Business Wise

Creating a Referral Program for Your Business

2011-03-09T10:17:00.000-05:00

If you’re looking to create a referral program for your business, here are guidelines that will help you be successful at getting more referrals.

1) Use what is going on in the news, media, and in the minds of everyone. For example, holiday events are a great time to mention referral marketing as you incorporate the holidays into the event. Football playoffs, basketball tournaments...these types of things are the things that people talk about.

A referral leadership board can be a great way to get more referrals.

2) Reward people for referrals. We believe that you should reward people even if a referral does not turn into business. The goal is to reward effort. Of course you need to educate people on who makes a good referral for your business.

3) Make your referral program fun. Leader boards, contests, promotions, giveaways, drawings...these won’t appeal to everyone, but it doesn’t matter. If a referral program is fun, interesting, and can be a game for people, you will have much better participation.

By implementing these three referral guidelines for your referral program, you will have good success.

Howard also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC.

Dealing with a Disaster - Keeping Your Business Afloat

2011-03-07T08:58:00.000-05:00

Catastrophes happen on a daily basis, and all companies must have a plan in place to stay in business. You might be a new company, with just a few months under your belt, and having invested your life savings to pursue your entrepreneurial dream. Or possibly you are a well-established, extremely successful business owner. Either of these scenarios - and all those in between - could be at risk of survival if your business is destroyed. Often the destruction happens in seconds. A fire, earthquake, tornado or other disaster can and does happen.

Are you prepared? The Institute for Business and Home Safety states that when disasters force businesses to shut down, 25% will never reopen. So how do you keep your business afloat if you become a victim of a disaster?

A business continuity plan is essential. The Houston Area Research Center cites these statistics in support of the investment of time and money into creating a plan:

35–40 percent of businesses without a continuity plan never reopen when disrupted by a disaster
Every dollar spent on disaster preparedness saves $7 in recovering disaster related economic losses.

Your ability to reopen quickly is imperative. The sooner you are back in business, the less you'll suffer from lost revenues. Customers will be retained because they are aware you're down time will be minimal. And, extremely important, is how this will impact your employees. As a business owner, you'll want to get them all back to work so they don't experience a financial hardship on their families.

When creating your business continuity plan, there are many questions to ask and then answer. Here are my top 10:

1. What disasters could we face (natural and man-made)?

2. What operations are critical to open quickly?

3. Do we have a data backup in place to be able to access our records from any location?

4. Who are our key resources (utilities, insurance agent, CPA, etc.)?

5. Who are our key suppliers and do they have a business continuity plan?

6. Do we have a relationship established to ensure we will be one of the first served if we experience a wide-spread disaster (tornado or flood vs. one-building fire)?

7. Where can we set up a temporary location, and who will direct the process?

8. What supplies, inventory and equipment will be needed immediately?

9. Is our employee call chain up to date, and does each employee know what their role is in our disaster plan?

10. Do we have an inventory of all of our assets so we can complete an insurance claim quickly and thoroughly, and maximize the claim for proper financial recovery?

Though this is just the tip of the iceberg in business continuity planning, it is a good start to begin the necessary steps for preparedness. Without a plan, the odds are far greater that you will not re-open if you're forced to close. It can be a time-consuming process to complete a thorough business continuity plan. Investing in a firm to create it for you will ensure it is finalized quickly and professionally.

Cindy Hartman is President of Hartman Inventory, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a complete turnkey home inventory business package for those who want to establish their own inventory company. She is also an owner of Business Continuity Planning Specialists, which was created with the small business owners' needs and budgets in mind.

Finding Wilbur Wright’s Why (The Why of My Business, Pt 3)

2011-03-04T10:33:00.003-05:00

As I indicated in the last installment of The Why of My Business, my plan now to identify my Why is to run with this concept: look backward to past experiences when I was inspired — a purpose, a passion, and a mission were present — and find the commonality across those experiences. This commonality would guide me to articulate my Why. Just to be on the safe side, though, I also wanted to have a guide for constructing this mini-biography of inspirations. I would look at the examples that Simon Sinek gave of Why’s and find the person or company that seemed closest to me and my business. Then, I would look at that person or company in a little more depth to identify the telltales to their Why across time.

With this benchmark I would have a sense of how to construct my mini-biography with the right kind of stories or examples to include.

So, here were the examples of Why’s that Sinek gives us in “Start with Why”:

Early Apple (Steve Wozniak, with Steve Jobs): Why = Give the computer to the common man (personal computer can level the odds between corporations and the “little people”)

Apple (over the years): WHY = Work a different way/Defy the status quo; HOW = Beautiful, simple, and user-friendly; WHAT = Computers

Martin Luther King: WHY = Realize the Dream of Social Justice

Wright Brothers (I would have guessed manned flight as their WHY); according to Sinek, their WHY was because:
A) It would change the world
B) They imagined the benefits to everyone else if they were successful

More about this later

Why’s related to customers:

Nike (Early phase): WHY = Championing the cause of serious runners

Bridgeport Financial (collection agency): WHY = treat our customers with respect

Harley Davidson: WHY = Provide a lifestyle for our customers

AOL (Early in their history): WHY: Get people online

Starbucks: WHY = Provide the “third space” – between home and the office – for our customers

Toyota: WHY = Be known by our customers for our efficiency, affordability

Why’s related to employees:

Continental Airlines: WHY = (for the employees) Win for yourselves

Costco: WHY = We believe in looking after our employees first

Honore Construction: WHY =We honor the Work-life balance

Simon Sinek himself: WHY = Inspiring people to find what inspires them

I’ll add in the three individuals in the Power Circle that I mentioned earlier who shared their version of The Why of their business:

Barbara Hook felt that her almost obsessive need to help family members has been transformed into her current WHY: providing unparalleled customer service (to her insurance clients).

Jan Worman’s abrupt brush with heart symptoms was a life-changing event that has led to her WHY: a cause-like approach to health (and the healthy drink business she promotes).

Yet another person pointed to his surviving a lengthy coma as the reason he is able to provide so well for the needs of his customers — he feels he is still alive for a purpose and his WHY: to guide his clients on their journey (financial) and he is driven to fulfill it.

Almost all of the WHY’s of these example were motivated by external social factors or experiences.

Their inspiration comes from achieving something for someone else: for customers, for employees, Martin Luther King’s social equality for the people, Sinek for business owners. Of these examples, the only one that came close to matching my underlying inspiration in business was the Wright Brothers, as I understood them in my previous readings (prior to Sinek’s book) where the pursuit of manned flight, in and of itself, was the overarching drive for them.

Sinek’s notion of external drives motivating the Wright Brothers, namely, “it would change the world” and “they imagined the benefits to everyone else if they were successful,” seemed suspect to me. Again, a closer reading was the prescription, this time three biographies of the Wrights and a book of their letters (with my focus especially on Wilbur, who these days would have been considered the CEO of their operation).

My examination of the Wrights, especially Wilbur, confirmed my previous judgment. Wilbur was motivated by the drive to achieve manned flight which he described in one his letters in 1900 as “a disease.” The desire to solve that problem, that “disease,” was the primary force causing him to expend extraordinary effort and catalyze his brother and others around him to join his quest. Other factors were of interest to him (he made sure that others didn’t take credit for the invention), but its future impact and the benefit for mankind were never mentioned to any degree in their letters and do not seem to figure in the motivating force behind their effort. They had the engineer’s/scientist’s desire to solve a problem. Wilbur regarded his trips to Kitty Hawk for testing their gliders and airplanes as vacations. There was an innate joy and play involved for Wilbur in the attempt to solve the problem of manned flight. As to the benefits for others, that was secondary, in the problem-solving periods, and, in fact, Wilbur stated in 1902, “to tell the truth, the building of machines for other men to risk their necks on is not a task I particularly relish.”

The sequence of events in Wilbur’s quest for manned flight appears to have consisted of four elements:

1) He felt manned flight was of sufficient complexity to sufficiently exercise his full powers of creativity, analysis, and tenacity

2) The solution of manned flight became a “disease” for him (albeit a pleasant one)

3) When initial success became realized, Wilbur experienced an exhilaration in flying (again, an internal experience, as opposed to external social rewards)

4) He believed that he and his brother should make their fair share of money from this invention

This view of his WHY — achieving manned flight — resonates with the things that drive me in my business: producing solutions to problems in small business. I think that studying Wilbur Wright has put me on the right track. In addition, Wright’s method of solution, breaking down an overall problem (manned flight) into its subproblems (lift, control, and a motorized engine) is very similar to the way I approach a problem.

At this time I am going to have to break off and leave to the next installment my mini-biography of inspiration. I apologize to the reader for not yet delivering as I promised, but there was more underbrush on the trail than I had imagined. In order to identify the most likely model for my WHY, I had to correct some faulty information (Wilbur was primarily motivated by an internal drive to solve the problem of manned flight, rather than his desire to bring the airplane’s benefits to all of mankind).

Thus, some additional sleuthing into Wilbur Wright’s background was necessary to clarify the picture, but upon reflection Wilbur Wright is indeed the correct model for me to use as a guidepost.

I appreciate your patience with me.

John Gifford publishes IndySmallBiz, as well as providing consulting and implementation in the areas of strategic planning, writing, brokering strategic relationships, and boutique marketing. His background has included academia, publishing and conference facilitation related to the 55+ market, and sales and marketing for several publications.

Find Your Why by Looking Backward (The Why of My Business, Part 2)

2011-03-02T10:21:00.000-05:00

As I indicated in the First Installment, my search for the Why of my business resulted in a first approximation that was more of a What than a Why. This forced me back to the drawing boards with a closer reading of Simon Sinek’s “Start with Why,” and an in-person hearing and questioning of Simon Sinek (albeit before 300 other people).

My closer look at the Sinek book resulted in my distillation and organization of his key material, which I then put into two Models: the Why-based Model (the approach championed by Sinek) and the Why-less Model (that disdained by Sinek).

Here is what I came up with:

The Why Model

1. Excellent companies and individuals act according to a WHY, sometimes even if they don’t articulate it, but why leave that to chance.

2. Most companies instead focus on and act according to WHAT and HOW – the nuts and bolts of their company (their products and services, benefits for customers, and their unique selling proposition). Only when you start with the WHY and then move on to HOW and WHAT is the process optimized.

3. As owner of your company, you should intentionally articulate and develop the intended WHY of your company in line with you, your history, and your predisposition.

4. Articulate this WHY in writing and promulgate it through your company and its culture, so that you don’t suffer from Apple’s “Steve-Jobs leaving Syndrome” when you, the charismatic leader may take a leave of absence or be away from the company for some period of time.

5. By embodying your WHY you induce and stimulate trust and inspiration in others (customers, employees, other CEO’s) due to aligned goals of yourself and followers (for instance, customers, who will pay a premium for products and services and endure inconvenience, as opposed to customers who patronize companies because of price or promotions (manipulation)).

6. This trust and inspiration that is generated is due to alignment of goals and aspirations, which are centered in the limbic part of the brain (also the seat of emotion and motivation); this powerful connection is sometimes elusive to discuss, because the limbic lobes evolved prior to the cerebral cortex portion of the brain and therefore are only loosely connected to language centers. When your WHY aligns with another person’s WHY, limbic lobes align, and a deep, powerful connection is made. As will be seen later, there is a way to sneak up on the limbic lobe and articulate your WHY.

7. Finding WHY is a process of discovery, not invention. Our archaeology of behavior in past and current business situations tells us about our passion, our deepest values, and what inspires us: in short, our WHY.

8. Particular types of individuals are attracted by your WHY and can be characterized as those innovators and early adopters that are the “left 15%” of the bell curve of individuals and who are particularly influential and willing to pay premium prices for products and services.

9. By knowing your WHY, you are able to better identify the HOW and WHAT for your company.

A. Your products/services will be fined-tuned
B. Employees will have been carefully hired with respect to their strong suits (HOW’s) and (WHAT’s)

10. By articulating your WHY, you will monitor that everyone is acting in accordance with it; if there is drift, you will know how to get back on course.

11. Implications for knowing your WHY, articulating it, and communicating throughout your business are:
A. Loyal customers
B. Higher ROI
C. Loyal employees
D. More innovation
E. Able to sustain success
F. Lead their industries–have disproportionate influence
G. Leaders and followers act for the good of the whole
H. Able to withstand market changes in that they know the WHY of the business (transportation), rather than the WHAT of the business (trains)

The WHY-less Model

1. No WHY.

2. Leader/Manager by title, not by leadership, inspiration.

3. Manipulation (vs. inspiration); rewards and punishers unrelated to inherent WHY.

4 No diffusion – don’t appeal to limbic brain, don’t reach the far left of the diffusion curve (early adopters, connectors).

5. Unclear with WHY; therefore, unclear with HOW and WHAT.

6. Never had WHY—if their business gets off track, no compass to “direct them back home”

7. Implications for their business are unclear: marketing, hiring, product/service, appropriate business model change unclear when business environment changes (they think their business is trains, not transportation).

8. Vulnerable to downturns in the economy and industry changes.

From this summarization of “Start with Why,” two things stood out as key for “Finding my Why”:

1. The Why part of us (goal-direction, purpose) is located in the limbic part of the brain, and therefore it is not easy to articulate our Why, because that part of the brain is poorly connected with the language centers found in the cerebral cortex. In spite of Sinek’s insistence that it’s simple to discover your Why, it isn’t really straightforward, since you have to sneak up on it, rather than capture it directly.

2. Finding our Why comes from looking backward. Sinek’s suggestion means that one way we can discover our Why is by looking backward for a pattern of passions, inspirations, and “peak experiences,” that have occurred over our work history and are the most powerful things that motivate us.

At Sinek’s live presentation for the Columbus (IN) Chamber of Commerce, I was able to question him during the general session. My question took the form, as follows.

I believe your Why (meaning Sinek’s) as described in your book is “inspiring others to do the things that inspire them.” I have two questions. Will your Why ever change? and Do other people’s Why’s change over time.

His answer was an emphatic No! to each (though I think it was too emphatic — there are circumstances that could modulate your Why). Nevertheless I think his answer contains a lot truth. Almost like one’s personality test results, the WHY doesn’t seem to waver over the adult life of an individual. I took his answer as a guide. Look at consistent patterns that appear in your life where what you were doing was characterized by an overriding sense of purpose, passion, mission — even a sense of a peak experience. Identify those times and why and what you were doing then and you will have hints as to your Why. At those times in our lives we may have been unobservant as to the power that was there and passed those experiences by without learning from them.

Sinek’s in-person answer reinforced some of his “looking backward” suggessions in his book. To sneak up on my Why, my next goal (in Part 3) is to create a mini-biography of those instances in my life when I was inspired — when a purpose, a passion, a mission were present and see how they resonate with the business I am now pursuing and can help me identify what my Why is.

Next: An archaeology of behavior

John Gifford publishes IndySmallBiz.com, as well as providing consulting and implementation in the areas of strategic planning, writing, brokering strategic relationships, and boutique marketing. His background has included academia, publishing and conference facilitation related to the 55+ market, and sales and marketing for several publications.

The Why of My Business - Part 1

2011-02-28T10:08:00.003-05:00

The first time I thought about the Why of my business, Indy Smallbiz, Inc., was in November when I attended the Greenwood Power Circle led by Noah Shabman and Luke Russell. Noah facilitated the discussion that day by discussing the Simon Sinek book, “Start with Why.”

I felt as if I were blindsided. Why hadn’t I thought about this before?

The main gist of Sinek’s book is that outstanding companies and individuals act according to a WHY, rather than HOW’s or WHAT’s, which naturally follow once the WHY is articulated. These companies and individuals embrace a WHY: a purpose, a mission, an inspiration that in businesses is often embodied in their CEO (witness Steve Jobs of Apple).

