February 2014 magazine final by Small Business Today Magazine

FEBRUARY 2014

WAYS TO ELIMINATE VISUAL CLUTTER

WHAT IS YOUR CUSTOMER SERVICE REALLY LIKE?

Volume 2 Issue 11

SONIA CLAYTON

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VIRTUAL INTELLIGENCE PROVIDERS, LLC.

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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SBT Houston Staff February 2014

FROM THE

Publisher STEVE LEVINE

MY “NEW YEAR’S/BIRTHDAY RESOLUTIONS” Usually, most people make their “New Year’s Resolutions” to make some changes in their lives and/or their businesses. Since my birthday is exactly one month after the start of the New Year, I am resolving to make the following changes in my life and in my publishing business: I am sharing this for two reasons; one because I seem to always do better when my goals are written in as many public places as possible; and two because when I share my goals with others, I become more committed to see them through. Here they are: 1.) To trust my instincts. Even though I tend to be a bit reactionary at times, when my gut instinct tells me that someone (or something) is not a good “fit”, then they probably are not. 2.) To let go of what I cannot control. I tend to take ownership of everything in my world and I have to remember that many things are beyond my control. I have to let it go. 3.) To not speak badly about myself. I am my own worse critic. The real problem arises when I share those self-reflections with others. 4.) To not be afraid to say “No” or “Yes”. I over-obligate myself because I want to be involved with everything that I am asked to be a part of and sometimes forget to agree to do the things that matter most (e.g.: take time off. See number 5.) 5.) To take better care of myself. “Hi! My name is Steve and I am a workaholic.” I work every day. I seldom take even one day off! I pledge to take more weekend getaways this year and to take my first vacation in two years…a cruise…albeit a “SMALL BUSINESS TODAY Hosted Cruise”!!! I am sure that my Wife/Partner/Editor (who proofs all of my columns) is going to be very pleased to read the above.* (*See Editor’s note below.) 6.) To remember that goals and dreams are not as easy to achieve as I first thought they were. My wife, Barbara, my other Partner, John Cruise, and I had aspirations of having our publications in other markets by our third year (or at least I did). It will come. It is just going to take a little while longer. We are still perfecting this business model. The growth will happen in due time. Well, enough about me, now, on to what you will find in this issue. We are very proud indeed to be able to “shine the spotlight” on two of the most amazing women (not just businesswomen) that I have ever met and one who was referred by the other! I met Ms. Sonia Clayton of Virtual Intelligence Providers, LLC through her work with the Houston Minority Suppliers Development Council back in August 2013 when she agreed to be one of the eight “Strategic Partners” needed for the H.M.S.D.C. Feature Article in the October 2013 issue. Not only did I make a new friend and find a remarkable businesswoman who was more than qualified to be honored on this month’s cover, but, Sonia has become one of the strongest advocates that this magazine has ever had!!! She truly sees our vision and has made it “her” mission to spread the word about the publication and it’s empowerment of our readers. You will enjoy her story! One of her first referrals (in October 2013) was Ms. Tracie Mann of Body Restore Med Spa & Laser Center. Tracie has also become a huge fan of the magazine and has sent several referrals our way. She is truly an amazing woman with an even more amazing mission; and I promise you that you will become a big “fan” of hers after reading her story! She and her staff really are “Healing lives, one body at a time!” With all of the great articles in this issue, it is time to let you get started perusing them and (hopefully) putting them all to work.

Good Reading, Good Sales, and Great Success to You All! Steve Levine President/Executive Publisher, Small Business Today Magazine *Editor’s Note: I am!!!

www.SBTMagazine.net

Chairman John Cruise President/Executive Publisher Steve Levine Associate Publisher/Creative Director/Editor Barbara Davis-Levine Business Development/PR Sonia Guimbellot Aaron Kaplan Susan Repka Donna Rooney Stephen Zappala Art Director/Graphic Designer Malka G. Levy Photographers Alfonso Ayala & Gwen Juarez Contributing Writers Don Brown Barbara Davis Dr. John Demartini Mila Golovine Lorraine Grubbs Toni Harris Dawn Haynes Bruce Hurta Jeff Jones Aaron Kaplan Craig Klein Hank Moore Mayor Annise Parker Kaya Redford Rita Santamaria Pam Terry Holly Uverity Jack Warkenthien Aimee Woodall Chief Advisor Hank Moore Publisher’s Advisory Board Shah Ardalan Cyndi Barnett Roger Burks Sonia Clayton Donna Cole John Cruise Dirk Cummins April Day Dr. John Demartini Maya Durnovo Kathie Edwards Leonard Faucher Mila Golovine David Holt Richard Huebner Jeffrey Jones Darryl King Craig Klein Wea Lee Bertrand McHenry Hank Moore Lisa M. Morton Mike Muhney Leisa Holland Nelson Mayor Annise Parker Susan Repka Maria Rios Grant Sadler Rita Santamaria Allen Shapiro William Sherrill Pam Terry Linda Toyota Jack Warkenthien Doug Winnie Aaron Young Phone: 832-460-2020 E-Mail: Steve.Levine@SBTMagazine.net Or Write: Small Business Today 5380 West 34th Street, Ste 230

Houston, TX 77092 See us on the web at www.SBTMagazine.net

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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Here!] www.SBTMagazine.net

WAYS TO ELIMINATE VISUAL CLUTTER

WHAT IS YOUR CUSTOMER SERVICE REALLY LIKE?

IN THIS ISSUE

SONIA CLAYTON

Inspired Leaders

Volume 2 Issue 11

Do You Have a Job or Do You Own a Business?

Houston Quickly Becoming National Expert on Sustainability

Partnerships – The Good, Bad & The Ugly – Part Three

Doing Business with the French Developing Leaders Part Six: Coaching Case Study… Ego and the Leader Are Your Speaking Engagements Converting to New Clients?

NATIONAL ASSOCIATION OF MINORITY CONTRACTORS, HOUSTON CHAPTER

VIRTUAL INTELLIGENCE PROVIDERS, LLC.

Facilitating Education and Powerful Relationships for the Betterment of Houston Families

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Intellectual Property

How to Convert “Pac-Man” Sales Leads into Purchasers

NAMC appreciates the support of their members like CBIC/4 City Steel. Veritas Mechanical, Dominion Air & Heat, Impact Stone Design, CandCNET, MCA Communications, Genesis Cabling, and The Principle Partnering Group.

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FEBRUARY 2014 EDITION I HOUSTON

INSIDE

FEBRUARY 2014

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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SONIA CLAYTON

VIRTUAL INTELLIGENCE PROVIDERS, LLC.

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

PROVIDING IT SOLUTIONS FOR VERY IMPORTANT PEOPLE

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NATIONAL ASSOCIATION OF MINORITY CONTRACTORS, HOUSTON CHAPTER FACILITATING EDUCATION AND POWERFUL RELATIONSHIPS FOR THE BETTERMENT OF HOUSTON FAMILIES

TRACIE MANN

DEVON RAY BATTAGLIA - DEVON RAY COMMUNICATIONS Strategic Storytelling That Builds Businesses By Kari Fluegel

17 18

Don’t Make This Crazy Mistake BUILD THE DARN LIST!

Yes/No/Maybe - From RSVP to Memorable

Doing Your Best Work on Deadlines 22

today’s hectic marketplace, telling your company’s story in a distinctive and compelling way is essential to differentiating your goods and services from those of your competitors. Devon Ray Communications (DRC), a boutique public relations and marketing firm based in Houston, specializes in strategically crafting and disseminating a company’s unique brand in a manner that gets noticed and incites action. “We craft your story and then aggressively and strategically spread it to your target audiences,” said DRC Founder Devon Ray Battaglia. “When your messages are concisely, consistently, and tactically spread, they're heard; and when your messages are heard, attitudes change and sales, viewers, subscribers, etc. increase.” Ms. Battaglia’s passion for helping small businesses launch, grow, or re-brand themselves was the fuel that launched DRC‘s growing public relations practice. “I fell in love with PR and have never looked back,” remarked Devon, a graduate of California State University, Northridge, with a bachelor’s degree in journalism and public relations. “I love the diversity of the field and its ability to be applied to every single industry and to every single situation.” Battaglia’s blending of her education in classic public relations strategies and methodologies and her modern “know how” bring results in a creative and powerful combination for her clients whether they are start-ups or well-established enterprises. Devon and DRC have worked with organizations and individuals from a variety of industries ranging from natural/non-toxic nail polish to those who serve the oil and gas industry, from Realtors(R) to non-profits, and holistic care practitioners to consulting firms. She is experienced in both the business-to-consumer and business-tobusiness arenas. “We strive to be an extension of your team,” explained Battaglia. “We want to build a trusted relationship with you. We stay on top of industry and media trends, and we pride ourselves on innovation and creativity. We are dedicated, motivated, and when we get behind something we believe in, there's no stopping us.” DRC’s services include copywriting and content development; branding; media relations; strategic planning; social media marketing; design work; product launches; community relations; and employee communications.

Your Next Step - Bless the Candle

What is Your Customer Service Really Like?

Getting Organized: 7 Ways to Eliminate Visual Clutter

What’s Good For the Goose?

Giving Voice to a New Understanding of Inclusion

10 Steps to Success in Sales and Leadership MasteryPart 1 of a 3 Part Series

Caring For The World, One Person At A Time By Devon Ray Battaglia & Barbara R. Davis

“Each company and each case is unique, and at Devon Ray Communications, we are prepared to roll up our sleeves to get down to the details, get creative, and ultimately help to enhance your growth and success.”

ost major cities in the United States have seen a proliferation of medical spas, and Houston is no exception. The services provided are highly sought after and the business model is generally the same at almost every location. Before making the assumption that Body Restore Med Spa and Laser Center located in The Woodlands is yet another cookie cutter approach to this business, you would be well-served to look a little deeper. Giving back and caring for the world, one person at a time has always been Body Restore founder and CEO, Tracie Mann’s passion. “I want everyone who leaves Body Restore to feel like they just left from visiting with a friend who not only cares for them but also helps them heal and grow.” The company slogan reflects Tracie’s mission in life, “Giving Back to the Community, One Body at a Time,” and Body Restore is the brilliant concept of Tracie’s to do just that.

Devon contends that public relations is the best, most cost effective tool to ensure that a brand's message is heard and attitudes are influenced; and that effective communications is the cornerstone of every productive relationship. With those philosophies at the heart of the agency, DRC is dedicated to ensuring that its clients’ most important audiences are hearing, understanding, and following them on a daily basis. “We really get to know you and your business to find those key aspects and message points from which to build. After a thorough needs analysis, we provide a plan of action to get you moving forward,” stated Ms. Battaglia. Establishing a terrific product or service is the first step, but if no one knows about it, they're definitely not thinking about you and certainly aren’t buying from you,” emphasized Devon. “It's imperative that you set yourself apart from the rest and highlight your strengths and expertise by telling your own unique story which will ensure that you're not lost in a sea of noise and competition.”

At a formative age, Ms. Mann was thrust out into the world and on her own at 14. She quickly became aware of the dangers of being on her own and as a result, she reacted like many others in her position might react - that of appearing angry and tough. In reality, her actions were just self-defense measures done to mask her underlying fears. Living the life herself, Tracie grew up having great empathy for others and the ability to look below the surface. She reflected, “When people do things that we don’t like, there’s always a root cause and until you can find what that root cause is, you won’t find the problem. Most people just look at the surface level and

Gwen Juarez Photography

How Credit Affects an SBA Loan Decision

With several years of experience, DRC has already had the distinction of assisting with and spearheading several successful campaigns. Ms. Battaglia elaborated, “We’ve built relationships with the ‘gatekeepers’ to increase the chances of media coverage and editorial product placements; and the boutique setting ensures quality of service and constant communication between us and our clients. We develop and execute personalized, strategic plans that achieve results.”

DO YOU NEED HELP IN TELLING YOUR COMPANY’S STORY IN A DISTINCTIVE AND COMPELLING WAY? Then contact Devon Ray Communications by phone at (832) 551-7221; by e-mail at devon@devonraycomm.com; or on the web at www.devonraycomm.com.

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WOULD YOU OR YOUR COMPANY LIKE TO BE PROFILED IN OUR NEXT ISSUE? CALL STEVE LEVINE AT 832-419-2814

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

TRACIE MANN -

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BODY RESTORE MED SPA AND LASER CENTER CARING FOR THE WORLD, ONE PERSON AT A TIME

HOUSTON EDITION

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PUBLISHER: STEVE LEVINE SMALL BUSINESS MAGAZINE IS PUBLISHED MONTHLY BY LEGACY PUBLISHING GROUP, LLC. 5380 WEST 34TH ST. STE. 230 HOUSTON, TX 77092 EXECUTIVE PUBLISHER: STEVE LEVINE PRESIDENT: JOHN CRUISE PHONE: 832-460-2020 www.SBTMagazine.net ADVERTISING RATES ON REQUEST. BULK THIRD CLASS MAIL PAID IN TUCSON, AZ. POSTMASTER: PLEASE SEND NOTICES ON FORM 3579 TO 5380 WEST 34TH ST. STE. 230 HOUSTON, TX 77092 ALTHOUGH EVERY PRECAUTION IS TAKEN TO ENSURE ACCURACY OF PUBLISHED MATERIALS, SMALL BUSINESS TODAY MAGAZINE CANNOT BE HELD RESPONSIBLE FOR OPINIONS EXPRESSED OR FACTS SUPPLIED BY ITS AUTHORS. COPYRIGHT 2012, LEGACY PUBLISHING GROUP, LLC. ALL RIGHTS RESERVED. REPRODUCTION IN WHOLE OR IN PART WITHOUT WRITTEN PERMISSION IS PROHIBITED.

