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JANUARY 2019

Justin Connors Advising for Peace of Mind

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10 Beacon College

09 Editor’s Note

A Unique School for Unique Needs

32 Florida Tech Athletic Spotlight

12 Brevard Economics at a Glance

36 Trep Talk

14 Matt Helmintoller Connector, Problem Solver and Legacy Builder

18 Justin Connors

46 UpClose with Frank Abbate

Advising for Peace of Mind

22 Greater Palm Bay Chamber of Commerce A Year of Success with Growth on the Horizon

24 Melbourne Regional Chamber Innovation & Immediate Action: ITI Engineering

26 Cocoa Beach Regional Chamber Supporting the Future of Space ASRC Federal and the Orion Program

28 Titusville Chamber of Commerce Right Time, Right Place Astro Pak Returns to the Space Coast

Connors Wealth Management

30 Space Coast EDC Through the Economic Lens What’s in Store for 2019?

34 Labor For Learning Experience Oriented Career Development

BEST PRACTICES | GUEST EXPERT COLUMNS

38 Welcome to the World of the Micro-Influencer SpaceCoast Magazines | Jessica Kane

ITI Engineering

40 To Lease or Not to Lease CBRE | Carla Casey

42 The Flip Side of Failure... Junior Achievement of the Space Coast | Anne Conroy-Baiter

44 Five Advantages of Coworking CPA Business Advisors, Inc. | Rhonda Reed

JANUARY 2019 4 : SPACE C OAST B U SI N E S S

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What Moves YOU?

Justin Connors

“ONE MUST HAVE A

nor are they willing to accept big market Finding the Right Fit losses. Basically, they want to ensure they “Our client base falls into the ‘Millionaire REASONABLE OPTIMISM,” can maintain their lifestyle and not run Next Door’ profile,” said Connors, one halfthe of all Americans in the ”last making these destinations permanent homes. According to Milton S.verHershey, founder of thehave moved out of money. referring to a bestselling book published 10 years and a little over 10said. percent have moved twice. the 2017 Mayflower Mover Insights focusedthe on famous chocolate company, once in 2010 by twoStudy, PhDswhich that showed When it comes to our retirement years, In 2016, of those who MAKES had moved, 39.53 percent were millennial moving trends, two in ve (41 percent) millennials “IT IS THE FORCE THAT majority of fimillionaires in America are everyone wants to enjoy the opportunity interstate moves and 60.47 percent were local. Not surprising, are “vacation movers” not — that is, they have to a new city THE WORLD GO.” in Beverly Hills moved or on Park Avenue. to pursue long-postponed personal based on the school year and weather in much of the without intending to settle there permanently. Rather, they down live simply, in average interests, such as travel or time with We allStates, wantover to be optimistic abouthappen United 48 percent of all moves Furthermore, more than (53accumulated percent) of neighborhoods, andhalf have 2 friends and family. What is0more, our future. .2% on millennials between MayFor andsome, August.however, There arethat a wide say they are likely make their wealth through hard workto and thrifta. average, optimism is basedpeople on wishful ILY people are living far longer J range of reasons move,thinking from a temporary, or “vacation,” move in the M ever, and that longevity continues than or simply a positive disposition. But “WE THEM UNDERSTAND better job opportunity, to affordability nextHELP five years. to grow. Great, right? a positive disposition alone will not or a more attractive quality of life. WE’RE IN ONE OF THE LONGEST "Millennials are a generation of carry you to your destination; rather, With the addition of more of those vibrant, MARKET CYCLES SINCE WORLD Quality life is one of of the reasons it is an of alignment your plans and what I call 'adventure movers.' healthy years to relish, many people’s WARTheir II, HAVING PASSED THE the fourthat major actions will metro get youareas to theoftarget motivations for moving financial resources are not positioned to Florida Orlando, Jacksonville, MARKET CYCLE OFbyTHE 90’s,” you are— optimistically hoping to hit. are influenced a sense of underwrite the life and lifestyle they have Tampa and Miami — must have intersect so said Connors. “Typically, longer and This is where optimism adventure, makingthe these moves anticipated for as long as it may be. Also, much attraction. The old adage, higherrelatively these cyclesshort-term," go, the harder they with reasonableness. saidtend Dr. the cost of healthcare, which is helping “Why not live where others come to fall.Jeff Our is to Research position our clients reygoal Arnett, Professor make that longevity possible, continues For Justin Connors of Connors Wealth to vacation?” makes a lot of sense. not to the highs so of they don’t incur in ride the Department Psychology at to rise at a rate that may far outpace Management, helping clients be bigClark lossesUniversity. during market corrections. ”⊲ Florida ranksand second in moves, below inflation and income. One other factor: However, according reasonable optimistic about their California andheabove Texas. In his looking more and more individuals are dependent to Mayflower’s study, the majority of future is what has dedicated life to. 42 at interstate migration, more move from on positioning funds to pay for millennials say they feel more positively “What people are seeking is peace of .2% theirasown G California to Texas, with moves from New Yorktheir retirements company pensions N H I than negatively when it comes to settling O US mind. We recognize that comes from to Florida coming in second. Florida also leadsgothe the way of the dinosaur, so protecting down in their current city. It seems that 30 is the being informed and setting realistic nation in number of residents moving in versus theirleaving. irreplaceable retirement capital has magic number; about 51 percent of millennials who claimed and achievable goals for their future,” become much more essential. they hope to settle down say they plan to settle down around What About Millennials? he explained. “Our clients are usually age 30 or 35, and four out of five millennials, or 81 percent, For millennials, whoand are defi nedexpect as 18 to fairly conservative don’t to35-year-olds, they tend plan to become homebuyers when they finally find a city in to flock urban destinations like San Francisco, Los Angeles make infltoated returns on their portfolio, and Seattle. A new study by Mayflower indicates they are not which to settle down.

27.4 %

MOVING TRENDS

10.2% OTHER

By Eric Wright

Advising for Peace of Mind

States Most Americans Are Moving To States Most Americans Are Moving From

| YOUNG PROFESSIONALS NAME: Yari Fumero TITLE: Junior Loan Officer COMPANY: Shelter Mortgage YEARS IN AREA: 12 YEARS AT COMPANY: 10

NAME: Yari Fumero TITLE: Junior Loan Officer COMPANY: Shelter Mortgage YEARS IN AREA: 12 YEARS AT COMPANY: 10

JANUARY 2019

Brevard County resident since 2004, Yari Fumero is a native Floridian, born and raised. Working in the mortgage industry since she was very young, she started her career at Shelter Mortgage nearly a decade ago as a Loan Officer Assistant. After taking a break to start a family, she worked in the title industry where she expanded her knowledge to include the title and closing aspect of the home buying experience. Returning to Shelter Mortgage in early 2016, she arrived as a well-rounded and knowledgeable Junior Loan Officer.

Justin Connors

Yari truly enjoys what she does and it fuels her passion to help individuals and families get into their new homes. She also understands the importance of the huge financial decision that her clients are making, because as she says, “They aren’t just buying houses; they’re buying homes for themselves and their families to enjoy for a lifetime.”

Justin Connors

Advising for Peace of Mind

Over the years, Yari has worked closely with realtors and homebuilders all over the east coast of Florida and has built many long lasting relationships and partnerships that have served her well. Bilingual, she has used this to her advantage while working with both her English and Spanish speaking clients. Having grown up in a primarily Spanish speaking home and seeing her parents struggle to communicate helped her understand the need for bilingual loan officers. These skills combined with her extensive knowledgeAstro of many Pakdifferent returns mortgage loan programs has allowed her to the Space Coast help hundreds of familiesto finance their dream homes with little to no money out of their pockets. Se Habla Español. ◆

Advising for Peace of Mind

Over the years, Yari has worked closely with realtors and homebuilders all over the east coast of Florida and has built many long lasting relationships and partnerships that have served her well. Bilingual, she has used this to her advantage while working with both her English and Spanish speaking clients. Having grown up in a primarily Spanish speaking home and seeing her parents struggle to communicate helped her understand the need for bilingual loan officers. These skills combined with her extensive knowledgeAstro of many different Pak returns mortgage loan programs has allowed her to the Space Coast help hundreds of familiesto finance their dream homes with little to no money out of their pockets. Se Habla Español. ◆

Right Time, Right Place

Innovation

Yari Fumero

Vinod Philip, Chief Technology Officer

& Immediate

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Yaresmi Fumero -- NMLS#552492 Shelter Mortgage Company LLC-- NMLS#431223 www.nmlsconsumeraccess.org

50]OCTOBER2016 SCBMarketing.com

JANUARY 2019

| YOUNG PROFESSIONALS

ITI Engineering

Innovation & Immediate

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Justin Connors For Justin Connors of Connors Wealth Management, helping clients be reasonable and optimistic about their future is what he has dedicated his life to. “What people are seeking is peace of mind. We recognize that comes from being informed and setting realistic and achievable goals for their future,” he explained. “Our clients are usually fairly conservative and don’t expect to make inflated returns on their portfolio,

By Eric Wright

10.2% OTHER

Advising for Peace of Mind

We all want to be optimistic about our future. For some, however, that optimism is based on wishful thinking or simply a positive disposition. But a positive disposition alone will not carry you to your destination; rather, it is an alignment of your plans and actions that will get you to the target you are optimistically hoping to hit. This is where optimism must intersect with reasonableness.

