the community. They work alongside each other in harmony as they continue to build a legacy for generations to come, all the while making an impact on so many lives. Impact Stone Design – a rock-solid family business founded on unwavering principles and dreams. 10 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

Advice for Making an Impact in Your Business 1. Do your best work putting quality before anything all else. The money will come later. 2. Persistence is the key to success in business. Never accept the word no as an answer. 3. Have great passion for what you do. The high energy that your enthusiasm gives off will flow to others. 4. Understand that a first impression is always the most important; people you impress remember you and may come back later. 5. Ignore those who try to discourage you. 6. Never overbook or take on overwhelming commitments. Doing so can lead to poor quality work and a bad reputation. 7. Be honest and align yourself with people of integrity. 8. Always find a way to give back to those who support and need you.

EDITORIALFEATURE

The 4 Keys to Success -

Marketing, Planning, Prospecting, and Implementation By Rita Santamaria

arketing, planning, prospecting, and implementation are the four keys to success. The most important key of all is implementation because the other three are useless without taking action. It helps to have a checklist that contains both interactive and lead generation activities.

1. Marketing

It is important to regularly showcase your company and also let your customers know you are thinking about them. Having a client appreciation event at least once per year is a great way to do that. You need to be “touching” them as often as possible through weekly blogs, monthly newsletters, brochures, emails, holiday cards, and anniversary and birthday cards. Social media and e-blasts work when marketing to those you already know.

Your personal advertising budget and the implementation of that budget may move your direction to personal marketing and prospecting. ties, and community involvement. This is where understanding generations and the difference in selling, advertising, and networking make a huge difference in your success. The way one generation values your expertise can be different from another generation. You need to know the difference in techniques and stereotypical expectations based on generational expectations.

implementation of that budget may move your direction to personal marketing and prospecting. This produces a higher metric for success than impersonal or spending money. Contests and giveaways where you have personally been visible are good examples and the return on your investment will pay off in referrals. Even though many companies and individuals are marketing through the development of a personal monthly newsletter, it is an impersonal way to market. In addition, direct mail pieces for a targeted market is still impersonal and perhaps not worth the investment.

Always write 10 personal notes per week to people who know you. This is personal and works well and the return on investment of stamps and time is impressive. Volunteering for marketing and 3. Prospecting When you personally work to expand recruiting events is personal and a wonWhen you personally go into your busi- your personal sphere of influence into a derful return on your time with potential ness farm area and attend functions where group of people who do not know you, referrals. When you attend local and napeople already know you (called centers of this is known as prospecting. Prospecting tional conventions, this only works for obinfluence), this is an example of marketing. involves calling on people and being pre- taining business if the educational seminars Volunteering to help a group is another ex- pared to hear why this customer will not you attended gave you good insight into ample of marketing. If you do a good job, use you; rejection is a normal occurrence. better business performance. Be sure to people will call you because they already They are going to tell you why they use always prospect while you are attending know you, trust you, and see you as the “go someone else. This is great information as these events as well as attending sessions. These tried and new initiatives will help to” person in your industry. In addition, they it will help you overcome objections from are more likely to refer others to you. the next person while giving you valuable you achieve the success you desire; it is all insight as to what is important to this cus- about implementation. Without imple2. Planning tomer. The law of averages demonstrates mentation your success is limited to luck. Do you know your geographic area? You the more persons we call on either in per- Work your plan. must establish and work a geographic area son, on the phone, or with social media, so you get to know the results or metrics the greater the percentage increases for Rita Santamaria is the owner and CEO of ChampiSchool of Real Estate which was founded in 1983 of your success in that specific area. What new business. Instead of texting, person- ons and is a five time Pinnacle Award Winning School. The is your territory? How would you rank ally call potential clients whom you’ve met Champions School of Professional Development was yourself on a scale of 1 – 5 with 5 being but have not yet established a business re- founded in 2012 and has grown in a short time to be a leading development venue for individuals and excellent? lationship. It is far more effective. There are also demographic farm areas. 4. Implementation These areas are identified by age, activi- Your personal advertising budget and the 12 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

companies. For more information, visit their websites at www.ChampionsSchool.com or www.TheChampionsProfessional.com

EDITORIALFEATURE

The City of Houston Receives National

Recognition for Its Summer Jobs Program By Annise D. Parker, Mayor of the City of Houston

ix months after a crowd of staff and interns involved in the City of Houston’s Summer Jobs Program (SJP) gathered at Moody Park to celebrate the culmination of months of hard work with an end of summer graduation ceremony, the U.S. Conference of Mayors (USCM) recognized Houston as the National Summer Youth Jobs Challenge Large City award recipient. I was able to personally accept the award on behalf of the City of Houston at the USCM’s 83rd Annual Winter Meeting Plenary Breakfast in Washington, D.C. The USCM National Summer Youth Jobs Challenge is a program that urges mayors from across the nation to create innovative and long-lasting partnerships with local businesses and organizations with the hopes of ensuring our youth have a meaningful summer job experience. This past year, the City of Houston launched its SJP, opening its doors to more than 450 youth in the Houston area, ages 16 to 21, to participate in a unique summer internship opportunity that placed participants in 14 City departments in more than 140 worksites across the city. The program was initiated by a $1.5 million commitment from City Council to establish a youth summer employment initiative and was administered through a partnership with the Houston-Galveston Area Council, Workforce Solutions, SER-Jobs for Progress, Houston Area Urban League, METRO, and community volunteers. To participate in the SJP, Houston area youth had to complete a thorough application and go through a multilevel, structured interview process. Once selected, interns were required to complete a 40-hour job readiness training workshop at the George R. Brown Convention Center that covered topics ranging from financial literacy and work etiquette to the importance of diversity and communication in the workplace. As a result of the program, 130 youth opened new bank accounts.

14 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

The USCM National Summer Youth Jobs Challenge is a program that urges mayors from across the nation to create innovative and long-lasting partnerships with local businesses and organizations with the hopes of ensuring our youth have a meaningful summer job experience. SJP provides tremendous potential for our youth and city. Its investment in our future promotes engaged, inspired, and empowered young professionals. Participants gained valuable knowledge, insight, moral support, contacts, experience, direction, and all essential components in their long-term development. Interns were assigned based on their interests and proximity to work locations to ensure a more successful experience. This community-based initiative is important because it displays a new standard for creating and maintaining key partnerships in our community to invest in our youth and contributes to the success of our city’s future workforce by exposing youth to real-world work experience. Serving since January 2, 2010, Annise D. Parker has been elected as the Mayor of Houston three times. She is Houston’s 61st Mayor and one of only two women to hold the City’s highest elected office. In 2010, Time Magazine named Mayor Parker one the 100 most influential people in the world. Mayor Annise Parker is a Steering Committee Member of the C40 Cities Climate Leadership Group and serves on President Barack Obama’s State, Local, and Tribal Leaders Task Force on Climate Preparedness and Resilience. She is also on the advisory board of Small Business Today Magazine. For more information, go to www.houstontx.gov/mayor/.

EDICION FEATURE

THANK YOU!

Thank you to all of our clients and friends who attended the February 2015 Magazine Launch for Troi & Kelley Taylor Taylor Construction Management, LLC For more information on how YOU can be part of our Launch Events and other monthly events, Please call Executive Publisher

Steve Levine at 832-419-2814.

EDITORIALFEATURE

Doing Business

with the Israelis By Ludmila (Mila) Rusakova Golovine

srael is one of the most interesting countries on Earth. Like the United States, Israel is an ethnic melting pot of cultures, religions, and immigrants. Despite its small size and population, Israel is considered the superpower of the Middle East due to its rapidly growing and widely diversified economy, its stable democracy, and its impressive military force. In 2013, Israel was rated 19th among 187 countries by the United Nations’ Human Development Index classifying it as a highly developed country. This rating is well deserved. According to a study conducted by the Taub Center for Social Policy Studies, the United States Patent and Trademark Office has approved more patents to Israeli inventors than to any other nation of the G-7 countries! Not only is Israel a top diamond exporter, it is also considered the most advanced in diamond polishing. Israeli technology is used in the international diamond industry’s cutting, bruting, and automatic polishing machines as well as computer-aided design systems. In the last 18 years, the number of boutique wineries in Israel has leapt exponentially from seven to nearly 300. The quality of these new wines is attracting the world’s top connoisseurs. .

in ICT technologies, safety and security equipment and services, renewable energy technologies, defense equipment, medical technologies, and biotechnology products. Power generation and education/training also represent good opportunities. Road technology and infrastructure projects could offer millions of dollars’ worth of export opportunities for U.S. firms over the next five years, especially since Israel adopted U.S. standards in intelligent transportation systems. In 1985, Israel became the first country ever to conclude a Free Trade Agreement (FTA) with the United States. With the exception of agricultural products, the United States-Israel FTA has eliminated nearly all tariffs on trade and administrative import licensing requirements between the two countries. Thanks in large part to the FTA, U.S. companies exported billions of dollars worth of goods and services to Israel, making Israel the largest U.S. export market in the Middle East. All of these factors make Israel an excellent place to invest and do business.