The discussion following Noah’s introduction was compelling. Others shared how the underlying why they were in the business they were in was due to some experiences that had happened to them in the past. Barbara Hook felt that her almost obsessive need to help family members has been transformed into her current why: providing unparalleled customer service to her insurance clients. Jan Worman’s abrupt brush with heart symptoms was a life-changing event that has led to her cause-like approach to the healthy drink business she promotes. Yet another person pointed to his experiencing a lengthy coma as the reason he is able to provide so well for the needs of his customers — he feels he is still alive for a purpose and he is driven to fulfill it.

My initial response was unlike the others’ who all had some external push or pull underlying the reason they are in their current business. My first approximation to the why of my business centered on something that I had finally realized in the last six months. There are four skills that I possess that I enjoy performing. Further, I think that I perform these skills well. Others also think that I perform these skills well. In fact, there are sufficient numbers of individuals who think I do these well enough to pay me for them. So, my first approximation of my “Why” was that I like to: 1) Provide strategic planning, 2) Write, 3) Broker strategic relationships, and 4) Provide boutique, individualized marketing.

I had come to this focus through an elimination of tasks that I disliked and which, as a result, did poorly. Also, at the same time, the main driver of income for Indy Smallbiz, advertising in the print edition evaporated, plus advertising in the online world began to take a backseat to personal marketing via blogs and Social Media platforms.

As a result, the print edition of Indy Smallbiz is gone and the function of the online version of Indy Smallbiz has changed from primarily that of advertising medium to a means by which I can meet and build relationships with potential customers of my 4 key skills.

If nothing else, I could say that I had a passion for the focused skill set I had articulated — a good beginning approximation to a why for my business.

Something still didn’t seem quite right though. What I had stated as the why of my business had more of the sound of the HOW or WHAT of a business as Simon Sinek defined it.

I made a closer examination of the concept of “Start with Why.” I bought the book and read it, writing profusely in the margins. Serendipitously, Simon Sinek was giving a presentation for the Columbus (IN) Chamber of Commerce on January 26th; I attended and in the Q and A session that followed received an answer to a question that had been perplexing me. In addition, I devoured four books on the Wright Brothers, focusing especially on Wilbur, who seemed closest to my mindset of any of the individuals or companies examined by Sinek. Infused with this improved knowledge, I set about digesting it and brooding on it.

Next: What I learned about the Quest for Why

Marketing to Get More Referrals

2011-02-25T08:51:00.003-05:00

Referral marketing is often times one of the best forms of marketing because you are allocating your marketing dollars to people who know you, like you, and are likely to send you business. What are the key things to focus on in referral marketing so that you can get more referrals?

What type of marketing have you done to get more referrals?

1) Always offer, if possible, to help the other person. In order to get more referrals you need to realize that it is like a bank account. If you are always making withdrawals and never making deposits, eventually the bank account will be empty. You always need to be asking how you can help the other person. Even if the other person does not take you up on it, it never hurts to offer to help.

2) You need to offer significant rewards. News flash! Most people are not excited about making a few extra dollars. But they can (and will) get excited if you make a referral really interesting to them. How much is enough? Only you can answer that question, but if you pay your salespeople 20% and you get a good referral are you going to be upset if you pay 15%? I would imagine not. Either way, as long as you come out ahead you need to make it rewarding financially. This is key if you want to get more referrals.

3) Consistency. Consistency. Consistency. Most people do not buy the first time you meet them for a myriad of reasons. They may not be interested. They may not know you, or trust you, or even like you. The same goes for referral marketing. You can eliminate a lot of this uncertainty as long as you are going and speaking and marketing to people who should know your target market. If you are not doing this, then you need to market to people who are most likely to give you referrals.
Who are these people to whom you should allocate your referral marketing budget and plan to? A good start is to work with current clients, and people you do business with that you buy services from, and people in your circle of influence. If you utilize these three steps your referral marketing will be much more successful at helping you get more referrals.

What type of referral marketing have you done to get more referrals? Was it successful?

Howard also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC.

Just What Is a Turnkey Package

2011-02-22T11:47:00.012-05:00

Are you one of the many people wanting to start your own business, but concern over the economy has encouraged you to hold off for a while? If so, consider a turnkey business package to assist you.

So, exactly what is a turnkey business package? First, let's discuss what it is not. Similar to a franchise, there are two major areas that distinguish one from the other. Franchise businesses are almost always more expensive (many into the high tens and hundreds of thousands of dollars) and they also come with more restrictions and requirements than a turnkey package. For those who want assistance and guidance when starting their business and continued support through the years, either a franchise or a complete turnkey business package will provide that. Again, the big difference is the price tag.

What turnkeys do provide, which makes them similar to a franchise, is almost everything – if not entirely everything - necessary to start your own independent business. You will, in essence, “turn the key” and be ready to do business. These can be created for brick-and-mortar as well as home-based businesses. The cost to purchase is a wide range from a few thousand dollars into the tens of thousands of dollars. The price will often indicate what, and how much, comes in the package.

A true, fully-developed turnkey business package will include training, mentoring and/or consulting. This is one of the main reasons for this purchase. Gaining the knowledge the owners of the turnkey opportunity have gained through working their business over the years lessens the trial-and-error most new business owners experience. This is often a slow, painful process. Instead, you'll get up to speed quickly as you learn from them.

A key feature of a turnkey is the brand recognition. Often this business package comes with a license to use the logo, marketing materials and a website customized with your business information. This is a huge time saver, as you can have your business up and running within weeks instead of the normal months to create a well-designed website. Some turnkeys also come with newsletter templates and other marketing initiatives so you can begin to reach out to your prospects and target market immediately.

In today's economy, the turnkey package is a great alternative to starting completely on your own because even though they do require some investment, it's money well spent. The ROI is realized sooner than with a franchise due to the smaller investment. Not to be left without mention is the fact that you'll be in business quicker than without this assistance and support, which means revenue will come in earlier.

As with any business, do your due diligence. Talk to others who have purchased the business package as well as having a few conversations with the founders/owners. And remember that no matter how much help you receive, the success will be dependent on how much effort and time you are willing to give to your new business.

Cindy Hartman is President of Hartman Inventory, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a complete turnkey home inventory business package for those who want to establish their own inventory company. She is also an owner of Business Continuity Planning Specialists, which was created with the small business owners' needs and budgets in mind.

How to Think Like a Millionaire: Beliefs About Money

2011-02-17T10:21:00.010-05:00

Millionaires do not want to keep money; they want to share. First, for their own good; to help people around. Second, they know that Money is energy; pure energy. The more it circulates, the more it can buy. This is healthy. Millionaires know that. They spend and they know it is good. On the contrary, if a person hold on to the money, he/she sees her money slipping away from the account, and the amount starts shrinking! Also: It is Interesting to note that as soon as people try to hold on to money, and the number of these people is great, the economy is going in recession.

Believe money is not your problem but your solution, continue working on your projects with faith, and money is going auto to be attracted to you. Again, God-Source-Universe will respond to your thoughts and feelings.

Millionaires are not afraid of life; they believe life is great. Many people are afraid of life, and save for the rainy days... If they save for the rainy days, watch out! Rainy days will come. Many people think that life is very uncertain, and filled with traps ready to catch them.... and if they think that way, well it becomes that way. Millionaires believe and trust life is great, abundant, and filled with wonderful moments.

Millionaires always talk to others; they feel connected with others. Millionaires are not afraid of talking to strangers, they even enjoy it. They see each encounter as a blessing in their life, and also a possible idea to build together with someone they just met! Millionaires are warm people, and they truly love people.

Millionaires love to help. They know it is good for them and for the world in general. Besides Bill Gates and Warren Buffett, many wealthy millionaires love to help around. When someone is in a bad turn, they give a hand, generously, without hesitation. They are happy to do so. They know they can help, so they naturally help people. When someone feels useful that person has a great health. On the contrary if they feel useless, either they get ill or they die.

Millionaires do not rely only on themselves. They rely on their talent, of course, but also on the Universe; God, the Source, the Creator, because they know that their energy alone will not suffice to accomplish great things. Also, they know that their talent is their duty to share with the world, that it is a god's gift.

Emrick Garam has been in the self-empowerment business for over seven years, and has been voted the number one speaker in the self empowerment on the internet community.For more info on How to create or change your life, To find out more about how Emrick does it, go to his site: http://bestyourlife4.com

Article Source: http://EzineArticles.com/?expert=Emrick_Garam

Office Location: Home-based or Off-site

2011-02-14T08:42:00.002-05:00

There are a variety of issues that support both sides of the off-site vs. home-based decision business owners must make. Often it is obvious - a no-brainer, if you will.

But just as frequently, a lot of thought, discussion and pencil-to-paper time are devoted to coming to the right conclusion. Each person is different, and you must know yourself to know what is best for you.

HOME-BASED

There are a variety of easy-to-capture reasons for wanting to work at home:

Location, location, location – the most convenient work address around
Travel time – a few steps and you’re there.
Wardrobe – casual as you please.
Expenses – no gasoline used driving to work, less eating out and no need for an extensive supply of business attire.
Flexibility – most often you choose the hours you work, opportunity to go to the kids’ schools programs, babysit the grandkids periodically, etc.

Though all of this sounds great on the surface, there are also just as many reasons to have an office located elsewhere.

OFF-SITE

You might consider buying or renting office space because of the following reasons:

Location, location, location – convenience to your customers.
Travel time – sometimes a drive on the way to or home from work is a good time to get your thoughts together to start the day, or to wind down before arriving home.
Wardrobe – many offices are casual, and depending on your customer base, you can be, too.
Expenses – if your office is located near retail shops, the gas you spend running errands most likely will make up for some of the gas spent driving to and from work.
Flexibility – your client base dictates when you work, and unless you have walk-ins, you can easily provide yourself with the flexibility that the home-based business owner enjoys.

Both categories have the same 5 advantages. Often, it’s how you look at each, and what you prefer. When you look at overhead, though, you’ll find a huge difference.

OVERHEAD/MAINTENANCE

When working from home, and you’re an established business, you can receive tax benefits. These include a portion of your household expenses and utilities that can be claimed as business expenses. However, there are many restrictions, so it is imperative to consult with your CPA.

The off-site business owner will have rent or mortgage payments to make. And, of course, utilities and upkeep add to your monthly/annual list of expenditures.

Wear and tear on your home is an expense many people don’t consider. You’ll most likely need to replace carpet more often, repaint or redecorate if you’re home-based just because of the additional hours you spend in your office.

Another area to consider is functionality. Do you have a separate entrance for your clients to use? You might even have to add a bathroom for your customers’ convenience.

If your lifestyle changes, working out of the home might not be the best solution. Is your house large enough to allow you to consider being a home-based business? Many people have expressed that issue. In one instance, what was a small 3-bedroom ranch, perfect for downsizing, is too small because two of the three bedrooms are now offices.

SERVING YOUR CUSTOMER

Service-providers are perfect for home-based businesses, as they usually go to the clients’ homes or offices. But if you have a business that requires people to come to you, the questions to answer are:

Do you want people coming to your house?
Do you have a separate entrance?
Do you have restroom facilities convenient to the office?
Do you have off-street parking?
Can you put a sign in your front yard to help identify yourself as a business?
Does your neighborhood association allow it?

Many changes to accommodate on-site office visits might suggest that you rent or purchase office space.

Lastly, but I believe most importantly, is yourself. If you have discipline to keep home and work separate, a home-based business might be right for you. But if you find that you procrastinate, or just can’t seem to tear yourself away from the office, having that physical barrier of an off-site office might be the better choice.

These are issues that everyone faces when trying to make a decision whether to be home-based or off-site. Each person is different, and each situation has its own deciding factors. Though the conclusion would appear to be an easy one, a great deal of time and consideration should be given to whether it is right for you.

Cindy Hartman is President of Hartman Inventory, LLC, a personal property inventory service provider. She and her husband Mike are also owners of Hartman Inventory Systems, LLC, a company that provides a complete inventory turnkey business package for those who want to establish their own business

Self-employment – The Top 5 Reasons Not To

2011-02-10T23:12:00.001-05:00

Seven years ago I was an employee. Then I was not. A few months later, employed once again. This time, I was employed by ‘self’.

I had always wanted to do my own thing, be my own boss, not have to answer to ‘the man’. Though it was a dream, it was never a goal I set out to achieve. Most likely because I really didn’t believe it could ever happen.

So actually being self-employed was a ‘happening’, not a plan. When I started the business, I was aware that it would be an entirely different way of life. After all, I read books. I have an education in business -- a Bachelor of Science in Business Administration and an MBA. I did my homework; I studied. I even got A’s! But knowing something and living something are totally different.

There is nothing (other than experience) that can truly prepare you for the reality of being self-employed. You can read about it, hear others talk about it, and know people who do it, but until you live it, you don’t really KNOW it. However, the more you learn about it, the more you’ll be ready when you decide to make the move.

I asked a lot of entrepreneurs about self-employment when I was deliberating. The top five reasons people gave me to reconsider my decision to become self-employed are:

- a start-up doesn’t usually turn a profit for a long time

- you work extremely long hours

- you wear at least 15 hats at all times

- a book can’t be a business coach

- you need the “big guy’s” opinion, then realize you ARE the “big guy”.

I have experienced each one of these issues, and with them came self-doubt. But once you get past the shock of realizing that everything people warned you about is true, you revisit your vision and goals, then get down to the business of self-employment. You can even start to view these negatives as positives. OK, reality check -- I have decided that this way of viewing the issues is actually a self-survival technique.

Whatever it takes, you must have a positive attitude. And that makes the top five reasons to avoid self-employment mentioned above easier to deal with.

A start-up doesn’t usually turn a profit for a long time. So be prepared for that. But also remember that a start-up isn’t always a start-up -- that’s why they are called ‘start-ups’. Eventually you’ll see the red numbers turn black.

You work extremely long hours. Most people work long hours when employed by others, too. And when you’re self-employed, you have control of when, and you can work any 23 hours a day you CHOOSE to work!

You wear at least 15 hats at all times. So? Hats are cool!

A book can’t be a business coach. Agreed. If you need a business coach (everyone does), hire one. He/she will help you work on your business while you continue to work in your business. You’ll have someone to hold you accountable to work toward and meet your goals. However, books can give you marketing advice, sales techniques, motivation, information and inspiration. Read!

You need the “big guy’s” opinion, then realize you ARE the “big guy”. That’s the toughest of all because the first time this happens, it scares the heck out of you! (Another reason to have a business coach.) Eventually, you’ll be making decisions, the right decisions, because you have learned your business. And you’re happy you made the choice of self-employment because you LIKE being the “big guy”.

Being self-employed is a roller coaster ride, to say the least. As you grow, you’ll know where you want to be and how you’ll get there. Most importantly, you will believe in yourself. The top five reasons to avoid self-employment will go away or at least become manageable. And even with the ups and downs, the independence and pride of ‘self’ far outweigh the alternative.

Cindy Hartman is President of Hartman Inventory, LLC, a personal property inventory service provider. She and her husband Mike are also owners of Hartman Inventory Systems, LLC, a company that provides a complete turn-key inventory business start-up package with consultation for those who want to establish their own asset documentation business. http://www.HartmanInventorySystems.com

3 Networking Mistakes Anyone Could Make

2011-02-02T08:15:00.001-05:00

Here are 3 networking mistakes that most people make. Avoid making these mistakes and you will achieve more success in your business.