“IT IS THE FORCE THAT MAKES THE WORLD GO.”

Milton S. Hershey, the founder of the famous chocolate company, once said.

What Moves YOU?

“ONE MUST HAVE A

based on the school year and weather in much of the without intending to settle there permanently. Rather, they down live simply, in average nor are they willing to accept bigover interests, such as the travel or time with We all States, want to market be optimistic abouthappen Finding Fit United 48 percent of all moves Furthermore, more than (53accumulated percent) of 2 Right neighborhoods, andhalf have our future. however, .2 on millennials between MayFor andsome, August. There arethat a wide friendsYand family. What is0more, saythrough they are likely make hard worktoand thrifta. losses. Basically, they want to ensure average, people are livingfalls far % longer ILclient optimism is basedpeople on they wishful thinking base thewealth ‘Millionaire Jinto their range of reasons move, from a“Our temporary, or “vacation,” move in the Mever, than and that longevity continues or simply a positive disposition. But “WE THEM UNDERSTAND better job opportunity, to affordability nextHELP five years. can maintain their lifestyle and notquality run to grow.Door’ Great, right? profile,” said aorpositive disposition alone will not Next a more attractive of life. WE’RE INConnors, ONE OF THE LONGEST "Millennials are a generation of carry you to your destination; rather, With the addition of more of those vibrant, MARKET SINCE WORLD of life is oneof of your the reasons out of money.” what published ICYCLES call 'adventure movers.' itQuality is an alignment plans and referring a bestselling book healthy years to to relish, many people’s the fourthat major WARTheir II, HAVING PASSED THE motivations for moving actions will metro get youareas to theoftarget financial resources are not positioned to Florida Orlando, Jacksonville, MOVING MARKET CYCLE OF THE 90’s,” are influenced by a sense of you are — optimistically hoping to hit. inunderwrite 2010 by two PhDs showed the the life and lifestyle they have that When it comes to our retirement years, Tampa and Miami — must have intersect so said Connors. “Typically, longer and adventure, makingthe these moves This is where optimism anticipated for as long as it may be. Also, muchreasonableness. attraction. The old adage, higher these cyclesshort-term," go, the harder they tend with Dr. TRENDS majority of millionaires in relatively America aresaid the cost of healthcare, which is helping everyone wants to enjoy the opportunity “Why not live where others come to fall.Jeff Our is toResearch position our clients reygoal Arnett, Professor make that longevity possible, continues For Justin Connors Wealth to vacation?” makesofa Connors lot of sense. not Park to rideDepartment theAvenue. highs soof they don’t incur in the Psychology at inatBeverly Hills or on to rise a rate that may far outpace Management, helping clients be not to pursue long-postponed personal bigClark lossesUniversity. during market corrections. ”⊲ Florida ranks second in moves, below However, according inflation and income. One other factor: reasonable and optimistic about their California andheabove Texas. Inhis looking simply, in average to Mayfl ower’s study, the majority of more and morethey individualslive are dependent has dedicated life to. Rather, interests, such as travelfuture oris what time with 42 at interstate migration, more move from on positioning millennials say they feel more positively their own funds to pay for .2% “What people arewith seeking peace ofYork California tomore, Texas, movesisfrom New neighborhoods, have accumulated HO than negatively when it comes to settling their retirements as U company pensions SINGand friends and family. What is mind. Wecoming recognize thaton comes to Florida in second. Floridafrom also leadsgothe down in their current city. It seems that 30 is the the way of the dinosaur, so protecting being and setting moving realisticintheir nationinformed in far numberlonger of residents versus wealthretirement through work thrift . claimed theirleaving. irreplaceable capitalhard has magic number; about 51 percent and of millennials who average, people are living and achievable goals for their future,” become much more essential. they hope to settle down say they plan to settle down around What About Millennials? he explained. “Our clients are usually age 30 or 35, and four out of five millennials, or 81 percent, For millennials, whoand are defi ned as 18 to they tend than ever, and that longevity continues fairly conservative don’t expect to35-year-olds, “WELosHELP THEM plan to become UNDERSTAND homebuyers when they finally find a city in to flock urban destinations like San Francisco, Angeles infltoated returns on their portfolio, and Seattle. A new study by Mayflower indicates they are not to grow. Great, right? make which to settle down.

“ONE MUST HAVE A REASONABLE OPTIMISM,”

ITI Engineering

27.4 %

Connect With Us

Communication and delivery

WE’RE IN ONE OF THE LONGEST

With the addition of more of those vibrant, MARKET CYCLES SINCE WORLD healthy years to relish, many people’s WAR II, HAVING PASSED THE financial resources are not positioned to MARKET CYCLE OF THE 90’s,” underwrite the life and lifestyle they have said Connors. “Typically, the longer and anticipated for as long as it may be. Also, higher these cycles go, the harder they tend the cost of healthcare, which is helping to fall. Our goal is to position our clients make that longevity possible, continues not to ride the highs so they don’t incur to rise at a rate that may far outpace States Most Americans Are Moving Tobig losses during market corrections.” ⊲ inflation and income. One other factor: States Most Americans Are Moving From more and more individuals are dependent on positioning their own funds to pay for their retirements as company pensions go the way of the dinosaur, so protecting their irreplaceable retirement capital has become much more essential.

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EDITOR’S NOTE

he November elections are behind us, and other than the possible exception of the news media and those who look at the election season as their form of economic Black Friday for advertising, the rest of us are breathing a collective sigh of relief. Now we are able to focus on solutions and the sector that generates most of those solutions, business.

[Eric Wright]

At the end of last year, I read the fascinating biography of Jack Ma, the charismatic and innovative founder of Alibaba — the Chinese equivalent of Amazon, eBay and a lot more. Though Jon Stewart once described Alibaba’s success, saying, “The communists have just beat us at capitalism,” there is a lot more to the equation. Both in India and China, an entrepreneurial revolution continues to evolve after decades of economic stagnation under idealistic socialism. Mind you, China is no “free and open market,” but the momentum is continuing to build to go beyond an export to a consumer economy. This is going to be transformational, and it is being driven by entrepreneurs who are moving so fast the Beijing controllers are sprinting to catch up. Like the cliché, though we think globally, our focus is to act locally. This region is being shaped, by the same entrepreneurial tsunami, into one of the most economically diverse and vibrant anywhere, and we are all a part of it.

Eric

Favorite Quotes Looking Back: From this Issue:

▸ 10 Years

▸ 5 Years

▸ 3 Years JA NUARY 2 019 : 9

Beacon College

A Unique School, for Unique Needs

FEW BETTER UNDERSTAND AND ARE MORE PASSIONATE TO HELP THOSE DEALING WITH DISABILITIES THAN THE PARENTS OF A DISABLED INDIVIDUAL. They are not only caregivers and advocates; they see the unique qualities their child possesses, which are often masked by the problems the child is struggling to overcome.

That is one of the unique features of Beacon College, founded in 1989. It was conceived by a group of parents who knew that, given the right environment, support and tools, all students can succeed. From that simple conviction has grown an institution that is committed to student success, offering academic and personal support services that help each student achieve his/her goals. Beacon College is the first institution of higher education in the country accredited to award bachelor degrees primarily to students with learning disabilities, ADHD and other learning differences. It is truly a community, welcoming, accepting, and supporting each member. To those who are a part of that community, that is the “essence” of Beacon, a term the school uses to describe its purpose: “Essence is the basic set of attributes that makes something what it is,” the college’s website says. “Without essence, anything becomes generic and loses its specific identity. In French, essence is the most commonlyused term for gasoline, the stuff without which cars cannot go.” 10 : SPACE C OAST B U SI N E S S

The school then invites interested parties, “To get a sense of Beacon’s essence – what makes us unique and what makes us go.”

NOT TO “MAKE DO,” BUT “TO MAKE” AND “TO DO”

The college, located in Leesburg, is designed to empower students as they put it, “Not to ‘make do,’ but ‘to make, to do, to dream and to be the most that they can be.’” Beacon College offers Bachelor of Science degrees in business management with business management and hospitality tracks, computer information systems with web/digital media and information systems tracks, and anthrozoology (only the second U.S. college or university to offer the discipline as an undergraduate major). The college also offers Associate of Arts and Bachelor of Arts degrees in human services, interdisciplinary studies, computer information systems, psychology, and business management. It is regionally accredited through the Southern Association of Colleges and Schools and is licensed by the Florida Department of Education.

The college is designed to empower students, “to make, to do, to dream and to be the most that they can be.”

“Beacon has helped me feel better about my future and have a better outlook on the world and my life.”