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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due to her family’s poverty. She reflected, “I learned to deal with everything in life in a very nontraditional way. Nothing was paid for me; I had no father for support if I failed. I had to be very creative, very inventive, and very resourceful. I had no back-up plan. “Life was not easy for me.”

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In fact, Sonia’s childhood had been so difficult and filled with so much adversity that when she was interviewed on a television program and asked would she enjoy her life if she had to live it over again, she adamantly answered, “No!” Sonia then added, “In reality, I am very grateful, because all of those challenges gave me a lot of character, a lot of stamina, and a lot of resolution to achieve what I had to achieve…but the fact that I knew that I didn’t have a back-up plan was probably the driving force. I was simply put in the situation where I had to either sink or swim.”

By Barbara R. Davis

utspoken and having firm convictions, extremely intelligent, always thinking outside of the box, and never a follower, Sonia Clayton had never been the most ideal employee to be working for someone else but as an entrepreneur/CEO, she was perfect for the role as her own company’s leader. On September 30th, 2001, Sonia Clayton left the corporate world and started VIP (Virtual Intelligence Providers, LLC), an IT services-based firm providing solutions for very important people! Beginning with a total of 4 employees, including several who had been laid off due to “911”, Sonia has become so successful that she now has 50+ employees based in the U.S. and several internationally-based consultants. Sonia has received countless accolades including being recognized by the Houston Business Journal as one of the fastest growing woman-owned businesses in Houston! What makes this accolade even more special is that Sonia has succeeded in spite of being a minority (Hispanic) and also a cancer survivor! Born in Colombia, Sonia spent the first part of her childhood there. Eventually, her family moved to Venezuela to flee the terrorism brought on by the socialist-supported guerillas. While living in Colombia, Sonia’s family moved seven times due to their poor economic situation. Sonia learned to “think outside of the box” as a result of the challenges she had to overcome SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

PG PG6 3

When Sonia was eight years old, her mother converted to Mormonism. The Mormon churches that were founded in Colombia and Venezuela were started by American missionaries and Sonia’s family was one of the first to convert in that region. Everywhere Sonia’s family went, they took on the responsibility to start branches of the Mormon Church. They shared the gospel with everyone and Sonia learned to be fearless when it came to speaking about her religion. “I think it helped me a lot because I was not an inhibited person when it came to conversing about any topic,” recalled Sonia. Sonia believes that it was because of her Mormon Church pioneering efforts that she was able to develop her leadership skills. At the age of 15, in ninth grade, Sonia had to drop out of school to help support her ailing mother and two brothers. In spite of working full-time, Sonia continued her education by taking evening and Saturday classes and eventually was able to get her high school diploma. On top of doing her studies on Sundays, Sonia attended church and also took on additional responsibilities as a church leader! After graduating from high school, Sonia continued working full-time but then attended college at night and on Saturdays in her pursuit of a degree in Business Administration. After Sonia’s family moved to Venezuela, they continued their efforts in pioneering and spreading their Christian beliefs. During this time, Sonia became acquainted with a young American from Salt Lake City, Kirk Clayton, who was also there to help spread the word and grow the Mormon Church. After completing his mission, Kirk returned to the U.S. but a year later, they began communicating with each other and Kirk encouraged Sonia to come to the U.S. and study. By this time, Sonia was working in Venezuela as a security investigator for banking fraud and asset protection. So at 21, Sonia (who is fluent in Spanish, Portuguese, French, and English) moved to the U.S. and within the first year, she and Kirk were married. In 1990, they moved to Houston and Sonia began working for Air France. Later on, she began working for Continental Airlines as a corporate security investigator and was involved in the creation of Continental’s Corporate Security Department. This led to Sonia handling their training and education programs that dealt with the US Federal Agencies Drug Interdiction, Human Trafficking, and AntiTerrorism programs. In 1998, Ms. Clayton joined the world of ERP/Business Technology and SAP, a German international software corporation. It wasn’t long before Sonia recognized that she was too independent, too creative, and not a follower. She knew that she was not a good employee www.SBTMagazine.net

because her mindset didn’t work well with “corporate politics,” but she was confident that she would make an excellent and capable leader. So, on September 30, 2001, just two weeks after 9/11, Sonia founded Virtual Intelligence Providers, L.L.C. (VIP). Originally beginning with a small team of consultants including PhDs, business administrators, graphic and instructional designers, and system engineers working from home, VIP moved into its first office space in 2002. Today, VIP has expanded across the United States and various countries. VIP serves more than 70 Fortune 500 Corporations and has been involved in over 100 SAP implementations. Interestingly enough, VIP has never spent money on marketing programs; their expansion has been the result of “word-of-mouth”the finest form of advertisement! In addition, VIP’s business model that is based on reducing overhead and unnecessary expenses has resulted in producing countless testimonials of satisfied clients who in turn have catapulted VIP to its success. VIP uses virtual connectivity models, video conferencing, distance learning platforms, virtual project management tools, and remote administration to communicate between employees and customers. VIP Consultants use the virtual communication models for consulting and training in order to reduce expenses. This Houston-based information technology and consulting company specializes in ERP systems including SAP and Oracle training. ERP, which stands for Enterprise Resource Planning, is a business process management software that allows an organization to use a system of integrated applications to manage their business and automate back office functions. ERP software integrates all facets of an operation, including product planning, development, manufacturing processes, sales, and distribution.

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VIP specializes in four different areas of the business world: 1) Business process documentation and training development;

2) organizational change management and e-learning; 3) IT/IS project management; and 4) staff augmentation with the objective or improving employee performance and enhancing ROI for corporations. VIP primarily serves the Oil and Gas Industry. Their clients include Exxon-Mobil, Shell, Chevron, BP, Baker Hughes, and Waste Management. In 2012, VIP formed an educational and commercial alliance with Lone Star College System (LSCS). The first of its kind, LSCS and VIP signed a Memorandum of Understanding (MOU) to establish an innovative, educational, and commercial partnership to align corporate training needs with higher education programs. This past December (2013), VIP moved their offices inside the Lone Star College Campus located at University Park in northwest Houston. Sonia elaborated, “Companies were always requesting information and training from Lone Star College on what were the industry standards and what were the best practices. VIP easily fits the bill in a much-needed area involving business. In addition to helping the college promote their curriculum and apprenticeship programs to existing and migrating corporations to the Houston Metropolitan area, Sonia advises them as a Board member and The VIP Education Foundation benefits to LSCS by providing scholarships to students with interest in Information Technology Degrees. From the time that Sonia was six years old, she became keenly aware of the USA. Her first recollection was of Caritas, a Catholic Church-run global hunger relief organization that provided food to impoverished families in her community. The people feeding them were Americans. Later, Sonia observed that the soldiers and volunteers who were helping protect her and defend her Colombian countrymen from the Narco-guerilla terrorists were all Continued on page 40

V.I.P. has teamed up with Lone Star College Systems to form a powerful alliance of companies. The Alliance is the first small business brokerage incubator model in the United States where a minority woman-owned business, such as V.I.P., is the appointed leader and resides within the institution of higher learning. The Alliance offers a wide variety of very unique IT, HR, & OCM solutions, products, andSMALL services targeting the oil & gasFEBRUARY industry and beyond. PG 7 3 BUSINESS TODAY MAGAZINE 2014 www.SBTMagazine.net

EDITORIAL FEATURE

Intellectual Property

THE BUSINESS OF REAL ESTATE

By Rita Santamaria

e all use articles from other sources to help achieve good material for our blogs, website, or articles. Be careful about violating copyright laws. One must have express written permission from the author or creator of the work to be within the law. Whether the article is from software, photos music, or a printed magazine, just giving credit to the name of the source is not enough. You must have written permission from the author.

Blogs should be written in the first person and should be no more than 500 words. Be sure to put hot links to other sources in your blog so Google can pick up extra search engine material. SEO is also enhanced through blogs.

All sales persons need blogs and all sales persons need to be aware of the law in this area. All rules are available at www.copyright.gov.

Just remember, get written permission to quote someone else or another article, and keep the permission in an e-file for future reference.

Rita Santamaria is the owner and founder of Champions School of Real Estate and the Champions School of Professional Development. For more information, visit her company website at www.ChampionsSchool.com.

If you are giving your opinion about a news item in your blog, you may refer to the article by date and source. Do not include the entire article.

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Many times music is copyright protected. Photographs can be copyright protected too, so read the fine print on the internet source prior to reproducing it on your website or blog.

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Lawsuits have been filed against people over copyright infringement. Generally, most people are naive about using such articles for their own use with their website articles but this does not protect them in a lawsuit.

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Blogs are the name of the game for marketing purposes. To be efficient in connecting with all ages and interests, writing a blog and posting the blog along with short, interesting features, will attract a potential customer who might have no interest in your magazine articles, billboards, or trade newspapers.

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EDITORIAL FEATURE

Inspired Leaders By Dr John Demartini

nspired leaders are unstoppable, true visionaries who desire to contribute to the world and make a real difference. They are inspired from within more than motivated from without. They love pursuing and fulfilling their vision and mission. Their service is not considered work to them. They are new paradigm makers, not traditionalists who follow the average or the norm. They are therefore trend-setters not trend-followers. Their authority transcends outer stagnations of any previous authority. They have congruency between their ambitious intentions and inner core values. This is one of the key hallmarks of their great leadership. I have spent many decades studying the lives of great inspired leaders and those I have studied, read about, and met have many traits in common. Some of these character traits you will probably recognize in yourself. Inspired leaders love impacting or transforming businesses or societies, serve ever greater quantities of people, and initiate ever greater numbers of rewards. They are clear on what service they desire to contribute to the world and have acquired specialized knowledge and skills to be able to do so. They have overcome their fears of speaking out and sharing their mission, vision, and message and have mastered the art of delegating to and enrolling others. They have also intuitively learned to sell their ideas and objectives in terms of other peoples’ priorities, needs, or values. They save and invest their acquired resources to build momentum. They are congruently committed to their outcomes and they have a “no turning back” mentality. Although inspired leaders vary in their outer personas, their inner drives are similar and their willingness to transcend any defeat makes them climb, tunnel, or go around any and every obstacle or mountain. They are willing to break through any temporary perceptions of loss or gain that diminish their power, and use both as refining feedback. They pursue their visions regardless of support, challenges, pains, or pleasures. They calculate risks, make quick decisions, take appropriate actions, and persevere. Their challenges are their sources of fuel and their obstacles are their stimulating companions. They are even willing to follow their vision to the point where they break any current and stagnant rules or systems of mediocrity. They are “unborrowed” visionaries, allowing no outer influences to constrain or dictate their inspired direction.

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True inspired leaders embrace their daily paradoxes. They see both sides of opinion polls equally, constantly balancing their perceptions, and inwardly making decisions. They do not see things as only black or white. They understand the grey or synthesis of these two extreme sides and embrace both as they move forward. I am often asked if inspired leadership is a gift bestowed only upon the fortunate few or whether anyone can develop such positions of leadership. The answer is everyone has a unique leader within them; but unless an individual sets their sails in the direction of their highest values or priorities, their leadership will not emerge nor become discovered by themselves or others. It is important to note that the area of their inspired leadership may not only be in the three areas that are traditionally or socially acknowledged which are business, finance, and political. It may also be in sports, social, beauty, family, or spiritual matters. Leaders can arise in any or all areas of life. Inspired leaders tend to naturally arise in the areas of their highest interest or priority. If a person does not have a high value on business, finance, or providing a viable product, service, or idea to a market, then expecting them to emerge as a leader in business would be unrealistic. However, that same person may excel in another area of life according to their true, highest values and aspirations. The most important element of inspired leadership is the congruency between their goals or intentions and their highest values or priorities. When their goals and values are aligned, their greatest creativity and productivity emerges. Authentic, original ideas and great companies and organizations are born out of such congruency - sometimes referred to as integrity.

Dr. John Demartini is an internationally published author, educator, human behavior specialist, and business consultant. To book Dr. Demartini, please contact the Demartini Institute by email at info@ DrDemartini.co.za or visit his website at www.DrDemartini.com. To download a free Value Determination Process Workbook, please visit www.DrDemartini.com/pm_determine_your_values.