Mistake #1: Not having a specific target you want to meet. There will be lots and lots of people at networking meetings. The key is to NOT meet all of them, but to meet and to get connected to the specific people you want to meet.

Mistake #2: Not having an interesting and memorable elevator speech or conversation. Most people are about as interesting as stale bread. You must stand out and be interesting and memorable for success in networking.

Mistake #3: Accountability and analysis. Once you get connected to the person you want to meet, or someone passes an introduction two things must happen. First, you need to hold the person accountable who was going to introduce you to the person. Secondly, if the person to whom you were introduced to is not warm and inviting in your introduction, then you need to analyze what happened. It could be the introduction or referral was from a person who had weak credibility, it could have been bad timing, or it could have been that you had a bad introduction.

If you work on creating specific targets of people you want to meet, have an interesting and memorable elevator speech, and analyze what went right (or wrong) in your introductions, you can develop a system to generate tons of new people to talk to in your business..

Howard also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC.

Networking - Don't Always Fish In The Same Pond

2011-01-31T08:14:00.001-05:00

My family moved to Sandusky, Ohio, when I was 10. Since we were living on the shores of Lake Erie, my dad thought I should learn to fish. So one Saturday morning we bought a new fishing rod and reel and headed to the dock on Sandusky Bay. Dad carried my new fishing gear and I tagged along, with minnow bucket in hand.

I stood by patiently (which isn’t normal) while he open the package and began to affix the rod to the reel. There were 4 holes and only 3 screws. I told him it would hold well enough; I didn’t want to wait for something that minor.

Not a happy man at this point, he told me to wait there while he went to the car to get his tool box, which hopefully had a screw that would fit. As I stated earlier, I’m not very patient, and he seemed to be gone for such a long time. Watching the others fishing, I decided the rod was on plenty tight, and decided to try my hand at casting a line.

I stretched my arm back as far as it could go, swung it forward with as much force as a 10-year-old girl could, let go of the little button, and out went the line, making a whirrr sound! I was so excited! But then I heard a plop. The rod was not attached as well as I thought it was. The pit in my stomach got much bigger when I looked up and saw my dad coming up next to me, with a screw that I must assume was the perfect size. Two words were spoken. “Let’s go.” He picked up the rod and we went home.

You’re probably wondering what this has to do with networking. Well, I look at networking as fishing for the right catch. There are whole oceans, lakes, rivers and ponds full of fish. Which ones will you catch? Which ones will you keep? Which ones will you toss back in? Meeting people at networking events is random. You introduce yourself, ask what they do, you say what you do, and you decide if they are a “keeper” while they decide the same thing about you. The keepers are the one you choose to learn more about, with the ultimate catch being a great referral source or repeat customer.

If you have just one favorite fishing hole, and always go there, what happens when the fish supply becomes low? You leave without a new catch. Then you find a new fishing hole until that one runs dry. Why not have a few places so you can have a variety of fish to fry, so to speak? You don’t always want to eat perch; why not fish where you can catch a trout once in a while, too?

A plethora of networking associations provide you with a variety of opportunities. And continuing to invite guests brings a new school of fish into your pond. You need both. Are you restocking your pond? Are you providing opportunities for others to fish? Invite customers, vendors, neighbors, members of other networking groups to go with you to the next event. Ask other members to do the same. That will help breathe new life into the organization, bring new fish into your favorite fishing spots, and all will have plenty to catch.

Cindy Hartman is President of Hartman Inventory, a woman-owned business. Visit her website to discover the many reasons to have a business or home inventory. Also view the Turnkey Page to learn about the Hartman Inventory Systems, a complete turnkey business package. Let the Hartmans help you start and grow your own personal property inventory service. Cindy’s blog discusses marketing, management, entrepreneurship and asset inventory.

Know What You're Getting When You Hire a Web Designer

2011-01-28T07:38:00.001-05:00

There are few “hard and fast” rules in business that work every single time. But I don't think anyone can argue that every business needs a website.

In most cases, business owners either can't, or don't want to, set up and design their own website. In fact, a business owner launching a new website may discover there are a lot of elements to a website they never even considered.

There's Web hosting, SEO to help your website get to the top of the search engines, analytics to see how it got there, mailing lists, graphics, design, perhaps a blog, and copy or content development (that is, text) to fill that website and tell your readers why they should use your products and service above the competition. Then there's social media as another component that helps drive traffic to your blog and get your business name out there.

But there's no reason to be intimidated by this. You can hire people to do all of it.

The trick is finding the right people for the right jobs. Sometimes, that's just one person. In other cases, you'll need to work with many different professionals. Either way can work. But it's important to know exactly what you're getting when you begin your hunt for a Web designer.

Don't expect to have your Web designer do all the rest as part of the deal... ASK exactly what is included in the package, and if the other services are available for an added fee. This can work out well for some people, because you may be able to “cherry-pick” which services you want and which you don't.

On the other hand, you may want to look for a website designer (http://mice.org) that offers a complete package that will get your website to the top of the search engines and, through an ongoing monthly social media contract, help you keep it there.

A One-Stop Shop for Website Design?

If you'd like a one-stop shop for Web design, here are some important questions to ask any Web designer you're thinking of hiring before you shell out a lot of money for services you think you're getting but may not.

Here are some questions to ask if you want a one-stop shop for Website development, SEO and Social Media:

- Can you help me set up hosting for my new website? What's the price?

- Will you register my website with the major search engines and also use SEO best practices to help my site rank on the first page of Google?

- What's your track record for Google rankings on other websites you've designed? Are your clients on the first page after six months? A year?

- Do you install Google Analytics on every page so I can track my results?

- What's your policy on revisions and re-designs? (When will you begin charging for revisions?)

- What's included in your social media package? (ie, Facebook, Twitter, etc.)

- Will you set up a blog for my website?

- What Content Management System do you use? Will I be able to make minor updates to my website on my own?

- Do you work with U.S.-based content writers? Can I see samples of work they've done?

- I know I need a website, but I have no idea what I want! Can you help me with a creative vision for the website that reflect my company's philosophy OR I know what I want: Can you help me get there?

Network Even If You Aren't Looking For Business

2011-01-27T13:10:00.001-05:00

Go to any networking meeting and the conversations include people sharing with each other who they want to meet and what they’re currently looking for to help grow their business. Sometimes a person will even state that they don’t need anything. Business is great, revenues are on target and their goals are being met.

So, why are they still networking? The first and foremost reason to network is to meet people and begin building relationships for a variety of reasons. Business might be good at the moment, but you never know when your best customer is no longer a customer. Or you might change your goals, decide to grow, hire more employees - whatever the scenario - and additional business will be needed to meet your projections.

Building relationships is not an overnight happening. Rather than starting to meet new people, you’re much better off if you already have a network in place. Then, when needs change, you will have resources ready to assist you.

There are many of other reasons, besides business, to network. Do you enjoy speaking, and have a topic that would be of interest to others? Use your networks to help you find speaking opportunities. Civic organizations are often looking for someone to provide an interesting talk at their meetings. The next time you’re at a networking event, let people know you’re looking for this opportunity.

Are you a volunteer for a non-profit organization? Think of how many business owners and management-level decision-makers are in attendance at each meeting. If you’ve built a relationship with them, your requests for donations will often result in success. I served on a silent auction committee for quite a few years, and just a few conversations, phone calls or emails resulted in a variety of unique and valuable items. Without my network of professionals and business owners, I would have had to knock on doors and ask total strangers for donations. This most likely would not have achieved near the results.

Are you a professional who likes to be known as the ‘go-to’ person for your clients and others? Building a great list of people you know and trust will give you that ability. When people know you as a resource, you are more valuable than the others in your industry. And when they need a realtor, mortgage broker or insurance agent (you insert your profession), they will most likely remember you because you’ve previously helped them. And you’ll be at the top of their list of people they refer because you were so helpful to them.

Networking isn’t just about other businesses. Don’t forget about family and friends. A friend needed an attorney, and asked who I would recommend. A neighbor wanted to find a new insurance agent, and I was able to refer a few to choose from. My son’s air conditioner quit working when it was 90 degrees. He called me, and the relationship I had developed with an HVAC company put him at the top of the list for immediate service.

The opportunities to become a great resource are numerous. Being able to help others is a good reason in itself to network. Not only did I help my neighbor, friend and son, I also sent business to people who I have developed a relationship with. And that has great value!

How to Choose the Best Credit Card for Your Business

2011-01-26T07:43:00.000-05:00

While some people can manage it in their personal lives (check out J.Money at the Budgets Are Sexy blog for a great example), living a cash-only lifestyle is a lot harder with a small business. The nature of many businesses means you have to lay out money for equipment, inventory, marketing costs, and a host of other expenses before you begin showing a profit. And often, this occurs on a monthly basis for quite a while.

But which credit card is best for your business? There are a lot of credit and charge cards out there for businesses, but in recent years, the rewards and benefits to having a business card have decreased. Many small business owners opt for consumer credit cards in their business name to get the best rewards and benefits plus a low (or no) annual fee.

Here are some questions to ask before you begin shopping around for the best credit card deal:

What's your credit score/credit history? - This will determine the credit cards you are eligible for. If you have a start-up business, potential lenders may evaluate your personal credit history and FICO score to determine what credit card you might qualify for. It's a good idea to obtain free copies of your credit reports from all three credit bureaus and get your credit score from MyFICO.com before applying for any new credit.

What are your spending habits? - Do you typically carry a balance? If so, you want the lowest interest rate you can find and that should be the number one concern. Where do you spend the most money? If you travel a lot for business, you might seek a card that offers travel rewards. Some cards offer 5% cash back in spending categories for things like office supplies, which may be good for some business owners.

Do you need additional employee cards? - Some credit card companies charge for additional employee cards, others offer them free. Depending on the size of your company, this could add up to hundreds of dollars per year.

Credit card or Charge card? - A charge card, like the American Express cards, is a card that you use, in lieu of cash, and then pay off at the end of the month. As such, there's no pre-set spending limit and no finance charges. But you could suffer hefty penalties if you can't pay off your balance when your bill is due.

Questions to Ask About Your Credit Card

Once you've assessed your needs and spending habits, these are some things you should consider when you select a business credit card:

- Is there an annual fee?

- What is the interest rate?

- Do they charge for employee cards? Do employee cards count toward rewards?

- What benefits are available? - This may include things like travel insurance, extended warranty protection and even concierge service.

- What's included in the rewards program? Do rewards expire? Are there flexible redemption options for cash, travel, merchandise or gift cards?

- What online money management tools are available? Some credit cards let you generate monthly spending profiles and track expenses on a monthly or quarterly basis.

Chase Ink Voted Best for Business by Some Experts

The people at CreditShout.com, a personal and business finance website where you can find the best credit cards and more, ranked Chase Ink as the best business credit card. This card offers 3% cash back on specific business purchases and 1% unlimited cash back on all other purchases, with no annual fee.

But it may not be the best card for you. The only way to find out is to shop around, using online tools like the credit card reviews at CreditShout.com, to find the best business credit or charge card to meet your needs.

Dawn Allcot is a freelance writer specializing in personal finance and small business marketing. She blogs daily at CreditShout.com.

Networking for the Traveling Salesperson

2011-01-24T11:49:00.000-05:00

Being a sales person that is continually on the road can be a challenge. From staying in different hotels, fighting people at the airport and airline delays, to being away from your friends and family--the challenges can go on and on for the traveling salesperson.

So how do you stay connected and network effectively? You must identify who you need to meet to help you grow your business. And how can you do this without having to fit networking meetings into your already hectic schedule?
A great way is to utilize OneDegreeConnected.com. Go here to watch a video of how this great system saves you time and energy and allows you to get connected and stay connected. Then sign up for your free 15 day trial at OneDegreeConnected.com. Getting connected has never been so fast or easy!

Howard also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC.

More Than Just a "Freelancer"

2011-01-21T09:00:00.002-05:00

Small business owners, whether Web designers, writers, content providers, marketing consultants, Virtual assistants or any other number of businesses where people work as freelance, (aka 1099) independent contractors, play a unique role in an organization. They are not on the payroll. In most cases, the relationship is tenuous -- either side can dissolve the contract at almost any time. At best, the position is acknowledged as temporary.

But the best marketing consultants, VAs, designers and writers I know think of themselves as so much more than "just another freelancer." And they treat every client as so much more than "just another paycheck."

Just because you're independent doesn't mean you have to distance yourself from an organization to a point where it keeps you from doing the best job you can do. You can still be part of the team, albeit remotely. In fact, your outsider's perspective could be just what an organization's management needs to improve their business and see things in a different way. Of course, if you're a consultant of any kind, this is a big part of your job. But if you're a writer, Virtual Assistant, graphic designer, or play another role, you can still become involved in the growth of a business. And that extra effort will help your business grow, whether through referrals, more work from that client, or just the generation of good karma. (What you put out to the Universe comes back to you -- magnified!)

I'm not saying you should take part in those awful Monday morning meetings everyone hates or focus so heavily on one business or client that it becomes a time drain. But look for small ways you can offer feedback or help out (such as promoting your clients' business to other people in your network) that won't take a lot of time but will show a great return-on-investment for all parties.

I faced a few instances this week where I could have easily said to a client, "I'm sorry, that's not part of my job." Instead, I told the client I'd look into it and then went to the individual who actually could take care of it. Since I was acting as a subcontractor in this circumstance, I know both of my clients appreciated the effort.

I know people are still talking about a recession and things are still "down" in the economy. But plenty of freelancers and small business owners around me are thriving, even in this economic climate. It's just become more competitive and merely following the terms of your contract is no longer enough.

What are those who are successful doing differently? What do we know that others don't? I suspect the answer is threefold:

1. We are marketing in the right ways.
2. We are delivering beyond clients' expectations -- becoming part of the team, in essence.
3. Because we do these two things, we fully expect success to come to us.

Want to learn more about how your expectations determine your success and drive your results? Check out this fantastic, life-changing program available through the Success Coaches Institute.

Dawn Allcot is the owner of Allcot Media, a full-service writing, ghostwriting and editorial firm capable of handling diverse writing assignments in a variety of fields. With 15 years experience as a writer, ghost writer and editor, Dawn specializes in niche markets such as parenting, technology, small business marketing, and paintball.

Templates Help Small Businesses Create a Professional Image

2011-01-20T08:52:00.002-05:00

Website, e-mail marketing and print material such as brochures, sell sheets, newsletters and business cards can be very affordable and presentable when using templates. Home-based and small businesses can now support a professional image while keeping within their smaller budgets by using template software.

Templates make the process easy, and are now available for almost any marketing piece you want to put together. They offer a variety of styles and colors to create a cohesive business image. Consider the weight and texture of the paper you’ll use to promote your business, as it is part of the overall image of your business. Also, it is necessary to use a high quality color printer and copier. Without attention to the equipment, the finished product will scream “home-made”!

Be aware that templates can be limiting, not always offering the design throughout all types of print and electronic marketing materials. Pre-planning your entire marketing package before even one piece is developed will save you a great deal of time, money and frustration. Without thinking about each piece that will be produced, you might find that the initial design created won’t work throughout your marketing message. Often complimenting pieces work very well and serve as a variety in your portfolio. However, they must be harmonious in color, image and message.

For print material, consider the business cards, stationery (including the envelopes), brochures, etc. - each piece should fit together like a puzzle, creating one consistent message. Make sure the design template you choose includes all the pieces you need – or think you might need.