Want To Learn More? For more information, search on Facebook, visit online at

beaconcollege.edu call 352.787.7660

George J. Hagerty has served as president since March 2013. Hagerty said he is often asked what makes Beacon College different? He cites that they are the first college of its type to be accredited. But then he adds, “The core elements of the Beacon model are small class size and the professors’ familiarity with, and responsiveness to, a variety of learning styles. There is the integration for each student of a system of learning, along with specialists and life coaches, and the offering of a residential living and learning community that empowers students through the integration of extra-curricular services and activities.” But he goes further, “These are specific and tangible expressions of what makes Beacon different. They are, however, only part of the reason that I, and I believe the vast majority of students, faculty, and staff have chosen Beacon. Without question, the undergraduate program of academic and social support that has been created over the course of 25 years, purposefully set in motion to address the unique learning needs of our students, is a defining difference for Beacon.” Hagerty then pointed to the intangible elements of the Beacon community that make it unique and almost impossible to understand unless you visit the campus. “However, essential in shaping a learning community, these features are often obscured at first glance: the way we welcome the newcomers, the manner by which we embrace the diversity among students across all the dimensions of individuality, and the strength of the bond – a truly extraordinary unifying force – between students, faculty and staff.”

Still, the proof is in the student body. In 2015, Rosalyn Johnson, class of 2009, became the college’s first graduate to earn a Ph.D. — in counseling psychology. And that spirit of excellence and community continues with current students. “Beacon has shined a light on me to find success,” says Alexandra Lee, a freshman from Long Island, New York. “Coming to Beacon College has made me more positive that I could find success in my life going forward from college. Beacon has helped me feel better about my future and have a better outlook on the world and my life.” ◆

Kimberly Watters Sasser, an assistant professor of studio arts, with student Alexa May.

JA NUARY 2019 : 11

BREAVARD CO. TOP 5 IN THE NATION %

MOST INDUSTRY DIVERSE COUNTIES. Source: Emsi

A region with high diversity can signal economic stability and more easily withstand economic pressures, while a region with low diversity can signal economic instability.

3 76

% . 2,760 AVERAGE UNEMPLOYMENT RATE MONTHLY

WEâ&#x20AC;&#x2122;RE HIRING NET NEW JOBS

COMPARED TO 2017 Source: Bureau of Labor Statistics

12 : SPAC E C OAST B U SI N E S S

Source: Bureau of Labor Statistics

ECONOMICS TRADED CLUSTERS

Traded clusters are groups of related industries that serve markets beyond the region in which they are located.) Source: US Cluster Mappinghttp://www.clustermapping.us/region/ county/brevard_county_fl

Aerospace & Defense

PERCENT

Internet Technology

Business Services

OF TOTAL EMPLOYMENT IN THE COUNTY

Education

Communications

IN THE PAST

3.9

consistent increase Brevardâ&#x20AC;&#x2122;s GDP Average Annual Growth Source: Bureau of Economic Analysis

5 years:

30.9 84 63 %

Taxable Sales Index Increase

Source: Office of Economic and Demographic Research

Housing Building Permit Increase Source: US Census

Housing Building Permit Value Increase Source: US Census

JA NUARY 2 019 : 13

CONNECTOR, PROBLEM SOLVER AND LEGACY BUILDER By Adam Martingano of Go To Market Solutions

How to build a legacy in Brevard: Create a network of investors, corporations, local government, academia, and mentors that all share a common goal - to improve the business economy in Brevard County.

hat was the question Matt Helmintoller asked himself just 12 months ago. One year later, The Legacy Angel Network has become a catalyst for progress, helping multiple startups receive funding and mentorship while furthering the development of an export economy designed to facilitate growth in Brevard County. Sitting on the deck of his Palm Bay headquarters, Helmintoller talked candidly about his life as a kid. “I had this terrible stutter that really shaped my view of what I could or couldn’t do,” he said. The son of a pastor and businessman, Helmintoller was one of six children, and from the age of 16, he wanted to follow in his father’s footsteps. After several years of managing a local furniture chain, he joined Calvary Church, and within three years he was overseeing a three-campus youth ministry. “I never imagined myself being in a position that defined me as a communicator,” he said. "Psalm 139:16 states, ‘You saw me before I was born. Every day of my life was recorded in your book. Every moment was laid out

before a single day had passed.’ I knew all I had to do was put one foot in front of the other and have faith.”

Seven days later, with the help and guidance of Reynolds, The Legacy Angel Network was born.

And the rest is history. After a sabbatical from the Church, Helmintoller resigned, citing it as the hardest decision of his life. “My faith is who I am, and that will never change,” he said smiling.

The Legacy Angel Network is a Brevardbased non-profit that connects investors with high potential startups and growth companies. Its focus is on creating a lasting positive impact on the community through wise and diverse investments and partnerships. As president, Helmintoller believes that in order to create this type of ecosystem, partnerships need to exist outside of the investors and the ones receiving the money.

“I REALIZED IT WAS THE PEOPLE THAT INSPIRED ME, AND I KNEW THERE WAS MORE FOR ME TO DO.” A year later, Helmintoller met local entrepreneur and visionary Tim Reynolds, president and CEO of Wilda Manta, and he joined the team as director of business development. The two formed a partnership that would define Helmintoller’s purpose. After working together for several years, he recognized there were a lot of startups, but limited capital and resources in the region. He presented the idea of creating a network of investors, corporations, local government entities, academia, and mentors to improve the business economy in Brevard County.

“It’s about becoming a platform for community growth,” he explained, “and through partnerships with Brevard County schools and local universities, the city of Palm Bay and local municipalities and numerous corporations, the network is working.”

So, if you are passionate about Brevard County’s economy, get in touch with The Legacy Angel Network at legacyangelnetwork.com. ◆ JA NUARY 2 019 : 15

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Justin Connors Advising for Peace of Mind By Eric Wright

“ONE MUST HAVE A REASONABLE OPTIMISM,”

Milton S. Hershey, the founder of the famous chocolate company, once said.

“IT IS THE FORCE THAT MAKES THE WORLD GO.” We all want to be optimistic about our future. For some, however, that optimism is based on wishful thinking or simply a positive disposition. But a positive disposition alone will not carry you to your destination; rather, it is an alignment of your plans and actions that will get you to the target you are optimistically hoping to hit. This is where optimism must intersect with reasonableness. For Justin Connors of Connors Wealth Management, helping clients be reasonable and optimistic about their future is what he has dedicated his life to. “What people are seeking is peace of mind. We recognize that comes from being informed and setting realistic and achievable goals for their future,” he explained. “Our clients are usually fairly conservative and don’t expect to make inflated returns on their portfolio,

nor are they willing to accept big market losses. Basically, they want to ensure they can maintain their lifestyle and not run out of money.” When it comes to our retirement years, everyone wants to enjoy the opportunity to pursue long-postponed personal interests, such as travel or time with friends and family. What is more, on average, people are living far longer than ever, and that longevity continues to grow. Great, right? With the addition of more of those vibrant, healthy years to relish, many people’s financial resources are not positioned to underwrite the life and lifestyle they have anticipated for as long as it may be. Also, the cost of healthcare, which is helping make that longevity possible, continues to rise at a rate that may far outpace inflation and income. One other factor: more and more individuals are dependent on positioning their own funds to pay for their retirements as company pensions go the way of the dinosaur, so protecting their irreplaceable retirement capital has become much more essential.

Finding the Right Fit

“Our client base falls into the ‘Millionaire Next Door’ profile,” said Connors, referring to a bestselling book published in 2010 by two PhDs that showed the majority of millionaires in America are not in Beverly Hills or on Park Avenue. Rather, they live simply, in average neighborhoods, and have accumulated their wealth through hard work and thrift.

“WE HELP THEM UNDERSTAND WE’RE IN ONE OF THE LONGEST MARKET CYCLES SINCE WORLD WAR II, HAVING PASSED THE MARKET CYCLE OF THE 90’s,”

said Connors. “Typically, the longer and higher these cycles go, the harder they tend to fall. Our goal is to position our clients not to ride the highs so they don’t incur big losses during market corrections.” ⊲

JA NUARY 2019

SPACE COAST B US INE S S

“What people are seeking is peace of mind. We recognize that comes from being informed and setting realistic and achievable goals for their future.” Instead, Connors’ approach is to tell clients what they need to hear, not necessarily what they want to hear, about market realities… then prepare and position them, long-term, for these market fluctuations. This means carefully determining their risk tolerance in investments and sometimes making reasonable lifestyle adjustments to live within their budgets in order to maximize their long-term sustainability. To do this, Connors uses sophisticated computer models that help show potential performance based on historic trends. “A client may see themselves as being risk tolerant,” he said, “but when you run the risk assessment and ask if they would be comfortable with that level of loss, it often changes their self-evaluation.” Therefore, Connors recognizes that his relational fit with his clients and their fit with his firm must be carefully determined up front. “I can’t tell you how many people I’ve met with and, even though they were high-net worth individuals, their return expectations weren’t in alignment with their risk tolerance, so we decided we weren’t a good fit,” he said. “It’s best for the client and us to recognize this as early in the relationship as possible.”

The Relational Component

Connors has created a pretty clear profile of his prototypical client in terms of net worth, along with client expectations and their willingness to accept advice. “We on board people after an in-depth evaluation of their financial situation along with their long-term goal assessment so we can set reasonable and achievable expectations,” he explained. “This is turned into a plan of action, which we constantly monitor and review with the client quarterly.” It is the deep relational connection his team makes that he feels is their differentiator. “WE TREAT OUR

CLIENTS LIKE FAMILY; THERE IS NO LENGTH WE WON’T GO TO ANSWER A QUESTION OR HELP THEM WITH A CONCERN OR CHALLENGE.” Connors Wealth insists on quarterly meetings with clients. In addition, they hold gatherings throughout the year that combine the opportunity to socialize so that the team and clients can get to know each other better, while also featuring an important educational component.