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

How to Convert “Pac-Man” Sales Leads into Purchasers By Craig Klein, SalesNexus.com CEO

emember the old Pac-Man game of the ‘80s? If you are too young or have forgotten the ‘80s, refresh your memory with Wikipedia’s description of Pac-Man. The premise of the game was for the hungry little icon to find its way through a maze. It reminds me of today’s sales leads’ ravenous consumption of information. As a buyer, you find comfort in being educated. Think about the last time you bought something of real value. If you are like most of us, you spent time on the internet researching your options…comparing alternatives…and learning what you needed to know to feel intelligent about the decision. Buyers of products/services are like Pac-Man Before someone makes a serious purchase, they begin gobbling up information. When they don’t know the difference between useful, honest information and all the “hypey”, dishonest garbage that plagues the internet, it pretty much looks the same to them. They simply don’t trust any of it. That is why your sales staff correctly complains about all the sales leads sucking. When an honest and helpful sales professional reaches out to offer good information, they are brushed off like the dirt on the sales lead shoes. It can be frustrating. Marketing Automation Gives Pac-Man an Alternative While your sales leads want a plethora of information – even if it includes misinformation – they would not mind being educated if they feel they can trust you. You know that trust must be earned. So how do you earn trust when the sales lead won’t even talk to you? Lead nurturing and email automation come to the rescue. The “feeding” of the hungry Pac-Man deepens the customer relationship. The “food” is stored in and delivered from your online CRM. By offering the sales lead educational content that is useful, whether they purchase your product or not, they begin to see you as a trusted advisor instead of a stinky salesperson. What Makes Good Pac-Man “Food”? Again, a trip into your CRM software is needed. What you find there can vary according to how much you track in your CRM. For those who only have basic information stored, you can still SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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find data about your ideal clients. Define your top clients by more than simply the money they spend with your company. Determine which clients send referrals…which clients are pleasant to your staff…which clients have stayed with you for a long time…etc. Here is what you do with this list: • Develop a composite, fictional character and call it your Ideal Client Persona. • Look at the emails you have sent these clients to determine the questions they ask. Use those questions to develop informational content for sales leads. • Think back before these ideal clients started with your solution. What struggles and pains did they experience? List them all and create educational content that resolves those difficulties. How to Deliver the “Food” to the Pac-Man Once you have content pieces that will be really useful to your sales leads, adapt your entire sales process to delivering what they demand. You already know that most sales leads are not ready for a serious conversation with your sales professionals. So, the first step is to disqualify those leads as quickly as possible. Disqualified leads are inserted into a lead-nurturing email campaign that consistently feeds information. When the sales lead begins to trust the information you send them, they can jump out of the maze and move closer to a decision. The emails you send are very, very brief. They don’t share information about your company, product, or service. They only sell the content piece that is waiting for them only one mouseclick away. Your sales staff can track when the emails are opened and when the sales lead clicks on the content.

Use this information to convert the Pac-Man into a Purchaser. Craig Klein is the founder of SalesNexus.com, a leading provider of CRM, Email Marketing, and Lead-Generation Solutions for Business-2-Business Sales Teams. www.SBTMagazine.net

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SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

EDITORIAL FEATURE

Do You Have a Job or Do You Own a Business? By Doug Winnie, PMP

o you have a job or do you own a business? Assuming you are a business owner, then, of course, you own the business. If this is a silly question, then it certainly has a simple answer… or does it? Consider these questions to help you answer the question:

• Have you ever had a business valuation performed? • Do you plan to sell your business when you retire? • Is it okay for you to skip a paycheck due to poor cashflow or a lack of profit?

• Do you have employees? • Do you look at your P&L statements in Accrual form? If you answered “Yes” to all the above, then you are truly a business owner. If you answered “No” to all of them, then you are likely the owner of a job (which you created by having a business). Jim Rohn says, “A job will make you a living; a business will make you a fortune.” Did you build a business to have a “job” or to make a fortune? Lots of people have started a business in order to have a job. They were laid-off, quit, were fired, etc. and thought, “I will control my own destiny.”

As a business owner, you’ve discovered many challenges to overcome. One challenge is to get sales. The biggest challenge is to “become” a business owner. If you own a business and are focused on making an income (usually enough to pay the bills), then you likely have a J.O.B. (Just Over Broke). Depending on your motivation, to pay the bills or to make a fortune, you understand the importance of knowledge and the need to learn more. You also understand the value of creating jobs. These employees become profit centers and will perform many, hopefully all, of the tasks in the business. SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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Let’s go through an example: Consider the locksmith, Jack, who works every day in the business - installing, repairing, and re-keying locks. Jack’s business is to be a locksmith. When Jack retires, he may give the business to one of his children or maybe he will sell it for a small amount. Jack probably won’t travel the world from the profits of the sale; instead he most likely will sit and watch the world go by. Jack’s lifestyle is “Just Over Broke” (a job). Let’s look at a different scenario: This same locksmith and business can have a significantly different outcome. In this example, Jack has a different focus - to grow a great business, have it run without him, and then sell it when he reaches 55 years old. Let’s call this other company, Premier Locks. Premier Locks employs several locksmiths including Jack. Jack is the teacher, the motivator, and the leader of the organization. Jack’s focus is to grow the business and reinvest some of the profits to build a cash-flow machine. His goal is to sell the business for $5 million in 10 years. Jack will work to become a great marketer, a great salesman, and eventually a great leader. Jack will work hard on himself to become the great business owner while Jack will get his team to become great locksmiths. This is a very big difference in thinking. In the first scenario, Jack’s focus was on becoming a great locksmith. In the second scenario, Jack’s focus was on becoming a great business owner, and in turn, making a fortune. Look back at your personal goals and your personal education. Do your goals align with your education? Are you learning how to become a great business owner, or learning to become great at your job? Having lived this exact situation, I understand the transformation required to grow a business, not to grow a job. With the right mindset, every business owner can transform from just making a living to making a fortune. As an Executive and Master Business Coach, Doug Winie offers complimentary coaching sessions and monthly workshops so everyone can become more successful in less time. For more education and motivation regarding this article and other topics relating to accelerating your business success, contact Doug Winnie by phone at 713-936-3814, by email at dougwinnie@actioncoach.com, or visit his website www.SBTMagazine.net

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SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Houston Quickly Becoming National Expert on Sustainability By Mayor Annise Parker

ne accomplishment of which I am very proud is Houston’s growing national reputation for pursuing sustainable solutions to today’s problems. More and more, the city with an economy that relies on the energy industry is being called upon as an expert on the new technologies and practices that are changing the ways we live and conduct business. In fact, it is the expertise, leadership, and advances within the energy sector that is contributing to this new reputation.

greater energy and cost savings. The Better Buildings Performance Contracting Accelerator requires expanded use of Energy Performance Contracting, which allows building owners to use future cost savings to pay for new energy efficiency equipment and services to improve efficiency and reduce energy bills. Houston has retrofitted over 100 municipal buildings to date. The City’s next project will be to retrofit 21 libraries using energy performance contracting.

For example, I am serving as a member of President Obama’s Task Force on Climate Preparedness and Resilience, a panel selected to advise the White House on ways the Federal Government can respond to the needs of communities nationwide that are dealing with extreme weather and other climate impacts.

The City has been a leader in energy efficiency, leading by example in its own buildings and working with the private sector to encourage energy-efficient practices. We are proud to work with DOE and other cities and utilities, such as Reliant, to continue this work to achieve the goal of a 20 percent energy reduction by 2020.

The task force was established as part of the President’s Climate Action Plan to cut carbon pollution, prepare communities for the impacts of climate change that cannot be avoided, and lead international efforts to address this global challenge. The task force’s recommendations are expected to include suggestions for removing federal barriers to resilient investments, modernizing federal grant and loan programs to better support local priorities, developing the information and tools we need to prepare our communities, and other relevant measures.

These Better Buildings Accelerators are part of President Obama’s Climate Action Plan to engage leaders in state and local governments, utilities, and industry to demonstrate innovative policies and programs that will transform the energy efficiency market and cut building energy waste.

I am honored to have been chosen for this prestigious position and anxious to be able to represent Houston’s pragmatic and diverse points of view on this issue. My goal is a list of recommendations that are responsive to the needs of all Houston stakeholders. We are a city that is forward-thinking when it comes to sustainability and the environment. We have a wealth of technological expertise in our existing energy sector. Those companies are becoming the leaders in development of the new technologies that will support our nation’s future environmental policies. Their views must be represented in any plan this task force submits to the President. The City of Houston has also joined as a partner in two of the U.S. Department of Energy’s three Better Buildings Initiatives. The Better Buildings Energy Data Accelerator requires a commitment to demonstrate streamlined, best-practice approaches for building owners to access whole-building energy usage data for the purposes of benchmarking and achieving SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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Houston’s other sustainability accomplishments include: • Being the #1 municipal purchaser of renewable energy in the nation • Having the 3rd largest municipal hybrid fleet in the nation • Inclusion on the U.S. Environmental Protection Agency’s Top 10 list of cities with the most energy efficient buildings • Installation of solar powered parking meters • Replacement of incandescent bulbs with LEDs at all 2,450 signalized traffic intersections within the city • Expanded availability of electric vehicle charging stations

More information on the Task Force on Climate Preparedness is available at: http:// www.whitehouse.gov/administration/eop/ ceq/initiatives/resilience/taskforce. Also, visit http://www1.eere.energy.gov/ buildings/betterbuildings/accelerators/ for a list of all organizations joining the Better Buildings Accelerators. www.SBTMagazine.net

EDITORIAL FEATURE

Partnerships –

The Good, Bad & The Ugly – Part Three By Jeffrey D. Jones, ASA, CBA, CBI

wning and managing a business can be a real challenge. Dealing with partners or shareholders creates a whole set of additional challenges that can be beneficial or detrimental depending upon the structure of the partnership, the relationship of the partners, and the documentation specifying operational procedures, management responsibilities, and buy/sell provisions. Part One of this series discussed the benefits of having partners. Part Two of this series discussed some of the negative aspects of having partners. This article will review some of the things that can be done to make a partnership successful.

PROPER DOCUMENTATION A major key in forming a successful partnership is to have all agreements in writing at the formation of the partnership. It is amazing to me how often I come across partnerships where there are no written agreements among the partners/ shareholders. A Shareholder or Partnership Agreement and a Buy/Sell Agreement are the two critical documents that every business with partners or shareholders should have at the inception of a business entity. The Partnership/Shareholder Agreement should spell out the type of organization to be formed, the division of management and operational duties among the partners, the method for determining the salaries, commissions, and benefits to be paid to the partners, the procedures for allowing partners to join or leave the firm, terms of covenants not to compete, and the voting procedures for making revisions and/ or modifications to the Agreement. The Buy/Sell Agreement should provide for the procedures of buying or selling a partner’s ownership interest upon death of a www.SBTMagazine.net

IN A PARTNERSHIP, MUTUAL TRUST AND RESPECT IS CRITICAL TO A STRONG AND GOOD WORKING RELATIONSHIP. partner, the disability of a partner, divorce of a partner, or a partner’s desire to dissolve an ownership, often referred to as the 4 D’s. This Agreement should address issues such as restrictions on buying or selling a partnership interest, who has first right of refusal to buy another partner’s ownership interest, and how the ownership interest being bought or sold is to be valued. When valuing a partnership interest, the Agreement should specify the procedure for selecting an appraiser, the standard of value to be utilized, and how the price will be paid. In a partnership, mutual trust and respect is critical to a strong and good working relationship. Without mutual trust and respect, the partners will tend to do things

that enhance their personal agenda, lines of communication will become blurred, confusion and lack of understanding will prevail, and the employees will begin to choose sides. This will have a negative impact on company operations and profitability. The overall benefits of having partners in a business include: the sharing of economic risk, the assistance in management and training duties, obtaining peer review of business operations, leveraging the skills of others, the ability to attract top level employees to the firm, and enhancing your exit planning. The negative issues of being involved in a partnership can include: having to give up degrees of control of business operations, dealing with different personalities and their personal agendas, not having a written partnership and buy/ sell agreements, and not maintaining clear communications among the partners. A friend of mine likes to say, “Partnerships are like a marriage without sex.” In my opinion, the benefits of having partners far out way the negatives, so long as all the partners share in a common goal, all agreements are in writing, and clear communications are maintained.

Jeff Jones is the President of Certified Appraisers, Inc. and Advanced Business Brokers, Inc. located at 10500 Northwest Freeway, Suite 200, Houston, TX 77092. You can contact Jeff by phone at 713-401-9110 or by email at jdj@advancedbb.com.

SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Doing Business with the French By Ludmila (Mila) Rusakova Golovine

he country of France is essentially the size of the state of Texas; however, it boasts economic power far beyond the size of its geography. France has the fifth largest economy in the world and has been a driving factor for the formation of the European Union. Currently, there are more Global Fortune 500 companies headquartered in Paris than in New York, Beijing, London, or Munich. Thus, France is a very attractive place to do business. Nevertheless, as in any culture, certain norms must be observed in order to be successful there. Language is a very important issue to the French. It would be difficult to find a culture that takes more pride in its language. Until the 20th Century, French served as the language of diplomacy and nobility. It was also the language of the great literary works of Molière, the political discourses of Montesquieu and Rousseau, and the poetry of Victor Hugo. The French are quite aware of the rich legacy of their language and view it as their gift to the world. Consequently, they place a high value on the ability to speak it. If you do speak French, you will be highly regarded by the people. If you do not, it is customary upon your initial introduction to apologize for your lack of knowledge. Regardless, it would be a good idea to learn a few useful phrases. This act will impress upon your French counterpart that you respect the language and that you made the extra effort to learn some of it. The English language is widely taught in France and most businesspeople who work in an international setting do speak it. That said, it is advisable that you find out whether or not you will need an interpreter before your meeting.

Appearance means a lot to the French. In attire, they are very reserved, tending to opt for darker, more neutral colors. Men will typically wear dark suits. Bear in mind that French businessmen tend to leave their jackets on during meetings and do not loosen their ties, so you should do likewise. Businesswomen should also dress conservatively and avoid flashy colors. Excessive jewelry should be avoided as well, as it is negatively viewed.