By planning ahead, you can find templates that will compliment each other if the image you choose isn’t available from one vendor for the entire print and electronic formats. Sometimes you’ll even have to use two different vendors for your email template and your web template. If your business colors are gray and red, for example, there are plenty of electronic templates that use that color scheme. One might have a gray background with splashes of red while another might have a white background with gray and red color accents. You can see why planning ahead is necessary, but when approaching your marketing image with a plan, you can create a professional image that will fit any budget.

There are a plethora of templates to help you create any type of brochure, sell sheet, newsletter, price catalogue, flyer, etc. Full color gives a better image than black and white. Also, the quality of the paper is as important as it is with business cards. If thin paper is used, the ink will bleed through the paper, leaving a very poor business image. Thicker stock costs a little more, but well worth the investment for the respect it will bring to your business.

Emails and electronic newsletters are popular because of ease of distribution and low cost. As state earlier, just be sure to choose templates that either match or compliment the other pieces. There are subscription email suppliers that provide the templates and distribute your newsletters and other email messages for a monthly fee.

Templates for websites are remarkably professional-looking and easy to learn. You write your own content, and don’t even have to know HTML! Uploading the photos is as easy as attaching a document to an email. If you choose to use this format for your website, remember to maintain the site – keep it updated, make sure you’re using the proper key words, verify that your links are working, etc.

The key factor to remember when using templates is the need for excellent writing skills. Though the software makes the production easy, poorly written copy will make your efforts a waste of time. Misspellings, grammatical and punctuation errors and fragmented sentences will not be overlooked just because your graphics are attractive. Be honest with your abilities and spend your marketing dollars accordingly.

Going Above and Beyond in Business

2011-01-19T09:00:00.002-05:00

Before I wrote this post, I checked out the latest at the Business Wise blog -- and found yet another example of “great minds thinking alike.”

Howard Bienstock blogs about Gary Vaynerchuk's new book, “Crush It!” The book talks about how, when you're passionate about your work, it really leads to success.

There's a certain amount and type of energy you will exude when you are really living your passion. That's one reason. Another is: When you're truly passionate about what you do and it's much more than just a paycheck, you go above and beyond what's required or sometimes even expected.

I can't tell you how to go above and beyond in your own business -- it's different depending on your industry. For a home improvement firm, it could mean leaving every job site exactly as you found it -- neat and clean -- and being personable while you're in someone's home. For a Webmaster, it could mean making that midnight call to find out why a server is down, or just offering tech support beyond what your contract outlines.

As a writer and content provider, here are some of the things I do that aren't necessarily expected or directly “paid for” by the client, but they've helped in countless ways.

- Offering promotions through my social media network to drive traffic to the site

- Looking for logical ways to cross-link between the blogs I write for in unrelated industries

- Guest-blogging for friends' websites and including linkbacks to my client's blogs in addition to my own website

- Generating ideas for the blog or magazine, even if I usually work “on assignment”for that market

- Sharing advertising leads

- Sharing marketing ideas or connections

- Familiarizing myself with the blog, magazine or other publication in order to refer back to previous content in my articles or posts

- Promoting the work of other writers on staff with the publication or website

- Providing rewrites free of charge when necessary (and within reason)

- Referring other talented writers to the publication
- Becoming more than just a freelancer -- being part of the company's "team" and investing time and passion in that relationship and the company's success

- Beating deadlines (not often, but I'm getting better at this!)

What do I get in exchange? It ranges from revenue bonuses to more work, referrals, and -- most importantly -- I become good friends with many of my clients, or even get the opportunity to turn to them for mentoring. You can't put a dollar value on that!

Dawn Allcot is the owner of Allcot Media, a full-service writing, ghostwriting and editorial firm with a staff of writers and editors capable of handling diverse writing assignments in a variety of fields. With 15 years experience as a writer, ghost writer and editor, Dawn specializes in areas such as personal finance, parenting, small business marketing, health and fitness, and freelance writing. Her work recently appeared on the American Express OPEN Forum and she blogs daily at CreditShout.com.

24 Hours a Day is All We Get

2011-01-17T15:48:00.002-05:00

We all have the same amount of time in each day – 24 hours; no more and no less. Why is it, then, that some people can get so much more accomplished than others? It’s called Time Management. But it’s not really managing time; it’s managing the activities that take up your time.

Small business owners, just because of all the hats worn each day, have more types of issues to deal with and more items to prioritize than others. We seem to be putting out fires instead of preventing them. Or we tend to deal with so many minor interruptions that the big issues, which really should receive our attention, remain on our desk at the end of each day. Therefore, it is imperative to determine how to manage daily activities.

Three time-stealers – Mail, Telephone and Meetings – can be managed easily with these simple reminders.

MAIL

A process I learned years ago and continue to use today is what I call the 3-option process. Touch each piece of mail only once. Keeping mail without acting on it is a huge time-waster. How often to you pick up, review it and put it back down without doing anything with it? When internal and external communication comes across your desk, decide as you pick it up how you’re going to deal with it. You have 3 options:

Throw it out – it’s not worth your time, so don’t even keep it. An example would be unsolicited junk mail.
File it for future use – possibly a report or magazine article that has great info which you’ll want to refer to later.
Respond to it, then file it or throw it away.

This 3-option process can also be applied to email and text messages.

TELEPHONE

How often have you called someone and when you ask if it’s a good time, they answer that it isn’t and really can’t talk right now. Then why did they answer it in the first place?

If you answer the telephone under this circumstance, you have wasted your time and probably interrupted doing something of importance. There is a wonderful invention called voice mail. If you can’t – or prefer not to – answer the phone, DON’T.

For some reason, many people feel obligated to answer the phone when it rings. If you wrestle with this issue, turn your phone off when you want to concentrate on a project or are in a meeting. By removing the option of whether to answer or not, you’ve just given yourself permission to focus. You can return the calls later when you have the time to give full attention to the person on the other end of the call.

MEETINGS

If you’re a home-based business and most of your meetings are in coffee shops or other casual gathering places, schedule 2, 3 or 4 back-to-back. Not driving from location to location will save a great deal of time (and gas). Figure if you need to allow yourself ½ hour between each appointment, and you have 4 scheduled, you will spend 1-1/2 hours just driving between meetings. To be fair to those who have offices in different sides of the city, find a ½ point and strategically set your appointments accordingly.

When you have a meeting, especially off-site, confirm with the other(s) attending a few days prior. The location is extremely important to verify, because there are coffee shops on almost every corner. It’s common to be waiting at a different location just a block away.

There is another meeting that is extremely important to hold on a regular (I suggest weekly) basis. This type of meeting is with yourself. An in-office day can make a big difference managing your tasks. For example, each Tuesday is my in-office day. This is an appointment with myself to handle large projects (writing articles, for example) and also catch up on all the little things that have piled up since the previous Tuesday. Stress levels go down when you know there is a day set aside for yourself. Schedule it on your calendar to make sure you respect that time for yourself.

This time of year, people tend to hink about making resolutions. Using your time wisely would be one that would benefit you and is easy to do. These are easy steps you can take to gain control of your tasks. I have used them often since starting our home inventory service company. This new-found time will allow you to focus on the important issues. Often times, structure equals freedom!

Cindy Hartman is President of Hartman Inventory LLC, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems LLC, a turnkey inventory package for those who want to establish their own asset documentation business. A how-to manual, hands-on training, marketing package, life/business coaching program and mentoring with the founders are key components of this complete business package. Cindy enjoys networking, which served as the major marketing effort to grow her business.

It's Never Too Early To Build Your Network

2011-01-14T20:19:00.002-05:00

A good network of individuals who knows you, likes you, trusts you, and respects you can serve you throughout your whole life. Dozens of opportunities can come up if you are in the right place at the right time and if you know the right people. That is why it is important to start building a network as soon as possible, even if you are still in college.

The earlier you start keeping a contact database, the better.

Okay, maybe that sounds like absolutely no fun at all. After all, college is supposed to be about parties and goofing off, right? Well, maybe, but at some point and time most people realize that it is time to get serious about preparing for a career.

So how can you build a good quality network while still in college?

1)     Get to know your professors and advisors. This is not to say that you become a brown nosing teacher's pet. What it does mean is that you use them as resources both in searching for job opportunities and for later when you have established your career. Professors and advisors normally have a large number of networks in their given fields. They can help with job placement now or help you land clients for your business in the future. Just be sure to stay in touch even after graduation and see how you may be able to help them as well.

2)     Become involved in your professional organization. Most industries give students an opportunity to get involved in their professional organizations for a minimal cost. This will allow you to rub shoulders with those who are already in your chosen career path and usually involves a publication of some sort. It is also a great way to find potential internships.

3)     Keep a contact database of other students you meet, not just a little black book. Just because you don't want to date that fun law school coed who reminds you of your little sister doesn't mean that you may not need to hire her as a lawyer some day.

College can be a fun time to let loose, but it can also be a tremendous opportunity. In the business world your success depends upon the contacts you have, so the earlier you start keeping a contact database, the better.

With 24+ years of executive experience in corporate growth and turnaround management, Howard Bienstock founded OneDegreeConnected (ODC) out of a practical need to easily share with others the efficiencies of highly leveraged relationship development. In addition to being the architect of this proprietary B2B multiple-referral software, Howard serves as the company's President and is taking a "hands-on" approach with the introduction of ODC to the marketplace. ODC merges existing social networking concepts with the professional's need to network for business. A proprietary, membership-driven, permission-based global online multiple-referral tool, ODC serves individuals across various levels of sales, management and professional occupations. This is a practical application of the power of the internet to efficiently develop and monetize business relationships.

Howard also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC, which is celebrating its eleventh year. While he currently performs in a leadership capacity on various boards, Howard hopes to someday establish and grow a foundation to educate and cultivate innovative business ideas and future leaders.

Thrive in a Down Economy without Cutting Prices

2011-01-12T09:00:00.005-05:00

Dawn Allcot is the owner of Allcot Media, a full-service writing, ghostwriting and editorial firm capable of handling diverse writing assignments in a variety of fields. With 15 years experience as a writer, ghost writer and editor, Dawn specializes in niche markets such as parenting, technology, small business marketing, and paintball.

A blog post from Hartman Inventory got me thinking about value-added services and top-level customer service. SMBs know that times are lean -- many businesses have been forced to cut their rates in order to attract new clients.

But the best of the best can maintain current rates in this economy. I see entrepreneurs doing it all the time. The first step is believing your services are worth the asking price.

Whether you raise prices, lower prices, or keep prices the same, there are other things you can do to thrive in this economy.

1.Reduce expenses – Can you cut infrastructure in your business so you can lower your rates but still net the same profit? Is there any fat you can cut? Perhaps your fleet of vehicles could be smaller, or you could shop around for lower insurance rates. Maybe you can find a lower cost supplier of materials? Solo-preneurs can also look at ways to cut personal expenses so they can survive on less, overall. In fact, the Discover Spending Monitor shows that people are doing exactly that -- eating out less, canceling gym memberships and just tightening their belts in general.

2. Work faster – Can you find shortcuts to complete your work more quickly (without sacrificing quality, ideally) so you can afford to lower your hourly rates but still get paid the same “per job?” For larger crews, can you streamline processes? For sole proprietors, can you find a way to do the same things you do now, faster?

For me in 2011, this has meant a lot of automation. I use Ping.fm to post social media updates to all my accounts at once, I upgraded to QuickBooks to make my bookkeeping faster and more efficient, and I'm looking into services that mail greeting cards for birthdays automatically. That last is just one more way I can stay in touch with my customers in a personalized way, without adding to my workload.

3. Devise additional income streams. – Are there upsells you can offer that won’t take much more time? Can you maintain your current rates but provide value-added services so the customer feels as if he’s getting more?

Refuse to cut your rates?

Even in a hard economy, you CAN survive (and thrive) without being the cheapest. It just takes a lot more than it used to. Being “good” is not good enough… In addition to what Cindy Hartman noted on her blog, here are a few additional ways you can stand out.

1.Sell to the “high-end” – Even in today’s economy, quality still matters more than price to some people. Target this market – those who want the best of the best, regardless of cost – and you won’t have to be as concerned with falling market rates.

2.Provide superior customer service. – Call me an idealist, but I still believe that, in the long run, good customer service and people skills win out. It’s not enough to say you provide good customer service; show it in every step of your business and people will find the money to pay a little bit more for what you offer.

3.Rely on repeat clients – Find low-cost ways to show your existing clients you appreciate them. You’ll build brand loyalty and generate referrals.

The most important thing for business owners is stick to your guns. If you decide lowering rates is the only way to survive, do it. But constantly re-evaluate the marketplace for other ways to grow. And whatever price you ask, believe you're worth it. It can be done.

Goals Aren't The Same As Resolutions

2011-01-11T08:52:00.001-05:00

Cindy Hartman is President of Hartman Inventory LLC, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a complete turnkey business package for those who want to establish their own inventory company. Cindy enjoys writing and speaking on her industry, networking and small business. Read her blog here.

The beginning of each year brings many people into the mode of creating New Year’s resolutions. But I've been thinking about resolutions lately and realized that I haven't made one in years. I never stick to them. They are usually 'broken' before January 31 anyway. That doesn't happen to goals nearly as often.

These thoughts were whirling through my head as I worked on our marketing calendar for 2009. In my opinion, there is a big difference between goals and resolutions. Resolutions are just statements about what I want to happen or plan to do. Goals, on the other hand, are written down, have an action assigned to each items with a deadline of when the goal is to have been met. Goals are easier to achieve because you are holding yourself accountable. When a goal is set using the SMART principle, there is a high probability that it will be reached. SMART stands for the 5 components of a goal and how it should be determined

S is for specific. A vague “I want to be wealthy” is not a good goal. What does wealthy look like? A certain dollar amount in your savings account? No debt? A percentage of all income going into an investment account?

M stands for measurable. If there is no way to measure a goal, how can you know if you’re making progress or achieved what you set out to achieve?

Attainable is the 3rd component. A belief in yourself is the key. This includes skills and your attitude about life and about whether you are able to make it happen. Once you believe in yourself, you’ll be able to achieve.

Realistic is the next step in formulating a good, concrete goal. Do you believe that no matter how much you work towards it that you’ll be the next person on the moon? But, no, this doesn’t mean you shouldn’t reach for something a little out of your current grasp. Attainable is the precursor to realistic, because if you truly believe it can be achieved, you’ll establish a realistic goal.

T if the final of the 5 guidelines for creating a goal, and that is for timely. Without a deadline, or incremental deadlines to reach the goal, you will not have a focus to get there by a specific time. Back to the example about being specific about being wealthy. By what date do you want to be out of debt? By what date do you want to see that specific dollar amount in your savings account?

A SMART goal is one that will be easier to reach because you applied a systematic process to deciding what to do. Each of the five components has a reason and purpose when determining what you want to do and why.

Resolutions normally are a thought or desire that people resolve to do. A frequently stated resolution is to lose weight. This resolution is vague, with no action attached. A goal, on the other hand, would state the SPECIFIC action – walk 3 miles a day, join a health club, hire a fitness coach. The number of pounds you will lose is MEASURABLE. Do you believe you can do it? If you stated 200 pounds, maybe not. But 20? 30? 50? These are most likely ATTAINABLE. Once you agree that number of pounds is attainable, you will believe they are REALISTIC, too. And by what date do you want to lose this weight? TIMELY is important. But with it comes to something like weight loss, give yourself incremental goals. Maybe 5 pounds a month, for example. Then if you chose to lose 50 pounds by December 31 (remember to be that specific), you can see that your incremental goals will allow you to work towards the ultimate goal.

Be SMART and you'll be successful when establishing goals.