Where that would be enough for most firms, Connors goes further. “I like being an independent advisor,” he said. “It enables me to be completely transparent about our fee structure, while also investing where my clients’ interests are best served, not based on firm or shareholder goals.” This focus has led to an a partnership with Marine Bank, in which Connors could send clients for loans and debt service, and the bank could comfortably refer clients to him for wealth management services. “Large investment firms typically have a banking component, and I wanted a partnership that could meet that need, as did Bill Penney at Marine Bank,” Connors said. The firm has a full-service feel, covering all major financial needs clients face. As Connors likes to say, “We like to be all things to a few people.” Looking at the larger picture, although their company is called Connors Wealth Management, the firm’s primary product is not financial or investment advice. It is much simpler — peace of mind. ◆

JA NUARY 2019

A YEAR OF

SUCCESS with growth on the

HORIZON THE GREATER PALM BAY CHAMBER OF COMMERCE’S MISSION IS TO SERVE,

advocate and promote as the trusted voice for our business community, and 2018 saw a number of accomplishments, including our 10th Annual Mayors Breakfast. Ten years ago, this event was held at the Holiday Inn Express & Suites on Malabar Road and included a few mayors and elected officials. It has since morphed into a ballroom event at the Crowne Plaza with mayors from all 16 cities and towns of Brevard County in attendance. The event provides a unique opportunity to hear an update on what is happening throughout the county at one place and time. This year’s Mayors Breakfast is scheduled for May 17. A second highlight of 2018 was the Chamber’s second Space Coast Symposium, which included three panel discussions with a Q & A with the audience and a keynote speaker. These illustrious leaders in the space industry shared the direction their organizations are taking and future growth projected for the Space Coast. It was an informative and productive event with five Fortune 500 companies along with titans in the space industry together at one time. This year’s symposium is scheduled for October 18. SPACE COAST B US INE S S

NEW FOR 2019 A few developments in south Brevard County include Florida Institute of Technology’s Center for Advanced Manufacturing and Innovative Design (CAMID) – a 100,000-sq.-ft. facility for manufacturing and design that will be open to all sizes of U.S. manufacturers to test the latest innovations in manufacturing to ensure global competitiveness.

WITHIN A MILE OF CAMID IS THE AQUA APARTMENT

– a luxury 320-unit complex being built by Northshore Development to appeal to millennials working at the nearby Harris Technology Center and Renesas Electronics. Palm Bay Road is also the site of AD1 Global’s Palm Bay Executive Park. This 10acre site will house an 87-room Home2 Suites by Hilton, a 106-room Hyatt Place Hotel, two restaurants and three retail buildings.

The Interstate 95 and St. Johns Heritage Parkway diverging diamond interchange just north of Micco Road is expected to open in 2019 and will be the third exit off I-95 to Palm Bay, the largest city in Brevard County in both square miles and population. There is a lot to look forward to in 2019, and the Greater Palm Bay Chamber has its finger on the pulse of south Brevard, providing updates and information on the growth and development within our community.

2019 is a milestone for the Greater Palm Bay Chamber of Commerce as we celebrate our 30th anniversary. We are honoring our past, celebrating the present and envisioning a new path to the future. ◆

2018 Space Coast

Symposium Speakers and panelists included: Panel 1 Brig. Gen. Douglas A. Schiess,

Our mission is to serve, advocate and promote as the trusted voice for our business community.

commander, 45th Space Wing, and director, Eastern Range, Patrick Air Force Base (PAFB)

Capt. Jason D. Wartell, commanding officer,

Naval Ordnance Test Unit (NOTU)

Lt. Col. Robert Haston, 920th Rescue Wing, 301 Rescue Squadron, Safety & Special Projects;

Chief Warrant Officer David Ladomirak, commander, U.S. Coast Guard.

Panel 2 Thomas O. Engler, director of the Center for Planning & Development Directorate at KSC

John Timmermann, general counsel of Airbus OneWeb Satellites

Tony Taliancich, director and general manager of United Launch Alliance launch operations

Joe Herron, operations and program integration manager, The Boeing Company Tony Gannon, vice president for research and innovation, Space Florida.

Panel 3 Jennifer Marie Hill, space, strategic & missile defense, business development, Lockheed Martin

Todd Twachtmann, vice president, Melbourne & CNS Programs Commercial Systems, Rockwell Collins Janet Nickloy, vice president, strategic

initiatives, Harris Corporation Space and Intelligence Systems Segment

Patricia McMahon, vice president, corporate supply chain, Northrop Grumman Corporation

Daniel R. Bachmann, corporate communications manager, Embraer.

JOIN NOW

MEMBERSHIP HAS ITS BENEFITS • Business promotion and referrals • Legislative advocacy • Alignment with a trusted brand and valuable community resource • Personal and professional development • Networking opportunities at over 90 events • Job listings to fill employment needs • Listing in Chamber online membership directory • Promotion on our social media sites

and much more! A PERFECT PLACE TO GROW YOUR BUSINESS 4100 Dixie Highway NE, Palm Bay, 32905 info@greaterpalmbaychamber.com 321-951-9998 www.GreaterPalmBayChamber.com

JA NUARY 2019

INNOVATION

& IMMEDIATE

ACTION

SINCE BEING FOUNDED IN 2003

by a group of engineers, ITI Engineering has grown into a global player in the development and manufacturing of innovative software, hardware and engineering solutions to support aerospace training and related activities. Think custom software and unique data transfer solutions that allow modern fighter and support aircraft operators to increase their sorties by reducing planning and maintenance activities.

ITI, a small company in Winter Springs (Seminole County), had been a supplier on the F-35 Tech Refresh 2 program for the past several years. In June 2017, when Melbourne-based Harris Corp. announced its award of the F-35 Lightning II Tech Refresh 3 (TR3) Aircraft Memory System (AMS) program, ITI literally jetted into action. The mission: establish a relationship with Harris in order to continue participating as the F-35 offboard data transfer system provider.

Most recently, the company also has proved to be quite adept at seizing emerging opportunities.

With the help of the Melbourne Regional Chamber, the effort became mission accomplished.

SPACE COAST B US INE S S

Im m e d i at e l y a f t e r t h at Ha r r i s an nou nc e me nt , I T I j oi ne d t he Melbourne Regional Chamber as a starting point to reach out to Harris and other Melbourne aerospace companies. By virtue of the chamber membership, ITI was invited to attend a Harris Supplier Diversity meeting. As a result of that meeting, plus ITIâ&#x20AC;&#x2122;s product exhibits at the chamberâ&#x20AC;&#x2122;s subsequent Florida TechXpo conference, the Harris small business team arranged for ITI to present a capabilities overview directly to the Harris TR3 AMS program team.

THE RESULT:

ITI was selected to supply the Harris TR3 ground support unit — just 10 months from introduction to contract award. In addition, ITI now is working with five other Melbourne small businesses with consulting, export, manufacturing, quality assurance and software capabilities. Those subcontractors contribute not only to ITI Engineering’s F-35 data transfer system program, but also to its F-16 program. “We were guided through the entire process,” said ITI Vice President Kevin Speed, referring to the chamber and the Harris small business team. “They were responsive and easy to work with.” Speed, of course, also gives his company some credit, particularly its ability to leverage experience and manage resources to be “f lexible and responsive” during proposal, design, verification, production and support. Or, as he describes it,

“WHAT WE DO VERY WELL IS LISTEN TO YOUR CUSTOMERS. AND WE DEVELOP INFORMATION-TECHNOLOGY SOLUTIONS IN THE AEROSPACE ENVIRONMENT. WE DON’T DO IT FOR YOUR OFFICE; WE DO IT FOR AIRCRAFT PROGRAMS.” He added for emphasis, “We fill gaps and solve problems. Brainstorming, engineering, developing.” Yet, Speed does not lose sight of the help received when his company was seeking to ensure a chance to participate in the long-term future of an all-important program. Moving forward, the company’s next steps are to pursue additional work with Harris.

2019 BOARD INSTALLATION & IMPACT AWARDS

“The TR3 has a great deal of expansion opportunities,” Speed concluded, “and we’re excited about what the future holds.” ◆

february 1ST, 2019 Orlando Melbourne International Airport To register visit: www.melbourneregionalchamber.com

JA NUARY 2019

Supporting the Future of Space

ASRC

FEDERAL and the Orion Program

ASRC

FEDERAL

IS HELPING TO SUPPORT THE NEXT GENERATION OF SPACE EXPLORATION, but actual work on flight-support operations is only part of its impact. As both the industry and the Space Coast look to the future, the company is effectively reshaping the local horizon.