Language is a very important issue to the French. If you do speak French, you will be highly regarded by the people. The French also highly value proper behavior and etiquette. Upon your initial meeting with your French counterpart, it is customary to shake hands briefly and make short eye contact. In France, when women greet men, both people usually kiss both cheeks. This is called the “bise.” In the case of foreigners, it is sometimes not done; but if your French counterpart is a woman and she instinctively greets you with kisses on both cheeks, do not be offended. It is merely customary. Gift-giving is not mandatory but it is acceptable. Should you opt to give a gift, make sure that it is a book or some type of music. Intellectual pursuits are highly

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valued in the French culture. When you are involved in a negotiation, try not to lecture. The French believe that Americans speak this way, so give them plenty of opportunity to interject. Also, please keep the volume of your voice in check. In France, Americans have the reputation of being overly loud and boisterous. This view, no doubt, comes from experience with tourists. Therefore, speak in a calm and professional manner and you will be able to break this stereotype. Avoid over-friendly behavior as the French are quite reserved. Once they get to know you better, they will open up more. Although business cards are not mandatory, it is preferable at some point to present your French representative with your business card. Please have the reverse side translated into French as a courtesy. This action will impress your counterpart. In addition, when negotiating and concluding agreements, make sure that they are translated into French for your counterpart’s convenience. It is always much easier to conduct business when both sides are on the same page in their respective languages. Moreover, providing translations will show your appreciation of their language and your eagerness to do business with them. The word cuisine is derived from French. The people pride themselves on their style of food and this crosses over into business. Very often, they like to schedule business lunches or dinners. If you are invited to one of these, please note that it is better if you let your French counterpart begin talking about business first. Continued on page 45

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EDITORIAL FEATURE

Developing Leaders:

Part Six: Coaching Case Study… Ego and the Leader By Lorraine Grubbs

ohn, the newly appointed Chief Pilot for a small aviation company was lacking basic leadership skills and his boss had retained me to teach him how to be an effective leader. John and I had been working together for a couple of months and had just reviewed his 360-degree leadership assessment showing his strengths and many weaknesses. John, determined to improve, left our session with the intent of meeting with each of his pilots. In those meetings he had two objectives in mind: improve communication and figure out how to build trust with each of them. In our fourth session, John walked into the Starbucks, sat down and excitedly started telling me about his meetings with his team. “You are not going to believe this”, he said, “But I found out a number of things from my team that was bothering them and I had no idea!” “Morning, John”, I said, “It’s so good to see you. Tell me about the meetings you had with your team members since the last time we met.”

“John”, I replied, “That’s great! I am so excited that you not only took the feedback to heart, but that you have a plan moving forward to keep growing the trust with your team. The bi-monthly meetings are a good move…What else are you prepared to do to ensure your leadership skills are moving forward?”

“Becoming a good leader is not easy, as you’ve just discovered. Some days you will feel like you’re on top of everything and then others, you’ll feel like you took a huge step backwards.”

“Well”, said John, “It was interesting. The best advice you gave me at our last session was to not make our meetings about me, but rather about them, and I have to tell you, that was not easy for me. And then I remembered you also told me to seek first to understand. So I did. As a result, I was able to keep my ego under control and not get defensive when I heard things that felt like personal attacks. I learned a lot about my team and the perceptions they had of me. I didn’t realize that they really didn’t trust me and thought I was arrogant. That hurt!

When I asked them specifically what I had said and done to create that perception, they were able to give me date, time, and place! There was no denying that I had not only acted in a non-leadership manner, but also that I had completely missed their reactions. So, before closing out each meeting, we agreed www.SBTMagazine.net

that in order to keep this moving forward, we would meet every other week for 30 minutes and, if we couldn’t meet in person, we would talk over the phone. I got their assurance that they would give me honest feedback, and they got the promise from me that there would be no negative repercussions for that honest feedback. All in all, I think these meetings went really well!”

“Well,” John said, “I’ve been doing some thinking on that. Remember how you told me to write down the top two things the team told me I needed to improve on? I’d like to work on those two things over the next month or so. Those are trust and communication – both good and bad.”

“Good,” I said, “Because you’ve already started on both and by meeting with your team to talk openly and honestly, you’ve shown them that you care. And, what you do with their feedback now is the most important. I would strongly encourage you to share your own learning with them during your meetings (after you hear what’s on their minds, of course). Then they will know you are truly accountable to staying the course and this wasn’t just an exercise of the day. And, don’t forget to listen and acknowledge the good things too. If you do that during your meetings, they will know that you are paying attention to both their efforts and mistakes.” “Roger that!” said John. “It just seems like I’ve been clueless all these years. I’m glad to be getting the basics down”.

Continued on page 43 SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Are Your Speaking Engagements Converting to New Clients? By Pam Terry

peaking to groups is a great way to attract new clients. It’s especially important to speak to groups if you are a coach, consultant, accountant, lawyer, or anyone who provides their expertise to help people. It helps to establish your credibility and demonstrates your expertise which engenders trust; and trust is a crucial element for getting new business. That is why getting new clients from speaking engagements is a natural next step. After all, sharing useful, valuable information builds trust; but providing valuable information is only part of the equation. How do you actually get new clients from speaking engagements? All you have to do is let people know how to continue to receive value from you. You can do that by making an offer, but it needs to be an easy choice. Here are some simple offers you can make that will help people to continue to have a business relationship with you which, ultimately, can lead to new clients:

won them over with your presentation. Make it easy for them to sign up. The rule of thumb for a successful offer is the shorter your presentation, the less expensive the offer.

“A confused mind never buys”. Focus on one offer to keep things simple and you’ll be more successful.

• Your Mailing List -

This is one of the easiest ways for people to continue to receive value from you. Once you provide your informative presentation, it’s a sure thing that people will want to be on your mailing list. (Be sure to follow up with an email newsletter that provides more valuable info.) You’ll need to have some sort of sign-up form or have people provide their business cards.

• A complimentary strategy session -

This one is my new favorite. Offering a complimentary strategy session gives people an opportunity to connect with you one-on-one and for you to learn what their most pressing need is. You’ll have a chance to help them more and at the end of the session you can offer one of your services that best fits their needs. You’ll need to give people a way to access your calendar and/or ask for their contact info so you can set up a time. If you are really organized, you can provide a list of times that are available for people to choose from.

• Your Next Workshop/Webinar/

Tele-Class Inviting your audience to your next class can be a perfect offer after you have

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Keep in mind that it’s best to only make one offer. “A confused mind never buys” so focus on one offer to keep things simple and you’ll be more successful. Your handout can be as simple as a form or as elaborate as a four-color postcard. The main thing is to have something for your audience to complete and return to you. The best way to do that is to use your handout as an entry to a drawing for a simple prize. Your prize could be one of your products, free admission to your next class, or a gift card. People love to win things and if you’ve done a good job with your presentation, your own product or service will make a great prize. The extra benefit of having your product or service as the prize is that you have the opportunity to describe it. When you describe it, be sure to say what it will do for them because that’s the only thing that matters. The combination of your presentation and your offer is all about providing value. You must provide information that truly helps people in some way. You want to really let your expertise shine through.

Pam Terry is a speaker, coach, and trainer. For more articles, please visit www.pamterry.com/blog.html. You can reach Pam at 832-276-4153 or pam@pamterry.com.

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SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Don’t Make This Crazy Mistake BUILD THE DARN LIST! By Toni R. Harris

ave you started to build your email marketing list? If not, why not? If you haven’t started building your email marketing list, you are missing out on creating a valuable asset for your business. Yes, a marketing list is now considered an asset to your business and if you don’t have one, you are devaluing your business. So why should you build your email list? Email marketing allows you to reach people where they are - in their Inbox. I know we hear a lot about social media and using Facebook, Twitter, and LinkedIn to reach people; and yes, these are good places to reach people locally and globally. But what if these social media sites were gone tomorrow or they suddenly changed the way you connect with people? Then you would lose your network. Now what? Now is the time to work diligently to get those people in your social media over to your email list. That way, you can reach them where they are - in their Inbox. So here are 3 easy ways to begin to build your email list: 1) Text to join your list For most of us (and our clients and prospects), our cell phones are never more than three feet away from us and text messaging has become a common way to communicate. With Constant Contact’s “text to join” feature, your audience can text to join your mailing list while they are browsing your store, listening to you speak, or checking you out on social media. Constant Contact even gives you a handy sign to post in your store, on social media, or include in your presentation. 2) Scan to join your list Constant Contact’s “scan to join” feature creates a QR Code that allows people to join your list. QR Codes are scanable codes that take you to a website. In this case, the QR code takes you to a join page where your audience can join your list. You can then use the QR codes in your marketing such as fliers, business cards, signs, etc. You can even post your code on your social media. People are curious about where QR codes lead so it is a cool way to get people to scan to join your list. 3) Get those bags of business cards scanned NOW! Many of us (including me) have a bag of business cards that SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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we have collected over the years from networking events. We have touched these people personally but have fell out of touch. It’s time to get reconnected! How? Use a service such as Shoeboxed.com. Shoeboxed.com will scan your cards and put them into a database that can then be uploaded into your email marketing program such as Constant Contact. Once those emails have been loaded to your database, you are ready to reintroduce yourself and start sending your network the valuable information you have to offer.

Here’s the bottom line - If you are not building your email marketing list then you are CRAZY! Sorry to be so blunt but email marketing is an inexpensive way to reach the masses at the click of a button. If you are not staying connected where your audience is (in their Inbox), then you are truly missing an opportunity to grow and stay connected to your prospects, clients, and network. Get your free report, 60 Ways to Grow Your List today at www.toniharrisspeaks.com. You can also sign up for a 60 day free trial with Constant Contact and sign up for a free trial at Shoeboxed.com. Don’t wait, do it today, because we all need to grow our assets! Toni Harris (aka “The Turnaround Queen®”) is a Small Business Marketing Coach, Speaker/Trainer, Author, and Authorized Local Expert with Constant Contact. You can connect with Toni via her email at toni@toniharrisspeaks.com or visit her website at www.toniharrisspeaks.com. www.SBTMagazine.net

EDITORIAL FEATURE

Yes/No/Maybe -

From RSVP to Memorable By Aimee Woodall

illing seats and spots at an event is NO easy feat. With a deluge of happy hour, gala, workshop, and coffee requests inundating inboxes and mailboxes everywhere, securing a definitive “yes” is harder than ever before. And let’s face it — the first decision your invite list makes is not the first decision YOU make. Here’s how to snag the elusive — and enthusiastic — RSVP without having to ask, “S’il vous plaît?” Say “no” in being someone you’re not. Authenticity is not playing it safe. Authenticity is attracting the right people to your event at the right time and in the right ways. Don’t overextend yourself, your resources, or your brand’s integrity for the sake of a large turnout. You’ll want people talking about your event for the right reasons and looking forward to future events from your company. Say “no” to being excessive. Why would anyone RSVP “yes” to your upcoming mixer when you’ve got another one just around the corner? That they’ve ALREADY been invited to? No, there’s no need for you to have an event every single week or month. By spacing out your events, you’ll have more time to successfully implement your event strategy, attract exciting sponsors, and entice attendees, new and old, through strategically timed and targeted marketing efforts. Say “no” to being unprepared. You have a strategy for everything, right? (RIGHT?) PR, social media, marketing - you name it. You’ve probably got a strategy for it. Well, guess what? Whether you’re planning an annual conference or a weekly press conference, no successful event is complete without a well-thought-out event brief and overall strategy. From mapping out every little detail to monitoring and measuring benchmarks and milestones, you’ll need to be constantly evaluating, reassessing, and updating this critical component. In addition, a fully-formed strategy fleshes out PR and social media roles to help maximize event exposure and engage all possible audiences. Say “maybe” to mixing things up. Oh, the same ol’, same ol’ isn’t working for you anymore? I’m not surprised. If you’re not looking forward to your event, chances are you’re not alone. Escape the deathtrap of monthly networking

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mixers and quarterly luncheons at the same stuffy hotel by exploring inventive ways to reach your audience. Spice your event up by inviting guests to the unexpected — bingo nights, picnics, movies in the park, trips to the local arcade. Incentivize followers with performances from local musicians and artists. Get involved with charity-based events through local nonprofits. Plan your event around something YOU’D like to attend and watch those RSVPs start trickling in. Say “yes” to responsiveness. Imagine you’re sifting through hundreds of snail mail party invites. There’s no doubt about it; your eye will be drawn to the invitation that stands out of the stack. When mailing invitations to your upcoming event, your presentation needs to make a statement. (A “look at me, come hither and RSVP” type of statement.) Whether you’re switching up something as simple as the size or color of your envelope or packaging your invitation in an unconventional format, you’ll want it to be the first one they see. The first one they open. The first one they respond an enthusiastic “yes” to! Say “yes” to community collaboration. Community collaboration is the key in engaging new audiences and drumming up additional (and much-needed) RSVPs. By teaming up with like-minded, well-established, collaborative partners, you’re not only bringing their team and ambassadors on board, you’re immediately boosting brand visibility within your community, effortlessly conveying a “team-player” attitude, and winning new fans, followers, and friends in no time. Win-Win? More like WIN-WIN-WIN-WIN! Don’t just throw an event. Throw an event that people WANT to attend, and, with a little Yes/No/Maybe in your life, planning a must-attend event just got a whole lot easier. Aimee Woodall is the owner of The Black Sheep Agency, a Houston-based creative, non-traditional public relations and social media agency specializing in experiential marketing. You can contact Amy by phone at 832-971-7725 or by email at aimee@ theblacksheepagency.com. Visit The Black Sheep Agency website at www.theblacksheepagency.com, follow them on Twitter @ shearcreativity, and “like” them on Facebook at Facebook.com/ theblacksheepagency. SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Doing Your Best Work on Deadlines