To Refer or Not to Refer? That is the Question

2011-01-08T17:36:00.004-05:00

With 24+ years of executive experience in corporate growth and turnaround management, Howard Bienstock founded OneDegreeConnected (ODC) out of a practical need to easily share with others the efficiencies of highly leveraged relationship development. In addition to being the architect of this proprietary B2B multiple-referral software, Howard serves as the company's President and is taking a "hands-on" approach with the introduction of ODC to the marketplace. ODC merges existing social networking concepts with the professional's need to network for business. A proprietary, membership-driven, permission-based global online multiple-referral tool, ODC serves individuals across various levels of sales, management and professional occupations. This is a practical application of the power of the internet to efficiently develop and monetize business relationships.

If you have spent any amount of time in networking at all, you have probably given one or two referrals at the least. If you go so far as to join a networking group you will probably find yourself giving referrals on a regular basis to other members of the group. Some groups may even require that you give a certain number of referrals to the group each week.

However, chances are that if you give referrals often enough you will eventually get feedback that someone you referred did a poor job. So what do you do in that instance? Do you continue to refer to that person or do you stop? The decision can be difficult, depending upon the relationship you have with that person. Here are a few tips:

Ask the person you referred what happened. It may be that they had no idea that the customer was unhappy and they may still be able to change things. In this case, if you know the person you referred is working to make things right, you may continue to refer. However, if you do, be sure to keep tabs on what happens on the next referral and be looking for a pattern of poor quality or service that may mean you quit referring to the person. Always investigate the situation when poor feedback is given about a referral.
There are always 2 sides to every story. You may find after some investigating that the person who gave the bad feedback was in fact in the wrong. In this case you would continue to give referrals to the person, but may no longer work with the person who gave the bad feedback. Remember, it is your job to not only protect the customers, but to also protect your referral partners. You do not want to get a name for referring bad customers such as those who don't pay.
If you do find out that the person you referred was indeed in the wrong and they are not willing to try to fix things for the customer, stop referring them. If you continue referring people that provide bad service and poor quality products your contacts will begin to wonder about your standards.

If you are going to stop referring a person you may consider having a conversation with them about why you are no longer going to refer to them. However, there are some people who will never understand the concept of good customer service no matter what you do. In this instance, don't bother. The market will eventually sort them out and your referrals will be better served elsewhere.

How Business Owners Can Make The Right Buying Decision

2011-01-07T11:23:00.006-05:00

Small, medium-sized and home-based businesses often state their number one concern is cash flow and solvency. Therefore, purchases – especially unexpected ones – can cause havoc on your budget.

There are so many makes, models and styles (of everything!) from which to choose, it can become overwhelming even when you have time to plan for your purchases. When it’s an immediate need, such as a broken printer or the need for a digital voice recorder for tomorrow's conference -- you can get so stressed and frustrated that you won’t purchase the product that best suits your need. Or, just as bad, you might buy a product that is poor quality and you will need to replace it very quickly. Either scenario will put an extra burden on an already-tight budget.

So how do you make the right buying decision? You could go to your local department store for assistance. Unfortunately, unless you already know exactly what you want, you are at the mercy of the sales associate. Many times these are part-time employees with little training. Other times, they might have plenty of training, but don’t understand your business and have not been trained to ask. Therefore, they only suggest the product they prefer, or just as likely, promote the item that will give them a higher commission or “spif” during a contest.

Instead, it could be is as simple as calling a business associate and asking what they recommend – or don't recommend. This is a great resource, unless their application of the equipment is different from yours. For example, let's say you were shopping for a new office printer that would be networked for many employees, thus being used continually. If you ask a friend about a particular model he owns, your friend – a solopreneur who only uses his printer to print letters and proposals - might simply state that it’s a great printer. And it would be for his use, but possibly not yours.

In addition to receiving personal recommendations, I recommend you visit sites that provide unbiased product reviews. You will learn about the features of a wide array of products for your business and often have the opportunity to compare a few different models. Consumer Reports is probably the most well-known, but they have a membership fee for much of the information. Amazon and eBay are two very thorough sites because they represent a variety of manufacturers. Walmart, Target and many other department stores now include consumer reviews as well. You can also see reviews on the specific manufacturers' sites; just remember that they have control over their content.

You can do your shopping in the comfort in your office, saving time, gas and frustration. Information on review sites include categories called “the best” while others use a star (usually one to five stars) assessment to show the accumulated or average rating provided by consumers. These sites also provide pricing information and many even link to a company that carries that item.

Using a review site will help you make the right decision, for the right product, specific for your needs. Once you’ve read the reviews, you can proceed with confidence that your purchase will be a knowledgeable choice.

How Do You 'Crush It' In Business?

2011-01-03T13:24:00.000-05:00

With 24+ years of executive experience in corporate growth and turnaround management, Howard Bienstock founded OneDegreeConnected.com (ODC) out of a practical need to easily share with others the efficiencies of highly leveraged relationship development. In addition to being the architect of this proprietary B2B multiple-referral software, Howard serves as the company's President and is taking a "hands-on" approach with the introduction of ODC to the marketplace. ODC merges existing social networking concepts with the professional's need to network for business. A proprietary, membership-driven, permission-based global online multiple-referral tool, ODC serves individuals across various levels of sales, management and professional occupations. This is a practical application of the power of the internet to efficiently develop and monetize business relationships.

Bienstock also serves as a mentor and executive consultant in his role as President & COO of ROI Consulting II LLC, which is celebrating its eleventh year. While he currently performs in a leadership capacity on various boards, Howard hopes to someday establish and grow a foundation to educate and cultivate innovative business ideas and future leaders.

Many Americans today have fallen into the rut of working just for the sake of working and as a result they live lives of discontentment and boredom. They come home after a hard day's work and sit in front of the television for the next few hours, living their life through the drama they witness on the latest reality program as opposed to actually participating in life. Then they go to bed, only to wake up the next morning and do it all again, never really feeling alive.

What would it look like if people stopped working just to get by and instead started working toward something they were passionate about? Is that even possible?

In the book "Crush It" Gary Vaynerchuk talks about how to cash in on your passion. This quick read is 140 pages or so of great content on doing just that.

Gary talks about the importance of discovering what you are passionate about and working your butt off to accomplish it.

We have all been around a person who is truly passionate about something. It is obvious in the energy that they emit to those around them. What if you were able to be like that about your business? About your networking? About your life? Read Vaynerchuk's "Crush It" to find out how.

Billboards Are Not Always Stationary

2011-01-01T15:21:00.000-05:00

Cindy Hartman is President of Hartman Inventory, LLC, a personal property inventory service provider. She and her husband Mike are also owners of Hartman Inventory Systems, a turnkey inventory package for those who want to establish their own asset documentation business. A how-to manual, hands-on training, marketing package, life/business coaching program and mentoring with the founders are key components of this complete business package. Cindy enjoys networking, which served as the major marketing effort to grow her business.

Small business owners often feel they are at a disadvantage when it comes to advertising and marketing. Just the size of the budget makes one realize that they are not on the same playing field as the big corporations.

Therefore, many entrepreneurs believe that some of the advertising methods used by large companies are completely out of reach for the small business owner. Not so! We investigated our options when we thought how great it would be to have a billboard for the tens of thousands of cars to drive by daily and learn about our inventory service. But small businesses do not usually need national ad campaigns. Often, they are so regional (even to a neighborhood), that many techniques used by large corporations can be utilized by small business – just with less or smaller reach, method or media.

Billboards come to mind immediately because they are very expensive. But before you rule out the thought of having your own billboard advertising campaign, think outside the huge 14’ x 48’ box!

How about a moving billboard? There are now scrolling and mobile billboards. Trucks drive around town in your predetermined targeted area, with a small billboard-like sign on the back. This is a pretty clever way to advertise, and a fraction of the cost of a stationary monster billboard.

Another billboard type of advertising is your own vehicle. There are options from the magnetic sign you can slap on the side of your car to a full-color wrap that completely encases the vehicle. Choose the right one for you. The small magnetic sign can signify “I do a bunch of things, and today I am dong “X”, so be cautious that this image could misrepresent you. Depending on your product, this $15 magnet could be completely acceptable!

For permanent, but easy to remove signage, vinyl letters and logos can be placed on your car, van or truck. These say “I’m here and steady” because they are professionally applied. They can be in white or a variety of colors, but matching your logo, if a unique color, will probably be difficult. Then there are the ever-increasingly popular vehicle wraps. Full color, you can have a simple logo and wording to a variety of photos that help show your target market what your product or service can provide for them. These wraps can cover be placed just on a window, or cover the entire vehicle. There is also a special material for windows that allows you to see out, but people can’t see in. This is great if you carry a lot of product in your car. Obviously, there are a wide range of choices to meet your needs and your budget, each giving you traveling advertising. Your billboard, your vehicle, your choice.

Logo clothing can also be considered a “walking, talking billboard”. The options are endless! When using embroidery, the variety of thread colors can provide a perfect – or almost perfect – match of any logo color. Your company name and/or logo can be placed on hats, shirts, jackets, sweaters – you name it and your image can be sewn on it. Digital imaging and modern equipment has allowed even the smallest company to have high-quality embroidered clothing.

Alternatives to embroidery are screen printing and other imprinting techniques. These formats are often used for mass production or when a logo is very detailed and impossible to sew, contains a lot of detail or includes a number of words that might make embroidery less than cost-effective. The next time you’re at the mall or a grocery store, notice how many people are wearing clothing advertising beer, soft drinks, sporting equipment…why not wear something that will promote your own company?

For the big-budget companies, the target market drives by the billboard. For the small business owner, the billboards (you) drive or walk by your target market. Either way, your message is delivered.

How To Grow Your Business During The Holidays

2010-12-30T13:30:00.000-05:00

The holidays can be a positive or a negative for businesses depending upon what you sell. If you are in retail traditionally the holidays are a great business building time. However if you sell other services the holidays can mean big competition for you. There are several ways to combat a declining sales situation during the holidays.

1) You can form alliances with strategic partners or joint ventures with companies who grow and take in a lot of revenue during the holidays. You can form this alliance with companies and share leads, setup referral systems, or create add-on sales procedures.

2) You can offer specific promotions to offset slow periods during the holidays. For example, a housekeeping company could offer post holiday party cleanings for those clients who would normally cancel their cleaning during the holidays.

3) You can also fine-tune your marketing and promotions to ensure that people during the holidays are more receptive to your marketing and promotion approach.

Just remember, just because it is the holidays does not mean that your business has to slow down.

Uninsured Loss Might Be a Tax Deduction

2010-12-28T12:11:00.000-05:00

January is the month we all begin to pull records together as supporting documents for our income taxes. Have experience a loss from a disaster - flood, hurricane, tornado, fire, earthquake, vandalism or burglary? Those of you that have might have found that once you filed your insurance claim, you were underinsured. Or possibly you had no insurance at all.

All is not lost! You may be able to claim a tax deduction on your federal tax return. Though you won’t recover the full amount of your loss, you might be able to receive a deduction for at least some of your loss. There are hoops to jump through, and verification will be required.

Susie Keaton, CPA with Somerset CPAs in Indianapolis, Indiana, states that you need to support the deduction through a professional valuation of your property before and after the loss or damage. A business or home inventory will strengthen your claim for the loss.

A thorough, professional inventory will include a written report and photographs to support the list of items. This documentation will help you remember and prove ownership. Your tax deduction will most likely be larger than if you didn’t have an inventory since you won’t rely solely on memory.

How much can you expect to be able to claim on your taxes? As Keaton explains, calculate your “adjusted basis" on the property - this is your original cost and additional capital improvements for which you have paid during your ownership, less depreciation deductions and any previous casualty write-offs that you have claimed.

If you have any insurance coverage, subtract anything you have received or expect to receive from your insurance company. Also subtract $100 from each theft or casualty loss, as the IRS disallows write-offs for the first $100.

Lastly, subtract 10% of your AGI (adjusted gross income) for the same year as your loss to reach your final tax deduction.

The process is tricky, but it is good to know that you may not experience a total loss. Many exceptions and complications may apply, and good record keeping will benefit you, because the United States Tax Court emphasizes that it will "bear heavily" against taxpayers basing their loss estimates on personal recollection.

Once you’ve completed your taxes, use this experience as encouragement to compile your personal property inventory before you need the information again. If you don’t like detail work, or there is another reason you won’t do it yourself, seek the assistance of a professional service provider. Before hiring one, though, verify they are bonded and insured. In addition to the inventory service, the provider should also include secure back-up of your records and a process in place to update your records annually. Without the updates, the report will be outdated very quickly.

For more information on the tax deductibility of uninsured personal property, contact your CPA or visit www.irs.gov and download publications 527 and 2194.

Networking Your Way Through the Holidays

2010-12-24T11:19:00.000-05:00

The Holidays are here once again! What does this mean for your business? Most of the time it means that business slows down and things don’t get done. How can you overcome this? Simple!

Create a networking plan. What is a networking plan? A networking plan is just a small guide of who you want to meet! For example, let's say you are looking to get connections to people in the health care industry. So you would then write down the people you would most like to meet in the industry, and then go 1 or 2 levels deep of people who know these people. Do any of your current contacts know them? (If you are not sure OneDegreeConnected.com is a great way to find out and then get introduced to them in just a couple of minutes).

For the few that may not be connected to your contacts in OneDegreeConnected.com yet, create a plan of execution for meeting either the person themselves or to someone who knows them. Where are you most likely to run into them? The holidays can be a perfect time to implement your networking plan because there are holiday parties and charity events practically every day leading up to New Years. Networking your way through the holidays can set you up to have a very promising 2011.

Help Prevent Burglaries - Tips for Business Owners

2010-12-22T13:03:00.000-05:00

According to police reports, burglaries are continuing at a high rate of occurrence. Continued high unemployment is one of the situations attributed to this statistic. But no matter what the economic environment, we’ll (unfortunately) always face the chance of being burglarized. So, what can a business owner do to prepare – and possibly prevent – this from happening?

I’ve collected information about theft prevention over the years from many sources, including conversations with police officers and victims of burglaries. Here are some simple things that are easy to implement and are not costly. They can, however, be very effective.

Install Lights

- Make sure there are enough lights to illuminate the entire exterior.

- If you own adjacent property, be sure to include that area as well.

- To save on electricity, use a timer to turn the lights on at dusk and off at dawn.

- Install motion-sensor lighting.

- Keep lights on inside so activity can been seen at night from outside.

Install a Security System

- Security cameras inside and out can deter as well as help catch the intruder.

- If you’re a target of shoplifters, cameras stop or reduce these incidents.

- If you suspect employee theft, cameras are a deterrent.

- Install an alarm on your safe or valuable equipment.

- Consider a monitoring service that will contact the police.

Be proactive

- Lock doors and windows when you leave.

- Install solid exterior doors that are equipped with heavy-duty deadbolt locks.

- Use secondary blocking devices on sliding glass doors.

- Secure overhead garage-type doors with padlocks on the roller channel.

- Move trash dumpsters away from the building to eliminate hiding places.

- If you have vehicles on property over night, park them away from the building.

- Trim shrubs and trees to increase visibility of your building.

- Ensure that your ventilation system can not be used to gain access.

In addition to these steps, complete a contents inventory. Having this information will be extremely helpful if you need to file an insurance claim and complete a police report. You’ll be able to provide the necessary information (manufacturer, model number and serial numbers) about the items stolen. The photos will be extremely helpful also. The time, stress, emotional turmoil and potential financial loss can be lessened or eliminated with this document.

Bad Online Info Can Keep Customers Away

2010-12-21T10:41:00.001-05:00

Evan Stein is owner of CMIT Solutions of Manhattan, Grand Central. We appreciate receiving his permission to repost this article. Visit his blog for additional technology-related information.