With a local presence since 2000, ASRC Federal — headquartered in metropolitan Washington, D.C., as a subsidiary of Arctic Slope Regional Corp., an Alaska Native entity — supports critical missions for their NASA and Air Force customers, including NASA’s Orion spacecraft program, on which the company is a subcontractor for Lockheed Martin. “Our strong and continued partnership on Orion exemplifies our commitment to providing exceptional, customer-focused service to Lockheed Martin and ultimately to NASA,” noted Lloyd Gregg, ASRC Federal’s general manager of flight support services. ASRC Federal won that contract in 2012 by virtue of its lengthy history of delivering high-performance space systems engineering, integration and satellite operations services to civil and defense agencies. ASRC Federal employs approximately 250 people on the Orion project, supporting all phases of the program’s life cycle and across the entire space systems architecture, including space and ground assets. Meanwhile, ASRC Federal also has kept an eye on the industry’s future, particularly Gregg, who is sort of a space industry lifer, with more than 30 years of extensive experience in systems engineering, human space operations and project management. He’s been on the Orion program since 2012 and previously worked on the shuttle, among other area space efforts.

SPACE COAST B US INE S S

COCOA BEACH REGIONAL Chamber of Commerce

Think of the CBRCC when you’re ready to market your business to the local community! Partnership of more than 1,500 local businesses Expanded offices in Viera, Cocoa Beach and kiosk desk in Port Canaveral’s Exploration tower Photo Credit: NASA

Consists of 80% small business

Building a Workforce for the Future In 2015, recognizing the need to engage in knowledge transfer for the next generation of engineers, Gregg established an apprentice partnership with Eastern Florida State College that is now paying big dividends.

“MOST OF OUR WORKFORCE ON ORION CAME FROM THE SHUTTLE PROGRAM …SO, I BEGAN WORKING WITH THE COLLEGE TO DEVELOP THE NEXT GENERATION OF AEROSPACE TECHNICIANS AND WORKERS.” The apprentice program attracts students in the college’s aerospace technology program, trains them and pays their part-time salaries in hopes of creating a talent pipeline. “[The students] are assessed after four months to see if they have the capability to be an Orion technician,” Gregg said. To date, 30 of 31 participating students have been hired after the training. “It’s helped out the industry, and it’s helped out the college in terms of supplying jobs to the students.” Notably, the apprenticeship program has been so successful, the college has reached out to other local contractors to emulate it. Further, other outreach efforts by ASRC Federal personnel are ongoing with eyes toward giving back to the region as well as moving it forward. Community service is deemed a part of the job. For one, Gregg, a graduate of Florida Institute of Technology and the University of Central Florida, is a regular at numerous events and activities of the Cocoa Beach Chamber of Commerce, which has supported the company’s efforts. Concluded Gregg: “It’s definitely a commitment by the company to help the next-generation workforce and the community.” ◆

Assists in bridging the gap between big business and small business Fosters a pro-business environment while providing valuable tools and resources to ensure business success

Stop into any of our locations for area information, coupons and more!

Cocoa Beach Regional Chamber of Commerce (Main Office) (321) 459-2200

The Avenue Viera (321) 454-2021 Convention & Visitors Bureau Tourism Information Office (321) 784-6444 Tourist Information Kiosk, Exploration Tower 670 Dave Nisbet Dr. Port Canveral

Space Coast Food Festival featuring the 34th Annual Chowder Cook-Off Saturday, February 9, 2019 5pm VIP & Connoisseur Admission; 6pm General Admission Cruise Terminal 1 Port Canaveral

For more info. & tickets visit: VisitCocoaBeach.com

CocoaBeachChamber.com JA NUARY 2019

Right Time, Right Place Astro Pak returns to the Space Coast with longstanding expertise and a renewed vision. IT’S OFFICIAL. A BIT OF SPACE COAST HISTORY HAS RETURNED IN A VERY BIG WAY. Astro Pak Corp., first present in Brevard County back in 1959 during the space industry’s earliest days, hosted an open house in late October to celebrate its new Florida facility, located just outside the Kennedy Space Center in Titusville. The newly renovated, 38,000-sq.-ft. facility opened earlier in July, representing both a new chapter for the precision cleaning company and a return to old stomping grounds. SPACE COAST B US INE S S

In 2016, Astro Pak acquired Chemko Technical Services, based in Mims since 1972, and was focused on industries such as medical devices, semiconductors, laser and automotive, in addition to aerospace. The new facility more than quadruples the available floor space. And now, with the space industry again buzzing with activity, Astro Pak is seeking to take up where it left off so many years ago — with on-site work at KSC, principally at the mobile launch platform in support of NASA’s upcoming space launch system to accommodate a variety of next-generation launch vehicles.

Processing in a controlled environment, Astro Pak will specialize in, for example, cleanliness verification for particle count, vacuum sealed packaging, cold shock and pressure testing. Additionally, Astro Pak is able to meet numerous industry specifications that come with technical code initials such as KSC-C-123J, CGA G-4.1-2009, ASTM G-93-03 and more.

“ We’ l l b e c o m b i n i n g o u r world-class precision cleaning services and our industryleading field operations teams under the same roof,”

said Astro Pak General Manager Jonathan Hopkins. “As a result, we’ll be able to support our customers both on the Space Coast and throughout the Southeast region. In a time of unparalleled growth in the space sector, the need for precision cleaning services on the Space Coast has never been clearer … The capacity and capabilities of this site are simply unmatched in the industry.” Notably, the Economic Development Commission of Florida’s Space Coast and the North Brevard Economic Development Zone, along with the City of Titusville and the Titusville Chamber of Commerce, assisted on the relocation. According to Lynda Weatherman, president and CEO of the EDC, the move not only means the retention of existing jobs, but also the creation of additional jobs, “further strengthening the Space Coast’s hightech industry base,” she said.

THE SIGNATURE FEATURE OF ASTRO PAK’S NEW LOCATION IS AN ENCLOSED 70-FT.-TALL TOWER THAT MEASURES 15 FT. X 15 FT. AND CAN ACCOMMODATE HOSES OF UP TO 60 FEET IN LENGTH. Among other components, the facility also has an ISO 7 cleanroom and ISO 6 analysis lab, plus a pre-clean area with multiple work stations and ultrasonic units, as well as expanded hydrostatic, hydraulic and pneumatic testing capabilities. And the location serves as the hub for the mobilization of onsite field services. In all, Astro Pak has 10 locations worldwide, including in Mexico and Puerto Rico, with another cleanroom facility in Downey, California. At the same time, Astro Pak believes today, in Titusville, is the right time, right place.

“There’s just so much we have to look forward to out there,” concluded Hopkins. ◆

# L A U N C H F R O M H E R E

AREA CHAMBER OF COMMERCE

Rich in history, nature, recreation and technology, Titusville is the place to begin your visit, your business, your career, your family, your life. Today Titusville and the surrounding area includes many of our highest-visibility corporate neighbors, and we're on the move. The economy is ramping up (along with our rocket launches), and three major cycle trails converge right here. Keep watching.

.ORG

And if you need a place to begin to make connections that can make a difference, start here.

Marcia Gaedcke Gaedcke@Titusville.org

CIT Y OF

F L O R I DA

Edyie McCall Edyie.McCall@Titusville.com

Troy Post, CEcD, CBE Troy.Post@BrevardFL.gov

LAUNCH FROM HERE is a community-forward initiative to help tell the story of Titusville and provide a vital and united way to bring greater attention to its unique accomplishments, places, people and opportunities.

JA NUARY 2019

Brian Wesbury

First Trust Advisors, LP

Through the Economic Lens

What’s in store for 2019? By Lynda Weatherman

2018 WAS ANOTHER BANNER YEAR IN BREVARD COUNTY.

Our community saw tremendous progress from our continued economic turnaround. The past year brought about countless ribbon cuttings, higher wages and an unemployment rate as low as 2.9 percent. So, what’s in store for 2019? For the second year in a row, the Economic Development Commission of Florida’s Space Coast (EDC) and Allen & Company Florida Inc. have partnered to bring an economic forecast from nationally acclaimed economist Brian Wesbury. Last year, he connected to the audience with his easy-to-understand language, clear forecasts and energetic personality. Wesbury will bring his predictions and charismatic energy back to Melbourne at the King Center on January 17.

Allen & Company of Florida Inc. has been hosting Brian Wesbury for more than 25 years in Lakeland and now in the Melbourne market. Ralph Allen, chairman of the company, recently noted that this year has been showered with events that continue to impact Americans. From historical acts of Mother Nature to cyber-related privacy issues and unrelenting violence on both foreign and homeland soil, these events define our thoughts, our actions and sometimes our financial well-being. How these global events influence economies and our day-to-day lives is important to understand.

To learn more about this year’s event, visit SpaceCoastEDC.org/Events. SPACE COAST B US INE S S

HERE ARE SOME OF HIS MEMORABLE PREDICTIONS FROM LAST YEAR: They Call Me Mr. Sunshine

“We were too optimistic going into the crisis, but since then we’ve been bullish. The number one reason I’ve been bullish is because I believe in entrepreneurship, innovation and creativity, and I believe we live right now in a world that has more of it than we’ve ever seen in the history of mankind. And I would argue that you (the Space Coast) are right in the middle of it.”