BIG PICTURE OF BUSINESS

Mobilizing the Energy for Best Business Success By Hank Moore / Corporate Strategist™

fter a 50-year hiatus, the first live television musical production extravaganza, “The Sound of Music” starring Carrie Underwood, recently aired. This television special got a lot of attention because it was unique that it was live, just like the Broadway musical on which it was based. Truth is, that throughout the decade of the 1950s (the Golden Age of Television), there were comparable live television extravaganzas regularly on the air. Many of them were consistently great. They were live, in real time. They had top talent behind them. They were well-rehearsed. They had the adrenaline of “going live” and they shined with luster. Among those crown jewel television moments were: • “Our Town” starring Frank Sinatra, Paul Newman, and Eva Marie Saint. • “Requiem for a Heavyweight” starring Jack Palance and Ed Wynn and written by Rod Sterling. It was the premier show for The Playhouse 90 television series. • “The Petrified Forest” starring Humphrey Bogart, Lauren Bacall, and Henry Fonda. In it, “Bogey” reprised the 1930s Broadway hit and movie that launched his career. • The Ford 50th Anniversary Show, a two-hour program starring Ethel Merman and Mary Martin. This was the first so-called “television spectacular” and set the tone for thousands of others since. • The first Beatles appearance on The Ed Sullivan Show drew an estimated 73 million viewers, at the time a record for U.S. television. The Beatles topped that by performing for the first time “All You Need is Love” that was broadcast live in 24 countries.

projections just before the presentation meeting. The truth is that we do some of our best work under pressure. We might think that the chaos and delays of life are always with us, but we handle them better when on tight timeframes. Before you know it, you’re on a deadline again. Even though the tasks mount up, you have a knack for performing magnificently under deadline, stress, and high expectations. This is not meant to suggest putting off sequential steps and daily tasks. Learn when deadline crunch-time is best to accomplish the optimum business objectives. I’m a big advocate of Strategic Planning and Visioning. Every company needs it but rarely conducts the process because they’re knee-deep in daily minutia. I know from experience that planning while going through the “alligators” is the most effective way to conduct the process. By seeing the daily changes resulting from the planning, companies are poised to rise above the current daily crises. I recommend that diversity audits, quality control reviews, ethics programs, and other important regimen be conducted as part of Strategic Planning, rather than as stand-alone, distracting, and energydiverting activities. Those of us who grew up working on typewriters know how to master the medium. You had to get your ideas on paper correctly the first time, without typographical errors, and with great clarity. The first time that I worked on a computer was when I was 40 years old. I took that typewriter mentality with me when I had to compose a brochure and do the desktop publishing graphics in the same two-hour window where I was learning how to work on a computer.

I have those and other live TV gems on DVD. I watch them to experience the magical energy of live performances.

There were years where I kept the typewriter on the work station next to the computer. When I had five minutes to write a cohesive memo and fax it off to the client, I wrote it on the typewriter. Though I wrote all my books on computers, I wrote the modern technology chapters on the typewriter to make points to myself that the readers could never have grasped.

Many of us remember writing the college theme paper the night before it was due. We recall compiling the case notes or sales

Continued on page 46

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EDITORIAL FEATURE

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Gwen Juarez Photography

NATIONAL ASSOCIATION OF MINORITY CONTRACTORS, HOUSTON CHAPTER Facilitating Education and Powerful Relationships for the Betterment of Houston Families

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FACILITATING EDUCATION AND POWERFUL RELATIONSHIPS FOR THE BETTERMENT OF HOUSTON FAMILIES

The NAMC 2013-2014 Board of Directors include (left to right) Vladimir Naranjo, Michael Martin, Sonia James, Xavier Leal, Renae Richard, Karen Becerra, Leticia Elias, Robert Gonazalez, Victoria Lara, Cornell Johnson, Lupe Gonzalez, and Ruben Mercado.

“

By Devon Ray Battaglia

‘Don’t be one of the crabs in a bucket,’ my father said to me when I was younger,” Ruben Mercado, Jr., Executive Director of National Association of Minority Contractors, Houston Chapter (NAMC) said, “The crabs on top try to get out of the bucket, but the ones under him just pull him back in and he isn’t able to get out. I didn’t understand what he meant at the time, but as the years went on, I quickly understood and I wanted to do everything in my power to get people out of that bucket.” The Houston native and Army Veteran has held his position at NAMC since February 2013, and, in that time through his drive and determination, has helped the organization and its members grow tremendously, including an increase in membership by three times what it was upon his start. www.SBTMagazine.net

Gwen Juarez Photography

NAMC is a national organization and was founded in 1969 in California and has grown to 30 chapters coast-to-coast. The HoustonChapter began in 2006 with the vision statement, “To prepare and position deserving minority and female owned businesses to win contracts, increase branding visibility, and to expand their client base through relationship development opportunities.” By 2012, a decision was made to create a dedicated Executive Director position to further their vision. With Ruben’s Houston roots, his background as an inspector for the State of Texas in both residential and commercial buildings, and his experience in construction and concrete work, the past Chapter President, Vladimir Naranjo, handpicked him to run the organization.

Ruben reflected, “As a contractor, I know the trials and tribulations a small business owner goes through and I believed I could bring my past experiences to help our members grow and have much success.” Through Ruben’s direction and leadership, NAMC vision continues to drive and motivate the members as the program offerings and contracted businesses are constantly growing. A key concept in NAMC is to bridge the gap between general contractors and minority contractors by fostering meaningful, lasting relationships. According to Ruben, “There is a huge benefit for the large prime contractors to collaborate with NAMC.” NAMC ensures all of their members are vetted, their capacity and quality are known, and

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Ruben Mercado, Jr. is proud to represent the minority contractors in the Houston community. He is seen here with Esther Francis/CBIC one of the founding members of the Houston Chapter.

further their careers and make connections,” added Ruben, who is also an authorized OSHA training instructor. “Safety has to be my biggest concern for all of my members. A contractor’s goal is to always ensure his employees return home at the end of the day the way they went in - in one piece!” exclaimed Ruben.

they are certified; if they are not certified, the organization helps them attain the various certifications. “I took classes through the City of Houston on the process of getting certified so I could add that level of assistance to our members,” Ruben shared, further underscoring his commitment to all members. NAMC is dedicated to small business development in this field and bringing education to their members is a main focus for Ruben. “The more educated you are as a business owner, the more opportunities you will have created for yourself. Continued education and a wonderful, purposeful network is the recipe for success,” added Ruben. A significant benefit to an NAMC membership is the collaboration with several institutions and organizations

Once or twice a month, NAMC will hold “lunch and learns” at the various general contractors’ locations to enable the members to meet the Project Managers and Estimators at those companies. Additionally, these functions provide an opportunity for the members to learn a new subject pertinent to their business and essential for business growth. NAMC also uses these events as a recruiting tool for potential new members. “Perhaps the key to Gwen Juarez Photography these meetings is the networking opportunity it provides our members with the primary General Contracthroughout Houston, such as Houston tors in the Houston area,” remarked Ruben. Community College, Lone Star College, and University of Houston, to bring The Houston Chapter is experiencing educational modules to the organization. exciting growth partly because the J.E. Dunn also collaborates with NAMC community has been opening its arms to to bring more business development help foster close relationships. During programs in which the members can Ruben’s tenure, membership has grown participate. NAMC works with these exponentially with contracts in excess entities to identify business owners who fit of $260 million. The 2014 goals include their criteria and classes, thereby placing doubling that contract revenue number their members into positions where doors and deepening relationships with the City open for them and they’re better equipped of Houston, Houston Independent School to effectively perform bigger, higher District, Houston Metro, UT Medical, UTMB paying contracts. Galveston, MD Anderson, etc. NAMC has every intention to continue to expand Ruben is currently working on programs collaboration efforts with various groups that will bring even more educational and chambers of commerce to position modules, including estimating, itself as the preferred construction partner scheduling, and safety to NAMC in the greater Houston area. members. “My goal is to find as many resources as possible for our members to

FACILITATING EDUCATION AND POWERFUL www.SBTMagazine.net RELATIONSHIPS FOR THE FAMILIES I BETTERMENT OF HOUSTON SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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Anyone can be a member of NAMC, not just construction companies. Large Prime Contractors are members because they need a pool of qualified, certified sub contractors. Members can help support their education, training, and safety programs, and reap the benefits of working with their qualified membership. Minority owned construction companies are, of course, the ideal members and represent the backbone of the organization. NAMC assists in building their capacity to enable them to partner or joint venture with the Prime Contractors on large projects. In addition, corollary services companies, such as payroll, design, promotional products, etc., also join to expand their network and partnering capabilities. The driving force of NAMC is to realize the power in relationships and capitalize on that realization to enhance success for all of the members. “I wake

Bob Gonzalez, NAMC President and Ruben are known as the “Dynamic Duo” of NAMC.

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up excited to go to work every day because we are helping folks create new jobs. We want to empower and show people a different way. I want to help others and lift them up…I want to help get the crabs out of the bucket,” concluded Ruben.

To Find Out More and To Join

go to www.NAMCtexas.org or send Ruben an email at rubenmercado@namctexas.org. “Or come by the office and let’s sit down and talk,” shared Ruben.

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Gwen Juarez Photography

NAMC is also focused on giving back to the community through its 501(c)3 and 501(c)6 NAMC Foundation with the unique Imagine Project, which will be re-introduced in 2014. This project is an economic development initiative whose primary goal is to improve school attendance, graduation rates, and parental involvement in school activities while decreasing neighborhood crime and drop-out rates. This is accomplished by providing mentoring, skills training, job creation, employment opportunities, and job placement for parents of the children enrolled in the Imagine Project or adults in low-to-moderate income communities. NAMC works with one or two middle schools based on income and demographics, and recruits and enrolls 30 at-risk fifth and sixth graders by introducing them to the construction industry. They also will work with an adult member of the family who is unemployed by training them and then helping them find employment in the industry.

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EDITORIAL FEATURE

How Credit Affects an SBA Loan Decision By Bruce Hurta

have been lending to small businesses for 30 years, and I have been asked many times why business loan applications require us to review personal credit histories. Why can’t we just review the credit history of the business applying for the loan? My responses to that question are summarized below: First of all, SBA lenders (myself included) do review the credit history of the business to the extent that we can. If there are previous loans in the name of the company, we like to see if they were paid according to the loan agreements. Some of these business loans might be reflected on personal credit reports of the owner of the business due to the owner’s personal liability on those business loans. Many will not. In those cases, we can review payment histories generated by those lenders. Some small businesses will have everyday trade accounts where the vendor provides credit to the company. Once again, if the small business pays all its bills according to the terms granted by the vendor, the SBA lender will make note of the good payment history. The SBA lender might order a Dunn & Bradstreet report. Businesses with multiple vendors granting credit terms for various products and services might be verified by Dunn & Bradstreet and reported on their account. Giving Credit Where Credit is Due What about businesses that are startups and have no previous debts or credit history? What about small businesses who do not have vendor trade accounts? If there are any other creditors for the business that the small business loan applicant wants the lender to know about, they can provide that creditor’s contact information, and the SBA lender can perform direct verification of payment history with those creditors (assuming they will cooperate to provide the information). All the above measures can be taken to prove a good company credit record, and they can be helpful to qualify the small business for SBA financing. Personal credit histories of the owners of the business, however, are still probably the best measure of the SBA lender’s assessment of the small business’ likelihood that they will abide by the SBA loan terms. Small business lenders and the SBA know that how an individual pays his bills in the past is the best indication of how they will be paying them in the future. Small business loan approvals are

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not an exact science. There are many moving parts in the equation of how a business will perform in the future. This is where the art of SBA lending comes into play. At this point, the SBA lender will factor in human behavior to the process of a business loan approval. Small business lenders know that every small business reflects the behavior of its owner(s) when it comes to keeping agreements. Like consumer lenders, we know that if a borrower has paid a lot of obligations on time, and in accordance with their agreements with their lender, they are much more likely to continue doing so in the future. We know that small business owners will be faced with many challenges and opportunities to assume or avoid risk. The business owners who have successfully managed their past personal and business debts are the ones most likely to continue to do so in the future. Good Stories Go a Long Way Does this mean that someone who has paid business or personal debts late in the past will be denied access to credit in the future? No, it does not mean that; however, explanations of late payment histories will be required. Due to the government backing on an SBA loan, an SBA lender is likely to exercise more understanding and forgiveness for problem credit with a “good story.” We call those loan applications ones with “storied credit.” Sometimes the best measure of a person’s credit behavior is how they handled difficult circumstances in the past. That is why I always tell applicants to carefully document each instance of derogatory credit. If those instances are limited to a particular time and a particular set of adverse circumstances, your story about how you managed to ultimately fulfill your payment agreements might be impressive to the lender. I always summarize the benefits of SBA loans to be lower down payments, longer repayment terms, and easier qualifying criteria than conventional bank loans. The third benefit, “easier qualifying criteria,” can be a boon for the small business owner seeking new debt to grow and expand their business with an SBA loan. The SBA lender has more flexibility to consider all forms of past personal and business credit history to qualify the new loan application than a conventional bank lender will have. Continued on page 43 SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Your Next Step

Bless the Candle By Jack Warkenthien

ince I was typing this article in the “eye” of the Holiday Season “storm”, I thought this would be an apt title for my SBT Magazine column this month. If you’re like me, you have candles around your place, from the living areas to the kitchen and even in the master bath (imagine the possibilities!). I challenge you, in this often challenging time of year, to be grateful for the light that emanates from you. At the end of the day, it beats the alternative - cursing the darkness. Frankly, I didn’t like the start of my Sunday. On a chilly morning, it became even frostier when my wife and I started to discuss Christmas gifts, traveling, finances, and other family drama. No fun. Then I reached into my left pants pocket and felt the “Gratitude Rock” that my son, Nick, had given me last year for Christmas. In substance, it may be a smooth, black rock that’s no larger than a quarter, but the idea is HUGE. By packing it every morning and carrying it every day, I’m reminded to “carry” an attitude of gratitude with me, regardless of how dark it is around me. Man, how BLESSED am I! I’m surrounded by a Family that loves me, warts and all (I know that’s hard to believe). We have a warm place to live, talent that allows us to support the lifestyle to which we’ve become accustomed, etc, etc, etc. You too are BLESSED. Just look around today. Oh, and by the way, you wouldn’t be reading this classy magazine if you didn’t exude good fortune and blessings. Congratulations! Here’s YOUR next step: procure your own “Gratitude Rock” (I know a source................), knead it gently between your fingers, and BLESS THE LIGHT INSTEAD OF CURSING THE DARKNESS.