In terms of language, English is widely spoken in the business community and in government offices, but knowing and using a few Hebrew Science and Technology in Israel is one of the words, especially introductory phrases and country’s most developed sectors. The percent- greetings, can be useful. Hebrew and Arabic age of Israelis engaged in scientific and technologi- are the two official languages of Israel. English cal inquiry and the amount spent on research and is the third and principal international language development (R&D) in relation to gross domestic and Russian is also prevalent. Most Israelis are product (GDP) is the second highest in the world. multilingual. Israeli scientists have contributed to the advancement of agriculture, computer sciences, electronIsrael’s business environment has no particics, genetics, health care, optics, solar energy, and ular business protocols. It mainly follows U.S. various fields of engineering. Israel is home to style conventions, making most U.S. businessmajor players in the hi-tech industry, has one of people feel very comfortable in doing business the world’s most technologically-literate popula- there. American business travelers will find tions in the country, and has a software industry business dress in both the public and private second only to California’s Silicon Valley. sectors to be much less formal than in the U.S., although formal dress can be seen in meetings Hi-tech continues to provide opportunities for with government officials and in high level execU.S.-Israel commercial partnerships, specifically utives companies. 16 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

EDITORIALFEATURE In terms of language, English is widely spoken in the business community and in government offices, but knowing and using a few Hebrew words, especially introductory phrases and greetings, can be useful. Hebrew and Arabic are the two official languages of Israel. English is the third and principal international language and Russian is also prevalent. Most Israelis are multilingual. Appointments can be made on a fairly short notice; however, reconfirming appointments is advised, especially since most Israelis tend to have busy schedules. Since Israeli society has gone through multiple wars, time has become something that should be both valued and enjoyed. This view manifests itself in different ways. On the one hand, time is important. Israelis want to get things done quickly. There is usually a sense of urgency when they are working. Consequently, business lunches are not the norm as they take too long and are inefficient in the Israeli mind. On the other hand, when it comes to time after work, Israelis are much more laid back. Usually dinner is a better opportunity to socialize and get to know your counterpart. Israelis arrive well prepared for meetings so it’s important to provide your hosts with an agenda outlining your objectives in advance. An exchange of business cards is common although some may be less alerted by this relatively new practice in Israel. Therefore, provide your business card early on and be sure to have one side translated into Hebrew to show respect. Politely request a business card in return. If not offered, don’t be offended if your counterpart does not have one. Business Hours are Sunday through Thursday from 8:00 AM to 5:00 PM for most businesses and government offices. Fridays are kept for private activities; however Israelis will participate in business activities on Friday mornings if necessary. Israelis are very direct, straightforward people. This type of direct communication has been known to cause misunderstandings to those unfamiliar with it. Very often, Westerners mistake Is-

raeli directness for rudeness. This is not the case at all. Israelis just view it as speaking honestly. Israelis by and large express their emotions more than Westerners. It is not at all uncommon to see an Israeli yelling at a colleague one minute and then laughing with them the next. This may not be the case in a high-level business meeting, due to the stakes involved, but it is an aspect of the culture that must be considered and not misinterpreted. Despite their direct business demeanor and emphasis on doing things quickly, Israelis are a very warm people. Their warmth can be seen in their way of address. Typically an Israeli will address someone by Mr. or Mrs. followed by the person’s first name. You should reciprocate like this when you address them. This will help build rapport. Also Israelis stand closer to their counterparts than most Americans do. Although Israelis share many characteristics of Western culture, there are still many exceptions. While direct eye contact is maintained much like in the U.S., handshakes are not as common. You must not be offended if your Israeli counterpart does not shake your hand. Nevertheless, physical contact is employed more in Israel than in the U.S. so don’t be surprised if someone places their hand on your shoulder when they are speaking to you. Once they get to know you, don’t be surprised if you are greeted with a hug or a kiss on the cheek, regardless if you are male or female! As with all cultures, certain subjects can be broached while others should be avoided. Family is important to Israelis and the topic is a good one for conversation. They will probably inquire about your family as well so you should be prepared for this. However, the two subjects that should be avoided are the Holocaust and the Arab-Israeli conflict. If they come up in conversation, it is best not to comment on them or offer opposing opinions. Israeli culture is an interesting mix of East and West. Nevertheless, with a modicum of research and cultural sensitivity, you can certainly succeed while doing business with the Israelis.

As a graduate of the Wolff Center for Entrepreneurship at the University of Houston, Ludmila (Mila) Rusakova Golovine, Founder, CEO, and President of MasterWord Services, Inc., started her company with a vision of seamlessly connecting people across any language, any time, and any culture. She can be reached by email at mgolovine@masterword.com, by phone at 281-589-0810, or visit her website at www.masterword.com. [ MARCH 2015 ] www.SBTMagazine.net 17

EDITORIALFEATURE

Professional Development Necessary

for Corporate Success By Hank Moore, Corporate Strategist™

rofessional development is necessary for corporate success. In order to be competitive, today’s workforce needs three times the amount of training that was previously recommended if the organization intends to tackle the future successfully, remain competitive, and stay in business. Team building utilizing Executive Think Tanks must be part of the corporate vision and the success of this enables trainers with the rank and file employees to be optimally successful. Organizations of all sizes must have Think Tanks that delineate future operations including education and training.

Seven Biggest Misconceptions about Training

1. One-size-fits-all.

Fact: If it’s not customized, it’s not going to be effective.

2. Trainers are business experts.

Fact: Generally, trainers are vendors who sell products that target small niches within the organization. Few are schooled in full-scope business culture and have not been previously engaged to advise organizations at the top.

3. Human resources oversee training.

Fact: By their nature, HR departments are designed to uphold processes and systems. Training is about change which contradicts the basic construction of HR. Not all HR people are versed in the subtle nuances of people skills and are not the best to supervise training. It really should not be under the thumb of HR.

4. Trainers write the training plans.

Fact: All major departmental plans should be written objectively and in concert with the strategic plan by qual-

ified advisors. Training companies often give free assessments in order to sell their programs. Free surveys do not constitute a cohesive plan. Let trainers do what they do best - train. Let experienced planners design the training plan and include input from trainers.

5. Only industry experts can train people in your company.

Fact: Companies need objective business savvy and sophisticated overviews more than anything. Core industry experts only know core industry issues from their own experiences. Quality training must focus on the dynamics outside the core business yet should relate to the organization.

The Ideal Training Provider

• Clearly differentiates what they do and will not presume to do it all • Is a tenured fulltime consultant • Has actually run a business • Has consulted companies of comparable size and complexity as yours • Has current references and case histories • Gives value-added insight in contrast to simply performing tasks • Pursues client relationship building as opposed to just rendering a contract service

Seven Biggest Benefits of Training

6. One course will fix the problem.

1. Measurements

7. It’s supposed to be popular.

2. Thinking & Reasoning Skills

Fact: Training is not a punishment for having done something wrong. It’s a privilege; a major benefit of employment; it unlocks doors to greater success, growth, and profitability for those trained and for the sponsoring organization. Fact: The biggest mistake that meeting planners make is determining the effectiveness of training and training professionals via audience survey. Most conference evaluation forms are lightweight and ask for surface rankings rather than for nuggets of knowledge learned. Speakers and training budgets are therefore judged upon whimsical comments of individual audience participants which get harsher when the training is for topics they need rather than topics they would prefer to hear. Voices of reality are always criticized by people who really are not qualified to assess them.