$299 and a 2-Year Plan

“Business investment as a percent of GDP has never been higher. We’ve had a massive recovery in business investment. For example, you have a 256 GB iPhone. Did you know when flash memory was invented in 1991, 1 GB of flash memory was $45,000? Times that by 256 and you’re looking at close to $12 million. Now, you can buy that phone for $299 and a 2-year plan. And when you spend only $300 to get $12 million worth of stuff, you’ve got a lot of cash left over. You want to know why profit margins are so high? Because it doesn’t cost a lot of investment in this day and age to create new things. Today, you can do it pretty quickly and you can do it pretty cheaply.”

5PM - 7:30PM THURSDAY

01. 17. 19 THE KING CENTER 3865 NORTH WICKHAM RD. MELBOURNE, FL 32935

Lowest Since the ‘50s

“Our savior is going to be technology, innovation and entrepreneurship. Productivity is booming everywhere, and one of the reasons is we’re changing to a technology economy. A lot of people worry that technology is going to cost jobs, however, what’s fascinating today, the unemployment rate in the nation is 4.1 percent; our forecast is that it gets to 3.7 percent this year (2018) and 3.4 percent next year (2019). 3.7 percent is the lowest since the ‘70s; 3.4 percent is the lowest since the ‘50s. There’s zero evidence technology is stealing jobs.”

The Whole World Gets Wealthier

“I have two sons, 15 and 13, who right now are a drain on family finances. Now, at some point, they get a job and they start ADDING to the family finances, and at that point, we’re better off. So when I think about China and India developing, we WANT them to become successful, because as they grow and begin to earn incomes and raise their wealth, the whole world gets wealthier.”

P RO G R A M

I N C LU D E :

- Regional Perspective from the Economic Development Commission of Florida's Space Coast - National Forecast from Award-Winning Economist & Author, Brian Wesbury of First Trust Advisors, L.P.

For registration, visit SpaceCoastEDC.org/Events

WATCH THE FULL VIDEO FROM THE 2018 ECONOMIC FORECAST EVENING AT: http://bit.ly/2018ForecastSCEDC.

6525 3RD STREET, SUITE 304, ROCKLEDGE, FL 32955

321. 638. 2000

JA NUARY 2019

ATHLETIC SPOTLIGHT

Dominique Gentile

Sport: Cheerleading Hometown: South Yarmouth, Mass. Hudson, New Hampshire Major: Computer Engineering

ominique Gentile, better known as Dom, is a freshman on the cheerleading team. She has been involved in competitive cheerleading for seven years, and was a member of the All-American Cheerleading team in 2015, and in 2016 competed for the National Cheerleading Association (NCA). Prior to cheerleading, Gentile was on the Junior Olympics team for gymnastics up until 2011. Her other hobbies include snowboarding, jet skiing and boating. Profoundly deaf in both ears, Gentile has a cochlear implant on her right side.

SPACE COAST B US INE S S

Recognizing that “technology is amazing,” Gentile wants to be part of the growing technology workforce. Graduating early from high school, Gentile moved to California on her own for three months. During that time, she says she learned a lot about herself and changed her major from mechanical to computer engineering. “I am inspired by what can be,” she says. “I want to create and change the ideas and the mindset of the way things work in the palms of our hands. I am very excited to do so.” ◆

LABOR FOR LEARNING

Experience Oriented Career Development

here are many ways people can enter professions. Many gather experience while in college or trade school, graduate and find work in their chosen sector. Others begin in one department and work their way up through the organization. For others, essential skills are acquired through a Labor for Learning program. Labor for Learning and other mentorship-training programs allow companies to utilize workers while also teaching skills in exchange for the labor. While participants benefit from learning new skills they can apply to their field, it also yields positive results for the company. In a study conducted by Sun Microsystems, introducing a formal mentorship-training program increased retention rates by 23 percent for participants. According to the Economics & Statistics Administration, Siemens USA obtains at least a 50 percent rate of return on its apprenticeship program, compared to hiring machinists off the street. 34 : SPAC E C OAST B U SI N E S S

by Ryan Randall

Looking for Experience

Beacon Roofing owner Ryan Wilkins is a product of the Labor for Learning program. When Wilkins was looking to get into roof cleaning, he researched the processes involved, including the chemicals and tools needed. While he was able to find nearly all the answers to his questions, the one thing he knew he still needed was experience. “At that time, there weren’t any classes or trade shows to participate in,” he said. “It was an unknown industry, so I reached out to a guy who was knowledgeable and had been in business for about 20 years. He let me go to Tampa and work for a few days for free, and he taught me how to do it the right way.” Since Wilkins’ apprenticeship, the opportunities for others to learn about the roof cleaning industry have expanded, as trade shows and classes now provide the tools for many individuals to grow and learn. Wilkins, for example, teaches many seminars on various aspects of the profession, such as the cleaning process, as well as government and commercial sales techniques.

A Benefit to Workers and Companies

When looking back on his Labor for Learning experience, Wilkins remembers taking away multiple things. For example, while a cleaner’s ultimate goal is to kill the mold on a roof, the proper use of bleach and chlorine is critical, as the chemicals can have damaging effects on the plants below. Safety is also an important factor in the roof cleaning process, as there is much more to cleaning than getting on a roof and spraying chemicals. “You’re walking around with a hose and also wearing the proper safety gear with harnesses and respirators, so this presents some challenges,” Wilkins said. “It’s one thing to be able to walk on a roof, but it’s quite another to walk on a roof with a respirator and harness tied to you, with a rope dragging behind and a hose that’s pumping out cleaning solution.” The skill sets gained in the Labor for Learning process are not only essential for workers looking to achieve success in the industry, but also for companies looking to avoid problems that could be costly to their businesses. “If there’s a large influx of people trying to get into roof cleaning or who have been in the cleaning industry but haven’t done roofs, it can cause problems,” added Wilkins. “If they’re on a roof, using the wrong products, damaging roofs, putting their lives at risk, all of our insurance rates will increase as a result.”

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For Wilkins, the experience he gained in Tampa has paid off. Beacon Roof Cleaning is a successful business, with commercial and residential clients located throughout Brevard County, and it has set the standard in roof cleaning in the region. Despite the success achieved in the industry, Wilkins still remembers being given a chance to learn the craft, and today he values sharing his skills with aspiring professionals. “I do it because the experienced professional in Tampa did it for me,” he said. “He helped me out, and I appreciate that. Now I feel obligated, and honored, to help others in the industry.” ◆ Family Dentistry | Cosmetic Dentistry | TMJ/Neuromuscular Dentistry Relaxation Dentistry | One-Visit Crowns & Fillings

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EXALTING FREEDOM

THROUGH ETHICAL CAPITALISM

STAY ON TARGET By Jeff Piersall & Eric Wright

A Mindset of Clarity

Jeff Piersall

Eric Wright

e had already won a gold medal and was on the threshold of a historic second gold in the shooting competition at the 2004 Olympic Games in Beijing. Then, the unimaginable happened. American Matthew Emmons, with only his final shot remaining to capture the gold medal, took aim and shot the wrong target. He dropped from first to eighth, and the opportunity of a lifetime evaporated. Even a bullseye counts for little if we are aiming at the wrong target. Unless we have clarity on what we need and want to hit, our efforts are in vain. It is like the old illustration of the lady using a map of Detroit to find her way around Denver. She can get up earlier, drive faster, maintain the most optimistic attitude, but she is not likely to get to where she wants to go. How many businesses have failed because they failed to keep asking the simple clarifying questions: What is our business? How is business?

As the iconic actor and martial arts expert Bruce Lee said, “The successful warrior is the average man with laser-like focus.”

What Did He Say?

There is nowhere clarity becomes more paramount than in our communication. Whether personal or professional, communication makes the difference between positive synergy and discouraging conflicts.

Yet, we see it all the time. The American economist Alan Greenspan, who led the Federal Reserve Board for nearly two decades, once said, “I know you think you understand what you thought I said, but I’m not sure you realize that what you heard is not what I meant.” Coming from an individual who set economic policies that impacted the world, that statement really gives one pause. Effective communication can galvanize a company or a nation. The true master of

this art in the last century was Winston Churchill, of whom John F. Kennedy said “mobilized the English language and sent it into battle.” In the book The Innovators, Walter Isaacson makes a convincing argument that even technology advances are dependent on the ability to collaborate effectively. Therefore, to innovate, one must go beyond disruptive ideas and master the art of communicating them, something Joseph Tesla, Steve Jobs and Alibaba’s Jack Ma were all masters at.

Effective Communication Involves 4 Key Elements: 1. Focus on your story, not your product or service. People connect with dramas about lawyers, doctors and the police, not because we are so interested in law or medicine, but because we are drawn to story. The best communicators use story to capture and hold attention. 2. Start with your audience or client, not with yourself. The difference between typical marketing and extraordinary marketing is that the hero in great marketing is not the company, it is the client. Identify the problem, explain how you can resolve it and clarify what the benefit will be to the client. In other words, be like Yoda, not Luke Skywalker. 3. Keep it consistent. With the proliferation of multiple communication platforms – FaceBook, YouTube, Twitter and LinkedIn – keeping your messaging coherent and uniform ensures harmony in the minds of others. People who read Lee Child’s Jack Reacher novels do not want to spend 400 pages on the character’s romantic life; they want action and adventure. The same should be true of your brand.