MAN, HOW BLESSED AM I! I’M SURROUNDED BY A FAMILY THAT LOVES ME, WARTS AND ALL (I KNOW THAT’S HARD TO BELIEVE). I empathize with my fellow Sales Professionals out there who are facing a week with very few appointments and a list of phone calls to make. Even though I’m bracing myself for the “....call me back after the Holidays…”, am I the only one who plans to do business in December? Anyone out there catching up on your workload on a Sunday afternoon with a football game glaring in the background (can you say Snow Bowl)? It beats the alternative. At least I have Clients who need my company’s value equation. There are people who I’ll touch this week, whose lives may be transformed by an inspirational message of hope and prosperity.

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Now excuse me while I continue my efforts in creating a Sales Playbook for one of my company’s favorite Clients of all time. Sure, there will always be dark clouds on the horizon and I can choose to worry about what happens “if”, but that’s a waste of time and energy. Bless the candle. If I focus on positively influencing the lives of Sales Professionals, that IS my purpose - making an honest living in the world’s oldest and most noble profession. That’s time well invested. The best way to shake your “blues” is to bring “green” into others’ lives. Green is the color of money, and I know that money does NOT buy happiness, but it allows you to be sad in some pretty exotic locations! As I round the final turn on this article, I’m watching a huge 10-point buck, outside of my home office window, prancing across the yards in our ‘hood. Wow, what a sight! You can say what you want, but I believe that majestic deer is affirmation for me, and for you, that we’re doing the right thing by being grateful for all the light in our life and not focusing on the dark. Bless YOU and the candles that bring light to your life. Here’s to the best year ever, in 2014.

Jack Warkenthien, CEO, NextStep Solutions, can be contacted by email at jwarkenthien@nextstep-solutions.com or call him at 832-344-6998. You can also visit his website at www.nextstepsolutions.com.

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EDITORIAL FEATURE

National National Association Association of of Women Women Business Business Owners Owners Houston Houston Chapter Chapter Connecting Connecting Women Women Who Who Mean Mean Business Business Why NAWBO? • Women own an estimated 10.6 million businesses in the United States • They employ 19.1 million workers (1 in 7) • Their businesses account for $2.5 trillion in sales • Women business owners are philanthropically active: seven in 10 volunteer at least once per month; 31% contribute $5,000 or more to charity annually; 15% give $10,000 or more. Shouldn’t you be involved in an organization that takes www.nawbohouston.org or call 713-487-8475

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EDITORIAL FEATURE

What is Your Customer Service Really Like? By N.D. Brown

small business collapses the customer contact pyramid. As an owner, you are much closer to one-on-one contact with all of your customers. It is a huge selling point. The key to success is a customer relationship, not a sale. It should be part of your culture. Here’s my story: Recently, I went through two convoluted labyrinths that large businesses can force on their customers. It made me wonder how many small business owners overlook this important connection. Our digital world can save time and add efficiency but it can be the Achilles Heel of customer relationships. It can keep you and your customers at arm’s length - actually at “phone’s length”.

Guess what? - Another long list of options to keep me away from a real person. But finally, there it is; the 800 number that will connect me with technical help. Does it? No. What I get is a long, twisty path designed to be sure I am who I am. Finally, I am connected with a person with a strong accent who starts by asking me all the questions I already answered to prove I am me. Then, I heard an apology assuring me the person could help, but the person can’t. The person is in the Philippines or some other low-cost labor country that is far, far away; and the person is working from a standard list of responses. No deviations!

As a small business owner, you have the authority and responsibility to take ownership of ALL problems.

It started with a glitch on my cable service signal. (I’d love to identify the humongous company that delivers and maintains my cable service but their brand name doesn’t matter; it’s the breakdown in the customer service culture that is important.) I went to their website to find the phone number for customer service. I pay them what I think is a large amount each month to deliver what they promise. I thought it should be a simple task to explain the problem and let them fix it. Silly me. At top of the page that was designed to sell me stuff, there was a customer service link. It led me to a long list of different types of services, from the ubiquitous FAQ (Frequently Asked Questions which rarely answer my questions), to how to check my bill, or to pay my bill and on and on. After what must have been five minutes, and seemed like thirty, I finally found a ‘contact us’ link.

Okay, I know you have gone through the agony. It is the price we must pay for the supposed efficiency of the digital age; but there is a major small business point to this story. In my case, it dealt with bureaucratic confusion. Over the course of five days, my “customer service” calls were dropped repeatedly which caused me to go through

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the endless computer questions each time only to be asked by the customer service agent in a far away land the same questions. Hey! I know the answers are on their computer screens. Then, over a period of five days, three different field technicians arrived and blamed the problem on someone else. The story has no end. After two weeks, my glitch was still there. After hours of frustration, I never encountered one person willing to take ownership of the problem. Each one apologized and assured me they would help, but quickly passed my problem on to another person. As a small business owner, you have the authority and responsibility to take ownership of ALL problems. Are you sure the people who work with you know how to take ownership of customer problems? A large digital leadership company does. You might associate the brand with a fruit! When you call their customer service call center and outline your problem, you will hear, “I will take ownership of this situation and help you find a solution”. Key Word: OWNERSHIP. You don’t get bounced around and you won’t hear the blame getting passed to another anonymous person. I sent a note complimenting an employee and making a few observations about the product to the CEO of a billion dollar company. To my amazement, he called me. He spent fifteen minutes discussing my observations. That is ownership! Continued on page 46

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TRACIE MANN

Caring For The World, One Person At A Time By Devon Ray Battaglia & Barbara R. Davis

Gwen Juarez Photography

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Tracie would not be able to accomplish all that she does without the assistance of a very special, dedicated, and competent staff. They are from left to right, Dr. Tim, Erica, Tracie, & Jenny.

because of that they miss who people really are. They say an ounce of prevention is worth a pound of cure. Well I believe the prevention is also the cure,” shared Tracie. In spite of being on her own, Tracie grew up resourceful and capable. She attended college and got a degree in Computer Science at the University of Texas in Arlington. She ended up getting a job in Intel Security. Through her job, she became distinctly aware of the exploitation and abuse of children that was being perpetuated through the internet. Finally, Ms. Mann reached a point where she felt she had to do more. She couldn’t necessarily stop the abuse but she could be instrumental in helping those already harmed. She found a way to work handson with those whose lives were already scarred and help their emotional healing by eliminating the physical reminders of their traumatic past. Tracie brilliantly came up with a business where she could charge a moderate price for paying clients (just barely over cost) and in turn treat others who couldn’t pay. Opening Body Restore in 2011, Tracie initially planned to run it as a non-profit

501(c) company in her passionate desire to help those who were having a hard time letting go of their trauma because of their physical reminders. Tracie soon realized that she wanted to spend all her time working with people rather than fundraisers. “So, I applied a principle I have always taught my children, to work for what you need,” described Tracie. She changed her business model from a 501(c) to a Limited Liability Corporation (LLC) and opened the doors to help even more than her original scope. Tracie offers her services to the general public just barely over cost so that her expenses are paid and she can in turn treat those who can’t pay. “By having their treatments done at Body Restore, not only do they get a great service at a fraction of the price but they are making it possible for the pro bono clientele to have theirs done as well,” explained Tracie. The bulwark, on which this body of work is built, is comprised of the traditional services and treatments of a Med Spa including laser hair removal, permanent make-up, toe and finger fungus treatment, colon irrigation, tattoo and

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scar removal, facial rejuvenation, and body contouring. Every treatment at Body Restore uses a medical grade device based on water or light. Colon irrigation is based on water and all of the other treatments being done with lasers are based on light. Body Restore provides signature treatments for targeted fat removal, age defense facials, and overall body rejuvenation. Body Sonic Shaper and Sculpting can help one achieve their desired figure. Body Restore’s signature non-surgical Body Sonic Contouring treatment will eliminate and tighten those fatty pockets that just won’t go away. Their unique combination of functionalities using lSculpting, RF, with slimming and tightening along with several other crucial functions, allows lifting and tightening of the face and body by repairing the skin and regenerating collagen, taking years off within a series of treatments. Consultations are always free. Besides the pro bono services provided by Body Restore, they are actively involved and support quite a number of groups in other ways. Whether it is gathering www.SBTMagazine.net

Christmas presents for a few thousand youth or putting together Thanksgiving dinner for a safe-house filled with abused women and children, Tracie and her like-minded, caring team always share the opportunities with their clients. When Body Restore first opened, they were actively involved with three organizations; they now support fifteen. “One of our mottos is ‘Helping You, Helping Others.’ This business model works!” exclaimed Tracie. In addition to the business model being driven by ensuring the funding exists for the pro bono work, Body Restore is different than most of the more traditional Laser and Med Spas in other ways, too. Body Restore’s driving force and focus is on longterm relationships with their clients and the community. That focus drives everything; from the pricing structure to the way the clients are booked for services, to the personalized treatment each client receives. Another significant difference at Body Restore is that a large percentage of the clientele is comprised of children and teens. Many of the clients have not had the opportunity to have a home or a place of stability and are not surrounded by a support system of people who care about them. Tracie and her special team work hard to ensure that from the moment these clients walk in the doors, they are engulfed in tranquility, peace, and positivity. Tracie wants to make sure that when her clients are there, they know they are deeply cared for, no matter their age or circumstances. Body Restore also focuses on transforming lives by demonstrating and sharing their core values. Clients are taught that there is power in words and that they will always find what they are looking for. Guidance is given to help clients define what they are looking for and how to set goals to achieve it. DJ is one such young man whose life has been dramatically transformed. Tracie met DJ through the Houston Mayor’s Anti-Gang Task Force after he had the opportunity to move to Houston to live with his dad and new mom. DJ shared, “Ms. Tracie at Body Restore is a selfless woman who is all about helping others achieve their goals in any way possible. She helped me feel comfortable in my own skin without having to hide mistakes from my past and to be proud of who I am. www.SBTMagazine.net

She made me feel comfortable like we’ve been friends for a long period of time. It isn’t all about business when it comes to Ms. Tracie; it’s about her doing what she can to help others. After my treatment is done with Ms. Tracie, I will always look at her as my superhero!” Tracie summarized, “In short, our goal at Body Restore is to help people achieve the change they want. That is why our logo is the phoenix. We launch the phoenix so it can burst into flames and come out better, stronger, and more beautiful.” Tracie is in the planning stages of opening another location in the Katy area soon.

Gwen Juarez Photography

One of Tracie’s “Stars and Heroes” is young DJ. He is a My Body Restore graduate who has overcome insurmountable odds to become a complete success story and role model for others. Tracie is so proud of him! Each of them deserves a hug!

Body Restore Med Spa and Laser Center

Tracie’s friend Cheryl runs a “Safe House” and organization that rescues and helps victims of human trafficking. Tracie is seen here receiving recognition for her support of the women in Cheryl’s care.

Body Restore Med Spa and Laser Center is located at 3091 College Park Dr., #190, The Woodlands, Texas 77384. Their phone number is 832-713-7546. You can email them or view their website at www.mybodyrestore.com. Also, like them on Facebook at https://www.facebook.com/pages/ Body-Restore-Laser-Tattoo-andSkin/111952582225659 SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Getting Organized: 7 Ways to Eliminate Visual Clutter

By: Holly Uverity CPO®, Office Organizers Holly Uverity

etting organized is a process; your clutter didn’t accumulate overnight so it can be an unrealistic expectation to think that you can get organized all at once.

A better way to tackle your clutter is to start small and work on one area or one concept at a time. An object in motion tends to stay in motion so if you spend just a few minutes working on your organizing project, you’ll find that you will be motivated to continue. Following are 7 ways you can immediately eliminate some of the visual clutter on your desk; having a clearer desk by removing these objects will provide you with the motivation you need to keep going on to larger tasks.