18 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

Test scores, grades, class rankings, GPA, SAT, professional certifications, licensing examinations, and juried awards are measurements that should be included in evaluating individuals. Knowledge helps to predict what is expected. What we learn, what we do with lessons, how facts are interpreted, how we approach problems, and the faculties of common sense are vital to corporate and social success.

3. Socialization & People Skills

Through trial-and-error and the observation of other people’s strengths and weaknesses, we learn how to live and work with others. Mastering people skills makes for win-win propositions.

»Continued on Page 39

EDITORIALFEATURE

The Pros and Cons of

Using Psychometric Tests By Dr John Demartini

sychometric tests such as the popular Myers-Briggs test, the Minnesota Multiphasic Personality Inventory, the Five-Factor Model (aka Big 5), or the Personality and Preference Inventory were inspired in part by Carl Jung’s quadrant of personality types involving four dichotomies and resulting in 16 types: Extraversion (E), Sensing (S),Thinking (T), Judgment (J), Introversion (I), Intuition (N), Feeling (F), and Perception (P). Although such general psychometric testing, typological testing, and typing of individuals has a correlation with certain behaviors in specific and isolated contexts and settings that could apply to working environments, such generalized typing can overall be misleading to individuals and organizations. This form of typing offers the perception that individuals are dominantly one dimensional with a fixed, predictable quadrant or type. Most individuals can vary under different settings or environments and display or demonstrate a full range or spectrum of traits and types. Although these tests can be entertaining at times, they are only partly useful, they can be misleading, and they can lead to pigeonholing. Psychometric tests have been designed to reveal how individuals respond to a series of questions. It presumes that they dominantly function under the assumed settings. However, such voluntary self-assessments can be misleading because not all individuals will display honesty and true self-reflection even though they are expected to do so. Many individuals do not always see themselves the way they actually are. Psychometric tests cannot tell testers how an individual might re-

Psychometric tests will only offer a general possible indicator of an individual’s personality. How congruent the job description and mission of the organization is with the individual’s highest values or priorities is a much greater indicator of their resultant personality, work ethic, managerial potential, productivity, and cultural fit. act and respond to various work-related matters at certain settings. Their answers will depend on the hierarchy of the individual’s values, their degree of congruency between their highest values, and their attentions, intentions, and actions in their environment. Individuals make decisions and respond accordingly to their hierarchy of values. Psychometric tests will only offer a general possible indicator of an individual’s personality. How congruent the job description and mission of the organization is with the individual’s highest values or priorities is a much greater indicator of their resultant personality, work ethic, managerial potential, productivity, and cultural fit. Each individual who is an extrovert will be more fully engaged in those settings that are more in alignment with their highest

values. If the individual is an introvert, they will be less fully engaged in other settings that are not in alignment with their highest values. The greater the congruence, the more intuitive and thoughtful individuals become. The less congruent, the more sensation-oriented and feeling-oriented they become. In fact, individual human values make more practical personality indicators. However, psychometric testing has been used for many decades. There is nothing inherently immoral or unethical about voluntarily taking the test or making such an assessment as long as it is put into context and does not pigeonhole the personality and talents of the individuals who are taking it. The test can be answered differently by someone even hours after first taking it, depending upon the person’s mood, the setting, and recent circumstances. There have been numerous individuals who have taken psychometric tests such as the Myers-Briggs test repeatedly and in many cases they have been dominantly typed differently each time they took the test, even when they were taken back to back in brief periods of time. Although this type of test has been used for decades, it is wise to be put it into context of the whole human being which demonstrates almost all of the known human traits in different settings through space and time. Typologies are fading out in favor of “traitologies” and more concise value determination systems today.

Dr. John Demartini is a human behavioral specialist, educator, internationally published author, and the founder of the Demartini Institute. Visit his website at www.DrDemartini.com. [ MARCH 2015 ] www.SBTMagazine.net 19

EDITORIALFEATURE

Getting Organized: Are You Organized or Neat? By Holly Uverity CPO®, Office Organizers

lients often breathe a sigh of relief when I tell them that just because their office is cluttered, doesn’t necessarily mean that they are disorganized. Piles of paper all over an office, unread reading material, unopened mail, and responses not written all point to both clutter and disorganization. However, organized offices can frequently look cluttered and, conversely, just because an office looks neat and tidy, doesn’t mean that it’s organized. Let’s say you work with Joe whose office appears neater than yours because instead of piles on his desk, he has neatly arranged rows. Oftentimes, one row represents work that needs to be done today, another row contains items that can be done later, and another row contains items Joe doesn’t want to forget. Do you think that Joe is better organized than you are because his work is laid out neatly on his desk? If so, you’re wrong; he’s not better organized, he’s just neater. Your stacks may be vertical and his may be horizontal but they’re still stacks. A pile is a pile is a pile. People often think that cleaning and clearing are synonymous with organizing but they are only a part of organizing. You need to do them but you also need to do more. Here’s a simple way for you to think about being neat versus being organized: If your office is cluttered and you have to hold a meeting there in five minutes, shoving everything into a drawer to hide it will make your office neat but it won’t be organized.

People often think that cleaning and clearing are synonymous with organizing but they are only a part of organizing. You need to do them but you also need to do more. 20 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

Take this quick quiz to see if you are organized or simply neat; the answers may surprise you:

1. Do your current/active/hot files have a specific place in your office? Can you easily clear your space if you need to? Organized offices have specific, designated places for everything; neat offices have items hidden away or stacked tidily wherever there is room for them. 2. Do you keep track of your current and upcoming projects by referring to your To Do List and/or calendar or do you need to see your projects to know what to do next? Organized people rely on lists and calendars to keep them on track; neat people rarely use lists or calendars. They believe they can keep track of everything they need to do by laying it out neatly on their desks. 3. Do you ever change how you manage your work or have you been working the same way for years and years? Organized people take advantage of new tools and techniques to better manage their time and space; neat people don’t see a need to change the way they’ve worked since their office is always tidy. Remember that any organized office may look messy at any point during a workday but if everything in your office has a home AND you can easily clear your desk at the end of every day, you’re organized. Neatness and organization can go hand in hand but not always do.

Office Organizers is The Entrepreneur’s Organizer. Founded in 1993, they work with business people to create solutions to their organizational challenges. Contact them at 281.655.5022, www.OfficeOrganizers.com, or www.fb.com/ OfficeOrganizers.

EDITORIALFEATURE

Bell Tech Enterprises, Inc. – Raffy Bell and Kikelomo Bello A Solid Commitment to High Quality Home Health Care & Beyond Raffy Bello and his beautiful wife Rashidat were recognized in the 67th edition of “Who’s Who in America”. Together they have created a home healthcare business that could be the model for all others. Photo by Gwen Juarez.

affy Bell and his wife, Kikelomo Bello, co-owners and founders of Bell Tech Enterprises, Inc., have successfully created a company that offers the highest quality of home and community-based health services to children, seniors, and the mentally and physically challenged. After spending some time working with the Houston Independent School District, they decided to begin their business with the mission to provide the highest standard of care to each individual within a safe, supportive and responsive environment. “We want to ensure that the respect of individual’s humanity and dignity is preserved and that patient is each patient is given the care and tools to maximize their full potential,” explained Raffy and Kikelomo. Bell Tech Enterprises, Inc. has served patients in Texas for the past 16 years with Home and Community-based Services (HCS),Texas Home Living (TxHmL), comprehensive pediatric home services, and general home health care to homebound patients. The newest addition to Bell Tech Enterprises, Inc. is its Licensed Vocational Nursing Program, which provides students with a rigorous one year route to a Vocational Nursing license. Bell Tech Enterprises, Inc.’s HCS is designed for individuals with mental retardation or related conditions living in the community who are Medicaid eligible and for individuals residing in state supported living centers who desire to reside in the community. Each individual is assigned a Case Coordinator who is responsible for a patient’s plan of care, coordinating services, recording keeping, progress reports, transportation, and more. Within HCS, there are three residential assistance 22 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

options an individual may choose. These are Supported Home Living, HCS Foster/Companion Care and Residential Support. Residential assistance services also include direct personal assistance with a patient from grooming and eating to transportation and assistance with housekeeping. “We believe it’s also important to facilitate inclusion in community activities though social interaction, participation in leisure activities and developing socially valued behaviors. Of course, there’s also our Day Habilitation,” remarked Mr. Bell. Day Habilitation is an opportunity to participate in a day activity, pre-vocational or vocational setting six hours per day, five days per week as determined by individual needs. Activities are aimed at helping the individual acquire, retain, and/or improve selfhelp, socialization, and adaptive skills necessary to reside successfully within their community. TxHmL is a Medicaid waiver program that provides community-based support and services to individuals with mental retardation who live in their own homes or with their families. The programs is a service option to those individuals who are currently on the HCS waiting list. In addition to offering home-based and community-based services for individuals in need of them, Bell Tech Enterprises, Inc. also assists people with receiving adaptive aids, such as lifts, hearing and communication aids, as well as, minor home modifications, such as wheelchair ramps, modifications/additions to bathrooms or kitchens, and more. In addition, Bell Tech offers counseling and therapeutic services, such as audiology services, occupational therapy services, social work services, psychology services, dietary services, and more. Bell Tech Enterprises, Inc. is able to contract with any Mental Retardation Authority (MRA) in Texas. The pediatric services provide a patient with private nursing care up to 24 hours a day and are able to assist at home with a whole host of needs, including tube feedings, tracheostomy care, ventilator care,