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4. Check for understanding. Don’t assume people understand. Ask, test and verify you are coming in loud and clear. A motivated and engaged workforce and client base comes from clarity. Like the worker who asked for a pay raise and got this note back from his supervisor: "Because of the fluctuating predisposition of your position's productive capacity as juxtaposed to standard norms, it would be momentarily injudicious to advocate your requested increment." The puzzled worker went to the supervisor and said, "If this is about my pay raise, I don't get it." "That's right," said the supervisor. ◆ Trep Talk is the educational platform of Jeff Piersall and Eric Wright; for more information visit www.linkedin.com/company/trep-talks-ec

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| BEST PRACTICES

MARKETING

JessicaKANE Jessica Kane is a four-time founder that believes good is the enemy of great. She is Chief Operating Officer for SpaceCoast LIVING and SpaceCoast Business Magazine and CEO of Sanz.

WELCOME TO THE WORLD OF THE MICRO-INFLUENCER One of the most effective marketing relationships your business can have is with a “microinfluencer.” Despite the rather ambiguous moniker, these individuals have followings anywhere from 2,000 to 100,000 and share content because of their passion to do so. Their audiences can feel this authenticity and, in turn, create a strong bond — one that is much like a good friend or a great pen pal from back in the day.

multiple micro-

While we all know engagement is key, unfortunately, most social media engagement is manufactured through bots or group agreements to "show love" on each other's post. While there are likes or comments, it is the equivalent of handing out postcards at an event, with the person you just handed one to looking at it briefly and throwing it away. Instead, you should spend your time reaching a highly targeted demographic and partnering with influencers who have smaller networks.

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Why More Is Not Always Better

If conversion is your goal, spend your money on

of one flashy super blogger.

Micro-influencers are fantastic for your business because they command the attention and engagement of a dedicated following. I have had many friends with well over 500K and even 1M followers, but with an engagement of maybe only 10 percent. Weeding out another 10 percent of the people you really do not want to get to, and

38 : SPACE C OAST B U SI N E S S

you are left with a VERY slim margin of strong potential customers. Being someone who always approaches marketing with a “conversion is king” mentality, I choose these smaller influencers because that authenticity yields a 60 percent increased engagement rate with their audiences and a 20 percent higher conversion rate! Your ROI also has great potential since, according to Influence.co, micro-influencers with 2,000 to 100,000 followers charge, on average, between $137 and $258 per Instagram post. But, by the time an influencer has more than 100,000 followers, their rates will start increasing to nearly $400 per post.

How to Find Micro-influencers

These bloggers are very good about interacting in social media communities and can be easier to find if you search hashtags in Google because you will get replies from both Instagram and Twitter. Also search niche bloggers, and even look through your own followers. It is likely you have an influencer wanting to work with you in your follow list, and it is someone who is already interested in your business. Another great way is to work with a blogger network, such as Florida-based Statusphere, to help ensure you have a good collaboration and reach quality influencers. ◆

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| BEST PRACTICES

REAL ESTATE

CarlaCASEY Carla Casey is a Senior Real Estate Manager with CBRE, the world’s largest commercial real estate services firm. The Melbourne office offers a number of services; learn more at cbre.com.

TO LEASE OR NOT TO LEASE WEIGHING YOUR OPTIONS

“Determine what your business can afford for rent, utilities, payroll, etc. It’s important to be realistic. You should do this at the beginning of your search, not at the end.”

For most businesses, leasing space is a challenge and can be a positive or truly negative experience. Growing a business to the point where either the home or one-person office is too small is a huge step — mentally, emotionally and financially. The Internet has been a game changer in our society on many levels. This is especially true in the world of real estate, where there is an abundance of information at our fingertips. So what do you do with this information? First, make a list of what your needs are versus your wants. How many things such as offices, rooms, storage and IT do you need? Think about where you are today and where you think you will be in the next three to five years. You do not want to move once, finish a space and then outgrow it in the short-term future and have to move again. Figure out what would be the extras you would like but are not a requirement. Next, identify where your market is and whether your location is critical to your success. For

40 : SPAC E C OAST B U S I N E SS

some businesses, location is the only thing that matters. The wrong location can literally make or break a business. For others, the location is not critical, but there may be other factors that are. Figure those out and add them to your list.

Create Your Budget

Determine what your business can afford for rent, utilities, payroll, etc. It is important to be realistic. You should do this at the beginning of your search, not at the end. The best thing you can do is to locate a commercial real estate agent to help you with your search. Whether it is from a referral or an Internet search, there will be a company that can help you. Interview them just as you would an employee — there will be a right fit and you should be able to find the right person to help you find that new home for your business. One of the greatest secrets most people do not know — you probably do not have to pay for their services, as generally the landlord leasing the space will agree to pay your agent their commission. Clarify this up front!

Finding That Perfect Space

While you search, take into account your needs along with the potential needs for construction, finishing, painting and flooring. These items potentially can be negotiated into the deal. Other things to think about: free rent, security deposits and any additional costs up front. Take the time to ask questions about the landlord and property management as well. Remember, you will be dealing with them for the duration of your lease. If it is not a good fit, you need to decide how important that is in your decision. Your agent should be able to help steer you through the ins and outs of the deal, such as operating expenses, tenant improvement work, personal guaranty and other items specific to

commercial lease agreements. The agent does not take the place of an attorney but should be able to help educate you and help you negotiate the total deal that works for you. It is not just about the rent figure.

Closing the Deal

Once you have agreed upon the terms of the deal, usually you will sign a proposal or letter of intent. From that point, a lease will be drafted. Have an attorney review the lease agreement for you. It is money that will be well spent. You do not have to become a real estate guru to locate the right place for your business. Some preparation, planning and finding the right experts will help you find the perfect place every time. â&#x2014;&#x2020;

JA NUARY 2 019 : 41

| BEST PRACTICES

MENTORSHIP

Anne CONROY-BAITER Anne Conroy-Baiter is president of Junior Achievement of the Space Coast. She can be reached at 321-777-0982 or aconroybaiter@jaspacecoast.org.

THE FLIP SIDE OF FAILURE…

WITH A LITTLE HELP FROM YOUR FRIENDS

“There’s been a lot of robust research on this in the last 20 or 30 years, and the thing about having a mentor is it can really leapfrog you over other people. “

Last year my 14-year-old daughter, who has always been a straight-A student, confessed she had a C in biology with no time to turn it around before semester’s end. In her eyes, this was catastrophic news. I was thrilled. No, really. She is smart, so most things come easily for her. And despite that tempting big red Staples easy button, easy is not good in so many ways in life. Point of fact, when I asked why she had not told me — we could have gotten her a tutor — she said she had always been known as the smart kid and to ask for a tutor was embarrassing. What a great teachable moment. Throughout my career, the most successful people I know

42 : SPACE C OAST B U SI N E S S

regularly turn to mentors for advice and support because no one knows everything. Eyes opened. Case closed. (Well, not really. She has not found her mentor yet.)

Nothing Is New

Mentoring is not a fad or a trend. Forbes Magazine recently interviewed Dr. Ellen Ensher, professor of management at Loyola Marymount University in Los Angeles and host of her own TED Talk titled “How to Get a Mentor.” She said: “There’s been a lot of robust research on this in the last 20 or 30 years, and the thing about having a mentor is it can really leapfrog you over other people.

There’s been research that shows people who have mentors actually make more money than people who don’t. They get promoted more rapidly, and they have a network of people who support them and introduce them to folks who are in the higher echelons of organizations and professions. People with mentors also experience a greater sense of satisfaction, joy and commitment to their profession.”

Looking to Sell?

My first mentor, Sharon Randall, is now director of The Cash Catalyst in Massachusetts. She and I both worked at a startup consulting firm in Washington, D.C., called The Advisory Board. New in my role as director of Creative Services and struggling to manage frenetic growth, I turned to Sharon. “Where I could really assist was to help you navigate an environment you hadn’t seen before,” she said. “I was less a skill builder and more a tour guide, and it didn’t take any time at all before you were on your way. I think mentoring helps us make sense of our own lives. We get a clearer sense of where our own strengths and expertise lie.”