• Remove Sticky Notes. One of the biggest causes of

visual clutter on a desk is sticky notes. The sheer number of sticky notes on desks, computers, keyboards, and random pieces of paper is enough to make any desk look disorganized – even if it isn’t. Sticky notes are designed for temporary information or information that is leaving your office. You should have a stack of sticky notes in your desk but use them judiciously and not for everything. They are not scratch paper.

• Remove Memo Pads and Notepads. Not unlike sticky notes, memo pads contribute greatly to visual clutter on a desk. Small, memo-sized sheets of paper all look the same and it can be difficult to find the one sheet of paper that has the information you need when you need it. Many clients are gifted with personalized memo pads and feel guilty if they don’t use them. If you want to use your personalized memo pad, use it to write notes to other people and not yourself.

• Remove Pens with Caps. This is simple; stop buy-

ing pens with caps and only buy click type pens. If you have no pens with caps, you will never have caps and dried out pens all over your desk. This includes both highlighters and permanent markers; they make them in the click style also.

• Remove Multiple Calendars. Clients are often gifted with calendars and feel compelled to keep them even if they can’t use them. An organized person uses one calendar – whether it’s paper or electronic – so if you

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have multiple calendars, pick the one you like the best and keep all of your appointments and tasks on that one. Eliminate the rest from your office.

• Remove Envelopes. Unless there is a convincing

(typically legal) reason to keep envelopes, pitch them. They serve no purpose but clutter your desktop. When mail is opened, it’s not uncommon for envelopes to be simply tossed aside and they then become part of the visual clutter on your desk. Create a new habit – if you don’t need an envelope, pitch it immediately and if you do need it, staple it to the document so it doesn’t get lost.

• Remove Spindles/Giant Paper Clips. Spindles and

giant paper clips are dust collectors unless they are cleaned off on a routine basis – and they typically aren’t. They are usually meant to serve a specific purpose but they get cluttered quickly and lose their purpose. The only information seen is whatever is on the top of the spindle or in the front of the giant clip and all the information you’ve ‘saved’ is virtually lost. There are better ways to keep information than stuck on a spindle.

• Remove Loose Receipts. I find receipts scattered on desks all the time and this is a pretty easy fix. Just designate one place to literally dump all your receipts and when you get ready to deal with them, they will all be in that one spot. That spot doesn’t have to be super organized; you can just throw them in a file, in a drawer, in an envelope, or a tray; anywhere but sprinkled all over your desk.

By taking a few minutes and removing these objects from your desk, you are one step closer to a more organized, effective, and efficient workspace.

Office Organizers, founded in 1993 by Holly Uverity, is The Entrepreneur’s Organizer. They work with business people to create solutions for their organizational challenges. Contact them at 281-655-5022, www.OfficeOrganizers.com, or www.fb.com/OfficeOrganizers. www.SBTMagazine.net

EDITORIAL FEATURE

What’s Good For the Goose? By Dawn Haynes

here is a saying in personal empowerment that, “Where the mind goes, the body follows.” It is typically used to illustrate the relationship between our thoughts and our actions. As it is in life, so it is in business— with you, the head of your organization, representing the mind, and your employees (if you have any) representing the body. As such, the overall wellbeing of your company begins with you.

the sale, period. Now, while I know for a fact that he was only looking at his own personal financial bottom line (part of his quarterly bonuses were based on my production), I also believe that there was another part of him that felt comfortable with the idea of being alone in a property with a customer, day or night, and that if it was okay for him, it was okay for me. As a result of his mindset, I was accosted on property.

In the previous column, I challenged you to begin evaluating your personal habits for areas where you may be inadvertently and unnecessarily putting your personal safety at risk. You were invited to look at things like: whether or not you’re in the habit of working in deserted buildings; overloading yourself with gear; your familiarity with any available security personnel and their services; emergency evacuation procedures for your building; and your use of an accountability partner.

Do you share similar mindsets? Are you so focused on your bottom line that you expect your employees to do whatever it takes to make sure that you reach your financial goals? Do you have a “what’s good for the goose is good for the gander” mentality, whereby if you do it— whatever “it” may be--everyone in your organization is expected to do it as well? Even if you’ve never verbalized them, are your actions communicating your expectations? I’m not an attorney but I do believe that some of these attitudes can be the makings of a risk management nightmare, opening you up for potential liability. So what do you do?

Hopefully by now, you’ve given these things enough thought to have begun implementing some changes. However, as a small business owner, the overall safety of your organization is driven as much by your mindset as it is by your explicit requirements. Your employees look to you for how they should govern themselves and there is often a tacit understanding among them of your expectations; expectations that they believe could jeopardize their ability to support their families should they fail to meet them. For example, when I worked in new home sales, it was understood that I would show property to male prospects alone at night if the situation presented itself. My project manager’s only concern was my making www.SBTMagazine.net

1. If you sense that your employees have taken demands upon themselves that were never your intention, begin by communicating this fact to them. They may simply be following your lead. 2. If the demands are necessary, make sure that you have mechanisms in place that ensure the safety of your employees. I know of one manager who requires at least one male employee to work late anytime she has women working late so he can escort them to their vehicles.

3. Consider allowing your employees to take work home to complete if you’re racing against a deadline and this is feasible. You should do the same. 4. If you have employees who are working in the field, make sure that they are either partnered with another employee, or at the very least, have an accountability partner who knows their whereabouts as long as they are on the job. You should do the same.

Everything you think is good for the gander isn’t even good for the goose. Making a few simple attitude adjustments could set you well on your way to a safer workplace. Wishing you continued small business success—safely! Dawn Haynes, the Toolbox Diva ™, is the CEO (Chief Empowerment Officer) of 2EmpowerU, (formerly Fight or Flight Self Defense). You can contact Dawn by email at dawn@2empowerU.net, by phone at 713-298-6301, or visit her website at www.2empowerU.net

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Woman-Owned Business”. She also received the “Award of Excellence” several years in a row by the Better Business Bureau. Ms. Clayton was a finalist of the Woman Business Owner of the Year Award given by the National Association of Women Business Owners. She also was a finalist of Lone Star College System’s Small Business Award.

Sonia has gathered a team of dedicated and talented professionals to assist V.I.P.’s clients in creating the solutions to make their projects successful. Continued from page 7

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wearing the U.S. flag on their uniforms. She was so impressed that people from another country would come and fight for their freedoms to protect them and would also help feed them! That is why Sonia is so very supportive of our military and also why she cares so much about helping others. In addition, she taught her son and daughter to give back to our country through service. Today, her son, Aaron, is a Flight Engineer for the U.S. Navy and an officer (pilot) in training. Her daughter, Lisa, is a Spanish-speaking, returned missionary from San Fernando, California and a senior at Brigham Young University. Ms. Clayton’s appreciation has led her in creating and running three different nonprofit 501c3 organizations. Each year, Sonia asks different VIP employees to be co-chairs in assisting her. Sonia encourages all of her employees to give back to the community by volunteering. Sonia believes that she has been so successful in business because she gives back to the community and to individuals. Yet she also believes that giving should be done without expecting anything in return. That is a very important example that she teaches her employees.

Sonia was presented The Houston Hispanic Chamber of Commerce’s “Female Hispanic Entrepreneur of the Year Award” and the “Winner of Distinction Award”; Smooth Jazz FM 95.7, The Wave’s “Wave of Hope Award”; Univision Radio’s “Heroine of the Community Award”; Texas Governor Rick Perry/The White House recognized Sonia with the “Top Women in Technology Award”; The Houston Minority Supplier Development Council’s “Emerging Ten (E-10) Award”; “Top Women in Technology Honoree” by the Association for Women in Computing; “Top Minority-Owned Business” by DiversityBusiness.com; and in 2003, Sonia was the winner of “Mrs. Texas”. VIP is accredited with the Houston Better Business Bureau. They are also certified by the City of Houston’s Affirmative Action and Contract Compliance Program as a Minority Business Enterprise (MBE), Women Business Enterprise (WBE), and Small Business Enterprise (SBE). Last but not least, VIP is certified with the city of Houston as a minority-owned business by the Houston Minority Supplier Development Council. Sonia was elected as a member of the Board of the Better Business Bureau. In addition, Sonia sits on various boards of Brigham Young University’s Marriott School of Business, Stanford University, MIT, Harvard, Lone Star College, and the DeVry University.

The three charities are: 1) the VIP Education Foundation; 2) the VIP Cancer Foundation; and 3) VIP Angels for Soldiers. The VIP Education Foundation donates scholarships to colleges and universities. In addition, they give scholarships in technology to Hispanic women. They also work with underprivileged students in magnet schools where they train senior students on the use of SAP to give them marketable skills for the workplace. VIP donates the SAP education portals, training materials, and instructors to help the cause. Through this foundation, VIP also donates time, effort, resources, and money to training the Houston unemployed and dislocated professionals. Training takes place on Saturday’s at VIP’s headquarters and there is no cost to the beneficiaries.

Ms. Clayton enthusiastically stated, “We are looking forward to future years of innovation, discipline, honesty, and accomplishment through the union between Virtual Intelligence Providers and Lone Star College-Corporate College. The Lone Star College partnership brings together the best of both worlds. One aspect is that of higher education and academics; and the other aspect is our business technology support services provided by VIP. By joining forces, we are able to establish best practices and a stellar track record for our corporate clients.”

“The VIP (Alba Navarro) Cancer Fund” was first created in support of the mother of one of VIP’s consultants who was fighting a rare liver condition. The Cancer Foundation now actively supports women battling breast cancer. VIP Angels for Soldiers is a volunteer-based nonprofit that was created to assist U.S. Service men and women returning from conflicts or retiring from military services. Besides her own charities, Sonia supports other philanthropic organizations such as Caritas - the global hunger relief organization run by the Catholic Church; The Between Jobs Ministries of Houston; The Hero Foundation Hospital of San Antonio, Texas; The Red Cross; and the LDS Relief Society. To find out more about the charities supported by VIP, go to their website at www.vip-global.com.

She continued, “In a single solution, we bring to our customers a single source provider of education, accredited and non-accredited programs, and a workforce for seamless education opportunities. Not only do we reduce educational cycles and training costs through technology and shares services, we also motivate and empower the workforce by promoting vocational training programs at the college and at our facilities. In addition, we are a Houston-based partnership!”

Sonia’s list of accolades is so long that it could fill a room. For several years in a row, she has been included on the Houston Business Journal’s Houston “Fast 50” and “Fast 100” List and the title of “Fastest Growing SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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Clearly, VIP will continue their growth, locally and worldwide, because they do so well what they do best… providing IT solutions for very important people! www.SBTMagazine.net

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Take Away DOs and DON’Ts on Creating and Managing your Own Business DOs 1. Define your products and services and develop your own brand/niche. 2. Become a solution provider and a problem-solver. 3. Be competitive in pricing, but not necessarily the lowest bidder. 4. Know your competitive advantages and know your competitors. 5. Be wise with your money and reinvest in your company. 6. Keep motivated and happy employees. 7. Create case studies about your success studies and publish them. 8. Create a strong network of worthwhile partners and associations. 9. Keep your sales-pitch concise, understandable, and tailored to the listener. 10. During meetings, give specific answers. 11. Be compelling and passionate about your work and be ready for rejection! 12. Keep satisfied customers; give more than expected; ask them for referrals. 13. Offer something for free - A study, white paper, coaching session, etc. 14. Give generously to others, the community, and your family. 15. Help peers, colleagues, and small entrepreneurs. 16. WORK VERY HARD towards your goals and objectives. If you fail, try as many times as necessary and believe in what you are doing. 17. Be truthful and ethical. A bad reputation can destroy your business. www.SBTMagazine.net

DON’Ts 1. Don’t stop believing in your vision; don’t be afraid to fail; and never quit! 2. Don’t promise what you cannot deliver. 3. Don’t leave a bad reputation behind. Don’t solicit your customers’ employees. 4. Don’t be late for meetings. 5. Don’t be negative. 6. Don’t be pushy – Give time to your client to understand your offer. 7. Don’t miss your deadlines. 8. Don’t try to be a CEO, a president, or a VP if you cannot keep a regular job! 9. Don’t treat others poorly. 10. Don’t lose your patience or your temper! 11. Don’t stop caring about others (Customers, Employees, Friends, & Family). 12. Don’t forget about yourself! – Take time for you and your health. 13. Don’t stop giving to others. Yes, without expecting something back. 14. Don’t embarrass your clients and never speak poorly of them, no matter what!

VIRTUAL INTELLIGENCE PROVIDERS, LLC. Providing IT Solutions for Very Important People SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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EDITORIAL FEATURE

Giving Voice to a New Understanding of Inclusion By Aaron Kaplan

ecently, the term inclusion has been added to or replaced the dialogue about diversity. Inclusion and diversity are distinct yet related concepts. Diversity focuses on organizational demography, that is, workforce composition, including race, sex, disability, ethnicity, etc., whereas inclusion focuses on the removal of obstacles to the full participation and contribution of employees in organizations. Real inclusion entails bringing people with varied backgrounds, perspectives, and circumstances into the organization and creating a climate where they can thrive, learn, and contribute their capabilities to the organization’s processes and outcomes.

dynamic work environments where they can and are encouraged to develop professionally, to take risks, fail, and learn from their mistakes. Being allowed to take risks is associated with being able to prove one’s self in addition to realizing potential and career progression. Learning means acquiring expertise that showcases one’s abilities which is instrumental when it comes to getting promoted within an organization and opening doors to future professional opportunities. Realizing one’s full potential means having one’s potential recognized in the first place. However, once disability is diagnosed and made known to others, such potential is often ignored.