Here’s a quick, easy way to enhance your business’s profile online: make sure people have access to the right contact information.

Out-of-date or just plain incorrect information can keep customers from finding you. And often, all it takes is one phone call to a wrong number, or one drive by a vacated office, for a prospective customer to sour on your business for good. If they found you online, chances are that’s because they do a lot of their research online – and people who are used to finding businesses on the Web expect information to be accurate and up-to-date. An out-of-date Web page or phone number is a big hint to those people that your business either isn’t operating or doesn’t care how it comes across online. Either way, they probably won’t be very interested in becoming a customer. (One recent survey found that “One third of searchers give up on a business when they can't quickly find the information they're looking for.”)

To make sure your information is up-to-date, type your business name into a few popular search engines like Google, Bing, and Yahoo. Make sure your Place Page is correct on Google Local Business Center. (To find out how to register for an account so that you can correct that information if it’s wrong, go here.) Check your contact information on LinkedIn, Facebook, Twitter, and Yelp. And while you’re at it, look for reviews for your business on Yelp and a few other user-generated review sites. If somebody’s complaining, address their concerns. If they’re saying something nice, thank them. Reviewers like to know they’re being heard.

And what about those places on the Internet where you’re mentioned and it’s not particularly easy to fix the information by yourself? Find the “contact us” section for the site you need to correct and try writing to them directly.

The more certain you can be that your business is represented consistently and accurately on the Web, the more professional you’re going to look. And that’s always good for business!

Don't Put Your Boxes By The Curb

2010-12-16T13:15:00.000-05:00

Cindy Hartman is President of Hartman Inventory LLC, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a turnkey inventory package for those who want to establish their own asset documentation business. A how-to manual, hands-on training, marketing package, life/business coaching program and mentoring with the founders are key components of this complete business package. Cindy enjoys networking, which served as the major marketing effort to grow her business.

Drive through any neighborhood on ‘trash day’ and you’ll see empty boxes showing what new items people have just purchased or received as gifts. Whether it is a birthday, anniversary, Christmas or something they bought for themselves, there will be boxes that used to hold desktop computers and printers, laptops, televisions, appliances, and more. A box showing a picture of a jewelry armoire will state something quite loudly: there is a lot of jewelry in this house! What a perfect opportunity for burglars to decide which house will be their next conquest.

One way to discourage theft is to conceal what items you now own. Break the boxes down and put them into trash bags (not the see-through ones). If the burglars have to guess what’s in your bags, but the neighbor has his boxes out for all to see, which house do you think they’ll choose? This won’t protect you completely, but it certainly will not invite these unwelcome intruders in, either!

You have all of these nice, new gifts; could you remember each item and prove ownership? What happens if you do have a burglary, or a fire, or a natural disaster?. Take photos of these new belongings before putting them away. Individual photos should be taken of high-end items. Don’t forget about clothing. A photo of a leather jacket is important if you need to file an insurance claim.

For your written report, record the manufacturer, serial number, model number and other identifying information. Also record the date and purchase price. Keep the receipts and put them with your inventory record.

If these new items were received during the holidays, while you have your camera out, take pictures of all of your holiday decorations. Think of how much money you have invested in creating this festive atmosphere. How many ornaments are on your tree? With each one costing an average of $3 to $5, it adds up quickly.

If you have high-value items, such as a Christmas Village, take pictures of the entire display. Then also record each building, including the name, model number and other pertinent information. Many collectibles have identifying marks; take a picture of those as well. Do you store your items in their original boxes? If so, and they show pricing or the manufacturer, photograph the items next to the boxes.

Since you just received new items, you might be disposing of others. Be sure to remove those items from your inventory listing. Delete the photos of these discarded items as well. This will ensure that the record of the contents of your house is completely up to date.

If you don’t have an inventory, now is the perfect time to create one. Or, if you choose not to do it yourself, contact an inventory service provider near you. The cost of this service will quite often be less than just one gift you recently purchased or received.

Building Credibility in Business

2010-12-13T10:54:00.001-05:00

With 24+ years of executive experience in corporate growth and turnaround management, Howard Bienstock founded OneDegreeConnected.com (ODC) out of a practical need to easily share with others the efficiencies of highly leveraged relationship development. In addition to being the architect of this proprietary B2B multiple-referral software, Howard serves as the company's President and is taking a "hands-on" approach with the introduction of ODC to the marketplace. ODC merges existing social networking concepts with the professional's need to network for business. A proprietary, membership-driven, permission-based global online multiple-referral tool, ODC serves individuals across various levels of sales, management and professional occupations. This is a practical application of the power of the internet to efficiently develop and monetize business relationships.

Of course YOU know you are honest and do a good job of what you sell in business, but do your prospects know that? This is the question we need to analyze in our business. The simple fact is that most salespeople or business owners don't build credibility before, during, or after the sale. Here are several strategies that will assist you in building this credibility.

First, you must be congruent in everything you say and do. Incongruity is when you say one thing, and then your actions don't line up with that. People can instantly spot incongruity.

The key is to realize that you probably have blind spots.

Second, what are the reasons WHY people don't buy what you sell? Make a list of these reasons, and then figure out how you can remove them. The key is to realize that you probably have 'blind spots' and don't realize every reason why people don't buy what you sell. And here is an important key: It doesn't matter if the reasons your prospects don't buy are logical, reasonable, or valid. If they don't buy, they don't buy. So just because they don't make sense to you, doesn't mean that you don't have to acknowledge these.

Third, what are all the things you can do to build credibility? Can you present expert credentials? Can you provide a lot of relevant references? Can you give your product or service a guarantee? All of these things can help build your credibility when done consistently.

Holidays Are The Time To Take Pictures

2010-12-09T13:57:00.001-05:00

Cindy Hartman is President of Hartman Inventory LLC, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a complete turnkey business package for those who want to establish their own inventory company. Cindy enjoys writing and speaking on her industry, networking and small business. Read her blog here.

Holidays – Birthdays, Valentine’s Day, Anniversaries, Christmas, Hanukkah, and New Years Eve – these and all other occasions bring opportunities to ask people to say “Cheese!”. Open houses, school programs, parties, dinners and family gatherings all encourage people to capture the events on camera. While you have the cameras out, use this time to photograph all of your holiday decorations, too.

If you don’t have a personal property inventory already compiled, this is the perfect time to start one. You’ll have holiday and seasonal decorations on display that are normally boxed and in storage. Depending on the size and value, take photos of each individually, or as a group. For example, once the Christmas tree is adorned with the lights and ornaments, you can capture all by taking pictures from 2 or 3 angles. Do you have a collection of Santa Clauses or Snowmen? Take a group photo of all once they’re out of the boxes and displayed.

Many people have the popular Christmas Villages. After the village is set up, take photos of the entire village. This will capture all the accessories in one or two pictures. You’ll want to take individual photos of the more costly buildings. Some cost $100 or more, so they should have their own photo. If the building or a special accessory has an identifying mark, such as “Department 56”, take a photo of that as well. This proves the manufacturer and your claimed value can be proven.

In addition to the photographs, include a written report. You can list the general category of “Christmas Decorations” and state the total price of all decorations. You will have the photos to back up your stated dollar amount. For the higher end items, such as the Village buildings, it’s best to list each one separate, noting the year purchased, manufacturer, name of the building, and cost.

The same is true for new gift items received. Take the photos just prior to putting them away. Record the manufacturer of the tools, jewelry, electronics and appliances. Don’t forget leather or suede jackets or other clothing items that have a high value. Additionally, you’ll want to record the serial number and model number of any electronics or appliances. If you experience a theft, the first thing the police will ask is if you have serial numbers of the items that are missing.

Are you too busy, or just don’t want to bother with creating your home inventory? Call a service provider; you will find that the investment in this service is approximately the cost of one lost or stolen item.

Enjoy the holidays, and don’t forget to take photos of your family and friends, too – because they are your most valued assets!

Are You A Responder or A Reactor?

2010-12-07T11:43:00.000-05:00

Kevin Eikenberry is a speaker, trainer, consultant, author, and entrepreneur. Kevin is the Chief Potential Officer of The Kevin Eikenberry Group, a learning consulting company that provides a wide range of services, including training delivery and design, facilitation, performance coaching, organizational consulting, and speaking services. Kevin has worked with Fortune 500 companies in the areas of leadership, consulting, customer service, teamwork, creativity and developing potential. His client list includes, the American Red Cross, Chevron Phillips Chemical Company, John Deere, Purdue University, Shell, Southwest Airlines, and the U.S. Marine Corp.

In a recent leadership workshop a participant asked me:

"How can I get staff to think about choices or decisions and not just react?"

My first thought was of a classic Zig Ziglar story that talks about the big difference one word can make. Zig said (and I`m paraphrasing):

Imagine going to the doctor for medication and returning for a follow-up visit. In one case the doctor says you are reacting to the medication, in the other case the doctor says you are responding to the treatment.

There`s a big difference between responding and reacting.

That difference is the key to answering the question; my participate is looking for a thoughtful response rather than an immediate reaction.

So, my answer comes in two parts: first, how to respond rather than react; then how to support that choice and habit in others.

How to Respond Rather Than React

Think big picture. When you think about how this specific situation fits into your overall goals and objectives it will be easier to respond.

Put the situation in context. Always consider the context - what is happening and how the next step will best serve you, the organization and everyone involved.

Blend logic and emotion. The best decisions are both informed by facts and infused with emotion. The goal isn't to deny your emotions, but to balance those immediate emotional responses with thoughts and facts to fill in the blanks. This is the essence of responding.

Ask yourself the key reaction question. The key question is: Am I reacting? Simply asking yourself that question can ground you and give you a quick mental break to perhaps choose differently.

Recognize choices. Often reacting comes when you don`t know or think you don`t have any other option. When you realize that you always have choices, you can remember to consider them and the consequences they bring before moving forward.

Create 20/20 vision. You know hindsight is 20/20. Your goal in the moment is to mentally move yourself into the future and look back with imagined 20/20 vision to determine your best response to the current situation.

How To Help Others Respond

Once you understand the differences, the best way to help others is to follow this three step formula:

Expect. The first step always is to make your expectations clear and help people understand when and where you expect response rather than immediate reaction.

Model. It is hard to encourage or inspire others to respond if you aren't modeling it yourself.

Coach. Once you are responding rather than reacting, you are in a better position to coach others based on your experience, citing examples and more.

Some Final Thoughts

While responding seems like the prudent choice, you may be wondering how speed plays into this equation. Clearly in a crisis or emergency situation it may seem that you would logically need to react or operate in a split-second decision mode.

The reality is the best crisis managers (ER doctors, emergency management officials, firefighters as some examples) actually are trained and practice a variety of scenarios precisely so they can respond rather than react.

The difference is in preparation and thought.

In other words, response (versus reaction) doesn't mean you will be slow, just thoughtful.

Zig is right - there is a big difference - you and your team will reach better decisions and make better choices when you respond rather than react.

Should You Send Your Boss (Or Former Boss) A Holiday Card?

2010-12-04T10:58:00.000-05:00

DETROIT, MI (November 30, 2010)

Five (5) Reasons Holiday Cards Endear You To Bosses and Former Bosses

Thinking about sending the boss (or a “Boss of Christmas Past”) a holiday card? Reference checking firm Allison & Taylor says you probably have a good idea: a 2008 survey quoted 50% of holiday card recipients as indicating they were more likely to do future business with a company (or individual) that sends holiday greeting cards. And with your co-workers vying with you for the boss’s favor, your holiday card might prove to be a small, but decisive, differentiator.

Here are some reasons why your greeting card is a good idea:

Connecting with your boss (or former boss) will help keep you top-of-mind in their awareness, translating to possible future support or opportunity.
Sending your boss (also former bosses, colleagues, suppliers, etc.) a card demonstrates a personal touch to accompany your business relationship.
Staying in touch with bosses and colleagues via a holiday card is a subtle yet highly effective form of networking. (It’s also less expensive than taking them to lunch, and won’t violate corporate edicts if sent via personal mail.)
Staying in the favor of your prospective employment references (particularly former bosses) is critical to your future employment success. The reference-checking firm of Allison & Taylor notes that approximately half of all reference checks they conduct reveal negative input from the references. Consider that a greeting card could prove to be a small, but critical, investment in your professional future.
Developing and maintaining positive relationships with your boss, co-workers and former bosses will ultimately be a cornerstone of success in your career. Besides the use of greeting cards, there are a number of effective etiquette tips that may be appropriate for those who may ultimately become your professional references ( click here for more tips).

While sending out holiday cards is almost certainly a good idea, even this generous gesture can backfire if the proper protocols aren’t observed. Here are some additional guidelines to ensure your card is well received:

Choose a high-quality holiday card that allows no possibility of offending its recipient. Remember that not everyone celebrates Christmas – be mindful of religious and cultural nuances, particularly with your international recipients.
Choose a design that is appropriate for your business associates.
Include one of your business cards inside the greeting card. This small insertion ensures that your recipients have your most current contact information and will reinforce your name with the card’s recipient.
Be sure that your inscriptions on the outside of the card are both legible and attractive. Consider using a form of calligraphy to make your recipient’s name and address visibly pleasing. Also, be sure to include your return address on the mailing envelope.
Sign each card personally. It only takes a moment to sign your name and write a short greeting, and your business associates will notice and appreciate this more personal gesture.
Check the spelling of your contacts and their corporate name. Any good points you'll score with a holiday card will be lost if you misspell your contact's name or corporate information.
Keep your contact list accurate and up-to-date. Make sure you're not sending a card to someone who has left the department or the company.
Don't be late. In life and in business, timing is everything. Remember that many companies close during the holidays and people take vacation to be with family, so send your cards early. Also note the possibility that a recipient of your card may want (out of consideration or guilt) to respond with a card back to you prior to the holidays. Aim to have all your corporate holiday cards in the mail no later than December 15 if you're sending them within the U.S., or earlier if you're sending them via international mail.

In short, a professional greeting card can go a long way in making a good impression on all your business contacts. Cultivating good relationships this holiday season, will help ensure your professional success tomorrow.

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About the author: Alexandra Garrett is a professional resume writer and consultant of Allison & Taylor, Inc. a firm in the business of checking references for corporations and individuals since 1984.

Allison & Taylor, Inc. is headquartered in Rochester, MI. For further details on services and procedures contact www.AllisonTaylor.com.

8 Tips For a Safe Holiday Season

2010-12-03T12:03:00.006-05:00

Cindy Hartman is President of Hartman Inventory LLC, a woman-owned business that provides business and home inventory services. She and her husband Mike also own Hartman Inventory Systems, a turnkey inventory package for those who want to establish their own asset documentation business. A how-to manual, hands-on training, marketing package, life/business coaching program and mentoring with the founders are key components of this complete business package. Cindy enjoys networking, which served as the major marketing effort to grow her business.

Unfortunately, the holiday season claims the highest number of fires than any other time of the year. Fireplaces give warmth and a relaxing atmosphere, strings of lights help provide a festive look to your home or business and candles fill the air with your favorite holiday scent.

But all of this can be gone in minutes. When I was 8 years old, I heard someone yelling outside in the early hours of the morning. Jumping out of bed to see what was up; I saw our neighbor’s house on fire. It was a 2-story house and the mom and two sons were sitting on the roof while the father was banging on our back door, hollering for an extension ladder. He needed to rescue his family!

Their house caught fire because of a faulty string of lights on the Christmas tree. They had been in bed only 3 hours when they smelled smoke. Luckily, they were OK, except for the father’s frostbitten feet as a result of running in the snow seeking help. I can remember the impact that loss had on them – even at that young age. The pain they felt wasn’t just that one night, but for months and months because of the effort spent trying to remember their belongings so they could provide a list to their insurance agent.