Not Just For Some, But For All

Brevard native Adam Broadway was catapulted to a leadership role at a young age when he and his partner bought Certified General Contractors. He regularly turns to mentors for reality checks. “Most of my mentors address tough questions I can’t ask myself,” he said. “A lot of the time I know the answer, but without that person holding me accountable, I would never have the courage to force the answer on my own. My mentors keep me in line and focused on where I need to go.” Natasha Cartagena Spencer, senior VP, Shelter Mortgage, was a young manager when the Great Recession hit Florida. “In November 2007, I had to shut down two offices with 17 employees because the market was faltering,” she said. “Only one year into my new management role, and the world was crashing around me. Jill Belconis, president of Shelter at the time, supported me but also pushed me to make the tough decisions and accept them. I also turned to a few select senior leaders and builders who had been through a previous downturn for strategic support. I learned to diversify our pool of business, and above all, persevere through challenges by seeking the silver lining. In 2013, I reopened the Orlando office. Even better, I was able to rehire many of those people we’d let go. Our doors are still open and we’re thriving.” In the ideal mentoring relationship, both participants grow in confidence — one receiving affirmation that they have what it takes to be successful or flip a failure, and the other receiving confirmation that life’s experiences have been valuable to self and now others. ◆

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| BEST PRACTICES

INDEPENDENT PROFESSIONALS

RhondaREED Rhonda Reed, CPA is the owner of CPA Business Advisors, Inc., which provides professional services guiding business owners throughout the business lifecycle. She can be contacted at cpabusinessadvisors.com or 321-593-0925

FIVE ADVANTAGES OF COWORKING A SPACE-SAVING ALTERNATIVE By now you have probably heard about coworking. It is a global movement that is growing every day. Coworking space is defined as membership-based workspaces where diverse groups of freelancers, remote workers and other independent professionals work together in a shared, communal setting. While there are numerous benefits and advantages to coworking, here is a countdown of the top five:

"Coworking space is defined as membership-based workspaces where diverse groups of freelancers, remote workers and other independent professionals work together in a shared, communal setting."

5 - Affordable

Coworking is an innovative way to effectively launch and grow your business. It will dramatically reduce the cost of your overhead to a low, fixed monthly fee that includes items such as rent, electric, Internet, supplies, janitorial, administrative and more. Cowork spaces are fully furnished and equipped, eliminating the need to spend your startup cash on furniture, fixtures, printers and other office equipment. It also opens the door to high-end professional office buildings that could otherwise be cost prohibitive.

4 - Professional Space

Utilizing a cowork space for your business eliminates the distractions you face in your home office and allows you to be much more

44 : SPACE C OAST B U S I N E SS

productive than working from your local coffee shop. Professional spaces give you access to private conference rooms to meet with your clients. Many include a receptionist to greet your clients, receive your mail and provide administrative support. As you grow your business, your cowork space grows with you. Most cowork spaces are membership-based and month-to-month, allowing you the flexibility to adjust your space and resources on the fly without moving locations; no longterm lease is required.

3 - Solutions

Coworking saves you time and provides access to tested solutions. Because you and your coworkers have similar needs and challenges, chances are good someone in your group has found a solution that you can benefit from as well. You can hear about new apps and best practices from your coworkers. People like to share what works. You will be able to see firsthand how this app or that practice saves time and streamlines a task. Top coworking spaces have agreements in place to provide you with discounted business services and software that are instrumental in running your business.

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2- Community

While technology has given us the ability to work from anywhere, cowork space gives us the ability to come together in supported business environments while maintaining independence without isolation. Many studies indicate the value of coworking relationships far exceeds the cost of amenities. When coworking becomes an integral part of your business, you gain support from people who get it, have been there and understand why you do what you do. Being able to work in a community of inspiring and aspiring independent business people not only increases your own creativity and motivation, but could also introduce you to the best referral source you have ever met, your next investor or board member.

1 - Networking

A cowork space gives you a unique and daily opportunity to work side-by-side with like-minded business people. You are able to brainstorm brilliant marketing ideas over a cup of coffee, work your way through a problem at the white board, explore view points from several perspectives that you could never see on your own and become a part of a network that will open doors for you and allow you to open doors for others. In fact, the people you cowork with are likely to become your best resources. Your cowork space is filled with people whose businesses or clients may benefit from your services. On the flip side, if you or your clients have a need, it is likely your coworkers will be able to fill that need. The synergy created in these environments is invaluable.

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with Frank Abbate,

Brevard County Manager [ By Jack Roth ]

Having served in the public sector for more than 34 years, Frank Abbate’s professional career has been a combination of managing city and county affairs by combining his background in both human resources and labor and employment law. Abbate had served Brevard County as assistant county manager for public safety and support services before being named county manager in 2017. Before that, he served for 26 years as Brevard County’s human resources director. We caught up with Abbate and asked him some questions about his professional journey, his role as county manager and his goals for the future.

JR: Tell us about your professional journey. How did you get to where you are today?

FA: I was a political science major at S.U.N.Y. at Stony Brook, and I became a teaching assistant for constitutional law. I started really appreciating what I was doing, and I actually augmented that in my senior year by doing an internship in Washington D.C. for a semester. I worked for a congressman who was a representative on the Labor and Education Committee. I ended up going to Dickinson Law School, Penn State University. While there, I worked for the Pennsylvania Human Relations Commission and got involved in litigation with the City of Harrisburg. There was concern about adverse impact type of discrimination in the police department, so I was involved in what's called the Systemic Enforcement Division. I graduated, went into private practice for a year and became assistant city solicitor. While there, I was giving a lot of advice to the personnel director because I was interested in labor and employment law. When he left, the mayor decided to combine those two positions, so I became the personnel director/labor attorney for the city. I stayed there from 1983 through the middle of 1989. In the middle of 1989, I got a phone call out of the blue from Pete Wahl, assistant county administrator for Brevard. I thought it was a prank because I never heard of Brevard County. He asked me, "I know you work for city government. Would you be interested in considering working for a county government?" The rest kind of played out from there.

JR: What did you want to accomplish when you first got to Brevard County?

FA: When I got here, I had a vision of developing a robust employee development program, which we’ve since grown into a program of about 18 courses. Employees get certified, and it helps them for promotional opportunities within the organization. Back in 2006, we got involved with Stephen Covey's three-day signature program, Seven Habits of Highly Effective People, and we offer that program because it's really life-changing. It was personally life-changing for me, and it has been for a lot of employees.

JR: How’s the program doing today?

FA: We developed an executive leadership program to augment our employee development. We try to grow as much as we can internally, and we've put 300 plus employees through it. It's an 18-month program that has expanded to include other organizations, whether it's charter officers or municipalities. It helps us develop leadership throughout the county and the public sector and primarily within our own organization. It also provides great networking opportunities for employees to get to know people in other organizations.

JR: What’s the biggest difference between city and county government?

FA: County government has a broader array of services. When I initially came to Brevard County, it wasn't that much of a transition because I came in as a human resources director, something I was very familiar with. ⊲ JA NUARY 2019 : 47

I think we're going to be world leaders in a lot of different areas. Between Blue Origin and Space X and what they're doing from a government and commercial launch standpoint, it’s impressive. – Frank Abbate, Brevard County Manager

JR: You were in human resources for quite a while. What was the transition to county manager like?

FA: As a human resources director, I was already touching all the departments from the employment and labor relations aspect of things, so what encouraged me to want to pursue the county manager position was the executive leadership program we've created. I've gotten to know everyone and their strengths within our organization through it.

JR: What is the role of county manager?

FA: It’s to provide leadership in all aspects administratively of county government that are not specifically given by state statute to other charter officers, such as supervisor of elections or the sheriff or the tax collector or the clerk of courts. It's the responsibility of the county manager to follow the policy direction of the Board of County Commissioners and ensure we execute what their policies are.

JR: What are your goals as county manager?

FA: I've continued to emphasize to all staff in terms of where we want to be is inclusiveness and being responsive… meaning you listen to what everyone has to say, and you're responsive to them. You show that person, those individuals, those groups a degree of respect whether you agree with them or not, and that's something my dad taught me very early in life. You gain trust and credibility from people when you do that, and I've seen that be extraordinarily successful. Other priorities include addressing infrastructure, specifically in roads, and drainage. We put a lot of resources into that in 2017. We developed a five-year plan and committed to 55 miles a year in repaving. Also, the restoration of the Indian River Lagoon is critical… making sure we get resources and assistance from the state and federal government to augment what we're trying to do. And then there’s employee compensation, which in Brevard County has been an issue for our firefighters and employees. We have certain revenue limitations, so 48 : SPAC E C OAST B U SI N E S S

we have to strike hard in all those areas with success to enable us to gain the trust of the community we're serving. I think we've laid a pretty good foundation for that, and now the challenge is staying the course.

JR: How would you describe Brevard County?

FA: It’s like living in paradise. My whole family is here now, including my grandkids. Brevard provides things to me and my family that are extraordinarily important. We’re into water and fishing, and Brevard has provided that from the enjoyment of parks to water to going out on cruises at the port to everything that space and rocket launches offer. I couldn't imagine a better place to raise a family.

JR: How’s Brevard doing as a county?

FA: I think it's doing great. I see an extraordinarily promising future. If I say what's one of the biggest challenges, it's catching up on the infrastructure, and it's delivering in a reasonable way when society as a whole has gotten to the point of wanting quick fixes. The best example is the Indian River Lagoon; it’s going to take time. It took us a long time to get where we are and to recognize what's happening and to get to a better place, but I’m thoroughly convinced we’re going to get there.

JR: Where would you like to see Brevard County in 20 years?

FA: I think we're going to be world leaders in a lot of different areas. Between Blue Origin and Space X and what they're doing from a government and commercial launch standpoint, it’s impressive. I'm confident as a community we will augment that in terms of helping that happen. And couple that with the Port. It’s just phenomenal what's happening there. So I think it's an extraordinarily bright future for Brevard. We have enough growth happening that we'll have the opportunity to do the right things to gain the trust of the citizens so we can make Brevard all it can be. ◆

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