EDITORIALFEATURE

wound care, care for Autism, and more. Therapy services are also available for speech therapy, physical therapy, and occupational therapy. Their general home health care specialties are family practice, internal medicine, geriatrics, medical, surgical, orthopedics, oncology, gastroenterology, infectious diseases, and pulmonary care. Mrs. Bello stated, “We are truly dedicated to preserving the rights, dignity, and humanity of each and every patient in every program we offer. We also want to act as a liaison between homebound patients and their physicians, ensuring there’s swift, clear communication and patients’ needs are met in a timely and effective manner.”

Bell Tech Training School was established in the Fall of 2002 and became Bell Tech Career Institute, Inc., in July 2011. The career institute is committed to offering the best education service available. Photo by Gwen Juarez.

Established in the fall of 2002, Bell Tech Training School became Bell Tech Career Institute, Inc. in July of 2011. Located at 12000 Richmond Avenue, Suite 140, Houston, TX 77082, the school has been in operation for the past eleven years at the same location. With a commitment to offering the best possible educational services to all members of the community, their programs are designed to prepare the individual for the demands of today’s workforce in the healthcare industry. The LVN program graduated its first class in January 2012, a second class in 2013 and continues to produce top-notch VN nurses to serve those in need. Bell Tech Career Institute is an equal opportunity school. It doesn’t discriminate against any person in its services because of the person’s age, race, religion, sex, place of origin, or disability. Bell Tech Career Institute offers hands-on practical learning alongside with classroom tutoring. The faculty is staffed experienced instructors who, from start to finish, are committed to each student’s success. Lt. Col. (Ret.) Eugene Vecera, RN, BSN, BA, M.Ed., CHt, who is the Director of the LVN Program and Faculty Member, stated, “We provide an excellent setting for future LVNs to really flourish, gain hands-on experience, and ultimately become vital components of a medical team. We have exceptional, seasoned professors including Mr. Raffy Bell, President; Mrs. Kike Bello, RN, Chief Academic Officer; Mindy Lawrence, MBA, BSN, RN OCN, CHPN, Faculty; Nam Eom, ACNP-BC, MSN, RN, Faculty; Marie O’Brien, RN, BSN, Faculty; Jean Sweet, RN, BSN, Faculty; all of who come from varying backgrounds and are award winners in their perspective fields and supported by an excellent staff led by Diane Pantoja the Administrative Director. Bell Tech’s students receive “hands on” training in the lab caring for Bell Tech’s future clients. Photo by Gwen Juarez.

[ MARCH 2015 ] www.SBTMagazine.net 25

EDITORIALFEATURE

perform basic first aid, CPR, take vital signs, apply the elements of the basic nutrition and follow infection control. The Medication Aide program teaches how to safely, legally, and accurately administer medications. Instructional topics include medications, their names, actions, interactions, and side effects; safe management and administration; legal regulatory, and ethical considerations; documentation and communication with the healthcare team. The Patient Care Technician program instructs students to tend to ill and injured individuals under the supervision of doctors, nurses and medical professionals. Their duties include taking vital signs, collecting specimens, performing catheterization and assisting patients with eating, personal hygiene and grooming.They also take notes and make assessments on their care. Patient care technicians often work in hospitals, clinics or rehabilitation facilities.

Mr. Bello is seen here with Eugene Vecerra, M.ed, RN, BSN, BA, CHT, Director if Bell Tech Career Institute. Photo by Gwen Juarez,

The Vocational Nurse program teaches students to be providers of nursing care for patients over the entire lifespan.Through a progression of scientific and social science courses, the student learns to use a problem solving model for making safe clinical judgments for patients under their care. The student learns to assess patients and recognize normal functioning of all body systems in order to recognize when health is compromised. Learning about the contributing factors for diseases and disorders strengthens the ability to teach preventive health practices. The student learns to evaluate nursing care outcomes and be a contributing member of the interdisciplinary health care team in inpatient, outpatient, and long-term care facilities. Nursing theory and skills lab practice precede actual care of real patients at clinical sites.Then at the clinical sites, students gain skill in communication, the impact of cultural and ethnic practices and how to identify psychosocial needs of patients. Students learn the importance of providing care within legal and ethical parameters and scope of practice guidelines in compliance with the Texas Nursing Practice Act. Upon completion of all the requirements of graduation and of the Texas Board of Nursing, the students are eligible to take the NCLEX-PN licensure state exam. The Certified Nurse Aide program teaches the skills and abilities of basic care to patients. Graduates of this program will learn how to

The Pharmacy Technician programâ&#x20AC;&#x2122;s curriculum includes training in processing medication orders, inventories, pharmacy law, HIPAA privacy act; studies also include anatomy/disease, drug names/classifications, and pharmacy math calculations. In addition our course is designed to provide the student with the knowledge and skills necessary to meet the qualifications for national certification. Therefore, emphasis is placed on daily studies focusing on lecture, textbook, drug names/classifications, and math calculations. Weekly testing includes material covered in textbook, drug names; weekly quizzes of current math principles are also included. All students may make arrangements with the instructor if additional assistance is necessary outside of classroom hours. Upon completing the course with a minimum of 90%, the student is eligible to take the EXCPT national certification exam administered by the ICPT. The Pharmacy Technician Certification Board administers National certification Examinations. Certification is voluntary in most states, but is required by some states and employers. Bell Tech Enterprises, Inc. is proud of its accomplishments and its ability to assist numerous patients from all walk of life, ages, and genders over the past 16 years. As a leading provider of home- and community-based programs, they are dedicated to remaining at the front of industry changes as they pertain to insurance policies and advancements in health care. As a provider of Healthcare education, from nursing aides to nurses, Bell Tech Career Institute is also very proud of its accomplishments.

If you or someone you know is in need of Bell Tech Enterprises, Inc.â&#x20AC;&#x2122;s services or to learn more about the LVN program or other quality services, visit them online at www.belltechenterprises.com , call them at (281) 679-0541 for the Home Health and (281) 752-5900 for the school, or email them at admin@belltechenterprises.com. Their offices and Career Institute are located at 12000 Richmond Avenue, Suite 130, Houston, Texas 77082. 24 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

EDITORIALFEATURE

The Only 3 Ways to Increase

Sales – Part 2 By Howard Partridge

ast month, I shared the first two ways to increase your sales. To quickly review, the first way to increase sales is from existing clients and the second way is to increase your number of clients. The third way to increase your sales is by increasing your price. This is a powerful way to increase sales but probably the last one that small business owners think of. I hope to change your mind on this, because when you increase your price without losing too much in sales volume, your top line increases. If you raise your price 20 percent and lose 20 percent of your sales volume, you are still making more profit. If you raise your price 50 percent and lose 50 percent of your sales volume, you are still making more profit.