I am writing this as an individual who has been diagnosed with, and is being medically treated for Attention Deficit HyperActivity Disorder, a neurological disability that is recognized and protected under The Americans with Disabilities Act. Like many others living with various neurological and/ or psychological disabilities, I have attained levels of educational achievement and years of experience that are equivalent to those of non-disabled colleagues, and yet, I have personally faced various challenges and limitations in the workplace that non-disabled workers have not had to work through. So, I would like to briefly highlight some of the under the radar organizational behaviors that many individuals such as myself have experienced in their everyday working lives. Just because your business may be “ADA compliant” doesn’t necessarilymean that one can still participate.

Based upon my own experience, I have encountered many employers who simply do not understand what it means to make reasonable adjustments; they don’t understand the pressure, the different types of moves, challenges, and changes experienced by those with disabilities, because not all injuries or disabilities are the same. In some cases, there can be increasingly hostile confrontations that can escalate to legal proceedings. A lack of support can also be found at the team level leading to animosity and being defined in terms of one’s condition rather than one’s abilities. In fact, I have experienced the attitude of being regarded as a liability and the necessity for certain reasonable accommodations to be made on my behalf as an indication of possible limited productivity and work quality.

Just like those who do not struggle with a disability, those with disabilities seek out

Regardless of equal opportunity policies in place within an organization, disabled professionals are likely to encounter numerous challenges in maintaining their

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positions. While diversity measures may be enough in some cases, they often fail to support career advancement in the long term. Disabled professionals are sometimes perceived as unanticipated obstacles, and many are often unable to overcome such perceptions. This inability is due to the widespread unwillingness of many human resource personnel, managers, and peers to understand, acknowledge, and accommodate their needs. Professionals with disabilities need the same encouragement and practical support by inspirational individuals and organizations as professionals without disabilities. Being regarded first and foremost in a professional capacity constitutes an essential step towards facilitating equal opportunities. A willingness and an ability to understand disability and the implementation of effective administrative procedures are both necessary to overcome the barriers disabled professionals face in sustaining and advancing their careers. It is even more important that organizations review their approaches to inclusion and incorporate and address specific requirements for those who may need them the most.

Aaron Kaplan, Founder/Director of The Kaplan Project LLC, can be reached by phone at 832-831-9451, by email at AKaplan@thekaplanproject. com, or visit his website at www.thekaplanproject.com.

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Continued from page 31 How Credit Affects an SBA Loan Decision

We understand that small business owners must juggle many other responsibilities besides managing their credit. We understand the impact of circumstances beyond your control if you react well to and recover well from those situations.

For more information, please contact Bruce Hurta, Business Lending Manager at Member’s Choice Credit Union by phone at 281-754-1112 or by email at BHurta@mccu.com. You can also follow Bruce’s Blog at http://bruce.hurta.wordpress.com/mccu.com.

www.cheesecakealamode.com For mentioning this ad

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Continued from page 17 Developing Leaders: Part Six: Coaching Case Study…Ego and the Leader

“Well, John”, I said, “Becoming a good leader is not easy, as you’ve just discovered. Some days you will feel like you’re on top of everything and then others, you’ll feel like you took a huge step backwards. That’s normal; so don’t beat yourself up when it happens, because it will. Your ego has been in charge for many years and it won’t go away in a month. Remember that we are here to help you understand that your ego has no place in true leadership. Be strong and sure; but don’t be arrogant and don’t make it about you. Keep that in mind and you will develop their trust and respect. In fact, my hope for you is that one day, one of your pilots, when asked who influenced him/her the most, would name you. So, stay energized, stay consistent, and walk the talk…and you’ll be fine.” “Thanks!” said John; I appreciate your feedback and encouragement. So, to recap our meeting, when I go back to the office I will: 1. Make sure I meet with each pilot on a regular basis. In fact, I’ll set up a schedule for each that we can put on the calendar. 2. Ensure that in those meetings I let them do most of the talking and I discuss not only the issues they are having, but point out the good stuff too. 3. Communicate with them the things I am doing to improve my own communication and leadership efforts.” “Perfect!” I said…that’s a great recap. Good luck and see you next month!” Stay tuned next month when John takes a step backward…

Lorraine Grubbs is the president of Lessons in Loyalty. You can contact Lorraine at 281-813-0305 or by email at lorrainegrubbs@gmail.com www.lessonsinloyalty.com www.SBTMagazine.net

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EDITORIAL FEATURE

10 Steps to Success in Sales and Leadership Mastery Part 1 of a 3 Part Series By Kaya Redford

014 is here….Ask yourself, “Did you set goals? Did you reach your goals? What would you have done differently or what would you have liked to have done more of? What about those goals you set? - Did you achieve them???...Some of them???...Most of them??? If you answered no to any of these questions, I am here to share with you 10 Steps to Success in Sales and Leadership Mastery by unlocking the door to increased sales and effective leadership through the use of NLP as the Key. Find out how and why so many people set goals yet don’t achieve them. Don’t make the same mistakes they do. Instead, learn the NLP (Neuro-Linguistic Programming) way! Learn the secrets that so many successful achievers follow when setting their goals and how they go about achieving them. What is NLP? NLP (Neuro-linguistic programming) is an approach to communication, personal development, and psychotherapy. Those who instruct in NLP claim there is a connection between the neurological processes (“neuro”), language (“linguistic”), and behavioral patterns learned through experience (“programming”) and that these can be changed to achieve specific goals in life such as more focus, self-confidence, power to make good decisions, direction, ability to create wealth, productivity, less procrastination, faster progress, and success in any area of your life. It has been studied and used by the world’s top leaders including current/former Presidents Barack Obama, Ronald Reagan, and Bill Clinton, as well as real estate and business tycoons Donald Trump, Bill Gates, Oprah Winfrey,

and Richard Branson. It is a very powerful tool to create change in others, whether in business, professional sports, as a parent, or as a coach.

•

Unlock the door to increase sales and effective leadership through the use of NLP as the Key.

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Invoke the appropriate state within you by being enthusiastic, passionate, and confidant.

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Always enter a room as a professional and with the mindset that you are number one in the business! Do you believe in your product? Why? Let it show.

Step 1 •

Set the stage in advance so you are seen as an expert.

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First impressions are lasting impressions. What does your physical presence look like? Are your clothes clean and pressed? Are your shoes shined? Are you well-groomed, including clean nails and teeth and hair in neatly trimmed and combed? Have you checked your breath and made sure you haven’t drowned yourself in perfume or cologne???

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Just like a pilot in the cockpit of the airplane, go through your checklist. Be ready to take off and reach your destination.

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Know the product you are providing, what sets your product above all the rest? Why your product? What do you provide that the others do not?

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Envision the clear outcome before you start.

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Set up for the win-win; then deliver what you promise and you will be trusted!

Step 2

• •

Recall the time you began your business or joined the company and the excitement you felt.

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Be excited yet not overbearing. Remember to let the client speak and do most of the talking.

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Share testimonials written by satisfied clients and remember that you are a testimonial for what you do as well. Let your product shine in you.

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Above all, have confidence in what you do. This is a vibration that speaks when no words are spoken.

Kaya Redford, Founder/CEO/President of Kaya Redford SUCCES Coaching, A T.E.A.M. Up For Life Company, can be contacted by phone at 310-871-6191, by email at info@KayaRedfordSuccessCoaching.com, or visit his website at www. KayaRedfordSuccessCoaching.com.

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Nicholas Earth ad A:Layout 1 9/13/13 3:23 PM Page 1

Continued from page 16 Doing Business with the French

Depending on the person, some will prefer to leave work at the office while others will not. If you must discuss business at a meal, it is best to wait until the dessert course. In addition, due to the number of courses and the fact that meals are a social occasion, dinners tend to last much later in the evening than in most other cultures. Therefore, you must exercise patience and adapt to the situation accordingly. It is also a good idea not to schedule an early morning meeting the following day as you may need a little extra time to recover from the later evening. While it is true that the French culture is not too far removed from the American culture, there are subtle differences that cannot be ignored. If you do not take the time to learn them and display cultural awareness, you will not be able to do business à la française.

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 understands the complexities of the global marketplace and excels at providing language solutions based on creative thinking and strategic planning. Mila can be reached by email at mgolovine@masterword.com, by phone at 281-589-0810, or visit her website at www.masterword.com.

WE BRING OUR LEVEL BEST TO EVERY REPRESENTATION.

Arita Nicholas President & CEO

With multiple U.S. locations, no job is too big or too small. The same high standards apply, whether it’s a digital, sheet fed or web press job. Our clients include Dell Computer, Verizon Wireless, AT&T, Sprint, United Airlines and Wyndham Hotels.

713.880.0195 • www.nicholasearth.com Nicholas Earth Printing is a proud member of NAWBO

7021 Portwest Drive, #100 • Houston, TX 77024-8084 New York • New Jersey • Florida • Houston • TX HUB, CPUC & WMBE Certified

Terry Bruner Law Office is a Houston-based law firm that helps small businesses, entrepreneurs and nonprofit corporations bring their creative ideas to market, protect their brands, and achieve sustainable results. We free you up to optimize outputs and focus on the blue sky possibilities of your ventures.

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Continued from page 34 What is Your Customer Service Really Like?

We are here to help you Safeguard your Business. Realize your Goals.

An assistant manager from a local grocer called me about a question I had emailed and he offered me a full refund saying, “I want to make this right”. Not the CEO; an assistant manager! Now that is ownership!!!

IMMIGRATION BUSINESS PROCUREMENT ❖ Family-Based Visas ❖ In-House Counsel ❖ Daily search for Government bids ❖ Employment-Based Visas ❖ Contract Reviewing/Drafting ❖ Preparation of Bid ❖ Green Card Process ❖ Business Litigation ❖ Compliance and Requirement Proces ❖ Naturalization ❖ Debt Collection Check System ❖ Entity Formation ❖ Due Diligence

Do yourself, and your brand, a favor. Make sure everyone in your small business exhibits your ownership culture. It is the best way to beat your much larger competitors.

N D Brown is a Principal of brownchild ltd inc, 3754 Sunset Houston TX 77005. You can reach him by phone at 713-807-9000 or cell 713-822-8370, by email at don.brown@brownchild.com, or visit the web at www.brownchild.com.

Contact@MianLawFirm.com Phone: 713.785.1313 • Fax: 713.785.1911 10998 S. Wilcrest Drive, Suite 198 • Houston, Texas 77099 www.MianLawFirm.com

Continued from page 22 Doing Your Best Work on Deadlines Mobilizing the Energy for Best Business Success

• When working with teams, determine the best compromise working tempo. • Get your “to do” lists in order.

In mounting your next Strategic Planning Process for your company, go back and analyze what elements from the past can be rejuvenated as your future. That’s a trademarked concept that I call “Yesterdayism”. With planning and organizing, you can meet and beat most deadlines without working in a pressure cooker. Don’t work and worry yourself into exhaustion over every detail. Sometimes it makes sense to move the deadline to the 11th hour. Having too much time to get projects accomplished tends to breed procrastination. Here are my final take-aways on the subject of doing your best work when on lastminute deadlines:

• Evaluate your progress. • Remove the distractions in doing your best-focused work. • Ready…Set…Be productive. This article was written in one hour, just before the impending deadline.

Hank Moore has advised 5,000+ client organizations, including 100 of the Fortune 500, public sector agencies, small businesses, and non-profit organizations. You can contact Hank Moore by phone at 713-668-0664, by email at hankmoore4218@sbcglobal.net, visit him on the web at www.hankmoore.com

• Learn what working style goes best with you.

WOULD YOU OR YOUR COMPANY LIKE TO BE PROFILED IN OUR NEXT ISSUE?

• Care about deadlines. • Prioritize the real deadlines apart from the artificial or self-imposed ones. • Review the work that you’ve done on tight deadlines. Analyze what makes it different. • Know your own strengths and limitations.

CALL STEVE LEVINE 832-419-2814

• Work on your own timetable. SMALL BUSINESS TODAY MAGAZINE FEBRUARY 2014

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– Advertiser’s Index – 4 City Steel/CBIC.................................................. 29 Aaron Kapan......................................................... 43 Advertising Design Systems.................................. 30 Body Restore......................................................... 32 CanCNET.............................................................. 28 CALM-Cheesecake Ala Mode............................... 43 Champions School of Business Development........ 1 Champions School of Real Estate........................... 8 Dominion Air & Heat.............................................. 29 Dosey Do............................................................... 48 Genesis Cabling.................................................... 29 Gwen Juarez Photography.................................... 30 Hairston & Associates Insurance Services, Inc....... 2 Impact Stone Design............................................. 28 Houston Minority Supplier Development Council................... Inside Back Cover Kaya Redford Success Coaching............................ 4

MCA....................................................................... 29 MJWJ Talk Radio................................................... 19 Main Street Chamber of Commerce MasterWord... 44 Masterword Services............................................. 32 Mian Law Firm....................................................... 45 NAWBO................................................................. 32 Nerium................................................................... 36 Nichola Earth Printing............................................ 44 Sales Nexus...........................................................11 Small Business Today Magazine Radio Show ............................................Back Cover Syreeta Mitchell..................................................... 47 Terry Bruner Law Firm........................................... 44 The Principle Partnering Group, LLC.................... 28 Veritas Mechanical................................................ 28 WBEA.................................................................... 23 Westpark Communications...........Inside Front Cover

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