And for a business, there is the question of when and if you'll ever recover. And if you do recover, will you be able to remain in business, considering the time you were "out of business" and the financial loss you're likely to face.

The Underwriters Laboratories (UL) and the National Fire Protection Association (NFPA) offer these safety tips to help ensure that you have a safe holiday.

Look for the UL Mark on light strings, electrical decorations and extension cords. The UL Mark means that UL engineers have tested representative samples of the product for foreseeable safety hazards such as fire and electric shock.
Ensure lights, decorations and extension cords are rated for outside use. Lights intended for indoor-only use bear green UL Marks. Light strings intended for indoor and outdoor use bear red UL marks.
Read and follow the manufacturer's instructions for electrical decorations.
Carefully inspect each electrical decoration - new or old - before plugging it in. Cracked sockets, frayed, bare or loose wires can cause a serious electric shock or start a fire. Replace damaged items with new, UL-Listed decorations.
Don't use staples or nails to hang light strings. Instead, purchase hooks or clips designed for hanging light strings.
Check packaging to determine the maximum number of strings that may be connected or use this rule of thumb: Connect a maximum of three midget (push-in bulbs) light strings or up to 50 bulbs of light strings with the screw-in bulbs (C7s and C9s).
Don't overload extension cords by plugging in too many decorations.
Turn off all electrical lights and decorations before leaving the office, home or going to bed.

Take precautions. The cost of new strings of lights, an extension cord or the proper hooks or clips could be the difference between a safe holiday or one remembered because it was the year you had a fire.

When Should You Outsource?

2010-11-30T10:26:00.000-05:00

Outsourcing is a buzz word in today’s business environment. Everyone talks about outsourcing yet few people understand where to go for outsourcing and how to use it to be productive.

First, you need to look at outsourcing correctly. Now although outsourcing can mean moving work to overseas or another country, if you have any employees or subcontractors you are, in essence, out sourcing.

So when should you outsource? It really comes down to this: You need to focus on your strengths and what you work best at.

Second, you need to outsource when the return on investment for outsourcing outpaces the return on investment of you doing the work yourself. For example, it makes no sense to focus on $10 an hour work if you make, on average, $100, $50, or even $20 an hour.

As long as their is a positive return on investment for the work that is being done, then it really makes sense to outsource as often as you can, as long as the quality of work being done is up to standard. After all, there is too much work to do for someone to do it all on their own.

Networking Isn't Limited to Just Organized Meetings

2010-11-26T13:36:00.001-05:00

Cindy Hartman is President of Hartman Inventory, LLC, a personal property inventory service provider. She and her husband Mike are also owners of Hartman Inventory Systems, a turnkey inventory package for those who want to establish their own asset documentation business. A how-to manual, hands-on training, marketing package, life/business coaching program and mentoring with the founders are key components of this complete business package. Cindy enjoys networking, which served as the major marketing effort to grow her business.

Why network? The number one reason people cite is that they don’t have to make cold calls any more. Other benefits are building relationships, meeting others in your field, finding a mentor and, of course, the social aspect of spending time with others. Since starting our inventory services business, we have joined many networking groups, but not until after we visited them and determined which were the best fit for us.

There are a variety of networking groups to fit anyone’s goals, business preferences and schedules. Some organizations allow only one person from each industry per chapter, are very structured and require attendance. The best in my opinion and most successful with this format is BNI, the largest referral organization in the world. They meet weekly, at the same time and location; membership dues apply to the Chapter in which you belong. Passing good, quality referrals is the top focus.

Other networking organizations have less structure and allow open membership. This means there are no restrictions to the number of members per industry, and if there are multiple locations and meeting, you can attend any and all meetings, rather than just one chapter, or hub. Meetings are often held early morning, at lunch and after hours to provide a variety of options to meet members’ needs.

Aside from these groups created specifically for networking, there are other opportunities to meet other business owners, potential prospects, and to meet others you want to refer to your circle of influence. Civic organizations, chambers of commerce, church groups, industry associations, etc., also provide opportunities to meet others and develop relationships. Though their focus is not specifically to help you grow your business, the result is you now have a team of people who know and trust you. Fellow members will introduce you to their connections because of the relationship you’ve built over time.

Another networking format is social networking. There are a plethora of online sites – FaceBook, LinkedIn, Plaxo, My Space, to name a few – where you find ‘friends’. You can post a profile, upload photos, select others to be among your connections, feed your blog to your home page, ask questions, and even form groups for people to join with like interests.

Twitter serves the same purpose, but with a limited number of characters per conversation. It is amazing how quickly you can meet someone and begin to follow them. Many “tweeple” send links to sites that they feel will benefit others. It’s like a moving, virtual library of information!

A more serious, business-focused type of online networking is also available. My favorite is One Degree Connected (ODC). As the name implies, you are just one degree away from the person you want to meet. You have the option to sort by a specific person or company. Or, if you want to meet a channel market category, or target market, you can search by title. For example, I like to meet insurance agents because they are a perfect channel for me. I enter “insurance agent” in the title box, and all agents who are in the databases of each of the ODC members are found. Then it’s as simple as asking the members for an introduction to the agent(s) in their databases. One Degree Connected! It’s fast and easy. The huge benefit is that when I make the call, they already know who recommended me, and have had an opportunity to view my profile. Unique to ODC over other business sites is you can request an intro from each of the members who knows your desired connection. You’ll create a buzz for yourself and pique the interest of the person you want to meet.

The holidays are nearing, and there will be many opportunities at parties and open houses to meet new people. Use these get-togethers to learn what others do. If you know someone who would be able to help them, offer to make an introduction. They will most likely then ask what you do and how they can help you. Be sure to keep this short and to not turn it into a sales pitch.

Ask friends and business associates where they network, what organizations they belong to and where they meet others. Networking groups are one venue, but often serving another need (community or civic organizations) will give you the opportunity to serve a greater need, fulfill your desire to make a difference, and have the forum to be able to promote your business as well. There are so many choices and opportunities; find the format, philosophy and meeting schedules that work best for you.

Shopping Is Easier If You Know Where You're Going

2010-11-24T12:04:00.001-05:00

"Hey, Mike, I'm at the intersection of such and such - how do I get to ..." My husband has been my GPS service for years. On any given day, I would get lost if I left my little town of Avon and ventured into Indianapolis or other cities in this metropolitan area. Or, I'd refer to a printed map and read it while driving (not a good thing). Since I'm directionally challenged, I have to admit that I'd turn the map each time I turned the car so I would always be going "forward". (Please let me know I'm not the only one who has to do that!) But no more!

I looked at a lot of GPS models over the past couple years, and have discussed pros and cons with people while I was their passenger. The Magellan RoadMate 5045 is perfect for me. Since I usually schedule my business meetings back-to-back, sometimes as many as 4 or 5 in a day, the multi-destination routing allows me to program it at the beginning of the day and I'm set until she (the Magellan) tells me "you have arrived home."

And now I can't wait for our next road trip! Mike and I love to travel, and with the help of the Magellan, we'll be able to see more sites. Last month we drove to Clermont, Florida. On the way, we decided to take a detour and visit St. Augustine. After stopping at 3 different gas stations, we finally found and purchased a Florida map. Back on the highway, it was my responsibility (Mike should know better by now) to tell him where to turn. I couldn't find the route, and by the time I realized where we were, we were an hour past the turn-off. Thus, no St. Augustine. Next trip, you can bet the Magellan will get us there!

One feature that I just love is the OneTouch™ favorites menu. This lets me bookmark the coffee shops and restaurants where I normally meet others for our business meetings. We'll be visiting Mike's brother in Florida at least one a year, so his address is already programmed in when we're needing a break from the cold weather of Indiana.

Did I mention I got lost a lot? That meant I'd often get stressed fearing that I'd be late. No more! In big numbers that I can easily read, I'm given the Estimated Time of Arrival (ETA). This is awesome because I can see that I'm OK on time, even when I get stuck behind a slow vehicle, hit all the red lights or left my previous location later than I should have.

Remember when I said I used to read maps while driving? Now my companion gives me spoken guidance, telling me in plenty of time when my next turn will arrive - and she even states the street name!

There are so many other features (like free updated map downloads and no subscription fees), but check it out for yourself. I'm guessing you'll find that the Magellan 5045 has everything you always wanted - and more.

Now that Black Friday is just a couple days away, this is the perfect gift to buy for yourself. And after you've used it, and see how quickly and easily you get to all the sales before they expire, you'll most likely add it to your list for others as well. (And remember to add it to your personal property inventory!)

Cindy Hartman, owner of Hartman Inventory LLC and freelance writer, thanks Magellan for providing the RoadMate 5045 for this review.

Who Should Be In Your Power Circle?

2010-11-22T10:14:00.001-05:00

When determining whether or not someone should be in your power circle you should ask yourself three different questions.

1.) Who shares my target market? The best person to give you referrals is someone who already has relationships with the people you need to meet. An example of this would be mortgage brokers, insurance agents, and real estate agents.

2.) Who can I work well with? Because the nature of a power circle is that you see someone on a regular basis you need to enjoy being around them.

3.) Do I feel comfortable introducing this person to my contacts? If you would not be able to trust the person with your favorite client then they should not be in your power circle.

Who should be in your power circle?

For specific ideas on who should be in your power circle check out our Power Circle Industry Specific Templates.

Don't see your industry or you see an industry that should be listed on your power circle that isn't? Let us know and we will make the appropriate changes.

A Home-Based Business Can Consume You

2010-11-18T14:31:00.001-05:00

When people hear I am a home-based business owner, their first comment is usually a funny remark about working in my pink fuzzy slippers (actually, they’re purple). I must confess, many winter days would find this to be a true statement. Coming from the corporate environment, there has been a drastic change in my wardrobe.

The clothing, though, is the least of the issues. I asked fellow entrepreneurs what they found to be the biggest hurdle for them as home-based business owners. Many stated that their business seemed to consume them because work and home were one and the same. They lack the discipline to keep the two separate.

Every waking moment at home is spent in their office pounding the keyboard. If they do leave the office, they find themselves constantly “stopping in to check emails” or remembering they needed to do just one more task. Then 2 hours later, they are still working. Often, attention to the family, friends and the house suffer. Whether it’s a lack of discipline to stop working or a compulsion to continue to focus on the business, it doesn’t matter. What does matter is that relationships with family members and friends suffer, social life suffers, the upkeep of the house suffers and ultimately health becomes a factor. So what can someone do when they find the dishes piling up, the laundry isn’t done, the grass is now 10 inches long, they can’t remember the last time they had a family meal together – and they still can’t walk away from the business?

The first step is to admit it’s a problem. I would venture to guess that your spouse and other family members have already discussed this with you. Take an eyes-wide-open look at your daily routine and ask if this is absolutely how you want to spend the rest of your life. Sometimes just being honestly aware is enough to create the discipline needed to stop spending so much time in the office.

Give a true assessment of your work habits. Are you really being productive, or just doing busy work? Are there things that you can stop doing that won’t affect your customer service? Is there something you can reduce or eliminate that won’t affect the quality of your work? Can you outsource some of the daily routine?

If you had even a few hours a day away from the office, think of the things you could do instead. Spending time with family members, friends or even business associates on a social level would begin mending and creating life-long relationships. Start a hobby that helps you relax. Read a book, watch a movie or go out to dinner on a regular basis. Create a daily routine of walking or working out. Have you always wanted to have a beautiful lawn? Now might be the perfect time to focus on your landscaping. Decide what you want to do, then begin doing it, even if you need to schedule it. Without filling in the hours you just freed up being in the office, you’ll just fall back into the old habit of continually working.

If all of this still isn’t enough to get you out of the office, create some physical barriers for yourself. If you find you’re ‘stopping in’ to check emails every time you walk by the office door, there are a few things you can do to eliminate this. First, just close the door; lock it if necessary and put the key on the opposite side of the house. Even if you have the key, you still have to make the effort to get the key and unlock the door. Put a sign on the door announcing (to yourself) your office hours. Turn off your computer. When you think about turning it back on, it reminds you why it’s turned off! These seem simple, but they work!

Knowing you can serve each equally well (personal and work) will provide a sense of balance, plus you’ll probably be better at both of them. And you’ll be able to do it wearing your fuzzy slippers.

Five Reasons Why Every Leader is a Sales Person

2010-11-17T11:36:00.000-05:00

Kevin Eikenberry is a speaker, trainer, consultant, author, and entrepreneur. Kevin is the Chief Potential Officer of The Kevin Eikenberry Group, a learning consulting company that provides a wide range of services, including training delivery and design, facilitation, performance coaching, organizational consulting, and speaking services. Kevin has worked with Fortune 500 companies in the areas of leadership, consulting, customer service, teamwork, creativity and developing potential. His client list includes, the American Red Cross, Chevron Phillips Chemical Company, John Deere, Purdue University, Shell, Southwest Airlines, and the U.S. Marine Corp.

What images, thoughts and feelings come to mind when you think of or hear the word "salesperson"?

* Stereotypical, slick-talking, used car sales people

* Well-spoken financial manager

* The guy everyone loves who sells his wares on the golf course

Whether you have positive thoughts and feelings about salespeople or decidedly un-positive, the purpose of this article is not to suggest or defend any of these images or thoughts. Rather, my purpose is to state an iron-clad fact:

Leaders are salespeople.

And, more importantly, great leaders are great salespeople.

You may not buy my idea (after all, I am trying to sell it to you, but keep reading I plan to succeed). If you don`t buy this premise it`s probably because you have some beliefs/images/thoughts about sales people that contradict your beliefs/images/thoughts about leaders.

If you already buy my idea then you will love what`s to come. If you don`t, then let`s see if I can change your mind by the end of this article...

Salespeople can`t make you do anything; neither can leaders. Both realize they can inspire and inform, and they recognize the ultimate choice to take action belongs to the customer or follower. Great salespeople and leaders also realize that when they remember this fact they are less frustrated and more successful.

Salespeople are selling a vision and ideas; so are leaders. You may think salespeople are selling a product or service, but the truth is they are selling a vision of what that product or service will do or how it will make people feel as a result ownership. As leaders help people to see a vision of something different in the future, they are doing the same thing.

Salespeople know they are in the relationship business; so do leaders. Neither a great salesperson nor a great leader focuses on becoming friends with his/her Customers/followers, but all focus on building meaningful and trusted relationships. Why? Those relationships make their work easier and far more rewarding.

Salespeople realize they are in the change business; so do leaders. If no one buys, nothing changes. If no one follows, there isn`t much leadership. To be successful, salespeople and leaders study and understand individual and group/organizational change.

Salespeople are influencers and persuaders; so are leaders. Notice I didn`t say manipulators, but influencers and persuaders. When you sum up the other four points above you come up with influence.

Are there manipulative, short-sighted salespeople?

Of course. (The same can be said about some portion of the leader population.)

But, are those the salespeople that create long term success for themselves and their Customers?

Not at all. (Not in the leader population either)

The best salespeople are persuasion experts who influence through relationships, insight, great communication skills, understanding people and more. They strive to support and improve the lives of those they sell to, knowing when they do they have created a Customer for life.

Read that sentence again, and with just a couple of changes...

The best leaders are persuasion experts who influence through relationships, insight, great communication skills, understanding people and more. They strive to support and improve the lives of those they lead, knowing when they do they have created a follower for life.

Those are just five reasons why the best leaders are great salespeople.

Regardless of what you might have been thinking at the start of this article, it is time to embrace your inner salesperson.