By positioning yourself and your company differently, by creating a different message, you will be able to continually raise your price. The beauty is that you probably won’t lose any sales volume! If you do lose clients, it’ll be the unprofitable ones you don’t want anyway. And if you do this right, you’ll quickly replace them with clients who are willing to pay a higher price because you will have developed a compelling experience they want to have. Speaking of experience, I came across a term some years ago that explained what I was already doing in my marketing and explained how I was able to get the highest prices. The term called experiential marketing is sort of an unusual, obscure term but is the key to getting the highest prices for your service. In his book, “Experiential Marketing”, Bernd H. Schmitt states, “Today, customers take functional features and benefits, product quality, and a positive brand image as a given. What they want are products, communications, and marketing campaigns that dazzle their senses, touch their hearts, and stimulate their minds. They want products, communications, and campaigns that they can relate to and that they can incorporate into their lifestyles. They want products, communications, and marketing campaigns to deliver an experience...” Notice that it says that they want marketing campaigns to deliver an experience. Hopefully, all of us know that we must create the most unique and 26 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

powerful experience when we actually serve our clients but what this is saying is that it is created in the marketing campaign which is very interesting. The quote goes on to say, ”The degree to which a company is able to deliver a desirable customer experience in the marketing and to use information technology, brands, integrated communications, and entertainment to do so will largely determine its success in the global marketplace of the new millennium.” You may not be concerned about the global marketplace in your industry but the degree to which you understand and implement this concept determines the degree of success you will have in getting higher prices. What is the marketing message of most business owners? How do average, everyday businesses advertise their services? If your industry is like most, you will find that the message is either about price or about how they do their work. If you sell a product, it’s all about the features of the product. Let’s deal with price advertising first. Price advertising comes in many different ways. The most common type of price advertising is placing an ad that offers a low price but that’s not the only type of price advertising. The way that you carry yourself as the business owner is a reflection of the value of your service experience which includes how you dress, what your company materials look like, what your office looks like, how you answer your telephone, etc. You see, you will take up a position in the marketplace just by existing. The question is whether you will or won’t take up the position that you want. You have to design and create your position rather than letting it happen by accident. Next month I will share how to avoid the three types of price advertising. Howard Partridge, President of Phenomenal Products, Inc. and International Business Coach, is the author of 7 Secrets of a Phenomenal L.I.F.E. and 5 Secrets of a Phenomenal Business. You can contact Howard by phone at 281-634-0404 or visit his website at www.HowardPartridge.com.

EDITORIALFEATURE

Dealing with Landlords…The Good,

The Bad, & The Ugly - Part 4 By Jeffrey D. Jones, ASA, CBA, CBI

n Dealing with Landlords - Part 1, Part 2, and Part 3, I listed the major considerations that are often found in property leases and some of the lease provisions that can be negotiated such as the term of the lease, rental rates, construction costs, parking fees, and landlord liens. This article will address lease assignments, subleting, and security deposits. When negotiating a lease, typically, you will be dealing with a leasing agent who works for the landlord or a landlord’s management company when negotiating a new lease. Sometimes these people have the authority to make changes to their standard lease and sometimes they will need to get permission from the landlord to make changes.

Security Deposit

Most leases will call for a lease deposit typically equal to the amount of the monthly rent in the last year of the lease. This deposit is returned to the tenant at the end of the lease, assuming all rent payments have been paid on time, there is no damage to the space, and minimal clean up is necessary. Sometimes landlords will agree to return the lease deposit after two years of receiving rental payments on time. For new businesses or prospective tenants with poor credit ratings, landlords will require that in addition to the lease deposits, the tenant must prepay one to six months of rent up front. This is, of couse, negotiable depending on the landlord’s need for a tenant and the credit worthiness of the tenant.

Lease Assignments & Subletting

Almost all leases will have a provision requiring landlord approval before the tenant can assign the lease to a new tenant or

or lease assignment. Even when the landlord is agreeable to allowing you to assign your lease to another tenant, you will be Most leases will call for required to remain on the lease for the remaining term of the lease, so in the a lease deposit typically event of a lease default by the new tenant, equal to the amount you will still be liable. In negotiating a new of the monthly rent lease, whenever possible, you want to in the last year of the change the provision that allows the landlease. This deposit is lord to either cancel your lease or be able to disapprove the new tenant for any or returned to the tenant no reason. Furthermore, if possible, put a at the end of the lease, provision in the lease that in the event the assuming all rent paylandlord does approve a lease assignment, ments have been paid the landlord will drop your guarantee on on time, there is no the lease. damage to the space, For all of the issues addressed in this and and minimal clean up is previous articles, I highly recommend to necessary. business owners that they hire a real estate broker who specializes in representing tenants. This specialist will be familiar with market rents and the terms and conditions that can be negotiated with the landlord. Typically, the landlord pays the sublet a portion of the space to another broker fee, even when the broker is actucompany. Older leases used to have a ally representing the tenant. Furthermore, provision that stated approval would not I recommend that you hire a real estate be withheld unreasonably; however, today attorney to review a proposed lease bemany leases state that the landlord may fore you sign it to ensure there are no withhold approval at their sole discretion. provisions that would jeopardize you and Some leases now have a provision that your business during the term of the lease. even asking for approval of a lease assign- Spending some money up front to ensure ment or subletting is a default of the lease that you have a good lease can often save and the landlord can cancel the lease. This you thousands of dollars and many headcan become a critical problem when for aches during the term of the lease. financial reasons you need to reduce the size of your space and you have the opportunity to sublet a portion of the space to another company or one day, when you decide to sell your business, and after all Jeff Jones is the President of Certified Appraisers, Inc. Advanced Business Brokers, Inc. located at 10500 the effort to find a buyer and negotiate and Northwest Freeway, Suite 200, Houston, TX 77092. a price for your business, the landlord kills He can be contacted by phone at 713-680-3290 or your deal by not agreeing to the sublease by email at jdj@certifiedappraiser.com.

28 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

EDITORIALFEATURE

Small Business Loan Success

Story - Zoom Car Wash By Bruce Hurta

BA financing assists many small business owners year after year. While the application and approval process for financing can be overwhelming for any entrepreneur, a small business lender is happy to walk every single prospective business owner through each step. Consider this example of Zoom Car Wash, a brand new small business located in Houston, Texas. Although Zoom Car Wash has only been in business for the last six months, the company has exceeded projected goals and has serviced over 40,000 people.

The Challenge:

Zoom Car Wash needed to acquire financing for the purchase of land, construction, new equipment, and start-up working capital. Although the partners of Zoom Car Wash were denied lending through traditional banks, the business was able to finance the entirety of the project through SBA lending. The SBA government-guaranteed loan program for small business is a suitable alternative for small businesses seeking the best financing for their start-up business including commercial real estate. Since an SBA loan is classified as a business loan and not a real estate loan, the lender relies on the financial performance of the business and the credentials of the owner(s). Zoom Car Wash owner Mark Dost expressed, “The SBA process was a little more challenging but we would not have been able to do this project without their financial support. Although our three business partners all had auto mechanical backgrounds, being first time car wash owners was a risk traditional banks did not want to take on.”

The Solution:

One major factor that often causes traditional or conventional bank lenders to deny a business loan application is insufficient industry experience of one or more of the owners. Sometimes, as was likely the case with Zoom, banks avoid lending to particular industries or sectors with a high failure rate. “Traditional banks seem to have preconceived beliefs that start-up car wash businesses are too risky,” reflected Dost. A traditional or conventional loan is not guaranteed or insured by the government. For this reason, there are higher risks involved for the lender. This forces banks to keep stringent lending criteria and to require nonrefundable application processing fees and higher down payments from their borrowers.What’s more, prepayment penalties required with many traditional bank loans can stifle the overall growth of a business, especially a brand new start-up. While SBA 7(a) loans do have prepayment penalties for the first three years, during this time, a business owner may pay ahead on the loan principal up to 25 percent of the loan balance without incurring the penalty. Later down the road, a good payment track record can help the business qualify for even more attractive refinancing terms after two to three years. SBA lenders also have the ability to take a personalized look into each individual SBA loan application.

An SBA preferred lender can:

• Have the ability to process, close, serve, and liquidate loans in house • Develop and analyze complete loan packages • Maintain a satisfactory relationship and history with the SBA

30 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

With these abilities, preferred SBA lenders are not required to send applications away for federal approval. Instead, lending managers can review an application and carefully consider every detail to evaluate the strength and weaknesses of the application including: 1. Business cash flow 2. Business owner’s management experience 3. Business and owner’s credit record 4. Amount of owner’s equity in the business 5. Collateral offered for the loan

Why SBA financing is anything but conventional:

Through careful, personal consideration based on individual criteria and circumstances, Zoom Car Wash was granted the financing that they were withheld through traditional lenders with conventional bank loans. After experiencing their first few months of exceptional financial success, Zoom Car Wash was able to focus on future plans. They now have plans to open their second location within the next two years and create a brand that will continue to resonate as well as it has for their first location.

You can learn more about SBA lending and small business finance on Bruce’s blog at brucehurta.wordpress.com. For more information about SBA real estate loans for small businesses, contact Bruce Hurta, Business Lending Manager at Members Choice Credit Union at 281-384-2595 or by email at bhurta@ mccu.com.

EDITORIALFEATURE

You Need an Army Mobilizing

Others to Action By Aimee Woodall

he pictures started showing up in a trickle, then a flood. Image after image of smiling faces, all inspired by what was behind them, started pouring in from all across Houston. Large-scale mural project, the GIVE Wall series, was born out of a need to get people to get out and support worthy causes in the community, and the only way to do that is with assistance. In short, you need an army mobilizing others to action. As business owners, we all wear a lot of hats. We’re producing work, making deals, operating a company, creating in-depth strategies, and handling everything in-between. Sometimes this gives us the idea that the only way to work is solo. It’s not; not by a long shot! To be successful when launching a movement, stirring a cause or causing a stir, you need a great team, some go-to people, and a stellar network. .

Don’t be an Island

John Donne said, “No man is an island. Every man is a piece of the continent, a part of the main.” Think of this as both your calling and your wake-up call. It takes more than two to tango and the steps you take affect the other dancer and the dance. When trying to make a big change in your community, start with the people that live there and get them involved.

Crazy or Connected

One man standing alone with a plumed hat is a crazy person. One man with a plumed hat and a bunch of friends with instruments is a marching band. When it’s just you, it can be hard to get the momentum you need to get your project off the ground. Connection + crazy ideas = success.

Each GIVE Wall has inspired a new audience in Houston; some because they were following along and some just because they happened to drive by the location. And because they were moved to action, they started sharing. sure to think through the ways that make it easy for people to participate. With the GIVE Walls, people were given a quick elevator pitch and social posts to repurpose and share, complete with a hashtag to get everyone connected.

Bring it to the Masses

Now that your core network is on board, it’s time to launch like a baby bird! Your project needs to use its own wings to fly. Let it. By mobilizing the public in putting their own personal spin on your idea, it becomes bigger; much bigger. Each GIVE Wall has inspired a new audience in Houston; some because they were following along and some just because they happened to drive by the location. And because they were moved to action, they started sharing. They took photos, they tweeted to their friends, they challenged others to give back, and all that was done in the beginning was the building of the notso-blank canvas to say what was already in their heads and hearts. They made it art.

Find a Megaphone…or Ten!

Amplify your efforts; start by talking to those in your network. Who do you know that’s interested in the causes you care about? Once you get a handful of loud voices in your corner, turn them loose with the tools they need to succeed. Make

Aimee Woodall is the owner of the Black Sheep Agency, a Houston-based strategic branding agency specializing in cause-driven marketing, public relations, social media, and community outreach. You can contact Amy by phone at 832-971-7725, by email at aimee@theblacksheepagency.com, or visit the website at www.theblacksheepagency.com. [ MARCH 2015 ] www.SBTMagazine.net 31

EDITORIALFEATURE

My 5 Wishes By N.D. Brown

ow many times have you looked over your shoulder and thought “I wish I had done that”? You are probably like me and have lost count. The good news is that it’s never too late to make those missed wishes come true. You’ve learned from every missed wish. When you analyze every wish that didn’t happen you will find a way to make it happen. This article isn’t about wishing on a star, tossing coins in that famous Roman fountain or make believe wishing wells, the lottery ticket you impulsively bought the last time you filled up, or your thoughts as you rubbed the old lamp you found in the attic. This is about the wishes you make hoping, in spite of what you have done, the future will bend in your favor. Remember the exam you didn’t really study for and as you looked for your name on the list of posted grades you were wishing for a miracle? Of course the grade next to your name proved that there are very few miracles so then you wished you had studied harder. I call these regret wishes - when you wish you had read the entire book before taking the test; when you wish you had done more research before writing the report; when you wish you had listened more closely when they were explaining how the gadget worked. The future is not bendable but the past is loaded with knowledge.

Here are my 5 regret wishes that helped me get smarter:

1. I wish I had communicated with employees better. Early on, a wizened client taught me about upward management. It’s the act of letting

The answer was that they had been outgrowing their small business roots. They had lost sight of how teamwork helps. They had made the expression “It’s not my job” the company mantra. That negating phrase is a self-fulfilling prophecy. Soon, nothing is anyone’s job and your small business can get smaller and smaller.

the people who gave you the assignment know what you are doing. I wish I had taught more of my employees that simple task. It makes them look smarter and lets that group of upper management know that the work is going well. It also lets them know if it is going badly and help is needed. 2. I wish I had shown appreciation better. I was good at saying thank you and giving deserved pats on the back and even those sometimes barely deserved pats. Now I know it is much more than that. Employees need to know how integral they are to your business’s success. 3. I wish I had demonstrated teamwork better.

32 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

I was the leader but that doesn’t mean taking the credit for every success. In fact, I think leadership means making sure everyone knows the value of their individual participation. Every idea starts in a single brain but its life comes from the team that nurtures it to life. It is one thing to verbalize teamwork. The trite saying, “There is no I in Team,” should be restated, “In a team, there is no such thing as that’s not my job”. Everyone, including the team leader, needs to do whatever needs to be done. 4. I wish I had used circles of excellence, the action of group thinking. Once a week, the entire team should be gathering for no more than 30 minutes highlighting the challenges for the next week. It should be a session discussing what needs to be accomplished and examining where help is needed. When my group was asked by a Fortune 500 company to prepare a video showing how their NEW group thinking tactic was working I was flabbergasted because what they were doing was not a new idea. Books about changing production line thinking to group support were being published in the ‘50s! The answer was that they had been outgrowing their small business roots. They had lost sight of how teamwork helps. They had made the expression “It’s not my job” the company mantra. That negating phrase is a self-fulfilling prophecy. Soon, nothing is anyone’s job and your small business can get smaller and smaller.

»Continued on Page 40

EDITORIALFEATURE

Smartcuts vs. Shortcuts; Micro vs. Macro

Relationship Management By Mike Muhney

of building purposeful relationships. Cooking food quickly and having immediate information results are fine for those types of needs, but the same cannot be applied by the use of technology toward relationship development and management. Technology can certainly help you learn about a person in the beginning of what could become a real relationship. However, with all of its power and speed, technolFor example, take the microwave oven. ogy is not a substitute for what it takes to Most of us enjoy the convenience of a hot produce satisfying, and hopefully, repeatable meal virtually immediately. Having said that, results. You don’t even need technology for I’m sure none of us would wish to have a mi- that. What do you need? You need to resist crowaved TV dinner every night, compared the urge to confuse immediate gratification to the more likely healthier and pleasurable without true investment and instead place home-cooked meal that takes more effort, value on constructing relationships that last. time, and care to prepare. The distinction is The double-edged sword of technology that investment in time is proportionate to the enjoyment of the end result. There is no gives immediate self-gratification by helping forge emotional connections but maintainway around it. ing them requires discipline and ongoing The dictionary defines a shortcut as “a effort. The pursuit of healthy and rewardmethod or means of doing something more ing relationships exists in proportion to the directly and quickly than and often not so amount of time, intensity, trust, and reciprocthoroughly as by ordinary procedure”. It is ity that you have poured into them. that word “thoroughly” that ought to stand out to you when it comes to your approach In other words, the rewards are worth to your relationships where the intent the investment. To that end, we must conand need is to create, develop, and sustain sistently reevaluate why we are building meaningful relationships that produce effec- relationships and whether the desired outtive and valuable results over long periods comes are worth the effort required to atof time, and with it further strengthening tain them. your reputation across your various net Shortcuts lead to shallow relationships works. When it comes to building deep and enduring relationships, as Tina Turner sings in and offer little depth from which to draw Proud Mary, they just can’t be achieved “nice upon in the future. To achieve consistent success from your relationships, don’t look and easy.” for shortcuts. Instead make “smartcuts” by Some of the synonyms for the word short- applying those thoughtful efforts and actions cut are perhaps more blunt including bypass, that lead to real, enduring, and reliable reladodge, get around, and sidestep. None of tionships. In other words, it’s those smart these can be used to describe the process efforts vs. expeditious ones that will result echnology has made almost every activity in our daily lives easier and faster. This enables us to accomplish so much more than previous generations not only more quickly but in some cases, seemingly effortlessly. It has given us the means to produce results in less time and helped us to free up more time for other things in our daily lives. Our productivity is boosted dramatically.