But only if you care about being a more effective leader.

Never Rake Leaves Uphill and Other Management Lessons Learned in the Northwoods

2010-11-15T11:13:00.003-05:00

Art Petty is the founder of Building Better Leaders and writes The Management Excellence Blog. He provides practical, actionable guidance for solving vexing problems in marketing and sales, strategy and leadership by serving as a mentor, consultant, coach, trainer and educator for firms and professionals in a variety of markets. Art brings the experience gained in over two-decades developing and growing market-leading teams and firms in high-tech, software and manufacturing for large and small firms around the globe to all of his endeavors. His focus is on helping clients develop as high performance professionals and helping owners and executives build high performance programs and teams.

Note from Art: some lighter thoughts connecting the world of good old-fashioned (and cathartic) physical labor to the world of projects and work. And some bonus advice for getting along, especially with your spouse or significant other!

Spend enough time writing, speaking and thinking about management and performance, and you’re likely to find yourself looking for lessons in all of your dealings. This certainly held true for me this past weekend, as I engaged in the annual fall ritual of cleaning up the leaves at the northwoods home.

While the management guidance here might not make the next issue of HBR, if you ever face several hilly acres of ankle deep leaves, this might just save your back from breaking and your relationships from crumbling!

1. First and foremost, never rake leaves uphill. Ditto for against the wind! Gravity and other forces of nature are your friends here. Don’t fight them. Leaves tend to fall downhill, blow downhill and generally migrate towards their friends at low points in the land.

Adding a little science (very little!), you might reasonably conclude that the energy consumed per unit of leaf raked is pretty high when you push the little buggers up hill one at a time. Your goal here is minimal energy consumption on this task. Remember, after the leaves are gone, you’ve probably got to split a cord of wood.

In the Workplace: Too many projects feel a lot like raking leaves uphill. Poor project design and improper training result in a lot of commotion and little forward progress. And small obstacles easily become gigantic bottlenecks that soak up valuable management time and impact schedules and performance. If you feel like you are “raking uphill and against the wind,” stop, assess and address the challenge from a new perspective.

On a personal note, it is your wife that is raking uphill, use your best tact and diplomacy to encourage her to rethink her approach. Trust me, I learned this one the hard way.

2. Proper planning and flawless execution are required to effectively land a tarpaulin so that you can cover it in leaves on a windy day.

In the Workplace: anyone that has ever been involved in a complex project with multiple coworkers, understands the benefits of great teamwork and great team members operating in synchronicity towards a common goal. It’s easy to misfire and quickly become aggravated with poor performing or poorly trained team members, and then it’s only a short step away from complete team meltdown. Take the time to clarify tasks, practice the execution and then provide team members with effective, real-time feedback.

Another personal note: if it’s your wife or spouse that is misfiring on the tarp job, use your best tact and diplomacy to teach and encourage improved performance. Trust me, again!

3. Know your own limit of incompetence when it comes to team safety. Don’t ever plan on flying an airplane if you cannot consistently remember to raise the wheel on the brush trailer before heading up your driveway digging a new ditch and wrecking yet another wheel.

In the Workplace: risk management is a critical issue to be managed in real-time. Teach your team and yourself to constantly assess risks and build systems to identify and mitigate or eliminate those risks. Also, learn your limits. Some people and some teams just shouldn’t fly airplanes or run nuclear power plants.

4. Choose the right leader for the job at hand, and shift leaders as the jobs change. Put two corporate executives used to leading teams on the same task to conquer the clean-up, and you might not find it shocking that both individuals have a very strong opinion on how things should be handled. My Dad and I learned long ago to swap roles. For example, I’m a master laborer and he’s a master engineer. If the task calls for bulk, brawn and speed, I’m in charge. If it’s the redesign of the in-ground sprinkling system or rewiring of 2 acres of ground lights, it’s all Dad!

In the Workplace: learn to lead and to follow and learn to make the transition gracefully and your project and execution performance will improve tremendously.

The Bottom-Line for Now:

May all of your fall projects be as filled with management and relationship lessons as mine!

Visualize Your Success

2010-11-11T08:52:00.002-05:00

Achieving success comes from within. We read books and listen to CDs which give us the opportunity to motivate ourselves. These ideas from others encourage us to create our successful universe. I believe in creating our own destiny, of visualization, of ‘seeing’ our success. But no professional speaker or author proved it to me more than 7 young men who ran high school cross country.

They taught me that visualization is a 3-way process. You can’t just have a goal and expect to achieve it. There must the goal, of course, but then the ability to see it happening, and finally the motivation to make it real.

My son was on that cross country team. They were rated in the top 10 in the state, but certainly not number one. They could have paid attention to the newspaper articles, the buzz about other teams being better. They could have seen themselves as a 4th or 5th place team. But the strength of visualization gave them permission to see themselves differently. It allowed them to see themselves as state champions. And that vision gave them the stamina to train like champions.

The team worked hard, running 2 times a day, 7 days a week, 52 weeks a year. It didn’t matter if it was 95 degrees or 20. They were good and this intense training made them even better. They saw themselves winning it all. The key is they didn’t just see themselves on stage receiving their blue ribboned medals; it was much more than that. They saw each step, each race, each victory one at a time.

Before each meet the team formed a circle, each mentally ran his own individual race. Their eyes were closed and their heads as they saw themselves maneuver a curve or push up a hill. The entire team saw every detail of every race from a perfect start at the pop of the gun to crossing the finish line.

Did each race turn out as they envisioned? Absolutely not. Sometimes they didn’t place where they expected. Other times they didn’t run the pace they anticipated. Instead, they visualized themselves coming in strong, arms in the air in victory … In reality, we – and they - saw wobbly knees carrying sweat-soaked bodies, each struggling to breathe as they often staggered to the finish line.

But I also saw winners race after race! And at the end of the year, they stood on stage as state champs! Their vision became reality! The physical effort these boys put forth was amazing. But the edge they brought with them was that they saw it happen before the season even started!

These 7 runners – who on paper were not a championship team - made me a believer in visualizing your way to success. Of course, just seeing it won’t make it happen. What it will do is permit you to believe it can happen. It will allow you to work toward your goal with a belief that it will happen. Once you allow yourself to see it, you will begin to believe it.

See your success and each step you need to take along the way to reach your goal. This is what allows one person to become a success while others sit back and wonder why life dealt them a bad hand.

The same is true in our business life. Our business associates, fellow networkers and power team members help us see what we can be and help us get there. We are each other’s cheerleaders, mentors, teammates. Without support, without others keeping us at the top of our game, we will not have the success we want. We, like the cross country team, hold each other to a higher standard. Your teammates’ successes are your successes, and yours are theirs.

Success is not a sprint. Achieving goals is more like a cross country meet – a long run, one step at a time, with obstacles, ups and downs, people getting in your way, maybe even pushing you off course, and in the end, it’s you – alone – crossing that finish line. You’re exhausted, but jubilant with arms in the air. And you know that your team helped you get there.

You take a moment to celebrate the victory, and then you’re off again, ready to start visualizing your next goal and seeing your next success. The cross country team did that. They decided that one blue ribbon was not enough. So they immediately began their new vision, their new goal of back-to-back state championships. They worked through the pain, and knew it was worth the effort. They found strength in visualization because they knew that it worked. They gave themselves permission to believe!

Stay the course. See it - believe it - achieve it.

What is a Customer REALLY Worth to Your Business?

2010-11-08T10:52:00.010-05:00

It's easy to overlook the true value of a customer. Most people only look at the immediate revenue a new customer will bring to one’s business instead of the life time value. Why is it important to know the lifetime value of a potential customer? This will help you know where to allocate your resources so you can focus on what will bring the highest return on investment.

It's easy to overlook the true value of a client.

It is very simple to calculate the lifetime value of a customer. You do it by calculating out how long a customer will be with you (example 3 years) and multiplying that by how many transactions a year (example 3) with the average transaction amount each time ($50).

So, in that scenario a customer would be worth $450 to you for the lifetime value. Now, if it costs you $100 to acquire a customer is that worth it you? Only you can answer that question based upon your goals and business model, but most people would undoubtedly say yes.

After all, spending $100 to bring in $450 is not a bad scenario for most people, especially if this is something that is consistent. Now keep in mind that all customers won’t work out to this precisely. Some will be worth more, and some will be worth less. The main thing is to get an average so you can use this knowledge accurately.

Now, some people might say that they are not sure how much it costs them to get a new customer. Or some people might say that because they don’t do advertising or marketing they do not have a cost to acquire customers. This is not true, however, because every activity has a cost. Of course your time is worth something and you need to factor that into every decision you make.

Understanding the lifetime value of a customer will enable you to allocate your time and resources more effectively no matter what type of advertising, marketing, or networking you do.

Turnkey Packages Should Include Mentoring

2010-11-04T12:57:00.000-04:00

Cindy Hartman is President Hartman Inventory, a woman-owned business. Visit her website to discover the many reasons you need a business or home inventory. Also view the Turnkey page to learn about the Hartman Inventory Systems, a complete turnkey business package. Let the Hartmans help you start and grow your own personal property inventory service. Cindy’s blog discusses marketing, management, entrepreneurship and asset inventory.

There are 3 key people you can’t afford not to hire when you start a business…a CPA, an attorney and a business coach. I totally agree with this statement.

During the start-up phase of our business, we didn’t think we could afford to hire professionals. We were so wrong! In fact, it cost us more in the long run because we had to go back and redo some of our work. The business coach, though – or lack of one – was our biggest cost factor (in the terms of lost revenue). Of course, we can’t put a dollar amount to it, but we know we would have grown faster, lost less money and received revenues sooner, if we had a business coach from the beginning.

This brings us to the topic of a turnkey package. Often people feel that it’s too expensive to purchase one, and choose to begin with just a start-up kit or entirely on their own. But when looking at the big picture, investing in a turnkey is either a wash or truly a cost savings in the long run. A high quality, all-inclusive turnkey package will cost more than a start-up or minimal-value business in a box which just includes a few components. Remember that value isn’t always in the box!

A high-value turnkey package will include marketing tips and tools to help jump-start your business. Without receiving this knowledge, you’ll have to learn it all by trial and error. And during your first few years in business, you’ll have questions, need motivation, want someone to kick ideas around with. The owners of turnkey packages who offer continuing support and consultation will provide that for you. In essence, they will be your business coach.

Now let’s return to the statement about all-inclusive turnkey packages being expensive. What will a business coach cost you? Most charge between $200 and $500 per hour. Just two hours a month, and you’ll have invested between $5,000 and $12,000 your first year. And it is rare that just one year of coaching is all that is needed. Most successful business people retain a coach on a continuing basis. Why not have that cost be included in your startup funding?

The turnkey packages that include consultation or mentoring are in essence providing you with a business coach. The owner who is mentoring you will be providing specific assistance because they know the business, know the industry and have learned it the hard way – by experiencing it.

Economic Roadkill

2010-11-01T13:53:00.000-04:00

Marketing professional Lorraine Ball teaches business owners across the country how to use creativity and planning achieve exceptional results. Her marketing firm Roundpeg helps small businesses become big businesses. An accomplished marketer, she has won regional and national communication awards. Her articles on marketing, networking, and business development have been featured in Contracting Business, New York Forum, and ACH&R news. Her books, “The Entrepreneur’s Notebook” and “Confessions of a Networking Junkie” are popular resource for business owners across the country.

Have You Ever Watched a Deer Running?
I have and they are amazingly beautiful and incredibly fast creatures. Watching a deer move, I wonder how is it possible for them to be hit by a car? Surely they have the speed to dart out of the way and avoid becoming roadkill.

And yet, every spring, you see a few scattered on the roads. Why? Because as they are running, if they catch sight of a headlights of a car, they turn and freeze. Instead of moving on, they are paralyzed by feed of impending danger. They become Roadkill.

I see the same thing happening to small business owners. Instead of focusing on their business, and running to stay ahead, the turn, and freeze, staring into the oncoming lights of the economy. They become Economic Roadkill!

I am not naive. I know the economy is not great. But you have a choice. You can allow yourself to be paralyzed, saying things like: "I am going to wait until things pick up before I make that decision" or " I am not sure I want to invest right now, because of the economy". When you allow the fear of the economy to freeze you in your tracks you are setting yourself up to be run over by the economy.

If you choose to, you can outrun the economy. Make investments in your business now. Do a little more advertising, marketing, or networking. Take a class, learn something new, keep moving!!!! Run past the other small businesses lying on the side of the road and pick up speed. When things turn around, you will be running ahead of the pack!

Disaster Preparation for the Small Business Owner

2010-10-29T12:23:00.002-04:00

How quickly can your company get back to doing business after a tornado, fire, flood or computer crash? Every year, thousands of companies are unprepared. The US Department of Labor states that over 40% of small businesses that experience a disaster never reopen, and of the remaining companies, at least 25% will close within 2 years. These statistics are probably even higher now considering the economy and difficulty for small business owners to access money when it’s needed. Even the smallest of disasters can create a financial chain-reaction that could cause the doors to be locked for the final time.

There are some simple steps towards being prepared that can help protect your business. Each can lessen the burden if you face a disaster, no matter how small.

1. Have a continuity plan. Most business owners agree that having a plan is important, but too few take the steps to prepare. Plans vary according to each individual company’s needs, but the basics are the same no matter the industry, size or location.

Often times the reason for not having one is because of lack of time to create one. Rather than not have one, it's worth the investment to hire a company like Business Business Continuity Planning Specialists to develop your plan for you.

2. Determine your immediate needs. What data do you need the day after a disaster? Check with your IT provider on availability. Does your telephone service have emergency options to ensure you don’t miss any phone calls? Have your customer, vendor and employee information readily available so you can contact them. Just knowing you’re still in business will give customers a feeling of comfort and they won’t “assume” you’ve closed.

Can you run the business from a different location? Develop relationships with other companies so you can set up temporarily. Also, create a relationship with a competitor you trust who can meet your customers’ needs short term. This will help you maintain your relationships with your customers even when you are not able to provide the product or service yourself.

Have back-up vendors and shippers in place in case your primary ones are disabled. Establish relationships in advance and maintain them. Place occasional orders so that they regard you as an active customer when you need them. Keep extras of hard-to-replace parts or supplies on hand and store them off site.

3. How secure is you information? Many companies store their important files in a safe or on an external hard drive in the office. If the building is damaged or items stolen, it is highly likely your data will be, too. Online backup is a safe, low-cost option. You can establish frequency of backup, which will allow you to resume doing business quickly.

4. Have adequate insurance coverage. Review your policy with your agent so you understand what is covered and what is not. Do you have Cash Value or Replacement Value coverage? Is this coverage on your building or contents or both? Do you have flood insurance? Should you? And don’t forget about coverage for water backup of sewers, drains, or sump pump failure. Another area many business owners don’t consider is Business Interruption Insurance. These are issues only you and your agent together can address.

In conjunction with your insurance policy, compile an asset inventory with photographic records and a written report. Knowing what you own, when the items were purchased and the cost will help reduce the painstaking process when filing your insurance claim because it will help you remember everything you owned. Even if you have adequate insurance coverage, most policies require a detailed list of what was lost, damaged or stolen. During the stress of recovering, you will most likely forget many items, and the time savings is imperative so you can begin rebuilding your business and receive your insurance settlement quickly. Be sure to secure this information off site, and update the inventory annually.

Disaster may never strike, but if something does happen, having plans in place will help you through the transition and increase the odds that a temporary business interruption does not become a permanent one. According to the SBA, small businesses provide nearly 45% of the nation’s payroll. A commitment to being prepared will support your employees, customers and the local economy.