34 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

in what I like to call the social capital of relationship value. You may rely on technology and social media to provide immediate information on someone but if that’s as far as you go, you’ll never know how that relationship could have progressed or what opportunities it might have afforded. This “macro” view leads you to believe that through technology-enabled information shortcuts, relationship results will be achieved. Unfortunately, this is at odds with the investment of effort and “relationship drill-down” built over time required to produce solid networks, personal and professional. Where social media blasts and email newsletters are an effective means of communicating a message to an audience, they don’t do much in the way of building a lasting connection. The opposite to this “macro” approach could be as simple as sending a text message at a crucial time such as the anniversary of a loved one’s passing. As it applies to relationships, “smartcuts” may be calendar reminders and push notifications to follow up with someone after you get together or talk on the phone. Those “micro” efforts have lasting effects on how others perceive you and in turn how they perceive your value of them. The irony of making “smartcuts” is that they not only produce big results, they can lead to a shortcut on your path toward achieving your personal goals and ultimately your overall success. Mike Muhney is the co-inventor of ACT!, the software product credited as the catalyst of the entire Customer Relationship Management industry. Mike is also the CEO & co-founder of VIPorbit Software, creators of Vipor CRM apps for iPhone, iPad, and Mac. You can contact Mike online at www.viporbit.com.

EDITORIALFEATURE

Networking Blunders

That Cost You Money By Gail Stolzenburg

hy are some peoople more successful using business networking than others? Maybe it is because they have eliminated blunders and eveloped common sense practices. There are many networking blunders and we can only cover a few, so stories about the types of people we’ve met at networking events might serve as good examples.

Whenever you meet this type of person at a networking event, they always seem to make the conversation about themself and they only reach out when they need something. If they would just spend more time listening, maybe you would help them without them even asking. They also are the type that when you do help them, they don’t act appreciative or even say thank you. They need to develop an attitude of gratitude. Another practice that would benefit them is developing an attitude of giving back, also known as the law of reciprocity philosophy. The more one gives to others, the more they are likely to receive in return. Have you ever met someone at an event who then asks to get together and talk more over a cup of coffee? When you do get together, the first thing they ask you is what you do. With all of the tools available, such as Google, couldn’t they have found this information ahead of time and then asked more pertinent questions? Before attending an event, do you take the time to find out who is going to be a guest there and determine in advance who you’d like to meet? Always have an agenda. Do you have a friend who attends every networking event, especially ones where

there is complimentary food. However, these events always have the same group of people who are looking for work or referrals yet she complains about never getting any work or referrals from them. One of the keys to networking effectively is to attend events which are attended by your target market, the people with whom you can do business. Your time is valuable, so be selective. Also, consider attending events where you could be the guest speaker. Do people you meet seem distracted, always looking over your shoulder for other people and paying little attention to what you are saying? Is it somethinig you said? When you ask people questions, rather than trying to sell them about you or your company, they will stay more engaged and you can uncover opportunites to provide solutions. Asking about their problems or challenges is always beneficial. Have you ever met someone who immediately asked for business? It is disrespectful, impolite, and ineffective. Networking is about farming rather than hunting. You are connecting and cultivating relationships. It is a personal growth activity rather than a transaction. Social media is an important part of networking. People do business with people they know, like, and trust. So, people want to know who you are. Some people only post advertisements for their business rather than sharing information and eventually their sites are ignored. Do you have friends who use you? They find out who you know that could be their prospects then contact those people using your name as an introduction? Dropping

Have you ever met someone who immediately asked for business? It is disrespectful, impolite, and ineffective. Networking is about farming rather than hunting. You are connecting and cultivating relationships. names of friends without their permission will undermine a friendship. On the other hand, a personal referral is one of the most powerful assets you can have in networking. It increases the success rate to about 80%. People who fail to follow up may be committing the most serious blunder of all. They follow the grip and grin, meet and move strategy - collecting business cards without arranging for contacting them shortly after the event at a agreed upon time and place. Also, giving them a gift is powerful such as a referral, a resource, the name of a book that would be informative, or a link to information they could use. Following up is more than a one time action. If it has been more than six months since you have contacted a customer, you are invisible. Create a follow-up system and use it. Remember, the law of reciprocity: “You can get anything you want in this life by helping others get what they want.” – Zig Ziglar. Gail “The Connector” Stolzenburg’s new book, “CONNECTIONS: Contacts to Clients” was just released. For more information, Gail can be contacted by phone at 281-493-1955, by email at Gail@GailStolzenburg.com, or visit his website at www.GailStolzenburg.com. [ MARCH 2015 ] www.SBTMagazine.net 35

EDITORIALFEATURE

Financial Astrology for

March 2015

By Christi Ruiz, Business, Spiritual, and Intuitive Life Coach

ARIES (March 21 - April 20)

Venus enters your money zone and you will be influenced to overspend. Neptune brings the temptation to hide the overspending. Mars will come into your sign on the 31st to assist you in bringing your mind and senses back on the path to financial stability.

financial questions. The Solar Eclipse on the 20th brings the opportunity to create a winning game plan to make things work.

CAPRICORN (December 22 - January 20)

Mercury is in your money zone and it is causing you financial pressures and added stress. Jupiter and Uranus are in your credit zone which will help bring you a VIRGO (August 23 - September 23) Indulgent Venus, risk taking Mars, and im- financial breakthrough. Venus and Mars pulsive Uranus are in your investment will push you to get things done. Jupiter zone so beware. With power player Pluto on the 4th and the 11th will give you the in your income zone, the time to plot your determination to use your personality to next strategy is on the 4th and the 11th. go against the corporate vultures. TAURUS (April 21 - May 21) Restricting Saturn enters your investment Then wait for sound opportunities to inzone making all your shared resources crease your income. AQUARIUS (January 21 - February 19) slowly dry up. Meager investment payMercury and Neptune come together in offs, crippling credit, and insurmountable LIBRA (September 24 - October 23) your material possessions zone on the loans will need to be repaid. In your social Venus enters your investment zone and 18th and it will be time to use mind over zone, an unexpected helping hand may it is time to upgrade your financial rating matter to succeed. The Solar Eclipse will come. The Solar Eclipse will be in your (FICO Score). Make sure you do not be in your earnings zone causing some networking zone. Take advantage of it to squander your finances nor lend money unstable changes. Saturn comes in to stir create solid financial relationships. to subprime friends. Do not mistake a big things up a bit more but some serious heart with your big bank account. Jupiter money comes in on the 20th to help save enters your social zone on the 27th so you. GEMINI (May 22 - June 21) Venus and Mars get together with Uranus make the most of business relationships in your social zone which brings risky emo- for your future. PISCES (February 20 - March 20) tional actions and party influences. Pluto Venus’s influence will make you desire luxis in your credit zone from the 4th until SCORPIO (October 24 - November 22) ury and want to spend. The reckless influthe 11th and temptation to overuse your Use your intuitive savvy to increase your ences of Mars and the spontaneous influcredit can be dangerous. Around the 30th, income zone. Lunar Grand Trine on the ences of Uranus come into your income Venus gets together with Pluto to assist 12th between the instinctual Moon will inzone so be very cautious. Do not make you in restoring your finances. fluence your wages zone. Ambitious Mars unnecessary purchases. Pluto enters into has all the makings for career success with your social zone insisting that you prove increased income. Solar Eclipse with Sat- yourself to the world on the 4th and CANCER (June 22 - July 22) Venus and Mars come together to bring urn will assist you in making solid restruc- 11th. The shrewd influences of Mercury enter into your earnings zone on the 30th luck. When Jupiter is in your earning zone turing your earnings on the 20th. which will help you exhibit your value and on the 4th, 10th, and 11th, more financial gains can be had. Do everything you can SAGITTARIUS (November 23 - December 21) increase your income. possibly do to bring in the cash flow this You need to be cautious and pay atten- month. tion to those who you are romantically Christi Ruiz is a business, spiritual, and intuitive life She uses her skills to assist with one’s success in involved with. They may be bleeding you coach. real estate, business, and personal matters. In addition, dry financially. If they really care about Christi’s many years of experience working for banks LEO (July 23 - August 22) Mercury and Neptune influence your joint you, they will assist you financially in your and mortgage companies gives her an extra edge in resources zone. This impact will bring a lot time of need. Do not squander your sav- understanding the world of finance. You can contact by phone at 713-773-0333-O or at 281-904of confusion and misguided plans. Saturn ings. Regenerative Pluto comes into your Christi 2658-C. Her website is www.christisportals.com and brings desires of a romantic commitment. income zone on the 22nd but do not wait her email addresses are christiruiz722@gmail.com Be cautious because it comes with serious until then to adjust your financial habits! and christiruizchristi@yahoo.com. 36 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

EDITORIALFEATURE

Overtime Issues and Salaried Employees –

Do You Have a Problem? By Paul J. Franzetti

he number of overtime lawsuits has sharply increased in Texas in the last decade. That employees are seeking greater compensation should come as no surprise, given the overall stagnation in take-home pay since the 1980s. But why should you as an employer care? After all, you are paying market rates for wages and you may believe that relations with your employees are so good that no one would think of suing.

Many employers may be taken off-guard regarding:

• The complexity of the Fair Labor Standards Act (FLSA) and regulations regarding overtime. • The detail of recordkeeping required by the FLSA. • How easy it is to violate the FLSA. • The availability of collective actions for all affected employees. • The recoverability of attorney’s fees by successful plaintiffs. The severity is compounded by how quickly damages can multiply even for minor violations and all it takes is one disgruntled employee to start the ball rolling. The basic rule under the FLSA, payment of 1½ times the normal hourly rate for all hours worked over 40 during a week, seems simple enough, but it isn’t.

3. An employee works 50 hours one week and you tell them to work 30 hours the following week. 4. An employee reports to a jobsite but is not paid for work until you give them a particular project to work on.

The illustrative answers by numbered line are: 1. Compensable. You may be able to take disciplinary action but overtime is owed. 2. Most likely compensable. The real issue is the system for tracking employee time in this regard. 3. The extra 10 hours in the 50-hour week is compensable overtime. Comp time is legal in the public sector, not the private sector. 4. The wait time is possibly compensable if it and the time worked on the project are greater than 40 hours in a week.

Consider whether the overtime rule applies in the following situations:

These answers are not meant as legal advice but only as illustrations in an overview of complex issues and the reader should not rely on them in any way to make decisions about their situation. Different circumstances pertaining to these and seemingly similar situations may result in different answers.

2. An employee answers phone calls or responds to email or other social media outside normal working hours.

Many small businesses try to avoid overtime issues by paying all employees a salary with occasional bonuses paid for extra time on special projects. The FLSA overtime requirements, however, have nothing to do with whether the employee is paid on a salaried or hourly basis. Instead, the

1. An employee works more than 40 hours a week even though you have told them not to do so.

38 SMALL BUSINESS TODAY MAGAZINE [ MARCH 2015 ]

overtime provisions apply to ALL employees unless an exemption applies; thus the references to “exempt” and “non-exempt” employees. The exemptions from the overtime requirements generally apply only to executive employees and managerial employees. The burden of proving that an exemption applies, moreover, is on the employer. If a non-exempt employee is paid a salary and works more than 40 hours in a week, the overtime rate is generally calculated by dividing the regular weekly salary by the hours normally worked per week (40 or fewer) and applying the 1½ times rate to the portion worked over 40 hours. In addition, the “salary” rate could include bonuses paid for additional work that are not properly segregated for the overtime portion which could actually work against an employer who thinks he or she has already generously compensated for the overtime. Focusing on how this article began, the sharp increase in overtime suits, keep in mind that the FLSA allows successful plaintiffs to recover attorneys’ fees which means that private attorneys have an incentive to bring these cases. Plainly, the best way to navigate wage, hour, and employee classification issues as well as foster a good working relationship with your employees and minimize risk to the business is to consult an experienced professional.

Paul J. Franzetti is the Founder of Paul J. Franzetti, Attorney at Law. He can be contacted by phone at 713242-1265, by email at pfranzetti@trustedlawadvisor. com, or visit his website at www.TrustedLawAdvisor. com.

»Continued From Page 18 My 5 Wishes

»Continued From Page 18

Professional Development Necessary for Corporate Success

4. Professional Development

Education does not stop after the highest degree completed; it merely continues. Training, professional enrichment, membership in associations, and constructive business interaction are vital for career longevity and economic independence.

5. Mentorship

Learning from others takes a higher plateau when under the wings of experts. Mentorship is a process of bettering all participants. Meaningful lessons, paying dues, and developing relationships empower those who make the effort to go the distance.

6. Earning Power

Education (formal schooling, professional development, and enhanced-relationship study) has a direct relationship to financial rewards. It begins with school but bears fruit in the willingness to learn, change, and grow professionally.

I vividly recall the time that I showed up at a major package shipping company store. It was a warm, summer morning and the door was invitingly open. As I stepped into the store, the only visible employee shouted, “We aren’t open yet”. I looked at my watch which displayed 8:47AM. Then I looked at the store hours of operation sign which had written on it “Open 9AM”. As he closed the door, he said, “It’s not my job to open the door.” I wondered if the small business franchise owner knew that he was paying people who didn’t realize everything was their job. 5. I wish I had realized the value of outside mentors. My favorite description of an outside consultant is someone you hire to tell you the time and they ask to borrow your watch. I wish I had realized that even though it may seem funny, it is important. Some of the best time I have spent has been with smart people who barely understood my business but who definitely understood business. Use your regret wishes. It’s amazing what you will learn.

N.D. Brown, Principal of Brownchild Ltd., Inc. can contacted by phone at 713-8079000 (office) or 713-822-8370 (mobile), by email at don.brown@brownchild.com, or visit his company website at www.brownchild.com. His office is located at 3754 Sunset Blvd., Houston,Texas 77005.

7. Future Life

A truly successful person commits to mentoring others, giving back, mastering change, and never failing to learn. Education is more than confirming one’s held beliefs. It plants knowledge roots which sprout into ideas and lifelong insights. Professional development must be offered to every employee including mentoring for top executives and up-and-coming ones. Education should teach decision makers about all phases of the organization, what it takes to succeed, and what it takes to grow personally as a team.

Hank Moore has advised over 5,000 client organizations including public sector agencies, small businesses, non-profit organizations, and 100 of the Fortune 500. Contact Hank by phone at 713-668-0664, by email at hankmoore4218@sbcglobal.net, or visit his website at www.hankmoore.com. Hank’s new book, “Houston Legends,” is a definitive history of a dynamic, global capital and can be ordered at www.houstonlegends.net.

[ MARCH 2015 ] www.SBTMagazine.net 39

ADVERTISER S INDEX 13 ...................................................Brian Keith Productions

MARCH 2015 EDITION HOUSTON 29...................................................Paul J. Franzetti/Trusted Law Advisor

1........................................................Champions School of Business Development

29...................................................Paradigm SES

13....................................................Champions School of Real Estate

33...................................................Prosperity Real Estate Group

37...................................................Gwen Juarez Photography

29...................................................Rush Med Pharmacy INSIDE.......................................Sales Nexus FRONT COVER

11......................................................Hensel Phelps 2......................................................Houston Kosher Chili Cookoff 2015

BACK .........................................Small Business Today COVER Magazine Radio Show

4......................................................Houston Minority Supplier Development Council

33...................................................The Bougainvilleas

27...................................................Howard Partridge

27...................................................Virtual Intelligence Providers

13.................................................... Infinity Financial Advisors

INSIDE ......................................WBEA BACK COVER

11...................................................... J E Dunn Construction 33...................................................Main Street Chamber of Commerce 11......................................................MAPEI 25...................................................Nerium 39..................................................On-Time Flyer Delivery Service

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